This is IT, in my book.
Reality #1: EVERYONE buys cars. Dickheads included. And dickheads are the ones we talk about because they get under our skin... (BTW... "dickhead" is my wife's pet name for me... I use it here lovingly 
)
Sooo... the trick is to engage with more of the "Regular" peeps, right?
Reality #2: You can't establish rapport and convert unless you get them to Reply/Answer the Phone/Return a Voicemail. You get ONE shot -- your initial response. And to set the hook, you have exactly the amount of time it takes to see an email while stopped at a traffic light, before the light turns green. If the customer isn't interested in re-examining that email when they get to the next light, or at home, or at work, you're done.
According to Jon Berna and Driven Data, we fail about 95% of the time. Much -- and sometimes most -- of the time, we never even establish there's a human being attached to these BS ADF's that keep landing in our BS CRM... We never hear back from these leads. And blame the leads... Bad Leads.
It's crazy that the following statement requires a fundamental shift in Dealership Operational Ideology:
Make a great first impression, and you talk to more people. You talk to more people, you sell more cars. That's it. No rocket science. No mystery. No skullduggery.
But Reality #3: Just get 'em in. We're still here.
[@Tallcool1 --Clint, rant not aimed at you! Your post was a good excuse to unload some of this caffeine energy this morning!!! 
]
