Three months after graduating college, I found myself in a corporate role that left me uninspired. A good friend suggested I try the automotive sector, “just until you find your calling.” That was 43 years ago. What started as a temporary pivot became a lifelong passion.I worked my way through sales, sales management, finance and insurance, general management and fixed operations. Each promotion brought new challenges and with every step, I realized I was exactly where I was meant to be. After 20 years of chasing success, I felt a pull to give back. I transitioned into teaching and recruiting — helping others grow, guiding careers, and building teams. That was 25 years ago, and I still wake up excited to go to work.
The past 45 years have been eye-opening, humbling, and deeply fulfilling. I didn’t just find a career, I found purpose. If you're early in your journey or feeling uncertain, remember sometimes the most unexpected paths lead to the most rewarding destinations.
The Road to the Sale hasn’t changed. People have.
Over the years, I’ve watched countless professionals try to reinvent the wheel when it comes to the sales process. But the truth is, the fundamentals of the Road to the Sale remain solid. What’s changed is the level of buy-in. A great process only works when people commit to it. When they don’t, even the best roadmap becomes ineffective. We’ve had decades of proven strategies laid out by industry pioneers, yet many still overlook them in search of something “new.”
You must be adaptable and susceptible to change. Change is Inevitable, Growth is Optional.
My philosophy today is simple: simplify the Road to the Sale. I call it Frog DNA a reference to adaptability and relevance. Just like frog DNA filled the gaps in Jurassic Park, my approach fills the gaps in traditional training, making the process flexible enough to apply in any situation, with any customer, and in any market.
It’s not about changing the process, it’s about making it stick.
Training That Sticks: Making Learning Relatable and Transferable
Over the years, I’ve learned that effective training isn’t just about delivering information — it’s about creating experiences that resonate and can be applied in real-world situations.
My approach combines multiple layers of learning to ensure long-term impact:
1. Classroom Instruction – Building foundational knowledge and setting expectations.
2. Role Play – Practicing real scenarios to build confidence and refine communication.
3. Mystery Shops – Evaluating performance through the eyes of the customer.
4. Continuing Education – Leveraging video modules, instore re-enactments and outside vendor training to reinforce and expand skills.
5. Constant Follow-Ups – Keeping the momentum going with regular check-ins and coaching.
The key is simplification and relevance. I focus on making every element of training relatable and transferable what I call “Frog DNA”, adaptable enough to thrive in any dealership, with any team, in any market.
Training isn’t a one-time event. It’s a culture. And when done right, it transforms not just performance, but people.
You must be adaptable and susceptible to change. “Change is Inevitable, Growth is Optional".
