2014 Woman’s British Open Champion

A question I frequently get is, “What was going through your head when you made that putt on 18 to win the British Open?”. The same thing that was going through my head when I hit my 3 wood in on 18 (which hit the pin). Also, the same thing that was going through my head on the first hole on Thursday. Total commitment. The truth is, we never really know. In any endeavor, we have an end result in mind – we take the needed time to hone the necessary skills, we prepare externally, and then come time to execute. Sometimes the result is better than anything we could have expected, sometimes a fail. Regardless of the result, the process is most important. Yes, I was nervous on the 18th hole, I knew whatever was about to happen was going to be a big deal. But I was also nervous on the first hole, and there are times I get nervous in every single tournament.

There are two points I’d like to emphasize here:

  1. As with any “major” feat, I didn’t do this alone. My Dad taught me from a book in a homemade net in my driveway to get me started. A kind man let me sneak in the practice facilities for free as a child, and my college coach took a chance on me and let me walk on the team at UCLA. There are countless others who have been part of my journey, even an anonymous donor who sponsored my junior tournaments. It’s very important to recognize all the people who help up along the way, and just as important to keep helping others in turn.
  2.  In anything we’re trying to accomplish, we need to create a process, and make commitment a habit… whether it’s hitting a 3 footer to finish a practice at dusk, or whether it’s a putt to win the British Open with the world as your witness. Make the same commitment.

– Melissa “Mo” Martin (2014 Woman’s British Open Champion), July 13, 2018

I can see clearly now…

I was driving home after a business meeting, I had a cooler with cold water, plenty of fuel and the 231 miles should be behind me in just over three hours, barring traffic or construction. I wanted to get home by supper time, enjoy a nice home-cooked meal, sleep in my own bed and spend the upcoming holiday weekend with my wife.

My cell phone alerted via the weather app and I was approaching the two counties where it was said that a storm would produce high wind and hail. My thoughts then turned to my new truck and images of ping pong sized balls of ice bouncing from the hood and windshield. I could see the thunderstorm on my left coming from the South-Southeast. I pulled over on the roadside recalling my always used business advice given to many a client, “It is a poor plan that admits no modification.”  I reached into the console and pulled out the road atlas. Let’s see, Missouri now Kansas now Missouri again. Got it. Travel 21 miles to Butler and take 56 West for 18 miles then resume northbound on 69 highway. Here we go.

 Soon after taking the detour It began to rain and I set my wipers at intermittent mode which worked well for about ten miles. Then the deluge. Hard, heavy rain began to fall. As I turned up the wiper speed one setting at a time, I went to maximum wiper speed before I could clearly see the road. That’s when the thought (and the song) hit my mind, “I can see clearly now, the rain is gone; I can see all obstacles in my way.” Almost immediately the rain began to slow and then fall lightly. I was heading North in only a few minutes this time following the storm. Had I continued with my original plan I would have driven directly into its’ path.

Obstacles to business plans are sometimes predictable and sometimes from the blind side. I frequently tell associates and clients that, “if you don’t know where you are going, any road will get you there.” As with my road trip I was fortunate enough to have technology and open minded enough to amend my plan. I must admit that in my younger days I would have opted to forge ahead and try to out run the storm. However, even with my weather app and GPS technology I did get a little archaic when I referenced my road Atlas. I liken that to looking that up in your Funk and Wagnalls rather than doing a Google search, but hey, it worked.

My life’s work has been to develop business plans and do analysis for auto dealers and entrepreneurs, finance representatives and lenders and others who need to see more clearly regarding their prospective or current business plan or model. Like any other field of work, we look to those who can offer success stories and share experiences when they did try to drive through the storm and what those results turned out to be. Oh, and for anyone who needs consulting and training or the best technology available in a DMS please contact me at your earliest convenience.

I have a special offer for the first to tell me who the artist was and the year the song was released.

Talk soon.

-Mike Eskina, June 29nd, 2018

Time to make the donuts!

Meet, Greet, Test Drive! Over the years I have seen the simplest tasks we do become our biggest success or biggest failure.

Who remembers the commercial from years ago (circa 1984) when the Dunkin Donuts guy would walk in and out of the door repeatedly saying, “time to make the donuts”, “time to make the donuts”. I live next door to a gentleman that has been doing just that for over 40 years. He and his son own one of the first Dunkin Donuts and only Baskin Robbins franchise in town. It is almost a guarantee my neighbor is out of his house by 3:30 AM everyday (7 days a week) to be at his store to help “make the donuts”. Their pride has always been to make sure they are ready for that first customer who gets there at 4:30 AM and wants fresh hot donuts and coffee.

Although most of us who sell automobiles have not actually made them. We can make sure our cars are ready to be driven off the dealership. If we are prepared with clean, mechanically sound cars, ready for a test drive then we know we have done all we can to prepare to be successful.

The Meet, Greet and Test drive are our fresh donuts and coffee:

Meet – Acknowledge your customer. Welcome them on your dealership.

Greet – Introduce yourself and ask for their name. Most people appreciate when you remember their name and use it.

Test drive – It’s another way you can get to know your customer and they will get to know you as well.

Doing these three simple tasks increase your opportunity to turn that prospect into your customer. It’s not necessary to be the first one open at 4:30 AM, though it is necessary to be prepared to Meet, Greet and Test Drive. Happy Selling!

-Bill Elizondo, June 15th, 2018