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Increase Conversion Rates

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How to Measure the Automotive Customer Journey

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history of online advertising - marin software

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dealerELITE Featured Blogs

Body Language Is Important…But Even More So In Digital Marketing

Interpreting meaning through communication can be hard.

 

For example, the simple…

Making the Most of 2018’s Automotive Predictions

2018 is underway and with the New Year comes a lot of predictions on how the automotive industry will change.  Are you ready for these changes?

If you want to keep your dealership in the mainstream with car buyers it is necessary to keep abreast of what is going on in the industry and make…

BLACK BOOK DATA SHOWS ALL VEHICLE SEGMENTS DEPRECIATING SLIGHTLY HEADING INTO 2018

According to Black Book® data, the average price of a used vehicle for model years 2012-2016 depreciated in value by -2.9%. Cars overall dropped -3.0% and trucks decreased -2.8% in value during December. All vehicles averaged a 12-month depreciation of -13.2% during 2017, compared to -17.3% in 2016.
Two vehicle segments tied for the lowest depreciation during December. Both…

Write Service and Write Your Own Paycheck Podcast- Episode 12!

Finally, the podcast you have been asking for! Jeff discusses the first four closes that work on any service drive. No pushing, pulling, or twisting arms, just professional salesmanship. Stay tuned for more closes in future episodes! Copyright 2018 Wm. Jeff Cowan

Click here to watch!

Also available on iTunes, Stitcher, and GooglePlay.…

Episode 11- Success in Sales and Life in General!

Set, Manage, & Exceed Expectations to SUCCEED! This week, Jeff discusses how to set, manage, and exceed your customer's expectations in order to succeed and get the sale every time. These simple steps will eliminate heat cases for good! Copyright 2018 Wm. Jeff Cowan

Click here to watch!

Also available on iTunes, Stitcher, and GooglePlay. …

ADM Professional Community Videos

Quick Tip 38: What Percentage of Your Inventory Should be Trades vs. Purchases


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In this video, Jasen Rice goes over -what percentage of your inventory should be trades vs. purchases -how purchases affect pricing and turn around time…

Progressive Retail Episode 42 - Dr. Willie Jolley


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On this new episode of Progressive Retail, Cory invites speaker and author Willie Jolley to discuss goals, achievement and maintaining relationships while…

Witt's Wise Words: Good Leaders Don't Blame


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Bill Wittenmyer explains why good leaders don't blame in this week's installment of Witt's Wise Words.

Freebie Friday - Create Your Own Opportunities


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#FreebieFriday - Bill Wittenmyer shares why creating your own opportunities are vital to your success.

Ancira Auto Group Social Marketing Elizabeth Barerra on Embracing Rather Than Blocking Social (1)


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Ancira Auto Group Social Marketing Elizabeth Barerra on Embracing Rather Than Blocking Social (1)
 

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Robert Hall posted a blog post

5 Simple Tips To Optimize Driver Retention

Tips to Optimize Driver Retention created by Track Your Truck.See More
Jan 12
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Robert Hall is now a member of Automotive Media Partners, LLC
Jan 12
John Peterson posted a blog post

Which Automotive Software Is a Good Investment in 2018

It’s that time of the season when every business owner ponders the next year strategy while buying the presents. Maybe, you are one of those entrepreneurs who can’t focus on celebrating holidays due to the lot of thinking. If it’s true, you are definitely not alone in this. Automotive industry in whole and car buyers shopping behavior have changed drastically during the last years. At the end of 2017 many auto dealers ask themselves two questions:What to improve in 2018?How to avoid…See More
Dec 27, 2017

Featured Blog Articles from the ADM Professional Community

Is Your Current Response Time Good Enough?

Only 37% companies respond to their lead within an hour – HBR

Research shows that chances of qualifying a lead decrease drastically with time. Longer wait times means sales lost. Based on Lead360 Research, lead conversion is determined 57% by the lead quality and 43% by…

Want to Promote Your Business? Instagram Is The Grandest Platform Among All!

In the present time, people are much habituated with social media. Certainly, we are also not out of that part, and you will observe that if one day, you would not be able to spend time on the social site such as Facebook, and Instagram. Facebook and this app are related to each other. Once, Facebook had…

TagRail™ Launches Digital Retail Platform that Pulls Shoppers from their Livingrooms to Dealers’ Showrooms

TagRail™, the creator of DealerTag™ and the Lexus Plus CEM App, announced today the general availability of its Digital Retail Platform.
It is a dealer-customizable and brandable online car-buying tool to help dealerships attract, engage, and close more…

Body Language Is Important…But Even More So In Digital Marketing

Interpreting meaning through communication can be hard.

 …

An automotive spare parts online shop may be the perfect business idea for you

The automotive car parts industry is continuously growing, due to the increasing interest car owners show to this particular solution when it comes to their vehicles.

Aftermarket auto car parts show the same quality as manufacturer ones do, but the prices…

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Car Dealer Resource Links for Automotive Professionals

Automotive Industry Online Resources for Car Dealers and Automotive Professionals

Listed Below are several groups of useful and important links

for Automotive Professionals and Car Dealers seeking to improve

business operations, marketing and sales for new and used vehicles,

service, repairs, parts and accessories...…

Continue

Posted by Ralph Paglia on February 18, 2010 at 5:10pm

Forum

Intelligent Lead Routing; What Is It?

Have you ever been in a situation where you were able to review leads prior to assigning those leads to a salesperson?If so, and if you are a sales manager who cares about increasing sales, you most likely looked at the characteristics of each lead before deciding which salesperson to assign that…Continue

Tags: Lead Routing, Internet Sales Manager, Internet Leads, Intelligent Lead Routing, Assigning Leads

Started by Ralph Paglia in Internet Lead Management Dec 7, 2010.

Internet Sales Managers; What is the Biggest Challenge You Have Faced Lately?

We would like to hear from some ISM's out there about what it is like being an Internet Sales Manager today and What is the Biggest Challenge You Have Faced Lately?

Tags: Lately, You Have Faced, Biggest Challenge, What is, Internet Sales Managers

Started by Ralph Paglia in Internet Sales Department Aug 3, 2010.

Automotive Media Partners, LLC Marketing Charts and Metrics

ADM Professional Community Forum Discussions

How To Really Make Money Selling Used Cars

5 Big ideas to Improve Used Vehicle Profitability in 2018


 

Making money in used vehicles can be a very lucrative side of the automotive business, yet most dealers leave a great deal of margin on the table with each transaction.  To really…

What Concerns Do You Have As A Marketer Going Into 2018?

Forget ad blocking – or even ad fraud. Those are low on the totem pole of industry issues causing concern for marketers and advertisers as they roll out their marketing plans for 2018.

Instead, viewability and accurate…

Will There Be An American Reckoning In 2018?

“Banned” Book by Best-Selling Author Predicts...

American Reckoning of 2018

A loud “crack!” sends a shiver down your spine.

The statue falls from its pedestal,…

Do You Have a 20+ Minute Daily One-Way Commute?

It seems like I’ve recently been getting more inquiries like the following from client-dealers and their managers:

“I know I can become a more effective and productive leader/manager, but how can I learn how to do this without adding an increased time investment to my professional life. I’m already committed for 60+ hours per week!”

Well at least they’re not saying 80+ hours per week like I was frequently hearing during the 2003 – 2010 period! And although I…

11 Car Sales Email Templates From Jazel To Boost Your Appointment Rates

11 Brilliant Car Sales Email Templates To Boost Your Appointment Rates…

dealerELITE Latest Activity

John Sternal's blog post was featured

John Sternal's blog post was featured

BLACK BOOK DATA SHOWS ALL VEHICLE SEGMENTS DEPRECIATING SLIGHTLY HEADING INTO 2018

According to Black Book® data, the average price of a used vehicle for model years 2012-2016 depreciated in value by -2.9%. Cars overall dropped -3.0% and trucks decreased -2.8% in value during December. All vehicles averaged a 12-month depreciation of -13.2% during 2017, compared to -17.3% in 2016.Two vehicle segments tied for the lowest depreciation during December. Both Small Pickups and Full-Size Vans decreased in value by just -1.7%. Vehicles in the Small Pickups segment include the Toyota Tacoma, Chevrolet Colorado, GMC Canyon, Nissan Frontier and the Honda Ridgeline. Vehicles in this category started off the year with an average segment price of $21,262. Vehicles in the Full-Size Van segment include the Ford T150, Ram 1500 Promaster, GMC G1500, Chevrolet G1500, Nissan NV 1500 and the Mercedes Benz Sprinter Vans. Full-Size Vans ended the month with an average segment value of $17,311.Sub-Compact Luxury CUV saw the largest depreciation during the month, falling by -4.8%. Vehicles in the Sub-Compact Luxury CUV segment include Audi Q3, BMW X1, Mercedes Benz GLA Class, and the Mini Cooper Countryman. Vehicles in this segment finished December with an average price of $14,952, a -19.2% change from year ago levels ($18,496).Prestige Luxury Cars saw the largest decrease in value from year-ago levels. This category dropped -23.4% since December of 2016 when the category had an average price of $41,452. Vehicles in this group include the BMW 7-Series, Lexus LS 460, Porsche Panamera, Jaguar XJ, Mercedes Benz S-Class and the Audi A8. This vehicles group is current priced at $31,745.“Vehicle values ended the year with an easing of depreciation during the month of December,” said Anil Goyal, Senior Vice President of Automotive Valuation and Analytics. “Between a stronger-than-expected spring selling season that lasted into early summer and the two hurricanes during the fall that required a healthy dose of vehicle replacement activity, we saw lower overall depreciation this year compared with 2016.” Mk/Mod  1/1/1712/1/17 1M Chg1/1/18 3M Chg 12M ChgCountCategorySeg$$%$%%         SUMMARY        1,471All Vehicles 16,14214,418-2.9%14,003-6.3%-13.2%         TYPES        792Car 1296811207-3.0%10872-7.2%-16.2%679Truck 2029218616-2.8%18098-5.6%-10.8%         ORIGINS        168Domestic Car1167110337-3.1%10015-6.6%-14.2%317Domestic Truck2039019075-2.6%18574-5.4%-8.9%624Import Car 1363811657-2.9%11315-7.4%-17.0%362Import Truck 2010817757-3.1%17208-6.1%-14.4%         SEGMENTS        11Sub-Compact Luxury CUVLXU1849615713-4.8%14952-8.5%-19.2%106Mid-Size CarMSC116649993-3.7%9625-7.9%-17.5%72Mid-Size Luxury CUV/SUVLMU2660322801-3.4%22016-6.7%-17.2%30MinivanMVW1705315263-3.3%14756-7.4%-13.5%46Full-Size Luxury CUV/SUVLFU4112735383-3.3%34214-5.9%-16.8%52Compact Luxury CUV/SUVLCU2540021595-3.2%20907-6.9%-17.7%144Compact CarCPC94048360-3.1%8099-7.4%-13.9%98Mid-Size Crossover/SUVMSU1880917080-3.1%16550-6.8%-12.0%100Compact Crossover/SUVCSU1357612318-3.0%11942-6.6%-12.0%89Sub-Compact CarSBC73446235-3.0%6048-7.4%-17.6%14Sub-Compact CrossoverSXU1285611131-3.0%10801-7.0%-16.0%81Sporty CarSPC1364212299-2.9%11937-7.0%-12.5%84Luxury CarLLC2436320547-2.6%20015-6.2%-17.8%46Full-Size CarFSC1385212292-2.5%11983-5.7%-13.5%51Full-Size Crossover/SUVFSU3083128659-2.5%27945-6.2%-9.4%147Near Luxury CarNLC1954316609-2.4%16211-7.0%-17.1%48Premium Sporty CarPSC4350537290-2.4%36400-6.8%-16.3%18Compact VanMVC1164511066-2.3%10810-4.5%-7.2%85Full-Size PickupFPT2540824664-2.2%24121-3.4%-5.1%47Prestige Luxury CarPLC4145232451-2.2%31745-6.8%-23.4%18Small PickupSPT2291421628-1.7%21262-2.7%-7.2%84Full-Size VanFSV1904117602-1.7%17311-2.9%-9.1% About Black BookBlack Book® is best known in the automotive industry for providing timely, independent and accurate vehicle pricing information, and is available to industry-qualified users through online subscription products, mobile applications and licensing agreements. Since 1955, Black Book has continuously evolved to ensure that it achieves its goal of delivering mission-critical information to its customers, along with the insight necessary to successfully buy, sell, and lend. Black Book data is published daily by National Auto Research, a division of Hearst Business media, and the company maintains offices in Georgia, Florida, and Maryland. For more information, please visit BlackBook.com or call 800.554.1026.See More

Timmy D. James's blog post was featured

Timmy D. James's blog post was featured

Body Language Is Important…But Even More So In Digital Marketing

Interpreting meaning through communication can be hard. For example, the simple statement “Fine.” What does that word really mean? Ultimately, it depends on the context and, more importantly, how it’s said and the body language which happens in that exact moment. When your significant other says “fine,” you darn well better know what it means, or you can be in a whole world of trouble! Or, if you tell a teenager they must clean their room before they can go out with friends, play video games or whatever they want, there are many ways “fine” can be expressed. If they say it loudly while slamming the door in your face, that has a much different meaning than if they say it in a low submissive but agreeable way. Humans are masters of perception. We all communicate, and that communication comes across in different ways – be it vocal, physical, or via some activity. But what does all this mean as far as your dealership and communicating with your customers?  As marketers, with all the data available to us today, we can better interpret customer interactions and more effectively communicate with them than ever before. An argument could be made that a customer’s digital activity can tell us more about their intent than a face-to-face conversation. Ultimately, the digital footprints a customer leaves throughout their car buying journey are, in fact, a conversation. You may not be able to see the customer, but they express their intent through their online activities. That customer looking at your website and bouncing through your entire used car inventory, who also jumped around on third-party listing sites, is much higher in the sales funnel. They are having a conversation with you. Something along the lines of, “I’m in the market for a car but I don’t know what I want.” A customer visiting your website, viewing every Honda Civic in stock, is not only telling you they want a Honda Civic but, if you want to get granular, also which trim level, price range and mileage restrictions they value. Whatever they spend the most time viewing is probably the best fit for what they are searching for. An unlimited amount of data is out there to help you identify, define and motivate customers. You must just take the time to look at it. Now that you know the customer’s intent, where they are in the funnel and what they are interested in, what’s the best way to communicate with them? VIDEO! While you have the secret-agent advantage of all this relevant data showing the customer’s intent, the customer still wants good old face-to-face interaction when it comes down to the sales process. Simply sending a templated email accomplishes nothing. It’s not personal, is not directed to them, fails to really interact on an emotional level, and usually has little relevance.Of course, you “could” take the creepy road and tell them everything you know about them -- but that would likely be counterproductive. The best way to engage a customer is through a personalized video response. They can see you, hear you and read your body language. If you’re sincere, friendly and engaging, and use the data you have about the customer’s digital journey to craft a personal response, the customer will be able to relate; rapport will be established infinitely better than any “Buy from us because we love you” e-mail template. Don’t be afraid to send video email responses to your customers. Most of your competitors simply send those canned templates from their CRM with ZERO impact – if they even make it through the customer’s spam filter. Make an impression and win business using technology that allows you to interact with customers the same way business has been won for decades… in person. With video you can now interact in person, without the customer even being in your showroom. The statistics show that customers respond to video. They can read your personality and intentions more clearly via video than a written communication, because emotions are more clearly illustrated. And, more importantly, as a result they will connect with you better and choose your dealership to buy or service their car. Then everything will be just “fine!”See More

Latest Activity at the ADM Professional Community

Vidushi Jain posted a blog post

Vidushi Jain posted a blog post

Is Your Current Response Time Good Enough?

Only 37% companies respond to their lead within an hour – HBRResearch shows that chances of qualifying a lead decrease drastically with time. Longer wait times means sales lost. Based on Lead360 Research, lead conversion is determined 57% by the lead quality and 43% by lead response time. Reducing latency and improving lead response time can help dealerships improve lead qualification rate and thus boost revenue.   Timing Is The KeyBased on research from insidesales.com, adds of contacting and qualifying a lead drops 100 times if the response is within 5 minutes vs 30 minutes. The clock starts as soon as a customer contacts dealership or fills a web form. Dealerships are required to have robust technology and process to be able to assign and notify sales rep(s) who are available and can respond back to the lead quickly. First To RespondBased on research from insidesales.com, 50% of sales go to the first sales person that contacts a lead. By adopting technologies and process that can help you reach customer faster, dealerships can significantly improve conversion rates.     Personalized ResponseTimeliness is important, however, the quality of response still plays a pivotal role in lead conversion. With sales scripts and similar responses from dealerships, customers often feel disconnected. According to a Research by BCG, brands can boost revenue by 6% to 10% by integrating technologies and data to create a personalized experience. Customer segmentation can help dealerships create a more personalized experience for customer, in turn increasing lead qualification rate    Lead QualityNot all leads are sales-ready. Trying to respond back to each lead as soon as possible might lead to canned and scripted responses without any personal touch. A better strategy would be to quickly analyze and segment cold vs warm lead and set response time targets accordingly.  Contact All LeadsStudies show that only 70% of internet leads are actually contacted. Cold leads might have lower conversion ratio or longer sales cycle but not contacting them means leaving money on the table. A good way to contact these customers can be via personalized text which takes much less time vs a call and at the same time has much higher open (98%) rates vs email (21%)      Timely Follow UpBy now, everyone has heard of 6 follow up rule. However, don’t assume that a lead is been contacted by sending an email which has a good chance to end up in spam or promotion folder. Actively engage and follow up with a lead on the modes he/she prefer. A good strategy can be to have a multi-channel lead follow up strategy based on lead type and lead preference.      See More

Walter Moore's blog post was featured

Walter Moore's blog post was featured

Want to Promote Your Business? Instagram Is The Grandest Platform Among All!

In the present time, people are much habituated with social media. Certainly, we are also not out of that part, and you will observe that if one day, you would not be able to spend time on the social site such as Facebook, and Instagram. Facebook and this app are related to each other. Once, Facebook had bought Instagram. At first, this app was a very tiny organization when they had started their venture, but within a little time, it had touched the most popular among the people.You just imagine a small company had captured lots of people's attention. Of course, there had some extreme creative strategy which made people attracted. The temptation was too high, and then Facebook had bought it, and now it has attached to Facebook. The importance of social media, we cannot deny as it is the only one way to make a smooth communication with anyone in the world.Among all social media, Facebook is the most wanted, and it has its own demand:This way Instagram has also become too popular. It is a social app, and through this, you can share your photos and other information which might be needed for the people for your business purpose. Here you will meet lots of viewers who will able to see your products, and indeed they will be able to see other followers.How will you get the authentic viewers on your account?To get the authentic lookers, you should install Gramista as it is a useful app, and it will assist you to get the audience to take note. You can try with a free version as this app provides a free trial and automatically, you will be able to raise your account. It is possible because through this app, you can identify the first viewers, which will help a lot to you, and you must get interested in posting more exciting and fashionable photos and attractive content, which can bring the attention to all.The importance of engaging content:You must understand that an attractive and relevant content can bring people’s attention. In many cases, traditional and boring content, most people do not like. So, in the initial stage, if they do not want to go to your blog account, you would not get any good response. So, first bring an excellent and creative content and then post some new and innovative fashionable clothes. The posture and gesture of capturing the photos should be attractive by which people feel temptation.Exercise the Instagram to wield the traffic for the website:If you use the Instagram for your business purpose, then you have to run it in a proper way to get the best benefits for your business. You have to do it because to bring the actual viewers to the website. You have to add the link, "link in bio" on your site. Here you have to take the help of a tool Have2Have.it.Through this, the followers will be able to communicate with you directly.See More

Timmy D. James's blog post was featured

Timmy D. James's blog post was featured

Body Language Is Important…But Even More So In Digital Marketing

Interpreting meaning through communication can be hard. For example, the simple statement “Fine.” What does that word really mean? Ultimately, it depends on the context and, more importantly, how it’s said and the body language which happens in that exact moment. When your significant other says “fine,” you darn well better know what it means, or you can be in a whole world of trouble! Or, if you tell a teenager they must clean their room before they can go out with friends, play video games or whatever they want, there are many ways “fine” can be expressed. If they say it loudly while slamming the door in your face, that has a much different meaning than if they say it in a low submissive but agreeable way. Humans are masters of perception. We all communicate, and that communication comes across in different ways – be it vocal, physical, or via some activity. But what does all this mean as far as your dealership and communicating with your customers?  As marketers, with all the data available to us today, we can better interpret customer interactions and more effectively communicate with them than ever before. An argument could be made that a customer’s digital activity can tell us more about their intent than a face-to-face conversation. Ultimately, the digital footprints a customer leaves throughout their car buying journey are, in fact, a conversation. You may not be able to see the customer, but they express their intent through their online activities. That customer looking at your website and bouncing through your entire used car inventory, who also jumped around on third-party listing sites, is much higher in the sales funnel. They are having a conversation with you. Something along the lines of, “I’m in the market for a car but I don’t know what I want.” A customer visiting your website, viewing every Honda Civic in stock, is not only telling you they want a Honda Civic but, if you want to get granular, also which trim level, price range and mileage restrictions they value. Whatever they spend the most time viewing is probably the best fit for what they are searching for. An unlimited amount of data is out there to help you identify, define and motivate customers. You must just take the time to look at it. Now that you know the customer’s intent, where they are in the funnel and what they are interested in, what’s the best way to communicate with them? VIDEO!While you have the secret-agent advantage of all this relevant data showing the customer’s intent, the customer still wants good old face-to-face interaction when it comes down to the sales process. Simply sending a templated email accomplishes nothing. It’s not personal, is not directed to them, fails to really interact on an emotional level, and usually has little relevance.Of course, you “could” take the creepy road and tell them everything you know about them -- but that would likely be counterproductive. The best way to engage a customer is through a personalized video response. They can see you, hear you and read your body language. If you’re sincere, friendly and engaging, and use the data you have about the customer’s digital journey to craft a personal response, the customer will be able to relate; rapport will be established infinitely better than any “Buy from us because we love you” e-mail template. Don’t be afraid to send video email responses to your customers. Most of your competitors simply send those canned templates from their CRM with ZERO impact – if they even make it through the customer’s spam filter. Make an impression and win business using technology that allows you to interact with customers the same way business has been won for decades… in person. With video you can now interact in person, without the customer even being in your showroom. The statistics show that customers respond to video. They can read your personality and intentions more clearly via video than a written communication, because emotions are more clearly illustrated. And, more importantly, as a result they will connect with you better and choose your dealership to buy or service their car. Then everything will be just “fine!”See More
 
 
 

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Freebie Friday - Inspect What You Expect


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In this Freebie Friday, ELEAD1ONE Partner Bill Wittenmyer says it’s time for you to inspect what you expect. That means always checking in on the customer experience, ensure processes are smooth, and making sure the experience you want to happen is actually happening.…

Quick Tip 38: What Percentage of Your Inventory Should be Trades vs. Purchases


Thumbnail

In this video, Jasen Rice goes over -what percentage of your inventory should be trades vs. purchases -how purchases affect pricing and turn around time…

Progressive Retail Episode 42 - Dr. Willie Jolley


Thumbnail

On this new episode of Progressive Retail, Cory invites speaker and author Willie Jolley to discuss goals, achievement and maintaining relationships while…

Witt's Wise Words: Good Leaders Don't Blame


Thumbnail

Bill Wittenmyer explains why good leaders don't blame in this week's installment of Witt's Wise Words.

Freebie Friday - Create Your Own Opportunities


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#FreebieFriday - Bill Wittenmyer shares why creating your own opportunities are vital to your success.

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