1. Manage things and lead people. Processes should be defined and managed daily. People should be lead by example daily. Management by strict control inhibits star performers and eliminates creativity of intelligent people. Feelings of manipulation are caused by strict control. Control, manipulation, and disrespect keep many dealerships from moving to another level of performance. 2. Speed of the boss = speed of the team. If the boss has a sense of urgency, the team will, too. The leader sets the tone. Great leaders create an attitude and atmosphere of winning. The leader sets the stage for the proper belief systems necessary to succeed. 3. Coach people more than you manage deals. If you spend your time coaching people through training, one-on-ones and positive feedback, your people will become less addicted to you. Spend 80% of your day with your team and your customers. The rest can wait. 4. Create a Stop Doing List.. To find out what to do, you must also define what not to do. What are you doing everyday that you should either, stop doing, delegate, or do less of, or at a different time? 5. Practice the 4 D.s of action management. Dump it, Defer it, Delegate it, or Do it. With proper action management, you will spend less time in crisis and emergency mode. 6. Recruiting is an ongoing process. Determine an ongoing action plan for recruiting. What channels will you use to recruit and how much time each week to do it. Can you set up to increase potential candidates? Don't wait until you need people to dig through the drawer to find the help wanted ad that everyone else uses. 7. Set clear expectations. People need and desire clear expectations of their job functions, behavior, and performance. The days of hiring people and showing them the inventory, their desk, and telling them to get busy are over. For a greater chance of success, people cannot succeed without written and communicated expectations. 8. People don't change that much, so stop trying. Do not try to put in what God left out. When a person has reached adulthood, they primarily tend to repeat the patterns either they have created or that are based upon their nature. Grow a person's strengths, and stop trying to fix their weaknesses. 9. Educate and motivate daily. Good people want continuing education. Educate and motivate every day. Educating daily creates results; periodical training never does. If you have people rejecting education, then you must reject them. Would a great coach allow certain players to not practice because they didn't want to? 10. Listen, listen, listen. Nothing inspires people more than when they feel a manager will actually listen. People need to be respected and heard. A manager's best customers are the people they coach. 11. Get out from behind the desk. Lead the team. People want to know that their leader is one of them. Desks can become huge barriers to communicating. 12. Don't forget emotions. Behind all goals, dreams, achievements, and failures are emotions. Learn to tap into each team member's pleasure and pain motivators to better guide them. Coach each team member with this in mind - thoughts become words, words become actions, actions create habits, habits create results, and they are all seeking emotions.