Your next sales record has nothing to do with tax refunds. This year’s tax season proved it. Some dealers saw their best months ever. Others watched the floor traffic dry up. Same market, same 11% bump in average refunds. What was the difference? Execution. The winners were ready before the customers arrived. They weren’t relying on an external event; they were prepared for demand whenever it showed up. The next wave of buyers is forming right now, heading into Q3. Here’s how to get ready for them: 1. Audit your lead response process. Is every inquiry answered in under 5 minutes with a real, human answer? 2. Stress-test your appraisal process. Can you give a firm, defensible trade-in offer in 15 minutes while the customer is in the showroom? 3. Train your team on navigating affordability. With high rates and fuel costs, payment conversations are the whole game. External factors set the stage. Your team’s execution decides who gets the results. Watch the full episode at the lin...