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Shop Talk: Universal Law

I’m pretty sure that you don’t want to read an article discussing the merits of quantum physics. I know I don’t want to write one and demonstrate my lack of knowledge in the subject matter. However, most of us are familiar with that part of this that concerns the “Law of Attraction.” To understand it, you must have a minimal grasp of Universal Law.

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When it rains, even bad people get wet. Or maybe a bit more Biblical, “Seek and yee shall find…” To bring it into modern times; two men jump off a building. One of them is the nicest guy in the world. The other is as evil as they come. Who hits the ground first? Gravity is a Universal Law in that regardless of circumstance or personality, the law is the law. While a bit extreme, I need to demonstrate that Universal Law is real and we see it every day.

Another Universal Law is the Law of Attraction. Simply put, we attract into our lives whatever we put out. What the heck does that mean? It means, what you do is what comes back to you. Has this ever happened to you?


No time to read? Listen instead!


You start the day, grab your socks and one has a huge hole in it. Asking yourself, “Is this the kind of day I’m going to have?” you proceed to lose your keys, spill coffee in your lap, forget something at home and so on. 

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If you ask someone what would happen if every night before going to sleep, they sat on the edge of their bed and thought, “I’m going to be sick.” In a crowd, if you asked what the outcome of that practice would be, the majority would say that person would end up sick – that’s Universal Law.

 But, if it works in the negative, why can’t it work for good things. Some of you have experienced it doing exactly that. When you’re trying to figure out a difficult solution to a challenge or work situation and a person that you may or may not know, offers a solution that works, you’ve experienced the Law of Attraction. It happens more in business than most people realize. So, does the negative.

The last few months my articles have dealt with the benefits of training. Whether it’s sales, service, management or administrative training, there is a value and an “attraction” to investing in your people. Consistent investing always produces a positive return on that investment. Especially over time. Now, how does Universal Law fit here? Actually, it
fits perfectly.

For those who are consistently investing in their people, they are seeing a much more positive return on that investment. Perhaps it’s more sales, which goes right to the bottom line. Less easy to identify, it lowers turnover, which means less expense of hiring new people and having customers coming back to familiar faces.

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Ask yourself this question. But do it strictly from a business standpoint. No personality, just dollars and cents (or sense). “If I’m not willing to invest in the betterment of my people, why would I expect them to invest in the betterment of my business?”

 Side benefit. Those who consistently invest in their most valuable resource — the people — often attract outsiders who want to invest as well. These are customers who would rather do business with a store where people feel good about what they do and stick around. They could also be vendors who are willing to share their industry experience and observations of the market to help you reach the next level. And others that can make you a better business.

 I could have started the article here, but I’d be done in just a few sentences. I have an obligation to do my best for this magazine and for those of you who take the time to read this. But, the simplest way to explain this whole concept is to work with The Golden Rule in mind. “Do unto others as you would have them do unto you.” If you want to be treated as if you are a successful businessperson, invest in the very people who can take you to the top and do so with a smile.

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As we come out of this pandemic and begin opening our doors, let’s think about what we’d like to attract into our showrooms. Whether it’s dedicated employees who truly care, customers looking for value over price, or even suppliers who want to set you up for greater profits; you decide how it plays out. Decide well.

 John Fuhrman is the senior trainer for Performance Road Agency. He has trained over 15,000 sales, F&I and management professionals for retail operations and dealerships across the U.S. Performance Road is one of the only agencies with a 100% subscription-based training for all variable departments. If you’d a free phone consult, or discuss your dealership situation, email him at [email protected]

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