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Pending Business: Appointments, Test Drives and Weekends

| September 7, 2021

By Steve Lapa
Lapcom Communications Corp


PALM BEACH GARDENS, Fla. — Ask a successful seller in the new car business. They will tell you how the percentage chance of closing a sale increases when a prospect goes for a test drive. Some automobile companies invest heavily in getting the prospect to test drive. The more expensive the car, the larger the investment in getting to the test drive.

Remember when luxury brands offered Bose headphones just for a test drive? The super premiums offer a whole other level of test drive experience. From celebrity chef prepared meals to world-class golf outings, it’s part of a proven approach to closing sales.

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Monday Memo: Lennon, McCartney, Marbourg

| March 22, 2021

By Holland Cooke


BLOCK ISLAND, RI — Paul McCartney mused, “You’ve got to admit, it’s getting better, a little better all the time.” John Lennon muttered, “It can’t get much worse.”

And in the words of now-retired radio traffic reporter Bob Marbourg – a rock star to heavy listeners when he was part of my WTOP crew in the 1980s – “Pick your lane and stay with it.”

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