The BHPH Morning Show

On this Wednesday, BHPH dealer Ken Yang joins to dicuss the things we know about the customers that we serve in this industry. What are some foundational common threads across every state in the union? What should new dealers know in order to be more successful in closing deals and managing their BHPH or LHPH portfolios? Join us LIVE at 11 EST to be part of the interactive chat. Find the BHPH Morn...

Join us for a conversation with Jeff Martin, CEO of NIADA to discuss what the association is working on in 2025. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #et...

Are you a good leader? What exactly does it take? Join this White Hat Wednesday as we play a 12-minute video from Simon Sinek and react to his TED Talk presentation of "Why good leaders make you feel safe." We're LIVE at 11 EST. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where w...

A low down payment does NOT have to mean a bad outcome with the loan. So says Kristin Acosta, GM of Sorensen Auto Plaza in southwest Iowa. We can now say it, too. At White Hat Coaching, we analyzed 2,952 of their sales. The numbers and resulting graphs don't lie! Seeing this information might just change your perspective on deal structure and applicant qualifications. Find the BHPH Morning Show on...

Customers driving the wheels off the vehicle they financed with you? Based on the Facebook threads alone, it happens a lot. What can be done? On this White Hat Wednesday episode, it won't come as a surprise that we're offering some White Hat Ways to approach the situation. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook ever...

Brent Carmichael starts his new role as NIADA's Director of Ed on Monday! After 19 years with NCM as a 20-group moderator, this well-traveled and widely-respected consultant and speaker is taking on something new. For those of us in the BHPH/LHPH space, we couldn't expect to have anyone with more knowledge of the business of automotive self-financing spearheading education at the national level. F...

Today is the start of a new year! On this White Hat Wednesday broadcast, we're "zooming out" to take a wide look at this important industry. From our unique vantage point, we'll be sharing the top 3 problems we see in the BHPH and LHPH segment and offering solutions. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook every Mon,...

W-2? 1099? Dividends? Well-known industry CPA Hugo Sanchez joins this Friday episode to break down the advantages and disadvantages of the various options. Plus, we'll ask him when it makes sense for dealers to give themselves a raise ... for stellar performance, of course. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook eve...

Tulsa area Buy Here Pay Here dealer Calvin Ruth has grown his business in recent years. Now, he's taken another big step forward! On this Friday episode of the BHPH Morning Show, Calvin joins to tell his story of overcoming challenges, finding solutions and, now, acquiring real estate for expanding his service operations. Tune in at 11 eastern to join the interactive chat. Find the BHPH Morning Sh...

Earlier this year, we asked all DMS providers in the Buy Here Pay Here and Lease Here Pay Here sector to create (for all their users) a summary report to identfy all changes in principal across a date range. Dealer Controlled Solutions (DCS) made it happen! Their COO, Michael Sansone, took time to chat with us and share why they directed their development team to take on the project. On this White...

Trying to compare your BHPH business to others? Are they on a different software? If so, the report headings and formulas are not likely to be the same. Plus, business practices vary. The latter probably won't change. But, on this Friday episode of the BHPH Morning Show, we'll share our plan to turn the fruit cake that is BHPH data into something much better! Find the BHPH Morning Show on Video (L...

All BHPH and LHPH dealers want for Christmas is on-time car payments. But the customers' kiddos are hoping for a magical Christmas morning. With just 2 weeks to go, budgets are being stretched and emotions are running high. On this White Hat Wednesday episode of the BHPH Morning Show, we'll offer some tips on how dealers can cut down on both frustration and repo counts this holiday season. Find th...

Want a way to quickly assess your BHPH profitability? Here you go! On this Friday broadcast, we'll introduce an ultra-simple way to create a P&L snapshot of sorts. Tune in to hear how we recommend separating "front-end" sales from "back-end" financing. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook every Mon, Wed, &...

Why give time (and perhaps dollars) to community outreach? Why step in to become part of the fabric of the neighborhoods near you? On this White Hat Wednesday episode of the BHPH Morning Show, we'll speak to the why and the how. [Hint: This will be a component of February's White Hat Certification Course] Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on You...

The dates are set. White Hat Way will be issuing the first certificates to dealers who complete the course in February. What makes a "White Hat Dealer" stand out from the rest? On this White Hat Wednesday (live at 11 eastern), we'll run through that list and share highlights of the curriculum as it stands. Plus, we'll explain how dealers will ultimately benefit from holding that certificate. Find...

Howdy, y'all. It occurs to me that who wears the badge as the steward of data (and more) in our treasured BHPH/LHPH industry is an important thing to decide. I believe that most of us want the same thing there. We want somebody who will operate with integrity to protect what could be misused in the wrong hands. Personally, I know that there's a TON of good that could be done with that wealth of in...

On this White Hat Wednesday episode, we'll explain how some recent emails inspired us to bring around the subject of overselling. Car dealers can certainly pay a price for that. So can coaches, vendors, etc. Join us at 11 eastern as we talk #trust, #transparency and #customerretention. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and...

Was it worth the trip to New Orleans? We're hearing 'YES!' from lots of folks! On this Friday broadcast, our guests include attendees Rudy Enriquez (TX), Elisabeth Lindsey Taylor (KY), Adrian Bueno (UT), and business partners Ysmael Bouchard and German Jackson (FL). Join the LIVE podcast at 11 eastern as we ask about their top takeaways and overall perspective on this BHPH/LHPH-specific educationa...

Heard of "phantom" profit in BHPH? It's a known factor and one that presents challenges for dealers in measuring their level success. On this White Hat Wednesday episode, we'll demonstrate the most common 2-piece method for assessing profitability in this business. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook every Mon, W...

As we close out the first full week of November, we'll recap news from around BHPH/LHPH and share some of the key sales figures coming in from October. And, as time permits, we'll offer our perspective on what Tuesday's Trump win might mean for consumers and the auto industry overall. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and F...

Words. They matter. In our world of Buy Here Pay Here and Lease Here Pay Here, the right words can earn the sale or collect the payment. On this White Hat Wednesday broadcast, we'll offer up some phrasing and teach listeners how to answer FAQs the 'White Hat' way. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook every Mon, We...

For dealers doing BHPH (not LHPH), adding a Related Finance Company (RFC) is a very common strategy for deferring income tax. Plus, there are lots of other benefits that dealers enjoy in that structure. Not sure if you need one? Or are ready for one? Tune into this Friday broadcast to find out! Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , Link...

Looking to grow your BHPH or LHPH business? Here's a rarely-discussed suggestion: identify your ideal customer! Then, get laser-focused on the needs and motivations. Collectively, who are they really? And through what lens do we currently view them? Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube , LinkedIn and Facebook every Mon, Wed, & Fri at...

Repos were a hot topic this week in the social media groups. In particular, one thread brought out lots of advice and opinions. Not surprisingly, there was some debate about how to best measure repo losses and what is "typical." On this Friday broadcast, we'll move beyond guesswork and approximations by looking at actual validated 2024 numbers from the V8 Dealer Groups. Tune in LIVE at 11 EDT to s...

It's a common thread: "If we could recon more, we could sell more." Or, "Recon coninues to be my primary bottleneck." On this Friday episode, we're going to lay out some concrete ways to push past this problem and shorten that elusive time-to-line target. The strategy we'll share won't be adopted by everyone but it definitely works! Maybe you'll become the next to put it in motion ... and increase...