Bill Lucas is dedicated, to say the least. In 1976, he joined the sales staff at Carmack Car Capitol in Danville, Ill., and still loves his job today as much as he did when he entered the business. Prior to working for Carmack, he worked on the very same lot, which was a Datsun dealership before it became Carmack. “I still remember the first car I ever sold. It was a red Datsun, two-door 510, and you know, I still get enthused after every car I sell today,” he said. “After all these years, I still enjoy it. No matter what you do in life, you’ve got to enjoy going to work every day.”

And he goes to work every day he can. While he could have two days off each week – one work day and Sunday, when the dealership is closed – he only takes Sundays off. “I work six days a week because I choose to. I certainly don’t have to, but my customer base is so large … it just makes life easier.”

Lucas feels that being accessible to his customers is paramount. He recently got a new BlackBerry and loves the 24-7 access to his e-mail. “On my business card is my e-mail and cell phone. My customers can reach me. I don’t care if it’s at night [when I’m] at home. I don’t care if it’s Sunday afternoon.”

His accessibility helps keep customers happy and returning for future vehicle purchases. Lucas, who consistently averages 23 vehicles per month, estimated that 60 to 70 percent of his business comes from repeat or referral customers. His diligent, well-rounded follow-up, which he spends a couple hours on each day, also aids in his large volume of repeat/referral business.

As an industry veteran with over 30 years of auto sales under his belt, he acknowledged follow-up has changed over time. While he once relied on a handwritten three-by-five card system, he now receives computer-generated daily work plans from the dealership’s CRM system. However, he still refers to his index cards when a customer he hasn’t seen in 10 or more years comes calling.

While Lucas could achieve above-average sales figures just dealing with repeat and referral customers, he loves working with new customers. Jason Toellner, general manager at Carmack, said, “[Lucas] also takes fresh lot ups, where others of his tenure would probably not want to … he still enjoys going out there and getting the first up and last up of every day.”

Lucas said meeting people is his favorite part of selling vehicles. “I really love people … a lot of friendships have been made through this.” He enjoys helping people buy vehicles, and sharing what is an exciting experience for most people.

Aside from being a top-notch sales professional at Carmack Car Capitol, Lucas is heavily involved in his community. He’s a member and past president of the Danville Lions Club, a 32-degree Mason in the local Olive Branch Lodge, a 39-year member of the local Elks Club, and a longtime local YMCA member.

As a father of two sons, both now in their 20s, when his boys were younger he spent 12 years coaching Little League baseball and many years as a Cub Scout and Boy Scout leader. His wife also was very active in their school’s PTA. “We’ve made some very good friends, and a lot of them have been very, very loyal repeat customers. Now I’m selling to their kids and grandkids.”

Lucas said, “To be successful, not only in selling but in anything in life, you’ve got to give back to your community … Not only will you be giving back to your community; you’re going to meet a wide variety of people from all walks of life that you would not normally get to know. And guess what—they all drive cars.”

While it is hard to believe he has free time, Lucas and his wife have an interesting hobby—scuba diving. In addition to diving in lakes and quarries in the Midwest, he’s been to Aruba, the Keys and the Bahamas several times to dive. “I really enjoy shipwreck diving,” he added. The couple especially enjoys traveling now that their children are grown. In the past year-and-a-half, they’ve visited Washington, D.C.,  Savannah, Ga., Chicago, and California. Atop their list of places to visit is Europe.

Congratulations to Bill Lucas, sales professional of the month, and thank you to Jason Toellner for bringing him to our attention.  

Nominate Your Sales Pro Now

Vol 6, Issue 12