Being the type of person who genuinely likes to help others has certainly worked out well for Glen Roberts. In fact, both the positions he’s held at Rich’s Car Corner in Shoreline, Wash., have resulted from his desire to help out.

Roberts came to Shoreline from a small town in Idaho after he tired of his job in construction and decided to look for something different. Initially, he worked as a mechanic at a rental company, and his roommate at the time detailed cars for Rich’s Car Corner. However, Roberts soon found himself working at the dealership two or three hours a night to help his roommate keep up with the detailing. When the roommate suffered an injury and decided to go back to school to pursue other options, Owner Richard Sargent hired Roberts as his full-time detailer.

Roberts worked in detailing for about a year until one weekend when a salesperson couldn’t come in to work and he offered to help out. At the time, he didn’t see it as a very big deal and had no particular desire to sell cars. “It was just helping my employer out and helping my coworker out so he could have some time off,” said Roberts. “I don’t mind going out of my way or going the extra mile to do whatever it takes to get the job done.”

However, it was a bigger deal than Roberts initially suspected. Sargent noted, “I could instantly see that there was something special going on here. I think he sold five or six cars the first weekend he worked.”

After discovering his employee’s hidden talent, Sargent kept Roberts in sales and the erstwhile detailer soon discovered that he enjoyed working with the public and helping people. “I guess I got lucky in that way of just kind of falling into the position,” said Roberts. He couldn’t really explain how he has been so successful from the very beginning. “I think just being honest and straightforward with each and every customer makes a difference,” he said. “Maybe it helps that I just really like what I do.”
 
Over the last year, Roberts’ monthly sales have ranged anywhere from 31 to 58, working out to an average of 44 per month. “The amazing thing is he works five days a week; he doesn’t work six or seven,” said Sargent. He pointed out that Roberts does no prospecting, either. “Basically, he takes ups and … gets a lot of repeat business,” he said. However, “He’s not a high-pressure salesman ... He doesn’t get on the phone and call people back and bug them to death.”

He added, “What Glen does probably better than anybody is if somebody wants to buy a car, he finds a way to get it done.” It’s this commitment to getting the job done combined with an honest, no-pressure approach that earns Roberts his repeat business. “People come back in here and ask for Glen and want to buy another car from him.”

Roberts said it’s all about assessing the customer’s individual needs and asking the right questions. “Each and every customer is very, very different and just needs to be handled as such,” he said. He said that many customers with bad credit are not aware of the options available to help them get financed, like working with the right finance sources or getting a relative to cosign. “A lot of times it’s just asking those questions,” he stated. “Some people are surprised that you’re able to get them financed.” He added, “In our price range ($1,000 to $10,000 range) I end up selling a lot of people their first car … They’re really excited about it, and I like that part of it.”

Since he only works five days a week, Roberts has plenty of time left to spend with his family, which includes a young son and daughter at home and three older daughters. Snowmobiling and biking are a couple of the activities Roberts said he enjoys with his kids. He also makes time to help the occasional friend in need, something he downplays if asked about it. “I just ran into a couple of situations where people I’ve known have needed a place to stay until they could get on their feet,” he explained, adding that helping them out was “not anything big.”

His willingness to help others impressed Sargent, who observed, “He’s got a big heart ... He’s got a heart of gold.”

After 11 years at Rich’s Car Corner, Roberts said the job still holds plenty of challenge for him. “There’s really nothing easy about this type of work, and I don’t believe you ever have it all figured out. You can always learn,” he said, adding that he is indeed up to the challenge and plans to stick with it for the long term. “I don’t see myself doing anything else.”

Congratulations to Glen Roberts, sales professional of the month, and thank you to Carol Sargent for bringing him to our attention.

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Vol 7, Issue 7