Fostering and sustaining relationships is the crux of sales, and Amy Brooks, national sales director at Chase Auto, prides herself on building relationships with clients, customers and her team by staying true to herself.
Focusing on relationship building is what ultimately drives results, Brooks told Auto Finance News in a recent interview.
“Sales is about relationships and being there for your clients during the good and the bad, adapting to their needs and bringing value to them as a firm. Listening to the needs of our sales team and our clients is top of mind, while collaborating with internal partners to drive results is what motivates me every day. Positions are temporary, ranks and titles are limited, but the way you treat people will always be remembered.”
Brooks joined Chase as a dealer relationship manager in 2002, after getting her start in sales at Chrysler Capital in 1995 as a sales representative.
Chase Auto had a total average portfolio of $80.3 billion in the first quarter, according to JPMorgan Chase’s first quarter earnings supplement.
“I started in the auto industry as a floorplan auditor out of college, went into collections, underwriting and then eventually into sales, which is my passion,” Brooks said.
She credits her career success partly to the influence of her parents, who taught the values of a strong work ethic from a young age.
AFN spoke with Brooks about her career, her approach to leadership and her thoughts on trends in the auto finance industry. What follows is an edited version of the conversation.
Auto Finance News: What are your company goals in about 10 words or less?
Amy Brooks: Finding solutions for our dealers and making a difference in the lives of our customers.
AFN: What do you think is the most underrated lending trend?
AB: The rise of online and digital lending platforms. Online lending platforms often provide competitive interest rates, flexible terms and streamlined application processes. Despite the convenience and benefits they offer, online lending platforms are still relatively underrated in the auto finance industry. Many borrowers may not be aware of these platforms or may be hesitant. However, as technology continues to advance, and more borrowers embrace digital solutions, online lending will continue to be a stakeholder.
AFN: What is your favorite piece of leadership advice ever received?
AB: Be your authentic self and lead by example. Being a leader means that you should set a positive example for your team, embody the values, behaviors and work ethic that you expect from them. By demonstrating integrity, accountability and dedication, you inspire and motivate your team to follow suit. Actions speak louder than words and treating others as you would want to be treated is key to being a successful leader.
AFN: Who has had the biggest influence on your career?
AB: Several people have played a significant part in my career. Starting at an early age, I would have to say both of my parents, especially my father. He puts 110% into everything that he does; he ran a company early in his career and grew it substantially. He has proven hard work will pay off. He has taught me to have “skin in the game,” nothing is handed to you, you must work for it if you want it.
In my career at Chase, I have developed a strong relationship with my sponsors and my mentors. They have guided me through my career and nudged me when needed. Those relationships are invaluable in a person’s career and have been the biggest influence. By guiding and challenging myself, it has allowed me to grow as a leader.
AFN: What’s something your employees would be surprised to learn about you?
AB: I am pretty much an open book and transparent, but I think one thing that would surprise them is I grew up on a farm with pigs and cows. At a young age, my parents taught my brothers and I the value of a strong work ethic. I live by the motto, “work hard, play hard.”
I give 110% every day and when I step away from the office, I focus on my family, my friends and my well-being. You must find balance in life and be aware of what that looks like and strive to achieve it.
Auto Finance Summit, the premier industry event for auto lending and leasing, returns Oct. 29-31 at the Bellagio Las Vegas. Learn more about the 2023 event and register here.