The Future of Automotive Finance and Insurance: How to Build World-Class Culture and Transform Your Dealership for Tomorrow's Market

5 Star Review

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Editorial Book Review:

By Peter Thompson

The traditional car dealership is not slowly drifting toward irrelevance. It is being pulled there at speed by buyers who have already done their research, already know what they want to pay, and have zero patience for a process that treats their time as negotiable. Joel Kansanback has spent thirty-five years watching that shift happen from the inside, and The Future of Automotive Finance and Insurance is the most useful thing he could have done with everything he has learned.

Reading it produces the particular clarity that comes from someone who has no interest in protecting the old way of doing things. Kansanback is not nostalgic about outdated sales tactics or the high-pressure F&I room dynamics that built the industry's reputation for making buyers feel cornered. He is clear-eyed about what that culture has actually cost dealerships, starting with a 73 percent employee turnover rate that would be considered catastrophic in almost any other industry, and he is equally clear about what it will continue to cost the ones that refuse to evolve.

What makes this book land differently from other automotive business guides is that Kansanback locates the solution not in technology or pricing strategy but in culture. That argument is harder to make in an industry that tends to measure everything in monthly units and gross per copy, and he makes it convincingly. The connection he draws between how a dealership treats its own people and how those people treat customers is not a soft HR argument. It is a documented, data-supported business case, and the ROCK method he outlines for recruiting, onboarding, coaching, and keeping visionary staff gives that case real operational teeth.

His writing has the directness of someone who has spent decades on dealership floors rather than in consulting offices. Nothing is dressed up or padded for appearance.

For anyone leading a dealership into the next decade, this is the book that tells you what the highest performers already know and are not widely advertising.

About the Author 

Joel Kansanback

Joel Kansanback Graduated Minnesota State University Mankato 1989 with a BS in Business Administration with concentrations in Marketing, Real Estate and Insurance. Minor in Speech Communications.

Joined Pat Ryan Associates in Denver 1990. With Ryan Joel was a Specialist, Account Representative, District Manager, Training District Manager and Regional Business Development Manager. Proud to be recognized as District Manager of the Year at age 25. Six years in indirect lending culminating with the position of Sales Director for Citi Auto Financial before founding Automotive Development Group out of his home in 2002. 

In 2004 Bill Kelly joined Joel as a partner and together they went on to build one of the fastest growing and largest F&I agencies in the country doing business in 17 states. ADG became a recognized leader in training and income development utilizing its patented Proactive Selling System and Proactive Development System. Also during this time Joel was a founding partner in Genessee Financial a sub-prime auto finance company and Dealer Admin Services an F&I product provider. In 2018 ADG was sold to Brown and Brown where Joel became an Executive Vice President overseeing much of the Midwest, Texas and training functions nationally. In 2021 Dealer Admin Services was also sold to Brown and Brown. In 2024 Joel left Brown and Brown to pursue new interests. 

Over his career central to all of Joel’s success has been, talent acquisition, training, team building and creating winning cultures. Always interested in the future and where the business is going Joel is a past speaker at Agent Summit and Industry Summit as well as an author to industry publications. 

Joel is married to his beautiful wife Ann and has two sons, two stepsons and one grandson Joel enjoys golfing, boating and spending time with family and friends.