2. OBJECTIVES
Differentiate between change and transition
Discover how you respond to change
Understand the three stages of transition
Develop techniques to communicate change
3. CHANGE AND TRANSITION
Change
– An occurrence that produces a reaction
– It can be abrupt or situational
Transition
– Psychological process you work through to come
to terms with a change
4. CHANGE AND TRANSITION
Difference between Change and Transition
– Change is situational. It is something different: a
new boss, a new policy, a new procedure
– Change requires you to make transitions
– Transition is the process you go through that
often creates anxiety, fear and stress
– Everyone going through change experiences the
stages of transition
5. STAGES OF TRANSITION
Stage One: Letting Go
– The more important something is to you, the more
you want to hold on to it
– You believe you can’t move on from the way it
used to be or the way you think it should be
– You may lash out as a reaction to defend what
they don’t want to change
– You may demonstrate anger, sadness,
depression and defensiveness
6. STAGES OF TRANSITION
Stage Two: Neutral Zone
– You realize you need to let go of the way it used
to be
– It can be uncomfortable because you realize
change is happening and it is out of your control
– It is like swinging on a tightrope
– Behaviors demonstrated may be that of fear,
anxiety, concern and victimization
– Lots of mistakes can be made during this stage
7. STAGES OF TRANSITION
Stage Three: New Beginnings
– Look at change as an opportunity rather than a
loss
– Realize various possibilities of accepting change
– See opportunities and benefits and take action to
make them happen
– Behavior demonstrated is expected to be a
positive attitude with co-operation
– New beginnings can only take place when you
are ready to make an emotional commitment to
do things differently
8. STAGES OF TRANSITION
What actions can you take to move from “Letting Go”
to “Neutral Zone”?
What actions con you take to move from “Neutral
Zone” to New Beginnings”?
How can you thrive during Transition?
How can you go through the 3 stages faster?
9. ACCEPTING CHANGE
You are responsible for accepting change
Change is simply acknowledging and accepting what
the new situation is
Accepting change involves the process of transition
10. SUMMARY
Change is constantly happening
Change benefits your Dealership
Move to “New Beginnings” quickly
You can choose to jump on board or
You can watch the bus leave without you
DON’T BE LEFT BEHIND. YOU ARE IN A
CONTINUALLY EVOLVING PROCESS
11. CONTACT INFORMATION
Frank Mercer, CEO
CU Auto Lending Services
6609 Convoy Court
San Diego, CA 92111
(O) 858-874-6748
(C) 619-890-2444
fmercer@cuals.com
