F&I and Showroom, April 2014

Finance Insurance I f you are faced with a mountain you have several options You can go around it dig under it fl y over it conclude it is too high to climb and go back the way you came or you can climb it When we are challenged to increase our production levels the expected numbers can appear to be insurmountable Thats not the case for top F I performers who separate themselves from the rest by methodically taking daily steps to meet the challenge of reaching top levels of production I recently spent a day in a room full of F I managers who climb the production mountain every day The question on their minds was What enables top performers to pull away from rest and lead their respective group The short and simple answer 26 F I and Showroom April 2014 is they are better prepared when they meet a customer See natural talent and charisma are rarely attributable to top performance They help but most top performers reach the top through disciplined practice and an insatiable desire to research their craft Lets delve into the fi ve characteristics of these mountain conquerors 1 They Have Attitude Top performers have a positive attitude that compels them to believe every customer objection can be answered effectively and every process problem can be resolved to the benefi t of all They also believe every customer needs some of the products they offer Their job is to help the customer see that need Thats not the case with average producers who are like pointer dogs to the hunter They like to point out problems but are less enthusiastic when it comes to fi nding solutions Top performers approach every challenge with a positive mindset Their goal is to fi nd a solution and theyre laser like when it comes to uncovering a need or discovering a problem their products can solve for the customer 2 They Have the Facts Top performers provide a fact based presentation which means they consistently spend time listening and updating the information they share with their customers To effectively sell environmental protection for instance you must be able to articulate the differences in pearl coat and metallic paint and you must be able to ISTOCKPHOTO COM BRIANAJACKSON REACHING THE PEAK F I insider says producers can only reach a level of production and success that they persistently and actively pursue So to reach your peak you need to set your sights higher and you need to develop the following fi ve traits By Rick McCormick