F&I and Showroom, July 2017

www fi magazine com 18 FINANCE INSURANCE F I and Showroom July 2017 If you want to change your level of success then you must change The struggle to produce at higher and higher levels can only be fueled by a consistent effort to increase your personal skills your understanding of customer behavior and your ability to provide an irresistible presentation of your products The person who can assist your upward climb the most is the man or woman in the mirror See taking a hard and introspective look every month will ensure that you continue to maximize your skills and abilities To help here are the five questions I ask myself every month when I look in the mirror What will your answers be 1 HOW ARE YOU GROWING The largest hinderance to producing profits isnt other peoples actions or mistakes its not growing in your abilities Take baseball which would be a much easier sport if every pitch was a fastball However there is the curveball slider changeup and the incredibly hard to hit knuckleball The goal of the pitcher is to mix things up so you never know whats coming The fact that every customer is unique combined with the pace of change in our industry demands that we consistently conduct what I call R R training research and rehearse Research more than how to sell dig into what makes customers buy work deeper than overcoming customer objections and seek to connect with customers on a greater level That look in the mirror should also point out some corrections that need to be made If your F I per copy average on cash customers is low dont make excuses or try to make up for your lack of production on those deals by exceeding in other areas Work on your cash and credit union conversions to grow your skills Develop 10 reasons why financing at the dealership is more advantageous than the customers own bank 2 WHAT ARE YOU BUILDING What you do every day determines your worth Growing your skills speaks to the necessity of training while building success speaks to the consistency of it Thats why you should set aside 30 minutes each day to carry out the action items you have committed to monthly Famed UCLA basketball coach John Wooden created more superstars in sports and life than probably any other individual ever And one of his core principals was to make every day a masterpiece An F I manager recently brought a frequently heard complaint to me He said too many deals were blindsiding him He was seeing checks already made out and stapled to the inside of deal fold 5 QUESTIONS F I PROS MUST ANSWER MONTHLY F I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance I BY RICK MCCORMICK GETTYIMAGES COM ROMOLOTAVANI