by Rick McCormick
F&I Showroom
January 2015
After nine years of traveling and working with F&I managers from coast to coast, I have discovered that top performers share a common characteristic. And it’s not charisma, personality, talent or people skills that set them apart.
F&I Showroom
January 2015
After nine years of traveling and working with F&I managers from coast to coast, I have discovered that top performers share a common characteristic. And it’s not charisma, personality, talent or people skills that set them apart.
The answer actually has to do with what motivates top performs to continue selling, even after the customer utters “No” several times. See, they committed to a core principle on which they operate, one that affects how and, more importantly, why they do their job. It’s what determines their level of success.
In the F&I office, there are only two options: profits or a defined purpose to genuinely help customers. Yes, everyone wants to increase profits and grow their income. However, the driving force behind how and why we do it dramatically affects our level of success in three distinct areas. Let’s review each one.
