Treat customers like people, not sales prospects, and sales should follow.

Treat customers like people, not sales prospects, and sales should follow.

Treat customers like people, not sales prospects, and sales should follow.

Focus on real-world facts, and the customer will buy in.

Information is for the internet; insight is for the F&I office. Fill the process with insight and you will fill the office with happy customers.

Practice Abe Lincoln’s habits to be the best you can be.

Practice Abe Lincoln’s habits to be the best you can be.

Practice Abe Lincoln’s habits to be the best you can be.

Practice Abe Lincoln’s habits to be the best you can be.

The customer is speaking loudly, they want to have it their way, and it’s forward-thinking and profit-building when we do.

The customer is speaking loudly, they want to have it their way, and it’s forward-thinking and profit-building when we do.

The F&I process provides us an opportunity to add value or aggravation to the customer’s purchase experience – choose value!

If we provide the path through the process that our customers enjoy, expect, and hope for, they will trust us and listen to the insight we offer.

Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned.

Third party confirmation is the most powerful tool to move people down the path of buying.

What is the secret to more consistently winning?

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.

Here are three principles that, if illustrated properly, will make an impact that will drive results upward and increase the value of our offering.

On your dealership visits, go in with three questions that will spark discussion and hopefully a planning session on how to improve.

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.

Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.

Here are a few ways to move your focus from closing to connecting.

An energizing agent will walk into every dealership with specific information to share of accomplishments and then the challenges they deal with will...

Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what...

Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what...

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

There are four definitive areas where F&I professionals can and should excel.

As general agents, we mold careers and many times we are molding a future. We are not only responsible for helping them continuously grow their skills and...

Properly and intentionally setting up your menu will maximize your ability to help customers and produce profit.

Properly and intentionally setting up your menu will maximize your ability to help customers and produce profit.

If we allow our daily routine to be void of learning new information and being reminded of the principals that guide our efforts, we begin to lose our...

If we allow our daily routine to be void of learning new information and being reminded of the principals that guide our efforts, we begin to lose our...

Three ingredients are necessary to consistently execute a winning performance in the F&I office.

Three ingredients are necessary to consistently execute a winning performance in the F&I office.

Three areas of skillset development are critical to success, but these skills do not come naturally for most of us, so they must be intentionally developed.

Three areas of skillset development are critical to success, but these skills do not come naturally for most of us, so they must be intentionally developed.

We are all going somewhere and using a mindset GPS will assure we get to the destination we are all looking for — increased customer satisfaction, income,...

We are all going somewhere and using a mindset GPS will assure we get to the destination we are all looking for — increased customer satisfaction, income,...

The disruptive time that we live in has increased the demands upon general agents to drive income development to unprecedented levels. With a combination of...

The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming...

The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming...

Taking the natural gifts we have and working daily to grow and add to our skill set will make anyone a success.

Taking the natural gifts we have and working daily to grow and add to our skill set will make anyone a success.

When a customer encounters a true F&I professional, they are pleasantly surprised and the level of trust leads to open discussions and great outcomes for...

When a customer encounters a true F&I professional, they are pleasantly surprised and the level of trust leads to open discussions and great outcomes for...

We are facing challenging and opportunity filled days ahead. Having the privilege to help people during a worrisome time is honorable and fun!