Channel | F&I Success

Stealing … From Yourself!

Agents must train F&I managers to rely on your process and their talents or risk stealing their own production and their customers’ trust.
By: Rick McCormick

Stealing … From Yourself!

Emmanuel Ninger was arrested for counterfeiting in 1887 after he handed a clerk, whose hands were wet, a $20 bill and the ink started smearing. A search of his attic found that he was hand-painting each bill! They also found three paintings he had created which, after his arrest, were sold at auction for a total of $16,000.

Amazingly, it took Ninger almost the same amount of time to create a fake $20 bill as a $5,000 portrait. He was a thief, but the person he stole most from was himself. Let’s look at two thieves we need to uncover and banish from our selling efforts.

1. The Talent Thief

I believe the most prevalent thief today steals our perception of the level of abilities we are capable of developing and the natural gifts we were born with, enabling us to reach our full potential.

I rarely see a top performer who is operating solely on natural talent. Top performers regularly practice their skills with coworkers; embrace any learning opportunity and research what has made others successful. Their mantra is every time I learn something new it reminds me I still have more to learn.

I have discovered many professionals who have let a thief into their “professional house.” They play small, hide behind excuses and act like a victim of their circumstances. This leads to judgments that only make things worse. Thoughts like, “Why should I spend time working on my skills? In this economy and with the way deals are worked here, it’s not going to make any difference.”

The end result is a professional that has stopped working on their skills and no longer are growing but stagnant. There’s a thief in the house!

2. The Impostor

Selling a product by building value and showing how it will solve a problem or prevent a future one is the real thing. Using pressure, incorrect or exaggerated information or anything close to a noncompliant process is counterfeit.

Counterfeit selling is evidence of a much deeper problem. That individual believes taking shortcuts to get the sale is the best place to invest their focus and energy. This person will exert more energy to reach a desired result in a less acceptable way than it would take to develop a more acceptable manner that would get even better results. We have ample examples in the automotive world. Volkswagen’s diesel emissions issue led to dealerships on either coast cited for unacceptable selling practices. They not only stole from customers, they stole from themselves.

Wherever you place your focus is where all of your energy and creativity goes. Individuals that succumb to the idea of selling in any other way than a customer-focused value building process have let another thief in. It takes determination and commitment to consistently develop a process that builds value and creates a win-win for everyone involved.

The rewards are customers more satisfied with the process and more likely to return to buy again in the future. Selling any other way will lead to customers that feel they were mistreated or, even worse, a personal exposure of counterfeit efforts. Do the right thing, the right way and the results and rewards will come.

General agents are on the front lines of selling. Providing training opportunities to create value building sales efforts in the dealerships we work in is a critical part of our offering. Challenging individuals to consistently grow their skills using a customer focused process will help eliminate counterfeit selling. Your efforts on the front line are helping us shape our industry to be more compliant and more appreciated by our customers. Thank you and sell on!

This article was written by:

- has written 32 posts on Agent Entrepreneur.

Rick McCormick is the national account development manager for Reahard & Associates Inc, which provides customized F&I training for dealerships throughout the U.S. and Canada. He has more than 20 years of sales and F&I experience. You can reach him at rick@go-reahard.com.

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The views expressed by the authors and those providing comments are theirs alone, and do not necessarily reflect the views of Agent Entrepreneur or any employee thereof.

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