Everyday we have choices to make. Our behavior determines our success.
We are not in control of the circumstances in the world around us, but we can choose how we respond to them.
In the moment between any event and our response to that event, there is a space. Inside that space we all have the ability to determine our future.
It works like this:
You’re speeding to get to work for a Saturday morning meeting. You get pulled over. In the space between his flashing lights and your first words, you can make decisions that frame the interaction and influence the event.
Be nice, pull way off of the road and show respect. In return the officer feels empathy for you. You leave with a warning.
Be pissed that nothing ever goes right, show contempt and leave with a big ticket – or two.
Long term success in “The Box” and in life.
If we make a habit of pausing, considering and deciding, we make better decisions. This habit, if adopted, will improve every dimension of your personal and professional lives.
So, a customer rolls into your store with questionable stips? The desk is pushing you to deliver the deal. What do you do?
Do you consider your long term relationships with your buyers and your reputation as a professional or do you cave to the demands of an aggressive sales manager?
In that moment, between realizing something is “off” or doesn’t feel right about the deal and the moment of signing the line 5 contract, you have an opportunity to actually control your future.
What will you do? Will you be known as shady or honorable 10 years from now based on this deal?
I can share this, the honorable F&I managers I’ve known for 20-25 years have long term comfortable relationships with lenders, GM’s, dealers, accounting departments and stable income.
The shady guys I’ve known for 20-25 years bounce from store to store. They end up selling cars on independent lots telling stories about working for (insert franchise here).
What I’m trying to convey is that every new circumstance is a new opportunity to chase excellence. To create your “brand” or reputation in the business. To inform the world who you are.
Every time you act with character, you re-enforce your habits and behaviors. This carries itself into every aspect of your life. This is the foundation of Trust – the most valuable currency in the world.
No deal is worth your reputation.
Your reputation leads to your friendships, with everyone in this industry. And the space between the circumstance and your response is where you create your reputation and ultimately your level of happiness in life.
By: Lloyd Trushel
President / COO
The Consator Group
What makes Consator Group different?
We believe… that there is a better way to conduct business than the status quo. In our experience, when transparent and intelligent communication occurs between F&I and their customers, profits and satisfaction go up for all parties. Conversely, when the communication is poor and dysfunctional, profits and satisfaction go down for all parties.
We are experts… in the automotive industry, with each of our principal level consultants having over 20 years’ of automotive experience. Their areas of experience include automotive finance, all areas of variable operations, financial lending, process consulting, insurance, ancillary products, the study of social sciences and the understanding of consumer buying habits.
We create a better F&I experience… by teaching F&I managers a deeper understanding of today’s buyers. We skip the typical sales cliché’s and antiquated methods. Our process is simple and straightforward. We dig into real consumer behaviors and purchasing habits so that we can educate your staff and consumers. The result is a more profitable transaction for the dealership and a happier consumer.
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