What do Ronald Reagan, Walt Disney, Zig Ziglar and Steve Jobs have in common? They all knew the value of a great story and the one secret that makes it so powerful. Statistics can add to the conversation; however, a great story displays the struggle…Read More The Secret of Story Selling in F&I!
One of the subtle deceptions of the F&I profession is the constant “busy” state we find ourselves in. Dozens of tasks demand our attention when we are not with a customer. Days, weeks and months go by and we find ourselves regretting the fact that…Read More A Man Can’t Just Sit Around!
Emotions drive most if not all of our daily decisions. Yet we are prone in the F&I office to use logic and facts at a much higher degree than the emotional ties to the benefits of a product. Watch any commercial and it rarely focuses…Read More Emotions Drive Us!