The Great Equalizer!

The Great Equalizer

Agents can realize unprecedented levels of success by letting go of the word ‘impossible’ and using obstacles as stepping stones.

In the second half of the 19th century, the new frontier west of the Mississippi was affectionately called “The Wild West.” During this time, most referred to a six-shooter as the “great equalizer.” It enabled a small man to chop a much larger one down to size.

With all of the fast-paced changes and challenges we face daily in our business, we also have a great equalizer: It’s called “desire.” Desire drives many to seek and attain what others deem impossible, unattainable or beyond reasonable expectation. Those that are driven by a strong desire to perform at levels not previously seen have brought us some of the most profitable and life-changing products and performances of our day. Let’s look at two principles of desire that can move us to create that level of performance as well.

1. Remove the Word ‘Impossible’ from Your Vocabulary!
Henry Ford, who had little formal education, was not a financial success until after he was 40 years old. Once the assembly line marvel had set the entire industry ablaze, Henry called all of his engineers together and said, “Build me a V-8 engine.” These brilliant men with degrees in physics and mathematics knew this was “impossible.” But they humored him and gave it a shot.

On three different occasions, they came back with the same conclusion: This is impossible. After multiple attempts, Ford demanded one more time, “Gentlemen, I must have a V-8 engine and you’re going to build it for me. Now go do it.” And the age of the V-8 engine was born.


If you’re not trying to do the impossible, you’re simply not trying hard enough.


Desire moves us to strive for levels of production and customer satisfaction that have yet to be attained. As independent agents, you must not only demand this of yourselves, you must be an agent of the impossible to the dealerships you serve. This enables us to turn F&I “caretakers” into F&I “risk takers,” and the results border on the impossible.

2. Obstacles are the Stepping Stones to Progress, Not Roadblocks to Success.
An insatiable desire for success will cause you to look at obstacles differently than others. Elvis was told he couldn’t sing, Michael Jordan was told he was not good enough for his high school basketball team, and Steve Jobs was told the iPhone was impossible. The fact that each of these renowned individuals faced obstacles is not the issue. It’s how they viewed the obstacles. They saw them as a distortion of the truth and a stepping stone to get to their destination. And they did get there!

We have all heard the many reasons for failure and, at times, said them ourselves. I know I have! It’s the economy, the weather or others around me holding me back. And the trump card of them all: My customers are different!

All of these may truly be factors that challenge the ability to succeed. However, those that have the “great equalizer” see them as intruders on their journey and fight through them. This enables those who may have less education, talent, charisma and opportunity to far outproduce those with more natural skills and seemingly endless opportunities. Don’t always bet on the most talented to win. Bet on the one with the most desire. It plays out every day in F&I offices around the country. I have seen it many times and it is fun to watch!

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