Archie Manning, an NFL quarterback in his own right, raised two sons who have made an even greater impact on the league. The Manning clan attributes their success more to the mindset they were taught than to the talent they were born with and developed. Recently retired, Peyton Manning often shared two principles that enabled him to set records year after year during the course of his career.
1. After You Feel You Have Reached Your Best, Get Better!
Peyton set a total of 21 records in the NFL. He underwent four neck surgeries in 2010, and retiring would have been the easiest option. However, he refused to be satisfied with great. He knew there were levels he still could reach. Peyton aimed for levels no other quarterback had reached. He set his final five records after his “career-ending” surgeries, validating his decision to keep growing and pursue higher levels of accomplishment.
As independent agents, one of the most valuable products you bring to the dealership is the ability to motivate even the best performers to continue to grow.
While the products we offer can, to some degree, differentiate between us and our competitors, dealers are looking for more. Dealers want their agents to have the ability to make even the most successful business manager better. They need someone who can develop their team and motivate them to commit to the disciplines that will ensure consistent improvement. Growing those that represent your agency must be a priority, so they can in turn grow those they touch each month.
2. Review Your Performance Relentlessly Until You Can See What Others Don’t!
Peyton’s coaches, from college to the NFL, say they have never seen anyone more committed to watching the films of previous games. Peyton was relentless in his pursuit to see things that others had missed.
The most effective way to know how a customer may react to a presentation, product or effort to overcome an objection is to know how they have done so in the past.
With numerous options available to have transactions recorded in the dealership, it is more compelling than ever to have the F&I team review the “films” of past deliveries. F&I managers who regularly review past delivery videos can see things that others miss. Film study can accelerate their growth and can help spot a counter-productive habit.
3. Outprepare Your Competitors!
Manning was neither the most athletic quarterback nor the strongest; he certainly was not the fastest. But no one can debate he was the most prepared. As independent agents, what differentiates us from others is the most important intangible product we offer: the ability to grow the dealership’s F&I team! Those that do it well will take their dealer partners to record levels!
I look forward to seeing you on my next post! Please feel free to contact me. Exchanging ideas with F&I professionals is my passion!