It is not important that the client understands us - it is critical that they know we understand them.…

"Either you run the day, or the day runs you!" The greatest enemy of the advancing F&I professional isn't lacking skills or opportunities, it's busyness! Mediocre performance is the result of excuses and padded time that prevents us from reaching mastery.…

Keeping things simple can pave the way for stronger F&I performance.…

The greatest danger of mediocre performance in the F&I office is not the lack of skills and opportunities. It is the busyness that demands attention to the immediate that leads to a mediocre level of preparation and practice!…

Everyone today seems to have a new update or version of a great product, and they normally call it 2.0. Change has mandated that we update to a better menu experience. I regularly encounter a menu process that creates more resistance than it collapses.…

Much of what we encounter in the F&I office is not controllable. As an F&I professional, you cannot focus on the things outside of your control. You have to focus on those things that you can control.…

Several times throughout the year, we need to slow down, take a deep breath, and look at ourselves, our process, and our results!…

"Any fool can know. The point is to understand." - Albert Einstein…

Trust is an essential element that should lay the foundation for everything else you do.…

The Greek word “Lambano” is defined as, “To take hold with the hand, lay hold of any person or thing in order to use it."…