The author encourages F&I pros to tap into the excitement they felt on their first day in the box to find opportunity in every transaction.  - Photo by laflor via Getty Images

The author encourages F&I pros to tap into the excitement they felt on their first day in the box to find opportunity in every transaction.

Photo by laflor via Getty Images

It’s a match! … Sorry, did you think I was referencing Tinder or Bumble? Not exactly, but the concept is the same. I am talking about you and the car business.

Remember the day you decided this is what you were going to do? Remember how excited you were? How important you felt to have made it into sales and then get promoted into F&I? This was when it all began, and your enthusiasm was at its highest point.

You’re just our type!

Now that you’ve made it to F&I, you have to decide which type of manager you will be: a grouch or a game changer. There is a mixture of both in every store in the country. And if you don’t know which one you are, trust me, your coworkers do.

Read: Gasman: F&I Doesn’t Have to End at Delivery

Another Cash Deal?

The grouch is the negative, vindictive, “It’s not my job” manager. They often say things like, “Another frigging cash deal?” They will send a salesman back and forth 20 times just to punish him. They look for reasons to stop a deal and don’t mind dragging their feet if they don’t see an opportunity to sell F&I.

Game changers are always upbeat and smiling. This is the F&I manager salespeople actually want to talk to their customers.

Game changers understand that the key to success in F&I is the way we make others feel. There’s a reason the best closers typically end up in F&I. It’s not just about sales and gross and numbers. Those are short term goals. Game changers think long term, building relationships and trying to leave a lasting impression.

Another Cash Deal!

Game changers see opportunity in every customer. Their mantra is “Bringeth the cash deal!” They know that, if someone can write a $75,000 check to buy a vehicle, they can just as easily write you a $79,000 check that adds the purchase of critical protection products.

Better yet, the customer can keep most of that money in the bank and let it earn interest while they take advantage of zero or near-zero percent financing.

The best F&I managers are generous, trustworthy, equitable, and self-aware.

At the end of the day, you get to decide how you want to be classified. The best F&I managers are generous, trustworthy, equitable, and self-aware. They are available and active in the showroom.

This is a good reminder for all managers. No one is perfect all the time, and we all have moments where we lose our cool. Game changers have short memories. They bring positivity and leadership day in and day out.

So ask yourself this question: Am I doing all that I can to become all that I am able? If not, make an adjustment, starting with your attitude. Remember why you swiped right on F&I in the first place and welcome 2020 with open arms.

Justin Gasman is an ACE- and AFIP master-certified financial services director at McCaddon Cadillac Buick GMC in Boulder, Colo. Contact him at [email protected]

Read: Gasman: F&I Creates Moments Worth Sharing

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