Just like the aching back and dirty hands that come with gardening, the bad parts in the F&I office will last a short time, but the benefits can last a long time. Whatever the topic and no matter how painful or how much we dread it, we probably need to do it anyway. - Image by Sarah Richter from Pixabay 

Just like the aching back and dirty hands that come with gardening, the bad parts in the F&I office will last a short time, but the benefits can last a long time. Whatever the topic and no matter how painful or how much we dread it, we probably need to do it anyway.

Image by Sarah Richter from Pixabay 

Weeding a vegetable garden is soothing for some people, while others find it therapeutic to plant a flowerbed. Some people like the process of planning and designing a garden, spending hours flipping through magazines or strolling through greenhouses. We purchased our property last year from one of these people.

Whatever the topic, and no matter how painful or how much we dread it, we probably need to do it anyway.

Last weekend we spent hours digging, planting, and arranging. Every time I’d grumble or wince with pain, my partner would remind me how great everything would look if we just did a little more.

Maybe we should remind ourselves of the same thing more often. 

Don’t want to return that phone call to the customer who wants to cancel products? Do it anyway. If you remind them of the benefits of the products and explain that the refund goes to the lien holder and the payment won’t change, maybe they won’t cancel.

Dreading calling the customer to tell him he needs another $2,000 down to make the deal? Do it anyway. Maybe he secretly had a reserve or could borrow from someone. Either way, it helps close the deal and benefits him because he’ll pay less interest and pay it off faster.

Don’t want to call back a customer who left an angry voicemail? Do it anyway. Maybe he had a really bad day when he left the message. Your return call is one he probably doesn’t expect to get. You can turn that customer’s bad day into a good one with a little understanding, a little sympathy and empathy, and a little professionalism.

Do you feel like your Heat Sheet/CIT is too much to handle today with everything else going on? Do it anyway. Taking 15 minutes today can save 15 hours later in the week.

Is your gut telling you the customer is legitimate and you don’t need to bother clearing Red Flags? Do it anyway. Just because he isn’t setting off alarm bells doesn’t mean you don’t need to follow the process. Not only is it federal law, it could save thousands of dollars in the event of a stolen vehicle loss.

Did the salesman tell you the customer is in a hurry or that she didn’t want any products and would walk out if anyone tried to sell her something? Do it anyway. It’s your job to present 100% of the products, to 100% of the people, 100% of the time. You might end up with the highest PVR of the day on her deal.

Whatever the topic, and no matter how painful or how much we dread it, we probably need to do it anyway. Just like my aching back and dirty hands with gardening, the bad parts will last a short time and the benefits can stay with us a long time. So, do it anyway.

Read: Voting Underway for 2020 Dealers’ Choice Awards

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