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Rick McCormick

The Path of People: Let them Lead

Third party confirmation is the most powerful tool to move people down the path of buying.

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The Message from the Mess: Listen Up F&I!

Here are three parts of the message coming from the midst of the mess we have been living through for the last couple of years.

Do This, Not That!

Here are two truths that reveal the concepts of a powerful process that moves customers and us.

Find the Onion!

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.

Close on Something Else

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.

F&I Customers Are Just Like Us!

Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.

Connecting Over Closing!

Here are a few ways to move your focus from closing to connecting.

Peace of Mind is at a Premium

Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.

Bishops, Badges, and Blenders!

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.

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Objection Overruled!

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

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