The Mind is Like a Parachute . . .
It Works Best When It Is Open
Q I have been in F&I for 5 years. Off-site training would be a waste of my time, wouldn’t it?
A On the contrary, I believe it is imperative for F&I managers to get out of the dealership about every 2 years to train with their peers. And I believe it is equally important to enter an educational event with the attitude that you will learn something. (If you talk to my students, they will tell you I am fond of reminding them that their input equals output — or in other words, they gain from training in equal measure to what they give to it: in this case an open mind.)
An open mind will silence the familiar refrains of “The trainer does not know my office . . . After all, my deals are different than the other participants here . . . The trainer does not know our selling system . . . Our operation is very different.” The truth is that the similarities in our industry are more abundant that the differences.
While an F&I educator may not know the names of the managers who work with you, rest assured there are only 4 parts to every deal and only so many ways to work them. And the goal is always the same: increased production and better service to your customers. Just as you must open your mind to training, you must also find ways to open your customer’s mind to the value of F&I products and services before you talk money. When your mind is open to new ideas, you can introduce value to your customers in a way that fully rewards your investment in training and their investment in your presentation.
Those who come to training looking to have their skepticism reinforced often leave with it intact. Those who come to training seeking answers leave training with ideas that work.
“Kelly’s Korner” Column, Oregon IADA Squeaky Wheel Newsletter, March 2006, p. 24