Digital Dealer - June 2018 - 47

approachable.
3: TAKE AN INTEREST

Your success in winning
others overrides on your
ability to relate. Other than
your "manager title" why
should anyone on the
sales team want to go the
extra mile for you? You
can preach all day long,
but no one cares what you
know if you don't know
them. You become relevant
to your sales team when
you establish a personal
relationship with them. For
each member of the team
you should know: do they
have a family, why are they
in the business, how did
they get to this point, what
are their primary interests
outside of work, and most
importantly what gets them
out of bed in the morning?
When you lead with the
power of your title others
follow only because they
have to, and they often do
the bare minimum. As a
manager, there are times
you need to lead with power, but if you really want
waste-up engagement
where the team wants to
go above and beyond for
you, it takes authority. Real
authority must be earned
by taking a personal interest and building influence
with the sales team.
4: INVEST IN
THEIR SUCCESS

At the dealership, everyone has a job to do, and all
of the jobs are important.
Salespeople by nature
are focused on selling, not
financing. While there are
a number of things that
salespeople can do for F&I

to help the process along,
if they are not successful
in their job of selling vehicles, they probably will
not care how successful
you are in F&I. Great F&I
managers recognize this
and intentionally invest in
the sales team to make
them more successful at
their job of selling. I have
always felt that an F&I
manager is ultimately another Sales Manager who
happens to also finance
and deliver vehicles. Few
people in the dealership
are as qualified as an
F&I manager to develop
salespeople. Why not put
your learned skills and the
Law of Reciprocity to work
for you? The more you
invest in others the more
that they will invest in you.
While demanding, F&I
can flat-out be the most
rewarding position at the
dealership, both personally and professionally.
There is no reason to try
and go at it alone. Level 5
F&I managers enjoy the
full and active support of
each and every member
of the sales team at their
stores, and so can you.
Follow the tips above and
enjoy the success that
follows.
As CEO of Cornerstone
Dealer Development, MIKE
HIRSCHFIELD is on a
mission to empower, equip,
DQGH[DOWVDOHVDQG¿QDQFH
teams everywhere! Twitter:
@FoundationToWin EMAIL:
0LNH#)RXQGDWLRQ7R:LQFRP

Let Fair move your pre-owned cars faster, at zero
cost to you, while unlocking a game-changing
customer experience. Learn more today.
fair.com/dealer 800.584.5000 dealers@fair.com

ADVERTISERS INDEX
ADVERTISER

PAGE

Affinitiv.............................................. 1
Automotive Mastermind.................. 11
Construction SuperConference...... 17
Dealer.com...................................... 3
Fair .................................................. Inside Back Cover
TradeRev......................................... Inside Front Cover
Rosenfield and Company................ 25
RFID Expo....................................... 32-33
vAuto............................................... 14-15
VinSolutions.................................... Back Cover
The index to advertiser page numbers is published for reader convenience. Every
effort is made to list page numbers correctly. The listing is not part of the advertising contract and the publisher is not responsible for errors or omissions.
D I G I TA L D E A L E R . C O M

JUNE 2018

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Table of Contents for the Digital Edition of Digital Dealer - June 2018