Adrian AnaniaVP of Performance & Operations, Asura Group · Your 24/7 F&I Performance Coach | ASURA Group

A five and an eight run the exact same script. Here's the difference you can see across the desk.

10 Jun 2026 · 1 min

Watch on YouTube

0:47

In this short video Adrian Anania explains the observable difference between a mid‑level (5/10) and a top‑level (8/10) finance‑and‑insurance (F&I) representative when they use the same sales script. He describes the 5‑performer as hesitant, mentally rehearsing each line, glancing away from the customer, and letting the scripted process become a visible barrier. In contrast, the 8‑performer has internalized the script, speaks automatically, maintains full eye contact, reads the customer's facial cues, and lets the process operate in the background, making the interaction feel seamless. Ananda urges viewers to make their words automatic so they can keep their eyes on the customer and invites them to comment “8” to start a drill that moves a 5‑level rep toward an 8‑level performance.

Chapters

What's the difference between someone who's a 5 out of 10 and an 8 out of 10 in the F&I office doing the same script? Here's the difference you can see when you sit across the desk. Same script, two different rooms. A 5 is performing the process, an 8 is running it. Watch a 5, they are hesitant. They're thinking about the next word while the current word is still in the air. Their eyes drift off the customer because they're checking the menu, checking themselves. The process sits between them and the person across the desk. Now watch an 8, the words are automatic. They're not reading a script, They're using it. Their attention is 100% on the customer, reading the face, catching the lean. The process has gone into the background where it belongs. A 5 performs the process and the customer feels it. An 8 runs it and the customer never sees it. Get the words automatic so your eyes can come up. Comment 8 for the 5 to 8 drill.