Most of your PVR is won or lost in the first six minutes, before the customer ever sees the menu.

Here's the F&I move I wish someone showed me on day one. And here's how I'd open every deal if I had to start over. I've coached F&I managers at over 200 dealerships in the last 12 years. And across those stores, the average PVR lift was $758 per car. And most of that PVR increase shows up in the first 6 minutes of interacting with that customer. And if I had to start it all over today, here are the 3 moves I'd make to fix every opening so it never felt disconnected ever again. The old way is what I did my first year. Walk in cold, start the paperwork, and just please hope the customer's in a good mood. The new way is structured: 4 moves, 6 minutes. I'mma say that again: 4 moves in 6 minutes. The deal runs on those 4 moves: greeting, state and federal documents, warranty review, and numbers as statements. And completing the needs awareness, the whole opening took 6 minutes. It happens long before a customer ever sees the menu and asked to make a buying decision. Customers need time to understand their situation and problems to be able to pull themselves to your solution that you offer. 3 tips. 1, memorize the greeting word for word. Again, word for word. It's as simple as that. 2, state the numbers. Never ask them. Questions cause confusion and uncertainty. And 3, slow down when the customer goes quiet. Don't speed up. Now, if your greetings feel disconnected, save this so you never miss on an opening ever again.