Motivation gets you fired up in the Monday morning sales meeting and gone by noon.

F&I motivation is always for beginners, and operators always rely on a system. And the reason they always rely on a system is because it's like, I remember when I started in F&I, someone came in and said, "Read all these brochures, memorize them, and go sell." Zero system. And I'd show up to the sales meeting in the morning and everyone would be rah rah, they'd be all excited, and then I would go back to my office. And that motivation never equated to an outcome. It never worked. I needed a system that I could rely on all the time, that I can consistently execute to get to where I wanted to go. And until you have those things, you're never gonna get there because you need something that doesn't care how you're feeling that day. It doesn't care how the sales desk is operating, that I had my right kind of coffee today. None of that should matter. Your system will dictate the outcome. But if you rely on motivation, you'll never get to where you want to go, and you'll always feel like something's missing.