The gap between good and great in F&I isn't talent. It's the 5% you keep letting slide.

The 5% that separates good from great when it comes to F&I is just one thing. It's you accepted 95% as good enough. You know, when I was in the box, I thought it was okay when a deal came back, it was good, it was profitable, it was great. And I just shortchanged something. I didn't really go through my consequence 'cause I thought this was gonna be easy. It was gonna be a lay down. And it wasn't because I again thought 95% was good enough. And I was making small compromises in that 5%. So when you do that, what happens? You never fully get to where you're meant to go. And you have to look at your last 10 deals and go, "Where did I accept 95% is good enough? And how do I make that change now so it never happens again?" And when you do, you're going to get to a level that you didn't even think was possible in your career. And you're going to feel it, and it's going to shift your entire mentality when you look at a deal when it comes into your desk.