Went from 40% to 65% VSA. No script change—just slowed down
An F&I manager raised VSA penetration from 40% to 65% by reordering his sales pitch: he moved the needs discussion to the end and started by walking customers through owner responsibilities first. This simple sequence change, repeated consistently, sustained the higher numbers.
Chapters
More from Adrian
"What's it gonna take. When can we get you in this?" That's not closing, that's begging.
A high payment customer walks in with a pre-approval from their credit union. Most managers panic
You are the author of your own story. Every deal, every choice in the box is a page you're writing,
Every new manager walks toward the same hole. No real training. No loop. No one watching the deal
You bought the best training program in the country. Six months from now, it won't matter.
Someone drew a fancy graph on a whiteboard, capped the marker, and called that my F&I training.
Most of your PVR is won or lost in the first six minutes, before the customer ever sees the menu.
