Your first day in the box, here’s what to do and what will sink you.
In this concise instructional video, Adrian Anania shares hard‑earned advice for new finance & insurance (F&I) office staff based on his own near‑termination experience and coaching of over 200 stores. He outlines a three‑step daily routine: record your presentation (audio at minimum), review each deal for five minutes while it’s fresh, and pick one specific change to test over the next ten deals. He then warns against common first‑day mistakes: trying to memorize every product before speaking to the customer, blaming the customer when a deal falls apart, and waiting to feel "ready" before taking action. Anania emphasizes that product knowledge is easy, the customer provides feedback rather than being an enemy, and readiness is built through on‑the‑job practice. The video ends with a motivational reminder that new hires are already prepared to succeed and should save the advice to maintain momentum.
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
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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.
