Think back over the last 90 days and write down three on-the-job situations or career-related events that made you proud of yourself as an F&I professional. Now, what were the sources of those proud moments? Were they based on any of the activities listed below?
- Hit an absolute home run with a customer by finessing the numbers or providing a less-than-full disclosure.
- Hoodwinked a funding source or aftermarket vendor into accepting a bad deal.
- Hit my numbers by putting forth the absolute minimal amount of effort.
- Created a situation where I was the only person who benefited from the accomplishment.
The odds are good that the pride you felt wasn’t based on the activities above. But if you selected any of the events or situations listed, you might consider spending serious time reflecting on your aspirations or finding another line of work.
Meaningful career events typically involve acting in the best interest of others, doing the right thing for no other reason than it’s the right thing to do, or setting and meeting a legitimate challenge through the expenditure of considerable effort.
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