Focus on helping customers, not selling products, advises Rick McCormick, national account development manager for Reahard & Associates. Top F&I dealerships don’t focus on the numbers. They think: “I have products. How can they help my customers?” he said. “If your focus is selling, you can hit the kind of number you like, but you can hit a higher number if your purpose, your mindset, was better.”
Better mindset, better sales
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