The Gravitational Pull of Average

Once again, I heard the question that concerns me the most from an F&I manager, “What is the average…” and you can fill in the rest of the sentence. It doesn’t matter if they want to know the average Service Contract acceptance level or the average overall profit per vehicle sold. The desire to identify what average is becomes the most limiting factor in their future success. The gravitational pull of average is strong! All around you is an environment that is trying to pull you down to an average level of success. And, of course, we all know there are so many different factors in any situation that comparing yourself to others is an exercise that only creates frustration and confusion. So, what is the average thinking you need to avoid? Let’s look at that.

‘The Academy of the Average’ does not value learning or personal growth! 

Entertainment and distraction are much more enjoyable than learning and growing. Making time in your daily schedule to learn and grow is hard and that is why so many fail to reach their full potential. The allure of time on social media and the many interactive opportunities the internet provides is much more enjoyable than becoming a student of your craft. Role-playing your process is raw repetition and that is boring; which is why so few ever master the art of the helping customers make great buying decisions in their offices. Learning new information – concerning how customers react to information, what makes them more comfortable to buy from you and how to answer difficult objections – must become a priority if you are going to rise above average. 

Every day that you arrive early to the job so you can be better prepared for the challenges of the day, the average person sleeps a little longer. Every day you read from a book that motivates and provides more insight to you, the multitudes of the average do not. The difference between the average and the top performer is the top performer is willing to do the hard things to improve. No matter what level of success they have obtained, they are convinced there is more and they are going to reach it!

‘The Academy of the Average’ is constantly comparing themselves to others! 

Since very few ever commit to excellence, if you constantly compare yourself to others you will find yourself trapped in a mindset of only being as good as average. Anyone who has not improved their numbers in the last year has just been treading water in the pool of average. Use your past performance as a yardstick to track improvement. If you shift your focus to consistent improvement month after month, regardless of what others are doing, you will find yourself performing at much higher levels than the previous year.  

Comparing the numbers from this month to the same month the previous year is a healthy comparison. However, the numbers are simply the symptoms. Look deeper to compare the activity you were engaged in. Increase the amount of reading you are involved in to motivate and provide insight into customer behavior. Increase the amount of intentional training each week. Role-play and seek the input of others about your process more frequently. Learn more about what a customer experiences in your service department. It’s not the big things you do occasionally to improve that make the difference; it is little efforts done daily that separate you from the average. When you increase the activity and effort to improve, the numbers go up and leave the average level in your rear view mirror. 

‘The Academy of the Average’ seeks money and titles! 

The desire to reach higher levels of income, absent of an intentional effort to improve your skills and abilities, will lead to a frustrating journey. Showing up every day to just do your job and perform your duties will leave your skills and your income stagnant. That is when the dreaded question starts to come to your mind and eventually out of your mouth – “What is the average?”

To get something better you must become a better you. If you prioritize personal growth and changing experiences, success will gravitate to you like a magnet. Attending a training class that will enable you to learn best practices, engaging with others that are successful and are on the same journey to improve is always worth the investment of time away from your office and the cost.