David Robertson, Executive Director, Association of Finance & Insurance Professionals
The number of F&I professionals laboring under impossible F&I performance bogies appears to be on the decline. However, enough still struggle to warrant addressing the inequity of this scenario – with a few tips on personally avoiding the catch-22 trick bag.
The story is always the same. You must meet two requirements to keep your job. First, you can’t cheat the customers – commit an illegal or unethical act – or you’ll get fired. Second, you must consistently hit your performance quotas – IPRU, product penetration thresholds or a combination of both – or it’s adiós as well.
On their face, both requisites appear to be reasonable demands by any employer, regardless of the industry. However, in our business, they can carry a sinister and unspoken twist. By design, it’s virtually impossible to achieve the production thresholds set by management without “cutting corners” at some point in the F&I process.