Focus is a state or condition permitting clear perception or understanding. So, if you expect a desired outcome, you are much more likely to achieve it. That means you need to be able to channel your energy in a specific direction to increase the likelihood of getting there.
This brings to question, what factors have to be present for you to obtain your desired outcome? In F&I, the five factors are (1) the customer, (2) the team, (3) the sales process, (4) your attitude, and (5) the terminology you use. Let’s discuss each one.