If you’re an F&I manager, you probably feel like your day is filled with a never-ending list of tasks. But what if I told you that a large portion of those tasks isn’t directly contributing to your goals or income? It might be hard to hear, but it’s true. According to the Pareto principle, 80% of your results often come from just 20% of your activities. This means that in F&I, a significant chunk of your time is spent on nonproductive tasks that don’t move the needle for your dealership or your paycheck.
So, how do you ensure that the 80% of your day that doesn’t support your goals doesn’t drag you down? The answer lies in taking control, being proactive, and focusing on the activities that matter most.
The 80/20 Rule in F&I
Let’s break it down. The average F&I manager spends about 10 hours a day at the dealership. If you apply the Pareto principle, that means approximately eight of those 10 hours are spent on tasks that don’t directly contribute to closing deals or generating revenue. This is a huge gap, especially when you consider that the average F&I manager handles just over two deliveries a day.
Imagine if you could reclaim that 80% of your time and redirect it toward activities that drive results. You’d have a lot more control over your success, and ultimately, your income.
Think Like an Entrepreneur
One of the most effective shifts you can make is to view your role as an F&I manager as a business within a business. Treating your job this way helps you adopt an entrepreneurial mindset. When you focus on filling that 80% of time with activities that generate income, you start to prioritize your tasks better, set clear goals, and take action to consistently outperform your colleagues. Rather than waiting for something to happen, proactively fill your day with activities that set you up for success.
Filling the 80%: Key Strategies for F&I Managers
So how can you fill that 80% of your day with productive, income-generating activities? Here are some practical ideas:
- Set Challenging, Written Goals
Start by setting clear, time-bound goals. When you know what you’re aiming for, it’s easier to identify the activities that will help you achieve those goals. Having written goals creates a sense of urgency and purpose, making it easier to prioritize the important tasks over the non-productive ones. - Dive Into Your KPIs
Take some time to sit down with your F&I provider representative and review your key performance indicators (KPIs). Analyzing these numbers will help you spot areas for improvement in that crucial 20% of your day. Look for patterns, opportunities, and strategies that you can implement to boost your performance. - Collaborate with Sales
Spend time at the sales desk and collaborate with the sales team to create better deal structures. Not only will this help you increase profit, but it also gives you an opportunity to directly connect with customers. While you’re there, introduce yourself to the customers and endorse the salesperson—they’ll appreciate the personal touch, and it will help you build rapport with potential buyers. - Train and Educate Your Team
Training doesn’t stop once you’re hired. It’s important to invest in your own knowledge and that of your team. Facilitate weekly training sessions to raise awareness of the F&I products you offer. You could even create videos using your mobile device to explain the products on your dealership’s website. Customers will appreciate a straightforward, educational approach rather than a hard sell. - Follow Up with Customers
The money is often in the follow-up. Take the time to reach out to customers who enrolled in F&I products during their delivery and, importantly, those who didn’t. A quick follow-up call or email can uncover additional income opportunities and build lasting relationships with your customers. Never underestimate the power of a timely follow-up.
You Have the Time—Use It Wisely
One of the most interesting aspects of the Pareto principle is that it suggests that regardless of your current performance level, you have the time to improve. Even if you’re an average F&I manager, focusing on filling that 80% with productive activities means you can take control of your career and start seeing better results.
Don’t wait for the sales department to bring you more customers. Instead, take ownership of your day and find ways to generate income within the time you already have. By filling the 80% with tasks that directly support your goals, you’ll increase your productivity, boost your income, and ultimately, raise your performance to new heights.
Take Control of Your Success
The key takeaway here is simple: You have the power to shape your day and your results. Rather than passively waiting for things to happen, take proactive steps to fill your time with high-impact activities. Set goals, collaborate with your team, engage in continuous learning, and follow up with customers. The more you focus on generating income and improving your performance, the more success you’ll see.
In the end, if you focus on filling the 80%, you’ll find that you don’t just become a better F&I manager—you’ll also control your income, your career, and your future success.
