Many different people are working in any service department at any given time. Let's look at just two.
1. Those who are clocking in and out to earn a paycheck for their efforts.
2. Those who get paid to do what they love.
Which would you rather be?
Person one is in the habit of exchanging time for money. They come in moments before their shift, watch the clock, and leave right on time.
Person two gets there early, stays late, and dives deep into each task with excitement and focus.
Having been each of these people, I can tell you from experience that the ability to shift oneself from one to the other is all up to you.
How do you start to get paid to do what you love if you are only clocked in?
In my book, "How To Build a Gold Standard Service Advisor: The Evolution of Automotive Service," I talk about advisors needing 4 things to be considered top-flight advisors.
Passion
Perseverance
Patience
Positive Mindset
Do you have what it takes to get there?
Do you want to get there?
Today let's look at passion. Are you passionate about being a service advisor? Do you want to be?
Here are a few questions that will help define where you are and where you want to be.
How do you feel about facing the day ahead when you come to work?
How often do you catch yourself saying the following?
Customers don't want to spend money.
They will just say "No" anyways, so why ask?
Here we go again.
OMG, how can we have caused that issue by doing an oil change?
Another recall, I am working for free today.
Techs don't give me good estimates.
There is nothing to sell at this mileage.
3. Where do you see yourself in 5 years?
4. What processes in your workplace diminish your ability to do your job? How can you change them?
5. What books are you reading?
6. Why are you here? I mean at the job, not on earth.
7. I don't have time to look for work on each work order.
If you are interested in shifting your mindset from being "clocked in" to "dialed in," I challenge your right now; copy these questions. Answer them. And then email them to me at:
For those interested in how I would answer these questions: I will answer number one as a clocked-in person and then as a dialed-in person. To give you a point of reference on changing your perceptions and attitude.
Clocked-in
I drag myself out of bed. Unmotivated and disinterested in getting to work. Already in a bad mood, running late and barely making it to work before the bay doors open. I feel deflated, knowing that people will be accusing me of doing things they do not need or saying that we caused an oil leak while doing their brake job. I know I will work in an environment with many problems that no one wants to fix. It is so frustrating.
Dialed-in
I jump out of bed. I cannot wait to get there to see what kinds of challenges I will get to face. Who will I get to impress? What types of solutions will I be able to come up with? I am so lucky to have a job that lets me make as much as I want to make with absolutely ZERO university training and no student loan debt.
Each of those answers has come out of my mouth at one time or another. Number 1 was when I was a negative and self-defeated person.
Number 2 was when I decided that what I was doing, how I was communicating, and where my mind was at had to change. So, there was no change in my environment or training. I did not change manufacturers to find that customers there were more likely to spend their money with me.
I started to communicate differently with customers. I empathized with them. I tried to find solutions that would make me happy if I had been in their situation. I started to try and connect with them. I was motivated differently once I began to see results too.
You can change if you choose to. Get dialed in!!
If you want to do better, be better and love what you do, reach out!
If you need help selling, reach out! adviseme@goldstandardservicetraining.com
You can also check out my book now on Audible as well!
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