One doesn’t happen without the other. In the F&I office, there are no second chances. If a client passes on products and services, the chances are virtually nil that they will ever change their mind. On top of that, future F&I office transactions are unlikely, simply because the client was able to go without them once. With a ‘make it or break it’ mentality, the F&I office has just once chance to earn the sale today. However, today’s successes or failures with the client impact future business just as much. That’s why continuous training and professional development – sharpening skills – is just as important as today’s performance.