Commitment in Two Steps
Marla Belson Marla Belson
Managing Partner
Today's Dealer Solutions
888.837.5250
MBelson@SpecialFinanceInsider.com
Wednesday, January 20, 2010

Commitment in Two Steps


For those of you who may not know, when writing for a magazine, more often than not one is not allowed to go rogue (especially me). Now, what I am talking about is there is a theme to every issue. When I learned the assignment for this month was commitment, I felt like a deer in headlights. The first thing that blew right through my little head is how many gazillions of people have spewed on about that subject in a gazillion different ways. Then, the next objective was tying it all into special finance, but when it all came down to really putting fingers to the keyboard I realized how easy it is for any of us, particularly me, to lose sight of what commitment really is all about.

It reminded me of the hundreds of diets I have started or how I was going to go to the gym every day! As car people, we come up with thousands of reasons why that never works—the hours, eating on the fly or whatever else fits our fancy! I found as many excuses for not following through with commitments to match the numbers of people who write about them.

What it all seems to come down to is commitment is hard! The principles are simple, yet we struggle with it every day. It comes with a firm responsibility to carry out the action that you have obligated yourself to do. Now isn’t that a mouthful. Mario Andretti said, “Desire is the key to motivation, but it's determination and commitment to an unrelenting pursuit of your goal – a commitment to excellence – that will enable you to attain the success you seek.”

Successful people are willing to do the things that average people do not want to do. Average people either don’t try or just say, “Hey, I will give it my best shot.” Driven folks simply do what they say they are going to do, make sure they follow through and get the job done in the time they said they would. When it really comes down to it, we appreciate people who do follow through with what they have promised to do, and those people stand out from all others in all aspects of our lives.

We all know the economy has taken one heck of a beating and in some places it has been a real blood bath! We hear it every day, and it seems like there is no escape from the constant barrage of negative banter that comes our way. Sometimes we wonder how we are going to stay motivated to meet the goals we have set. We cannot control what is on the TV, radio or in the papers, but we do have control over what lies within ourselves. What are we willing to do that will separate us from everyone else? Are we the successful or the average? Do we desire to achieve a personal and professional greatness above the rest? Those are some pretty big fighting words! Those words just keep directing us back to our goals and the commitment we have made to them.

The principles of commitment, as I said earlier, are pretty simple. First, one must be accountable. What that means is write your goals down! Every well-planned trip needs a map; every great building needed blueprints. What do you want out of your special finance department? Do you have a game plan, map or blueprint for 2010? What are your personal goals? I have found in my 20-plus years in this crazy business that there isn’t even one degree of separation between who I am and what I do.

Simple step two, take action! Knowledge truly isn’t power; the power lies in what we do with that knowledge. I know a lot of really smart people who have done nothing with their careers and lives. It all factored on action!

Anthony Robbins said, “I believe life is constantly testing us for our level of commitment, and life's greatest rewards are reserved for those who demonstrate a never-ending commitment to act until they achieve. This level of resolve can move mountains, but it must be constant and consistent. As simplistic as this may sound, it is still the common denominator separating those who live their dreams from those who live in regret.”

I couldn’t have said it any better myself. I do believe if you are reading Special Finance Insider, then you are still in the game. I have no fancy way to tie any of this into special finance, but I do know we all want to succeed in today’s market. Surely we do not want our careers to end up like many of our diets or exercise programs. We cannot just try or say we’ll do our best. “It's not enough that we do our best; sometimes we have to do what's required.” Those are the words of Winston Churchill. When all is said and done, you will not achieve anything without those two simple principles of commitment—holding oneself accountable and taking action.

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Comments
Agustin Vasquez, Jr.
January 21, 2010 12:26 PM

GM / LP at Mack Massey Chrysler Jeep Dodge - El Paso, TX
I agree plenty with your article on commitment. You ask some good questions... "What are we willing to do that will separate us from everyone else?" "What are your personal goals?" "Do you have a game plan, map or blueprint for 2010? Your quote "there isn’t even one degree of separation between who I am and what I do" applies to Special Finance or our personal lives pertaining to commitment. Let me add my two pennies on commitmnet - Most experts when writing or talking about commitment truly don't explain the process, they leave out very important steps or may just touch on them lightly, and don't fully spill the beans... I believe this happens because they actually want the person to sign up for their program, course, workshop, and / or buy the tapes... What? How? And Why? Should be the foundations towards a true commitment not to mention a tracking mechanisim for follow up and a time frame towards accomplishment. Phd Stephen R. Covey author of "Seven Habits of Highly Effective People" says to "start with the end in mind." Making the 'why', the reason, the purpose, the motivation of the entire goal. 1. Why does anyone want to commit to anything? Why is it important or beneficial? That motivation must be equally shared by more then one to form a sense of synergy (Synergy = the whole is greater then all parts added together, an example would be an assembly line). 2.'How' is the portion that most experts and trainers leave out because it takes too long to explain or teach; to answer this, means to sign up for their programs etc... 'How' is the key to any commitment, it's as simple as not knowing how to do it, we fail to ask questions, so the necessaary tasks don't get done. The person or the group may not be certain or confident of its processes so procrastination is allowed to fade or play down the commitment. 3.'What' becomes a mere reminder of all the important things that should be prioritized and needed for the final accomplishmnet, the vision, or the final purpose of what is to be declared successful. For Special Finance the logistics of the dealership plays an important role in its processes (who is going to handle what, the paperwork flow etc). I believe that a "Special Finance Departmnent" should offer qualified personnel, offer special finance vehicles specific to their programs, must have specific training to show the buyer that obtaining financing may be more important then purchasing a specific vehicle, a good collection departmnent is necessary when a "buy here pay here" program is included (some dealers may use a vehicle shut down device for non-payment), and finally a portain of the advertising budget should be allocated to continue the departments public awareness. Every dealer may prioritize all the above differently, but a finance provider may want to know these things in some form or fashion. I also recommend all finance providers to talk the front line guys desking and negotiating deals rather then talking to the finance officers that only submit deals to the lenders. In most cases by the time the finance persons get the deal, the deal has already been structured by the desking managers. Therefore, finance providers can offer a greater service by going to the negotiating managers to teach them all of their financing guidelines to improve all criterion for better approvals. Marla Belson, thank you for writing a great article and sharing your experience, we are all greatful to have you on Facebook.

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