or that it is a result of how their peers perceive them. As Steven Covey discusses in his book The “7 Habits of Highly Effective People,” an outsider’s perception in a social mirror is often an exaggerated distortion and not an accurate inner reflection. The individual needs to know their self-image, not the distortion from the social funhouse mirror. Self-actualization can be uncovered from completing the PI, which helps you find ways to motivate, inspire, cultivate and grow good habits. This changes the way we see ourselves, and eventually, those negative habits begin to evaporate. For me, I was always somebody who saw myself as someone who was just bad with names. So, I relegated myself to just having that as a personality trait. “Oh well, I’m just bad with names.” It wasn’t until I decided to find better habits to change this negative trait that I was able to internally see myself differently. Now I make it a point to intentionally repeat the individual’s name, find ways to associate it with something personal for me, or use their name at the end of each sentence. The hardest part is simply owning the fact that I forgot their name from the previous encounter. That way, I’m no longer avoiding that person because I couldn’t remember their name. Once I ask for the second embarrassing time, I never forget. Once you know more about yourself and begin creating better habits, you can start setting your personal or professional goals. Align those new habits with your new goals. Make sure those goals are specific, measurable and personally action-based. Goals should be realistic, always have an end date and include consistent review dates for evaluations and tracking. Then you can mold the new habit to mirror both the desired departmental goal and your personal goal. Goals are a transference of energy into action. What will be your action? With this realization, you will begin to create real, positive change within yourself and the department. With your good habits, you begin to create an environment that’s professional, pleasant, productive and efficient. Ultimately, the good habits practiced at your dealership are the sum of all the wanted behavior you celebrate, minus all the bad habits you tolerate. You become what you repeat. For more information on how Ethos Group can help your dealership develop more leaders in your F&I office, sales management tower and your sales floor in 2025, please contact: Chris Nesseth at cnesseth@ethosgroup.com or (319) 270-4779, or Austin Shane at ashane@ethosgroup.com or (319) 296-8760. CONTINUOUS LEARNING Ethos Group provides the training and support to turn good dealerships into great ones. In-Person Training Receive insight from the most talented, tech-savvy and effective field force in the F&I Industry at our 25,000 square foot dedicated training facility in Irving, TX. On-Demand Learning Leadership F&I Position Based Extensive Library White Label Branding Visit ethosgroup.com for more information Dashboards Director Sales Manager Salesperson Service Drive Tech RECRUITING Our recruiting services give dealerships a competitive edge by connecting them with top talent through a team of dedicated experts. 32 Illinois Automobile Dealer News
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