By Sean M. McNally
From military-trained rigidity to authentic human connection. Discover how one F&I professional transformed from following scripts to building genuine relationships—and how you can too. This is the journey from excitement about closing to passion for serving.
A personal journey from scripts to authentic connection
"I followed the process perfectly. Every benefit explained. Every close delivered exactly as trained. But the customer didn't buy anything. Worse—I could see it in their eyes: they didn't trust me. Not because I said something wrong. I hadn't said anything real."
"We started talking about hockey. For 10 minutes, we weren't talking about financing or coverage. We were two fans living in the thrill of the season. When we transitioned back, he said the words every consultant dreams of hearing: 'What would you do if it were your car?'"
"That shift from salesperson to consultant didn't happen because I had the best process. It happened because I had passion—for him, his experience, and the conversation we shared. Passion creates connection, and connection creates trust."
Lessons learned from years in F&I, sales, and consulting
Excitement is about ME — my goal, my win, my success.
Passion is about THEM — their needs, their story, their solution.
"I had excitement for the close, but no connection to the person"
"I didn't pretend to be the expert. I was just me—present, curious, and connected."
Early on, Sean didn't know all the technical details. So instead of pitching features, he focused on people—asking questions about their lives, dreams, and families.
When he knew less → He connected more → He sold more
When he knew everything → He built walls → Sales stalled
"I traded humility for expertise and lost presence in the process."
Change is hard, but it follows patterns. The book explores practical rules for shifting from salesperson to consultant.
"With every role, I gathered pieces of the puzzle"
"From someone trying to sell to him, to someone working for him"
Being passionate doesn't mean being sloppy or overly emotional. It means being authentic and invested.
That's passionate consulting: combining structure with fire, process with belief.
"Process without passion becomes pressure. But when you're passionate, something changes. Your energy becomes infectious. You smile without trying. You listen with genuine curiosity. You connect—not because you're trained to—but because you care."
— Sean M. McNally
Transform your approach from scripted sales to authentic human connection
Order your copy today and start your transformation journey
Available in digital and paperback formats on Amazon and Apple Books
F&I Expert & Sales Consultant
Supreme One, LLC.
10 Kelvyn St. Greer, SC 29651
864-402-9723
www.supremeone.net
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