The Million-dollar opportunity involves checking the manufacturer’s mileage interval schedule while again printing off the recommendation schedule and investigating if the maintenance has been performed recently. Be very clear by using precise a question, “Has some recent service been done?” In the event, it appears that the coolant freeze point and PH levels, etc. are not normal. With preventative maintenance, the wise and smart way of sharing it is by stating it as a recommendation. Consumers do not appreciate being “told” or “sold.” Here again, the smart choice is “educate”, thus, empowering the consumer by them seeing “what’s in it for me.” We need to share at least three points of what value there is for the consumer. You have to clearly be able to free-roll those amazing benefits and values off your tongue with the right energy and conviction. Your own body language and tone of voice must match up. If you do not have confidence on display, chances are, you will not be able to close the deal. In this chapter, I have provided solid word tracking that leads to asking for the business. The ask is, “Mrs. Jones, do you see the real value in doing the transmission service?” Let’s be clear, you cannot ask this question if you have failed to empower the consumer. Ask: it is beyond the manufacturer’s mileage recommendation and the evidence appears that it has outlived its useful cycle. Share: in retrospect, the few dollars you spend on doing the preventative maintenance, in comparison to the actual cost of rebuilt transmission, is peanuts. You need to have confidence and a tone of conviction. Why? Simply because you need to be equipped and empowered to share the automotive “Good News” gospel. Looking at the financial business model is exactly the reason I called this chapter the “Million Dollar Opportunity”. All too often, during my consulting time in the industry, I listened to some of the vague discussions without sharing value, which was their responsibility. It was so painful to hear. We have to empower and hold staff accountable to educate and inform them by conducting ourselves as automotive doctors. I am definitely not suggesting any pressure tactic; consumers come looking for information that meets the industry standard of excellence. Great knowledge has great power! I challenge you to empower yourself, to share your career by becoming a “Hall of Fame Closer” by passing the bar exam. Wow! The financial business plan will shock you, and by combining the many business plan models, the sales will rocket to new heights.