If you’re running a small or independent dealership, chances are your job title changes by the hour. One minute you’re closing a sale, the next you’re handling financing, cleaning up a trade-in, or chasing down paperwork. There’s no “F&I department,” you are the department.

With so much on your plate, it’s easy to feel like there’s never enough time in the day. But here’s the truth: a big chunk of what fills your day likely doesn’t actually move the needle on your bottom line. That’s where the 80/20 rule, also known as the Pareto Principle, comes into play.

The 80/20 Rule in a One-Man (or Woman) Operation

The idea is simple: 80% of your results come from just 20% of your efforts. That means most of what you do all day, running errands, organizing files, fixing printer issues, doesn’t directly help you close more deals or increase your income.

And when every dollar counts, that’s a problem.

Now imagine if you could shift even some of that 80% toward income-producing activities. You don’t need more hours in the day; you need to make the most of the hours you already have.

Start Thinking Like a Business Owner (Because You Are One)

Here’s the mindset shift: Treat your time like your most valuable inventory. When you wear every hat, your time becomes your most limited and powerful resource.

Focus on activities that pay. Things that move metal, secure financing, and boost profit. That’s what fills your bank account, not reorganizing the office or fixing your own website (unless it’s directly bringing in leads).

Let’s look at a few simple, high-impact ways to fill that 80% with actions that actually make you money.

1. Set Real Goals, Not Just To-Do Lists

Instead of chasing a to-do list that never ends, set clear, written goals. For example:

• “I want to sell five service contracts this week.”
• “I want to increase my average back-end gross by $300 per unit this month.”

When you write goals down, you start making daily decisions that align with them.

2. Look at Your Numbers, Even If It’s Just You

You don’t need a team of analysts to understand your performance. Start by tracking the basics:

• How many deals are you closing per week?
• What’s your back-end gross per deal?
• How many products (like service contracts or GAP) are you selling?

Spot where you’re doing well and where you’re leaving money on the table. That’s where you focus.

3. Start the F&I Process Early, Right From the Lot

Don’t wait until you’re sitting down to write up the deal. While you’re showing the car or building a relationship, start planting the seeds for F&I products. A simple line like, “Most of our customers choose to protect their vehicle with a service contract, it helps them avoid big repair bills later,” can make a big difference when it’s time to close.

4. Use Simple Tools to Educate Customers

You don’t need fancy videos or an in-house marketing team. Use your phone to record a quick 60-second video explaining how your service contract works. Post it on your website or send it via text after someone shows interest in a car.

A straightforward explanation builds trust, and trust sells.

5. Follow Up Like Your Business Depends on It (Because It Does)

Whether it’s someone who didn’t buy a car, didn’t take the warranty, or hasn’t returned a message — follow up. A quick call or text can lead to an extra deal, a service contract, or a referral. One follow-up could mean hundreds, or thousands, of dollars.

You Have the Time, Use It on What Matters

You may feel like you’re always busy, but if you step back and look at how you’re spending your time, there’s almost always room to shift. The key is being intentional.

Don’t wait for the perfect customer or the ideal deal to walk in. Go out and create your own momentum by focusing on what actually drives results.

Take Control of Your Day and Your Income

Small and independent dealers don’t have the luxury of a full team or a dedicated F&I office. But what you do have is the ability to take control of your time and your business.

Focus your energy on what makes money:

• Clear goals
• Early product conversations
• Simple education tools
• Consistent follow-up

If you commit to filling the 80% of your day with income-focused actions, you won’t just sell more, you’ll build a stronger, more profitable business on your own terms.