F&I

Learn how to effectively present and sell finance and insurance products to maximize profitability and customer satisfaction in the retail automotive industry.

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Course curriculum

1. Message from David
1. Benefits of F&I to the Dealership
2. Benefits of F&I to the Salesperson
3. Benefits of F&I to the Customer
4. Why is There NOT 100% "T.O."
5. "T.O." Policy
1. Why a Banker Image
2. Attire
3. Does Your Office Spell "Sell"
4. Verbiage
1. The Theory Behind Planting the Seed for the ESC
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2. The Refrigerator Story
3. Defensive Mechanisms
1. Old Style Objection Handling
2. Concepts of Handling F&I Objections
3. 4 Step Process
4. Step 1: Acknowledge
5. Step 2: Counter
6. Step 3: Seek Acknowledgement
7. Step 4: The Close
8. Scripting Your Objection Responses
9. What is an Objection Conversion Statement
10. The Objection Conversion Statement
1. I Don't Need Any of Those Coverages
2. I Was Told By My Friend Not to Purchase Additional Coverages
3. I Am Not Interested, I Will Take My Chances
4. I Had the Service Contract Before and It Covered Nothing
5. I Had the Service Contract On The Car I'm Trading In and Never Used It
6. Can I Wait and Get the Extended Warranty After My Factory Warranty Expires
7. I Don't Need Gap Insurance; My Insurance Will Pay For The Car If It's Totaled
8. I've Never Had a Tire or Wheel Ruined By Any Type of Roadside Hazard
9. I Don't Need the Paint Sealant. I Wax My Car All The Time
10. I Can't Afford Anything More in My Payment
11. My Friend is a Mechanic and Can Fix Any Repairs I Need
12. I am Buying this Car for its Dependability
1. Value Presentations
2. The Better the Presentation, The Better the Objection
3. Visual Aids
4. The Presentation Structure
5. Extended Service Program Customization
6. Extended Service Program Presentation
7. The PowerPoint Presentation
8. Use of the Pen
1. History of Menu Selling
2. Menu Selling vs. Step Selling
3. The Effect of a "PowerPoint" Presentation
4. A PowerPoint Presentation
5. PowerPoint Presentation Analysis
6. Menu Layout Concepts
7. Menu Presentation & Verbiage
8. Technique for Up-Selling One More Product
1. The F&I Service Program "TO" Concept
2. Expected Benefits of Service Program "TO's"
3. The Sales Manager's Script
4. The F&I Manager's Script
5. When Does a Service Program "TO" Not Work
1. Found Revenue
2. Three Areas to Find Service Program Sales
3. Service Advisor Referral "Concept"
4. Service Advisor Referral "Getting Their Support"
5. Service Advisor Referral "The Process"
6. Service Advisor Referral "Compensation"
7. Service Advisor Referral "The Cashier"
8. The Concept of a Direct Mail Campaign
1. Creating Credibility
2. Your Dealership is the Bank's Customer
3. Multiple Bank Sources
4. Bad Things Happen to Good People
5. The Credit Portfolio
6. The Four C's of Credit
1. How Do Cash Conversions Work
2. Benefits of a Cash Conversion to the Customer
3. Benefits of a Cash Conversion to the Dealership
4. The Cash Conversion Presentation (The Benefits of Visual Aids)
5. The VERBAL Cash Conversion Presentation
6. The Cash Conversion Presentation with Visual Aid
1. The Customer Deserves to Know
2. You Must Believe in the Value of the Products You Offer
3. The "True" Potential Cost of Vehicle Ownership
1. Why Train
2. Training the Salespeople
3. Training the Sales Managers
4. Training the Internet Managers
5. How to Train (The Theory)
6. How to Train (Practical Example)
7. Training Topic: 100% "TO" Within 15 Minutes of Sale
8. Training Topic: Handling the Rate Objection on the Showroom Floor
9. Training Topic: Planting the Seed for the Service Program
10. Training Topic: Importance of Accurate Paperwork
11. Training Topic: Controlling A Customer Who is in a Rush
1. Introduction
2. Seven Deadly Sins of F&I
3. What is Red Flag Compliance
4. What Are Red Flag Compliance Requirements
5. Suggested Credit Application Policies and Procedures
6. Internet Credit Applications
7. Telephone Applications
8. Acceptable Identification
9. Off-Site Sales and Deliveries
10. Recognizing and Responding to Red Flags
11. Regulation Z
1. The Three Steps to the Sale and Who's Responsible
2. Keeping Your Dealership Out of Court
3. Cash Flow Responsibilities
4. You Can Deliver This Vehicle Whenever You Want
1. What Is Our Goal
2. What Issues Do You Face With Your Salespeople
3. What Issues Do You Face With Sales Managers
4. How To Facilitate Your Own Sales Meeting
5. Facilitating Change
6. Gaining the Respect of Your Sales Department
1. Quit Complaining: Start Teaching and Leading
2. Let Them Know Their Importance
3. Respect is Earned - Your Title Doesn't Create Respect
4. How to Handle the "No Way" Deal with Salespeople
1. How is Your Performance Judged
2. Your Customers are Brought to You
3. You're Selling Merchandise on a Sold Product
4. Who's Moving Cars
5. Minimum Time for Maximum Commission
1. Your Days Off Should Not Cost You Money
2. Choosing the Proper Individual as Your Backup
3. Preparing Your Backup to Take Over
1. F&I Manager or NO Business Being a Manager
2. What do F&I Managers Manage
3. How Are You Handling Process Issues
4. Where Are You Spending Your Time When You Are Not Busy

About this course

$79.00 / month
127 lessons

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F&I

Course curriculum

Chapter 1 - Introduction

Chapter 2 - 100% "TO" At Point of Sale

Chapter 3 - Banker Image

Chapter 4 - Planting The Seed for the ESC

Chapter 5 - Objections

Chapter 6 - Objection Responses

Chapter 7 - Power Point Presentation

Chapter 8 - Menu Selling

Chapter 9 - Service Programs "TO's"

Chapter 10 - Creating Additional Service Program Revenue

Chapter 11 - Bank Relations

Chapter 12 - Cash Conversions

Chapter 13 - Full Disclosure

Chapter 14 - Training Dealership Personnel on F&I

Chapter 15 - Compliance, Privacy and Red Flag Rules

Chapter 16 - Deal Accountability

Chapter 17 - Facilitating Your Own Sales Meetings

Chapter 18 - What Makes You Friend or Foe of the Salespeople

Chapter 19 - F&I: The Best Job in the Dealership

Chapter 20 - Your "Back-Up" Handles 20% of Your Deals

Chapter 21 - Are You a "Business Manager" Or Have NO Business Being a Manager

About this course

Discover your potential, starting today