F&I - We Don't Just Train It,
We live it. Here's proof.
Three Powerful Truths of Consultative Selling!
Rick McCormick
When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high. Published in November 2022 edition of F&I and Showroom!…
If you want to improve performance at your dealership, you have to instill the expectation of continuous improvement, and then implement a process to ensure it happens. That plan must begin with a comprehensive, needs-based approach with the focus on helping customers.…
The struggle to produce at higher and higher levels can only be fueled be a consistent effort to increase your personal skills, your understanding of customer behavior, and your ability to provide an irresistible presentation of your products.…
An F&I professional's conversation with the customer should begin the moment he or she meets the customer in the salesperson's office. And it has to be a conversation, not an interview, not an interrogation, and not some self-serving phony survey.…
If you always do what's right for the customer and truly try to help them, not mislead, outsmart or take advantage of them, in my experience, neither you nor your dealer will be spending much time talking to lawyers. Plus, you'll both sleep better at night, have happier customers, and…
Once you obtain a bureau, you then need to provide the exception notice to the customer per the FTC guidelines. If the creditor (your dealership) chooses to provide an exception notice in lieu of a risk-based pricing notice, the exception notice must be provided to the consumer as soon as…