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!…
As an F&I manager, your performance is judged primarily by three things: your paperwork, your CSI and dollars you generate - not the time customers spend in your office. In my experience, if your paperwork is clean, your CSI is great, and you're averaging $2,000 per copy, time spent in…
Whether you prefer "The Process" followed by Alabama's Nick Saban or "All In," the mantra of Clemson coach Dabo Swinney (a former Alabama player and assistant coach), there is no question these two coaches are dedicated to their personal coaching philosophies. As leaders, there is a lot we can learn…
Whenever a customer makes a commitment to purchase online or over the phone rather than coming into the dealership to take delivery, it is the salesperson's responsibility to find out when the customer would prefer to have the business manager contact him to confirm the purchase, ensure the figures are…
Unfortunately, many F&I producers are adamantly opposed to educating customers about F&I products online. Even posting basic product features and benefits results in major pushback. The fear is that if customers have time to educate themselves about the products, they won't buy them.…
Whether business is good or business is bad, the giants of the automotive industry don't depend on magic beans or profit fairies to grow their business. They get up every morning and look for ways to improve their odds, maximize every profit opportunity, and turn every challenge into a competitive…
"We've all heard about the helicopter parents who overprotect, oversee, and involve themselves in every aspect of their children's lives. Since they were not allowed to make, enjoy, or suffer the consequences of their decisions as children, this new generation has a real problem growing up and making decisions."…