I. Preparing for Superior F&I Performance
- The Law of Expectation
- Fear of Failure
- The Driving Edge
- Superior Performance in F&I
- Customer Turnover
- Sales Ability - Sales Meetings
- Organizing Sales Meetings
- Setting Goals
- 10 Steps to the Top in F&I
II. F&I Leadership
- Time Management - Weekly Planner
- Controlling Financing
- Why the Dealership is the best place to Finance
- Retaining Customers
- Outside Bank Conversions
- Insurance Companies - Cash Conversions
- Geometric Growth in F&I
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III. The Best Place to Finance your Automobile
- Home Equity Loans
- Sample Conversions
- Lender Relations
- Credit Applications
- What Lenders Look For
- Credit Scoring
- Lender Objections
- Callback Log
- Laws and Regulations
IV. The F&I Sales Process
- F&I Selling Systems
- Transfer of Enthusiasm / F&I Sales Process
- Five Personality Types
- Hot Buttons / Objections / Closing
- Credit Life Insurance
- Appearance Package Selling
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V. Protecting the Customers Loan
- Objections to Insurance
- Underwriting Requirements & Exclusions
- Benefits of Insurance
- Accident & Health Objections
- Sales Presentations for GAP
- Objections to GAP
- Raising CSI with F&I
VI. Vehicle Service Contracts and Menu Selling
- Service Contracts = Win / Win
- Qualifying the Buyer / Sales Presentations
- Objections
- Menu Selling: Strengths / Weaknesses
- Hybrid Menu Method
- Utilizing an Electronic Menu
- Selling other Products / Disclosure
- The Fallacies of F&I
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