You may not be doomed eternally, but your paycheck might be if you commit these errors.
Real rocket science makes our jobs in the F&I office seem really simple. What we do is definitely not rocket science, but the more I think about it, maybe the process is similar to building a rocket.
When you ask a top-shelf F&I manager how many swings they take when trying to sell an extended service contract, they will usually respond, “As many as it takes.” Ask a mediocre player, and they’ll usually say two or three. How many swings do you take? This is not baseball. The only way to strike out is to stop trying! There are at least five basic swings available to an F&I Manager when selling an extended service contract to a customer. Let’s take a look at these five key plays.
As I write this article, I’m participating in what most golfers would consider the opportunity of a lifetime. I am playing in The Masters. It was a beautiful, sunny day today. The wind was light, and I was decked out in the latest golf fashions with Ping as my sponsor. I had the best gear
In last month’s article, we discussed some of the facts regarding the S-style (steady) personality, which represents 69 percent of the population. Consider that number for a minute. That’s more than two out of every three of your customers who sits down at your desk to buy a vehicle! Let’s spend some more time discussing
The F&I interview allows the F&I manager to apply the greet and discovery tools to prepare the F&I menu presentation for the customer and get ready to sell them a product.
Take on the ‘I’ in F&I: Don’t Leave Insurance Dollars on the Ground
All our lives, we have been told, “It’s not what you say, but how you say it that is most important.” That statement may be true in most situations, but when it comes to vehicle maintenance programs, what you say and the way you say it are important.