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Avoiding the AAA Objection

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

July 3, 2018

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

Tags: AAA, F&I manager, F&I menu, F&I process, F&I products, objection handling, roadside assistance

Author: Ronald J. Reahard | Posted @ Tuesday, July 3, 2018 1:48 PM | » Comments(0)

(Video) Selling Eight Products Without Losing the Customer

Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

March 12, 2018

Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

Tags: F&I manager, F&I menu, F&I products, F&I training, So Here's the Deal

Author: Ronald J. Reahard | Posted @ Monday, March 12, 2018 3:52 PM | » Comments(2)

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

February 9, 2018

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

Tags: F&I manager, F&I process, F&I products, GAP, objection handling, short-term owners, Vehicle Service Contract

Author: Ronald J. Reahard | Posted @ Friday, February 9, 2018 5:31 PM | » Comments(1)

(Video) Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

January 8, 2018

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Tags: F&I process, F&I products, F&I sales, F&I training, high mileage, Vehicle Service Contract

Author: Ronald J. Reahard | Posted @ Monday, January 8, 2018 4:53 PM | » Comments(5)

Handling the ‘Last Car’ Objection

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

November 14, 2017

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Tags: F&I manager, F&I process, F&I products, objection handling

Author: Ronald J. Reahard | Posted @ Tuesday, November 14, 2017 3:47 PM | » Comments(1)

Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

October 10, 2017

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

Tags: Cash Customer, F&I process, F&I products, overcoming objections

Author: Ronald J. Reahard | Posted @ Tuesday, October 10, 2017 4:14 PM | » Comments(3)

(Video) Have a Real Conversation

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

July 7, 2017

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Tags: discovery interview, F&I menu, F&I process, F&I products

Author: Ronald J. Reahard | Posted @ Friday, July 7, 2017 1:34 PM | » Comments(8)

(Video) Handling Remote Deliveries

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

February 10, 2017

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

Tags: F&I products, online F&I, Remote Deliveries, Ron Reahard

Author: Ronald J. Reahard | Posted @ Friday, February 10, 2017 3:12 PM | » Comments(1)

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