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[Video] Tip of the Week: Converting Cash Customers

May 31, 2012

United Development Systems’ Gerry Gould shares a cash-conversion technique that centers around a voided retail sales installment contract in this week’s Tip of the Week.

Comments

  1. 1. Bill Norcross [ June 01, 2012 @ 11:00PM ]

    I like this technique, too. I simply enter 36 mos/0.9% (for example) into my Reynolds & Reynolds F&I desking screen (secure mode, of course), and show the paltry total finance charge for the whole 3 years (typically less than $100 per year). The follow-on closer, of course, is if that model has any bonus cash from the captive. Done!

  2. 2. Marc Hayot [ June 28, 2012 @ 07:02PM ]

    It goes to show how a visual aid can make all of the difference

 

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