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Training Calendar

Skills for the Business Manager with FILES Certification

12/3/2012 - 12/7/2012

Deerfied Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com

Training Calendar

F&I Training: Mastering Menu Selling & Closing Tools Workshop

11/13/2012 - 11/15/2012

Announcing CCI Chernek Consulting- Mastering Menu Sales & Closing Tools Workshop. Get back on track with CCI, November 13th, 14th & 15th, Atlanta, GA. http://www.ccilearningcenter.com

Chernek's Mastering Menu Selling & Closing Tools Workshop is geared towards helping the F&I Professional to increase their abilities to close any sale. CCI provides an abundance of information and a long list of closing tools that prepare the F&I Manager for incalculable success. Chernek provides the most effective processes and proven techniques. CCI is confident that, with it's hands-on proven methods the F&I Manager will increase profits significantly while limiting liability. Implement the CCI keys and reap the rewards. Remember, presenting the menu is one thing, but closing the deal is quite another matter.

Training Calendar

Skills for the Business Manager with FILES Certification

11/12/2012 - 11/16/2012

Pewaukee, WI

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com

Training Calendar

Skills for the Business Manager with FILES Certification

11/12/2012 - 11/16/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com

Training Calendar

Skills for the Business Manager with FILES Certification

11/5/2012 - 11/9/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com

Training Calendar

Skills for the Business Manager with FILES Certification

10/22/2012 - 10/26/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com

Training Calendar

Skills for the Business Manager with FILES Certification

10/15/2012 - 10/19/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com

Training Calendar

Skills for the Business Manager with FILES Certification

10/8/2012 - 10/12/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com

Training Calendar

Skills for the Business Manager with FILES Certification

9/24/2012 - 9/28/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Skills for the Business Manager with FILES Certification

9/17/2012 - 9/21/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Skills for the Business Manager with FILES Certification

9/10/2012 - 9/14/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Advanced Finance & Insurance

9/5/2012 - 9/7/2012

Deerfield Beach, FL

The Advanced Finance & Insurance course builds on the skills learned during the Skills for the Business Manager training program, and emphasizes the tools and skills necessary for experienced F&I Managers to maximize profitability in the dealership, and enhance customer loyalty.

To register, contact:  Vivan Frost 954-429-2586.

Training Calendar

Skills for the Business Manager (3 Day)

9/5/2012 - 9/7/2012

Honolulu, HI

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 3-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Skills for the Business Manager with FILES Certification

8/20/2012 - 8/24/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Skills for the Business Manager with FILES Certification

8/13/2012 - 8/17/2012

Atlanta, GA

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Skills for the Business Manager with FILES Certification

8/13/2012 - 8/17/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Skills for the Business Manager with FILES Certification

8/6/2012 - 8/10/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Two Day "F&I Masters" Course

7/24/2012 - 7/25/2012

Boise, ID

Last year, Team One Group’s training and processes produced 92 of the top 100 and the overwhelming majority of the top performing F&I departments in the country. Since creating the first old style, four column F&I menus in the early 1990’s, Team One Research and Training has worked with the top F&I managers in the country to develop the best F&I processes and techniques for the F&I Manager.

What Will You Learn At This Two Day Seminar?

First, you’ve been working too hard.

Over the last 19 years, through “real world” research and testing in real F&I departments, Team One has identified the keys to F&I success. That’s how we produced the top performers. One of the things we were able to develop is an F&I process that is easy. That’s right. Easy. As a matter of fact, the process we will show you is so easy, you will think it can’t possibly work. But it does.

Second, you’ve been taking too long.

Our top performers are averaging under 20 minutes, total F&I time, including paperwork. How do they do that? It's easy and simple. We'll show you how.

Third, a menu alone won’t do the job for you.

What? The company that created and licensed my menu says it won’t do the job? That’s right. The actual F&I menus are just one small part of a successful process. The menu you use is probably a copy of a copy of (version 2 or 3) that we licensed to a few big F&I companies in 1996.

If you like the menu you have, bring it, we’ll show you how to make it work. Either way, we will give you the menu no one else has, the Package Option™ menu, the top performing menu in the country, with Microsoft Excel© based software, as part of your seminar fee. No monthly fees, free.

Contact Profit Concepts at (801) 394-9963 for details. Advance registration is required.

Training Calendar

Skills for the Business Manager with FILES Certification

7/23/2012 - 7/27/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Two Day "F&I Masters" Course

7/16/2012 - 7/17/2012

Mansfield, MA

Last year, Team One Group’s training and processes produced 92 of the top 100 and the overwhelming majority of the top performing F&I departments in the country. Since creating the first old style, four column F&I menus in the early 1990’s, Team One Research and Training has worked with the top F&I managers in the country to develop the best F&I processes and techniques for the F&I Manager.

What Will You Learn At This Two Day Seminar?

First, you’ve been working too hard.

Over the last 19 years, through “real world” research and testing in real F&I departments, Team One has identified the keys to F&I success. That’s how we produced the top performers. One of the things we were able to develop is an F&I process that is easy. That’s right. Easy. As a matter of fact, the process we will show you is so easy, you will think it can’t possibly work. But it does.

Second, you’ve been taking too long.

Our top performers are averaging under 20 minutes, total F&I time, including paperwork. How do they do that? It's easy and simple. We'll show you how.

Third, a menu alone won’t do the job for you.

What? The company that created and licensed my menu says it won’t do the job? That’s right. The actual F&I menus are just one small part of a successful process. The menu you use is probably a copy of a copy of (version 2 or 3) that we licensed to a few big F&I companies in 1996.

If you like the menu you have, bring it, we’ll show you how to make it work. Either way, we will give you the menu no one else has, the Package Option™ menu, the top performing menu in the country, with Microsoft Excel© based software, as part of your seminar fee. No monthly fees, free.

Contact Gregg Lindo at (800) 761-4546 for details. Advance registration is required.

Training Calendar

Skills for the Business Manager with FILES Certification

7/16/2012 - 7/20/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Two Day "F&I Masters" Course

7/11/2012 - 7/12/2012

Chicago, IL

Last year, Team One Group’s training and processes produced 92 of the top 100 and the overwhelming majority of the top performing F&I departments in the country. Since creating the first old style, four column F&I menus in the early 1990’s, Team One Research and Training has worked with the top F&I managers in the country to develop the best F&I processes and techniques for the F&I Manager.

What Will You Learn At This Two Day Seminar?

First, you’ve been working too hard.

Over the last 19 years, through “real world” research and testing in real F&I departments, Team One has identified the keys to F&I success. That’s how we produced the top performers. One of the things we were able to develop is an F&I process that is easy. That’s right. Easy. As a matter of fact, the process we will show you is so easy, you will think it can’t possibly work. But it does.

Second, you’ve been taking too long.

Our top performers are averaging under 20 minutes, total F&I time, including paperwork. How do they do that? It's easy and simple. We'll show you how.

Third, a menu alone won’t do the job for you.

What? The company that created and licensed my menu says it won’t do the job? That’s right. The actual F&I menus are just one small part of a successful process. The menu you use is probably a copy of a copy of (version 2 or 3) that we licensed to a few big F&I companies in 1996.

If you like the menu you have, bring it, we’ll show you how to make it work. Either way, we will give you the menu no one else has, the Package Option™ menu, the top performing menu in the country, with Microsoft Excel© based software, as part of your seminar fee. No monthly fees, free.

Contact Ed Goodwin (281) 634-8300 for details. Advance registration is required.

Training Calendar

Skills for the Business Manager with FILES Certification

7/9/2012 - 7/13/2012

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Training Calendar

Two Day "F&I Masters" Course

6/21/2012 - 6/22/2012

Dallas, TX

Last year, Team One Group’s training and processes produced 92 of the top 100 and the overwhelming majority of the top performing F&I departments in the country. Since creating the first old style, four column F&I menus in the early 1990’s, Team One Research and Training has worked with the top F&I managers in the country to develop the best F&I processes and techniques for the F&I Manager.

What Will You Learn At This Two Day Seminar?

First, you’ve been working too hard.

Over the last 19 years, through “real world” research and testing in real F&I departments, Team One has identified the keys to F&I success. That’s how we produced the top performers. One of the things we were able to develop is an F&I process that is easy. That’s right. Easy. As a matter of fact, the process we will show you is so easy, you will think it can’t possibly work. But it does.

Second, you’ve been taking too long.

Our top performers are averaging under 20 minutes, total F&I time, including paperwork. How do they do that? It's easy and simple. We'll show you how.

Third, a menu alone won’t do the job for you.

What? The company that created and licensed my menu says it won’t do the job? That’s right. The actual F&I menus are just one small part of a successful process. The menu you use is probably a copy of a copy of (version 2 or 3) that we licensed to a few big F&I companies in 1996.

If you like the menu you have, bring it, we’ll show you how to make it work. Either way, we will give you the menu no one else has, the Package Option™ menu, the top performing menu in the country, with Microsoft Excel© based software, as part of your seminar fee. No monthly fees, free.

Contact Justin Jones (940) 632-9307 for details. Advance registration is required.

Training Calendar

Skills for the Business Manager with FILES Certification

6/18/2012 - 6/22/2012

Seattle, WA

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.

Blog

So Here's the Deal

Ronald J. Reahard
The Dealer Moved My Goal Posts

By Ronald J. Reahard
Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

Addressing F&I’s Internet Problem

By Ronald J. Reahard
A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard

Done Deal

Gregory Arroyo
The Repair Is Covered

By Gregory Arroyo
The editor opens up about his first service-contract claim, which resulted in a covered and repaired vehicle as well as a few lessons.

Change Is Happening

By Gregory Arroyo
Saddened by the potential loss of another piece of his childhood, the editor tries to put the pieces together when he realizes there’s a good lesson to be learned in a toy retailer’s likely demise.

Who Will Take Up the CFPB's Torch?

By Gregory Arroyo

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo

Mad Marv

Marv Eleazer
Is That Legal?

By Marv Eleazer
Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

Overcome Your F&I Weaknesses

By Marv Eleazer
His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

Proper Deal Structure Moves Mountains

By Marv Eleazer

Show Us Some Love

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler

The New Stooges

By Jim Ziegler