DALLAS — Industry Summit attendees will step into the “House of Happiness” when award-winning F&I director Gregory Paul “G.P.” Anderson returns to F&I Think Tank to deliver “The Art of the Presentation,” event organizers confirmed this week.
Anderson, selected as a 2008 F&I Pacesetter by F&I and Showroom, will take to the stage at 11:40 a.m. on Thursday, Sept. 14. He will cover the steps to his three-products-per-deal F&I process, from the initial customer meet-and-greet and explanation of the process to his secrets to turning an objecting customer into an engaged and willing buyer.
“What made F&I Think Tank rock last year was having F&I pros like G.P. — individuals from the box — on stage sharing their secrets to success,” said Gregory Arroyo, show chair and editorial director of F&I and Showroom and Auto Dealer Today magazines. “Yes, he will entertain, but what attendees will learn is the keys to consistent production — every day, every time, without fail, no exception.
F&I Think Tank, which has partnered this year with “Mad” Marv Eleazer’s Ethical F&I Managers and F&I trainer Shaka Dyson’s F&I 20 Group ─ two of the industry’s premier F&I manager social media groups ─ is being held as part of Industry Summit 2017 (Sept. 11-14) at the Gaylord Texan Resort & Convention Center in Dallas.
Anderson’s session will touch on topics he says most training sessions overlook, including the importance of vocal intonations, pace, and conversational selling. He will also explain what the “lender of preferred rate” means to F&I producers and why it’s key to connecting with today’s rate-conscious car buyers.
The 28-year industry veteran currently serves as finance director at Park Rapids, Minn.-based Thielen Motors, one of the magazine’s 2008 F&I Pacesetters. Anderson, who also won the magazine’s 2011 F&Idol award in a landslide, also contributes to Auto Dealer Today’s monthly “Over the Curb” column.
Anderson was also selected as one of the top F&I producers in the nation by General Motors in 2012.
Anderson is a student of his craft, having studied under such legendary sales trainers as Jackie Cooper, David Lewis, Paul Cummings and Jim Ziegler. From them, he learned the importance of preparation, professionalism, and connecting with customers.
“Tony Robbins says you need to go from zero to a million miles an hour in one three-hundredth of a second — as fast as you can blink,” Anderson said. “Do you have enough skill, enough professionalism and enough stories that you can do that on a consistent basis? The key to success in the F&I office is being real. You don’t have to play all these stupid games. People want to give you their money. Money follows service. You can’t get them all, but the numbers are stacked in our favor.
“Hey, we’re doing five cars by 12 noon; they’re buying one car every five years,” he added. “The key, again, is can you sit down and have a relaxed conversation? And that’s what I’m going to delve into at F&I Think Tank.”
Registration for Industry Summit 2017 is open at the event’s website. Attendees who register by Aug. 11 will enjoy a $100 discount. To discuss sponsorship and exhibition opportunities, contact David Gesualdo at (727) 947-4027 or via email.