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Rick McCormick is the national director of training for Reahard & Associates, which provides customized F&I training for dealerships throughout the U.S. and Canada. He has more than 20 years of auto retail and finance experience. Contact him at rick.mccormick@bobit.com.
Talk to F&I customers like you’d talk to a friend, without industry lingo or sales-like questions, and use hard proof to show, not tell, them about a need.
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Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.
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True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.
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How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.
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The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.
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