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Part 12: Review, Revise, Reimplement

Big improvements can be accomplished with relatively minor changes to procedure. Clear guidelines from management can go a long way toward increased productivity.

September 1, 2005

Part 11: Track Your Performance

Part 11: Track Your Performance

The first step in deciding where you want to go is knowing where you've been. Forecasting is based on past production and all the factors affecting it.

July 1, 2005

Part 9: Verify Funding

Part 9: Verify Funding

To maximize the dealership's cash flow, F&I staffers should track loan docs through the funding process.

February 1, 2005

Part 8: Secure the Funding

Part 8: Secure the Funding

It's a terrible feeling when you've put great effort into a deal only to see it go splat because you can't get the customer's loan approved. Don't let this happen to you.

November 1, 2004

Part 7: Document the Sale

Organization and disclosure are essential when paperwork can make or break a deal.

October 1, 2004

Part 6: Close the Deal With a Menu

Menus don't sell products — people do. But effectively using them as a tool during the deal will ensure more sales and full disclosure.

September 1, 2004

Part 5: Negotiate the Plan

Part 5: Negotiate the Plan

Mastering the art of negotiation includes using the power of small numbers and making an impression with your last words.

May 1, 2004

Part 4: The Presentation
Part 3: Interview for Product Cues

Part 3: Interview for Product Cues

In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.

February 1, 2004

Part 2: Build Rapport

Part 2: Build Rapport

No one is going to do business with you until they believe you care about what is important to them.

October 1, 2003

Part 1: Meet the Customer

Part 1: Meet the Customer

Those first few seconds with the customer can mean the difference between success and failure.

August 1, 2003