The systems built into new cars produce millions more lines of code than a Boeing 787, and recent headlines prove even Dreamliners are vulnerable to flaws and failures. American Financial’s Ritch Wheeler shares powerful evidence for the value of a service contract in your Tip of the Week.
November 13, 2019
F&I managers bear a heavy workload and countless responsibilities. It’s fair to complain when sales mishandles a deal. But UDS’s John Tabar learned the hard way that teaching is more effective. Watch this Tip of the Week to learn how to prepare and deliver the F&I training your showroom needs.
November 11, 2019
Every football fan has watched their team lose at least one game to poor clock management. In this game-changing tip of the week, John Tabar of UDS lists the three moments in every transaction when your ability to manage and control your customer’s game clock becomes critically important.
November 4, 2019
Dale Carnegie called it ‘the sweetest and most important sound in any language.’ Add this powerful word to your F&I vocabulary and learn how to leverage it throughout your process — and truly make it your own — all in this can’t-miss Tip of the Week from UDS’s John Tabar.
October 28, 2019
A quick follow-up call to every sold F&I customer can clear up post-delivery misinformation and concerns, reduce unwinds and chargebacks, and generate referrals. UDS’s John Tabar has the details you need to add this important component to your process today.
October 21, 2019
Car buyers are researching F&I products online. Will they find your dealership? Join John Tabar of UDS as he shares a simple, no-cost process that will add SEO-friendly content about your products to your website and give you new insights into the F&I customer experience.
October 14, 2019
It’s easier to make a choice than a decision, but for some reason, many F&I managers force customers to make big decisions throughout the transaction. John Tabar of UDS suggests offering options and letting the customer choose, rather than decide, what to do. Choose to take your career to the next level with this Tip of the Week.
October 7, 2019
Don’t you hate it when customers sit patiently through your F&I presentation, then simply say, ‘No, thank you’? In this Tip of the Week, American Financial’s Dwayne Wiggins explains how third-party data can help demonstrate value — and some of the sources may surprise you.
October 3, 2019
True professionals could sell F&I in shorts and a T-shirt. But what message would that send to your customers? In this Tip of the Week, John Tabar of UDS explains why F&I managers need to graduate from business casual to businessperson the moment they step off the show floor and into the box.
September 30, 2019
Lifelong learners excel in the business office, where there is always a new skill, best practice, or motivational technique to learn and apply. UDS’s John Tabar tells you how to devote time to developing the soft skills that sell F&I products without sacrificing work or family time in this scholarly Tip of the Week.
September 23, 2019
In today’s tip, I thought I would share a secret that will help you bypass objections and concerns and start enrolling your customers into multiple products on each delivery.
September 17, 2019
Just because you know the price of your most popular service contract doesn’t mean you should keep selling it. As American Financial’s Ritch Wheeler explains in this Tip of the Week, you will have more success — and fewer chargebacks — with a customer-specific approach.
September 5, 2019
Improve your penetration rates by learning how to identify and connect with each of the five F&I customer types — and how to avoid inadvertently classifying a ‘C’ or ‘D’ as an ‘F’ — in this Tip of the Week from American Financial’s Dwayne Wiggins.
July 31, 2019
If your next F&I customer declines credit life because they already have insurance, take heart: Your presentation has only just begun. Join Dwayne Wiggins of American Financial to learn how to sell credit life to fiscally responsible customers in this Tip of the Week.
July 10, 2019
You reach the end of your menu presentation and your customer declines every option. Now what? In this Tip of the Week, John Tabar of UDS walks you through a four-step process that helps cost-conscious car buyers discover the incredible value of the F&I products you sell.
July 2, 2019