Do you believe in your products or do you just sell them? It's a fair question. Here's another question that will help you find out ... What products are you currently enrolled in to protect your own personal vehicle? If the answer is none, that might be an indication that you are not a true believer after all. UDS' John Tabar encourages you to believe in the products you are selling to help the customer believe in their value.
June 23, 2020
Most of us will process and retain a story better than we process or retain facts, and a good story can make the difference between your customer identifying with the value of the benefit and saying "no thanks." UDS's John Tabar shares the five elements of a good story in this Tip of the Week.
June 16, 2020
With the increasing demand to generate revenue from the business office today, coupled with the number of products available and the client's lack of focus, makes maximizing your menu challenging. Trent White with American Financial's F&I University is here to share a solution to help get the most out of your menu.
June 4, 2020
Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it's those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.
March 30, 2020
American Financial’s Dwayne Wiggins wants you to interview — but not interrogate — every F&I customer. Refresh your approach with smart, pointed questions that demonstrate value and preempt objections in this powerful Tip of the Week.
January 9, 2020
Dwayne Wiggins here with American Financial’s F&I University, and this is your tip of the week!
February 13, 2019
When we communicate, the words we use only account for 7% of the communication. Voice tone and inflection account for 38%, while body language makes up the rest. F&I trainer John Tabar explains what that means in the F&I office in his latest F&I Tip of the Week.
June 5, 2018