How are your callbacks going lately? Banks and finance companies want to lend money to your customers, but the approval process is increasingly automated. UDS’s John Tabar has the process you need to negotiate with bank reps, find ways to reduce risk, and deliver the deal in this Tip of the Week.
June 24, 2019
F&I is a time-sensitive job, and you may sometimes feel pressure to do the easy or expedient thing — even if it isn’t the right thing. But the ultimate price far outweighs any short-term gain, and when customers are deceived, the F&I manager is often left holding the bag. Protect your integrity with this Tip of the Week from UDS’s John Tabar.
June 10, 2019
A recent dealership visit proved to UDS’s John Tabar that opportunities for F&I product sales are lost when too many assumptions are made. The cure is maintaining your enthusiasm and not shortcutting your process — or your customer. Face your next challenging deal head-on with this motivational Tip of the Week.
June 3, 2019
If every car you sell is a good car, and every customer knows it, what hope do you have of selling the service contract? Plenty, says American Financial’s Dwayne Wiggins, and the 99.9% close is a great way to start. Arm yourself with a compelling and unflinchingly honest response to a frequently heard objection in this time-tested Tip of the Week.
May 30, 2019
F&I products offer tremendous value to every customer, but top-producing F&I managers build their presentations around the unique needs they discover in the interview. Go one-on-one with American Financial’s John ‘The F&I Professor’ Vecchioni to brush up on your interview skills and improve your per-copy average in this up close and personal Tip of the Week.
May 2, 2019
Service contracts aren’t just for mechanical systems anymore. In this F&I Tip of the Week, American Financial’s Ritch Wheeler explains how the presence of 30 onboard computers uploading 25 gigs of data per hour can add real value — and a powerful new angle — to your next VSC presentation.
April 2, 2019
F&I is a tough job, and you never know where the next problem — or solution — will come from. But you can control your attitude, and positivity is a sure sign of success. UDS’s John Tabar is here to help keep your negativity in check and your PVR soaring in this upbeat Tip of the Week.
April 1, 2019
‘We Owes’ help minimize your contracts in transit, but they only tell half the story. John Tabar of UDS explains how a ‘We Owe/You Owe’ conveys a sense of urgency and accountability to customers who owe you a stip, a second set of keys, or anything else that will prevent their deal from getting funded.
March 27, 2019
Did you know most new vehicles have more lines of code in their onboard computers than an F-35? Neither do your customers. If they did, they would have a hard time saying ‘No’ to the incredible value a service contract provides. Reinforce your evidence manual with American Financial’s Ritch Wheeler.
March 6, 2019
Dwayne Wiggins here with American Financial’s F&I University, and this is your tip of the week!
February 13, 2019
Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn’t what we’re after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.
October 2, 2018
When you know a customer sees value in a product and you know the product is a good choice for the buyer's situation, F&I trainer John Tabar says don't be afraid to make a recommendation. He shows you how in his latest F&I Tip of the Week.
September 18, 2018
There are many reasons customers enroll in an appearance program. Any one of those reasons can lead you to sell the protection on not just the customer’s new car, but the one sitting in the buyer's garage as well. John Tabar shows you how in his latest F&I Tip of the Week.
September 11, 2018
Turning good numbers consistently in F&I is a mark of a good F&I manager. Turning good numbers consistently with no mistakes or CIT issues is the measure of a great F&I manager. F&I trainer John Tabar explains how you become the latter.
August 28, 2018
F&I trainer John Tabar shares the perfect close for a customer who is interested in multiple products but thinks the cost is too much.
August 21, 2018