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
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
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
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
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