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Results: 18
The Power of The Process

The Power of The Process

A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard.

June 14, 2022

Unloading the Fair Credit Program
Find the Onion!

Find the Onion!

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.

April 12, 2022

Close on Something Else

Close on Something Else

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.

February 22, 2022

F&I Customers Are Just Like Us!

F&I Customers Are Just Like Us!

Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.

January 25, 2022

Connecting Over Closing!
Why Implement a Compliance Checklist?

Why Implement a Compliance Checklist?

The effective and consistent use of a checklist improves the deal, improves your CITs and will help with your compliance controls.

December 21, 2021

Peace of Mind is at a Premium

Peace of Mind is at a Premium

Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.

November 23, 2021

Bishops, Badges, and Blenders!

Bishops, Badges, and Blenders!

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.

October 14, 2021

Manage the Red Flags Process, Not the Report

Manage the Red Flags Process, Not the Report

A dealership sold and financed a vehicle to an identity thief, even after seven red flags were identified. Truly managing the process means vetting and clearing any red flags before delivering the vehicle.

October 7, 2021

How to Charge More Than MSRP Without Getting Sued
Objection Overruled!

Objection Overruled!

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

September 21, 2021

The 5 Key Credit Determinants

The 5 Key Credit Determinants

There are five key credit determinants that lending institutions take into consideration when making the decision to extend credit.

September 2, 2021

The Four Corners of the F&I House
Cash Is King

Cash Is King

Despite the lack of true cash, we should still ask for money down on every deal.

August 12, 2021

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