TRAINING, SIR!

TRAINING, SIR!

The most successful agents are seldom the cheapest product provider, but they are always the best at helping their dealers grow their business. They get results. Today, your agency has to be in the results business. And that requires training, sir! Today’s F&I professionals face unprecedented challenges with regard to their dealership’s sales and F&I … Read More »

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The Five Key Ingredients to Improving F&I Gross Profits

The Five Key Ingredients to Improving F&I Gross Profits

There are five key components to maximizing F&I gross profits and product penetrations: Right Person / People Properly Trained Motivating Performance Based Compensation Plans System and Controls Dealer / Management Support Let’s break these down with more specifics. RIGHT PERSON / PEOPLE: Agents should be actively involved with the recruiting of their dealer’s F&I personnel. … Read More »

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Climbing the Relationship Ladder

Climbing the Relationship Ladder

If you’ve read any of my previous articles, you know I’m a firm believer in the need to have a strong value proposition. In fact, when a dealer decides to do business with you, it usually means your value proposition was stronger than the incumbent or your competitor. An often overlooked element of a successful … Read More »

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Meet the Trainer: Ron Reahard

Meet the Trainer: Ron Reahard

Ron Reahard’s career in the auto industry has been shaped by his desire to do it right. As he worked his way up from sales, to F&I, and into training, he noted along the way the characteristics and skills that were lacking in many of those he worked under, as well as the characteristics of … Read More »

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Building a Business Within a Business

Building a Business Within a Business

I look at the Finance and Insurance office in a dealership as an opportunity to exercise an ambitious spirit for running a successful business within a business. Being in business for yourself is the “American Dream.” It offers the opportunity to develop repeat and referral business that translates into growth and personal success. The harder … Read More »

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What is the Sky and Why is it Blue? The Importance of the Customer Facility Tour

What is the Sky and Why is it Blue? The Importance of the Customer Facility Tour

In order to create true value and a clear understanding of our surroundings, we must first know what we’re looking at. Then, we need to understand “why” it is what it is. Let’s look at an example. What is the sky? I never thought about this question until I was asked in front of a … Read More »

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Closing with Confidence

Closing with Confidence

Wouldn’t it be nice if they made a confidence pill, not just for sales, but for anything? If a “confidence in closing” pill existed, it would be a really strong closing tool! That pill doesn’t exist to my knowledge; so unless you have the “natural” gift, then how do you close with confidence? Considering the … Read More »

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Responsibilities of a Trainer

Responsibilities of a Trainer

The responsibility of a trainer goes beyond teaching material in a classroom. A trainer who is going to be great has to look at how training makes a difference. I have spent over 15 years training, with more than ten years in formal classroom settings. As a founding member and top trainer for Lees Summit, … Read More »

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