Do You Feel Lucky?

Do You Feel Lucky?

While researching new training material I came across Gary Player’s (the golfer) famous quote; “the more I practice the luckier I get” and it got me thinking as to the importance of our role as trainers and consultants, more importantly the effect that “role playing” has on developing and improving our clients talent and skill … Read More »

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The First Place To Start Is With The First Impression

The First Place To Start Is With The First Impression

Everyone has heard the expression, “You only get one chance to make a good first impression.” First impressions are how we initially identify with each other. It’s the way we determine if we should walk on the other side of the road or not. Many people enjoy “people watching” and, in doing so, begin to … Read More »

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An Agent’s Guide to Using Video Review

An Agent’s Guide to Using Video Review

So as an agent, you are thinking of putting cameras into your stores. This may be because you have been to a recent conference and heard other agents extolling the virtues of such a program. Or your dealer just came back from a 20 group where someone said, “If you want to add $200 to … Read More »

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100 Percent Turnover (Here’s How To Get It)

100 Percent Turnover (Here’s How To Get It)

One of the things an agent can do for a dealership is to handle politically sensitive issues between the sales department and the F&I managers. One of those areas of F&I development where the agent can be very helpful to the F&I manager is by helping institute policies that make sure every customer is being … Read More »

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The Anatomy of the Deal

The Anatomy of the Deal

“All the functions of the General Agent are interdependent of each other just as the parts of our body.” One of the privileges I have enjoyed has been the opportunity to work with some of the finest dealers and general agents across the country. Every where these two entities cooperate effectively it creates success. Simply … Read More »

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Fixing the Desk

Fixing the Desk

Have you ever experienced the dysfunction that occurs from the sales desk? It’s amazing how much time and money is invested in getting a customer into the dealership. Time and money to train salespeople on product knowledge, on how to build rapport with the customer and how to get the customer excited about doing business … Read More »

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Trainer’s Best Practices for Sales and F&I

Trainer’s Best Practices for Sales and F&I

Dictionary.com defines “Best Practice” as: a technique or methodology that, through experience and research, has reliably led to a desired or optimum result. On September 27, I had the opportunity to moderate a panel discussion at the Industry Summit in Las Vegas entitled, “The Idea Exchange: Trainer’s Best Practices for Sales and F&I.” The event, … Read More »

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Home Grown F&I Managers

Home Grown F&I Managers

The importance of having qualified F&I Managers available in the “pipe line” that are prepared to interview is invaluable when it comes to maintaining relationships with our dealer clients. Most often the candidates we recommend do secure positions and now it is just a matter of getting them up to speed with the policies, procedures … Read More »

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