There isn't enough space to do justice to the whirlwind three days that is the F&I Conference. So I will write about the highlights and encourage you to reach out to me if you would like to know more about them.
What do customers hate about the car buying experience? Not the time it takes, but the time that is wasted and the pressure they feel when they are in your office.
Most customers want to learn about F&I products but would prefer to do it on their own and ahead of time. They will use whatever tools they can on the internet to prepare themselves. So get your information on your website using videos and customer testimonials.
Professionalism and credibility is of paramount importance to getting the customer's attention long enough to hear about your products. Look the part and be the part.
Become a student of your career! Devote time each day to getting better; keep your logs updated and learn from them. Ask yourself what you can do to make your department better.
There is no "perfect" time to present your menu. But it is important to be consistent and to have a process that doesn't change. Process drives profits and products.
Match the features of the vehicle to the benefits of your product. For example, match the safety features of the car to the ESC. And "marry" products together that complement each other such as ESC and Road Hazard or interior/exterior protection with dent coverage.
And here is the most important information: The Interview is still the best way to gather information in a non-threatening manner that you can use to personalize and sell your packages. It helps you build the value through the customer's eyes, using their words. This, in turn, helps the customer rationalize his decision to buy.
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