My F&I girl Needs some inspiration, CAN YOU HELP? (please!)

Is there anyone who would be willing to provide some goodwill advice for Closing in F&I?

My buddy Lauri came to me today and told me how she is having a hard time making any money back in the Finance department. She's asked for help, and gets the same old advice, only leaving her more frustrated than before. Lauri is an energetic, fun-loving gal that gets along great with her customers, they all LOVE her. I know she presents everything EVERYTIME, cause I can hear her all the way into my office, upstairs!

See, there she is, my buddy Lauri.

She has spent countless hours doing and re-doing MENU after menu, trying to find something that works. In our wonderful state of California we have a million laws that prevent us from using traditional F & I selling tactics. By no means do we want to lie to customers, however California is so strict that it almost makes us look like liars and jerks. I mean to have to make a customer sign a form that says. "I , Mr Customer, don't want a service contract and if my car blows up, it's my fault for buying a crappy car without additional coverage" Do all states mandate this? With no leg, you can't close a customer on a payment and then explain "ALL they get for that PAYMENT, unless they want to lower it back down to financing the vehicle only".

We all know with the current climate, it is near impossible to make any reserve.

I am totally ignorant when it comes to F&I so I can't help Lauri, but maybe you can. I thought I would reach out to this wonderful online community of givers to see if anyone would be willing to give us some help.

We can't afford to pay for training or consulting right now for obvious reasons, so if any of you have any materials, assets, videos or know of any free webinars or anything like that, then COULD you please LEND-A-HAND?

Thank you sincerely, even if all you did was read this, I appreciate your sympathy.

With Shameless Desperation,

Nicole Easton
Your friend in the Digital Marketing World

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Replies to This ADM Discussion

Permalink Reply by Justicia Wroblewski on January 13, 2009 at 9:04am: My first question would be..."who is your vendor?" The job of the vendors is not just to supply a product, but to help "sell" the product. They should provide training resources, documents, etc. to help a dealer sell their products. I've worked with several companies over the years, and some of the reps do an excellent job. Ask your vendors for help? Maybe you should reconsider the vendors and products you sell?; ▶ Reply to This

Permalink Reply by Bryan Armstrong on January 15, 2009 at 8:34pm: I would be happy to help all I can. Have her call me and we'll brainstorm a bit. 435-862-1966 cell; ▶ Reply to This

Permalink Reply by Tina Pratt on January 16, 2009 at 8:37pm: Hey Nicole,

I have trained F & I Managers across the country. I reside in California and would be more than happy to chat with Lauri. I can tell you this: F & I selling is not smoke and mirrors. It's simply logic and reason with the I believe in it attitude along with the ability to overcome objections. Menu selling in my opinion is an open door for the customer to say no. Let's Chat.
Tina
(619)421-3300; ▶ Reply to This

Permalink Reply by Scott Bishop on January 20, 2009 at 5:13pm: Hello Nicole,

I believe that we all can agree that knowledge is power. To that end I have archived material on my personal site that may help your buddy Lauri.

Please forward my url, http://smartmobilepro.com, and have her visit the F&I archive.

I hope this helps!

Sincerely,

Scott Bishop
sbishop@smartmobilepro.com; ▶ Reply to This

Permalink Reply by ROBERT CRAFT on January 22, 2009 at 4:24pm: I have had aftermarket menu boards put in the f@i waiting room with all the aftermarket adds for a car, the menu board has the price and how much it will cost a month based on a 72 month payment @10% interest(payment) next to it ,with a disclosure on the bottom.
They sell it in finance and get paid on the gross!
One of my finance managers sells around $50,000 a month this way.

Just a different way to sell something besides rate,gap,credit life and extended warranty; ▶ Reply to This

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