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Rick McCormick is the national account development manager for Reahard & Associates, which provides customized F&I training for dealerships throughout the U.S. and Canada. He has more than 20 years of auto retail and finance experience. Contact him at rick.mccormick@bobit.com.
Information is for the internet; insight is for the F&I office. Fill the process with insight and you will fill the office with happy customers.
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Here are three principles that, if illustrated properly, will make an impact that will drive results upward and increase the value of our offering.
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On your dealership visits, go in with three questions that will spark discussion and hopefully a planning session on how to improve.
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An energizing agent will walk into every dealership with specific information to share of accomplishments and then the challenges they deal with will receive a better reception.
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As general agents, we mold careers and many times we are molding a future. We are not only responsible for helping them continuously grow their skills and income, they depend on us to tell them the truth.
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The disruptive time that we live in has increased the demands upon general agents to drive income development to unprecedented levels. With a combination of training efforts and knowledge, you can drive performance in the coming year.
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Genuinely caring about your customer is the most effective manner to help them buy the products they need —it's the same way we want to be ‘sold’ when we are buying.
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Insight presentations are today; features and benefits presentations are so yesterday…and hopefully will soon be as hard to find as a Blockbuster store.
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Agents are a trusted partner to the dealer and providing the F&I team with opportunities for training is the best way to improve performance and drive profits.
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