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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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New information comes out everyday that can change the dynamic in the F&I office and that requires time everyday be spent learning and researching, by finance professionals and those that work alongside of them.
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When you increase the activity and effort to improve, the numbers go up and leave the average level in your rear-view mirror.
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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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Today, the F&I department must add value to the customer's purchase experience, beginning with why the dealership even offers these products and services. Only when the focus is on helping people does the F&I process become truly valuable to your customers.
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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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