Curriculum

1.  Your Professional Responsibilities

2.  Cost to Own & Operate an Automobile
3.  The Products
4.  The Profit Centers
5.  The Credit Transaction
6.  Consultative Selling
7.  Your Professional Profile
8.  Understanding the Customer
9.  Objection Handling Techniques
10. The Referral - Formal Introduction
11. The "Right" Track
12. Legal Compliance
13. Support Documents

1. Your Professional Responsibilities
   
   • Why F&I?
     
2. Cost to Own & Operate an Automobile
   • The Four Most Often Overlooked Factors
     
   • Studying the Evidence
   • Understanding the Data
   • Cost of Ownership per Mile Driven
3. The Products
   • Answering the Call
   • Vehicle Service Contracts
   • GAP
   • Theft Protection
   • Tire & Wheel Protection
   • PDR
   • Credit Insurance
   • Other Aftermarket Products
     
4. The Profit Centers
   • Breaking Down teh Profit Opportunities
     
   • Behavior Based Management vs. Result Based Management
   • Goal Setting
     
5. The Credit Transaction
   • Understanding Credit Underwriting
   • "Mowing the Lawn": Developing your 20/20 Vision
   • Finding the Leverage Points
   • "What's in a Credit Score?"
   • Tools for Success
   • Decision on the Mertis: E.A.S.P.
     
6. Consultative Selling
   • Customer or Client, What's the difference?
   • The Most Important Step in Any Selling System
   • 6 Powerful Laws of Human Behavior
   • Tapping into the Principles of Influence
     
7. Your Professional Profile
   
   • Your Physical Appearance - What do you portray?
   • Your Office, The Physical Layout
   • Adjusting Your Stage for Optimal Performance
     
8. Understanding the Customer
   
   • Four Types of Buyers
     
   • RISC vs LA
   • converting Bank, Credit Union, and Cash Buyers
     
9. Objection Handling Techniques
   
   • No Pressure.  "The opposite of resistance is intrigue."
     
   • How to make your good case great. - It's in the technique!
   • Psychological Reciprocity
     
10. The Referral - Formal Introduction
    
    • Passing the Baton - Transitioning at the ponit of sell to F&I
    • A Referral is Worth 15 times more than a "Cold Call"
    • The T.O.:  Who, What, When, Why and How?
      
11. The "Right" Track
    • "Best Practices": F&I Process A to Z
    • The Menu
      
12. Legal Compliance
    
    • AFIP Certification "Snap Shot"
      
    • TILA:  Proper Disclosures - Step by Step Responsibilities
    • FTC Safeguards Rule
    • FTC Red Flag Rule
    • Form 8300
      
13. Support Documents
    
    • Performance Tools for Systems, Processes adn Accountability
      

 

 

Daily Schedule

8:30-9:00am - Check in front lobby, Suite 2500

9:00am - Class room work begins!

@1:00pm - Lunch on your own

6:00pm - Session concludes for the day

--Time for sucessive days may vary

Mandatory that you bring!

• Five copies of your F&I Department's preferred menu
  
• Calculator
• Recording device (tape recorder, micro-casette recorder, etc.)
  
• Fine-tip Sharpies - must have RED, GREEN, BLUE and BLACK
  
• Yellow legal pad
  

Dress code is business attire, every day.