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.
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.
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.
The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.
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.
Insight presentations are today; features and benefits presentations are so yesterday…and hopefully will soon be as hard to find as a Blockbuster store.
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.
Times of crisis change you; however, if you make the right decisions, it can leave you better than before. Here are three opportunities that should be shared with dealership leaders to inspire their team and assure a more productive future.
As a result of the pandemic, dealerships have been conducting more sales transactions online, with video calls and remote vehicle delivery. It is up to every agent to help determine what resources and technology need to change to prepare the dealership for any future obstacles.
As a result of the coronavirus pandemic, dealerships have experienced a complete retail reset, and the dealerships you serve will be looking for more than a way to regain profits – they will be looking for answers.
Helping F&I managers focus on the emotional component of the buying process is a key element of helping them improve numbers overall.
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