The Industry's Source for Automotive and Powersports Agents
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.
The pressure on agents to deliver F&I training that increases sales and profits is greater than ever. Top trainer explains why accountability may be the missing ingredient you need to take your program to the next level.
Use this five-point checklist to help dealer clients identify the best possible candidates for open positions in F&I.
Use your next dealership visit to ensure service-contract sales and menu presentations are executed with skill and compliance. Top trainer has a three-part plan.
Top agents approach training as an opportunity to arm F&I professionals with the tools they need to mine gold in the box and ensure every customer leaves the dealership with their investment secured.
Cause a stir on your next dealership visit by getting the managers together and telling them to quit — quit making excuses, quick procrastinating, and quit settling for less from their F&I departments.
Top trainer relies on the ACT system — for assess, coach, and target — when an F&I manager is struggling to meet expectations and needs a path to higher production and income.
Top agents know F&I profits alone can’t guarantee long-term dealership success. Improve your clients’ financial and corporate health by setting a new ‘GOAL’ for their business offices.
Agents know similarly trained and equipped F&I managers can produce at dramatically different levels. Top trainer explains why that is and how a few proven steps can change the tone of the F&I presentation to the benefit of the customer, the dealership, and your agency.
Proactive agents look forward to the start of every new year as an opportunity to address the challenges and opportunities that drive or threaten an agency’s success — and that of its dealer clients.
Agents are using checklists and deal audits to reinforce F&I training and ensure every customer has the information they need to make the right decisions for their investment.