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Rick McCormick is the national director of training 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.
General agents must help F&I managers rise to the occasion of the modern consumer, who has very different expectations in order to relax into trust.
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The most predictable profit in today's unpredictable automotive retail market is a dealership’s finance-and-insurance department.
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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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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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