3. GETTING THE DEAL BOUGHT – F&I TACTICS FOR SUCCESS

4. The Universe Made Car Salesmen
The Universe Made Car Salesman

5. An Unexpected Journey

6. Gil Nickerson

7. The Writing is on the Wall

8. THE MEET AND GREET – GETTING TO KNOW
YOUR CUSTOMER

9. Addressing Customer Concerns

10. BE PREPARED… PLAN TO ADDRESS CONCERNS IN ADVANCE

11. Drive the Questions in the Direction That Maximizes Results!
Stay away from questions like:
What payment do you have in mind?
What term do you have in mind?
What do you want for your trade?
What amount of money down?
Every time you ask these questions, what will the customer say? Don’t paint yourself in the corner!

12. Does It Matter to You What Payment the Customer Wants?
Instead It’s Really About… If the Customer Can Buy?
The Questions You Ask will Make All the Difference!

13. Meet and Greet – Questions Matter!
Welcome to ABC Motors… what brought you in today?
Are you here to see anyone in particular?
Have you purchased from us before?
Will you be trading your vehicle?
Do you have a payoff?
Which bank will we be paying off today?

14. Meet and Greet - Establishes Rapport It's NOT an Interrogation!

15. What Are Some of the Things You Need to Know?
Is the customer paying cash or are they financing with you?
Do they plan to finance, will they be able to get financing?
What is the “APPROXIMATE AMOUNT” they’ll be approved for? Bands of $10K, $20K, $30K…

16. Questions to Ask Are you from the area? How long have you lived here?
Are you a homeowner or do you rent?
You said you have a trade-in. How long did finance your car?
What do you like about your car? What would you like to see in this new car?
What do you do for a living? Do you work full-time?
Will there be any other decision makers I need to include?
Is there anything that may prevent you being approved by the bank?

17. TRY NOT TO TALK PAYMENT, DOWN PAYMENT OR TRADE ON THE LOT!
IT’S ALL ABOUT WHAT VEHICLE ARE THEY INTERESTED IN AND CAN THEY BUY!

18. The Flags to Watch Out For!
I’m financing with Santander
I’m part-time at McDonalds
I just moved here from Cuba
I’m a first time buyer
I’m here to see Mr. Green
I recently went through a BK
I have a Co-signer

19. Responding to a Flag Get the customer inside the dealership
Ask the customer to fill out a customer statement
Take the completed credit application to Fin Mgr
POI or POR STIPS
F&I or SM meets with customer
conduct the credit interview

20. Introducing the customer to finance
is a seamless process

21. Client Interview Confirm residence and time at residence – Min 5 yrs
Confirm time on job – Min 2 yrs
Confirm $$$ hourly or monthly
Can you confirm POI ?
Reason for the slow pay history

22. “ESTIMATED CREDIT APPROVAL AMOUNT”
ESTABLISHING AN
“ESTIMATED CREDIT APPROVAL AMOUNT”

23. Rates are determined from stated bank sheet
Worksheet Example!
$15,000 - Vehicle Purchase Price % of income x 12 mo.
$3,000 Down Payment (20% down)
2 Payment Options
48 months*
54 months*
*Average term minus 12 months – range payment by $10
Rates are determined from stated bank sheet

24. Obtain a Clear Picture That Determines…
How much cash is the customer willing to put down?
Customer payment budget?
Trade amount if trading?
“Never assume your customer is willing to take a higher payment just because they have slow or derogatory credit! Be consistent with every customer.”

25. CONSISTENCY = PROFITS!
100%

26. QUESTIONS AND ANSWERS!
THANK YOU!

27. Contact Becky Chernek Consulting, LLC Becky Chernek, President
Phone:
Website: