Pivoting on Our Toes Versus Reacting from Our Heels

Posted by Erik Landrum on April 13, 2019 in F&I Selling Strategies, How to Present Your Menu

Captive finance companies have created a little havoc, for those of us in the Business Office, for some time now! It’s hard to recall who started this idea of turning cash buyers into financing prospects but it doesn’t matter much, anyway. The reality is what it is, and we have a job to do. Yes…it is very likely that these folks WILL be paying off the loan we are preparing to sign them up for, pos …

Continue reading >>

Used Vehicles

Posted by Erik Landrum on April 13, 2019 in F&I Selling Strategies, How to Present Your Menu

Our new vehicle Guests plainly make a statement, with every purchase…they have low risk tolerance! In other words, they are far more inclined to invest a significantly higher amount toward ownership of something with full factory coverage. This obviously makes sense, particularly when we consider how lofty repair expenses quickly become these days. As a result, they are also predisposed to being r …

Continue reading >>

Poachers

Posted by Erik Landrum on April 13, 2019 in Administrative Topics, F&I Selling Strategies, How to Present Your Menu

Things have been a little rocky, as of late, but you’ve had a busy, productive weekend, and it’s about time, too! The funk you’ve been in has finally subsided and it would seem you’ve turned the corner. It’s Monday morning…time to clean up after the party, if you will, and that’s okay because things are looking up. Your bruised attitude may actually survive. Then IT happens… You answer a phone cal …

Continue reading >>

Looking Back, Analyzing Current Events, and Looking Forward

Posted by Haley Lohmann on April 13, 2019 in Administrative Topics, F&I Selling Strategies, Going Forward, How to Present Your Menu

This is the time of year to consider where we’ve been, what’s happening currently, and what we’d like to accomplish in the New Year. Simply put, we’re going to need a plan to get there. Reviewing the past and present will help create the map. From a macro perspective, many of us may resist looking back at the events of the past year. Hopefully we had a good year, but typically it was not without i …

Continue reading >>

“But we don’t drive that many miles!” & “Are you telling me this is a bad car?”

Posted by Erik Landrum on April 13, 2019 in F&I Selling Strategies, How to Present Your Menu, Objection Handling

Recently, while visiting a Chevrolet store, I was caught gawking at a ZO6 on the showroom floor. “What a car”, I thought. “This thing’s got everything but an electric dog-polisher”, I said to the Business Manager walking out to greet me. “In fact, they probably offer that as an option, as well”, I said, failing to elicit a laugh. “You know, I’ve processed several of these, this month”, he shared w …

Continue reading >>

Robust Column Offerings

Posted by Erik Landrum on April 13, 2019 in F&I Selling Strategies, How to Present Your Menu

Do you really believe in all the products you are offering your Guests? Or…are you compromising your credibility, right out of the gate, each time you make an initial menu presentation?? Does the column structure of your menu say, “sorry I asked you to consider those items, initially, but over here near the end, this is the meat and potatoes…these are the items that matter!”??? That’s exactly the …

Continue reading >>

Reacting Quickly, Building Rapport, and Avoiding the Pitfalls Caused by Guessing Usage Patterns

Posted by Erik Landrum on April 12, 2019 in General Communication Skills, How to Present Your Menu, Time Management

It is incumbent of us, whenever possible, to get in front of our Guests as quickly as time allows. After all, once a Buyer’s Order has been signed, our Guests are relieved to have reached what they may believe is the conclusion of their car-buying decision-making. They are at a peak emotional point. Time, however, probably seems to stand still when not greeted promptly, by those of us in the Busin …

Continue reading >>

Supporting the Cause Via Deductible and Educating

Posted by Erik Landrum on April 10, 2019 in F&I Selling Strategies, How to Present Your Menu

Clearly, we are in place to create and protect profitability for our stores. It is up to us to productively provide valuable benefits for our guests while ensuring the house isn’t exposed to loss via compliance and regulatory issues. How can we further support the efforts of the team? I have always been a believer in the adage…our salespeople sell the first vehicle and the shop sells all the subse …

Continue reading >>

The Best Rate, Sorting Out the Details, and The Surprise Ending

Posted by Erik Landrum on April 10, 2019 in F&I Selling Strategies, How to Present Your Menu

Just when you start to feel like you’ve possibly seen it all, inextricably, someone is going to change that outlook. Before we review what caught me off guard, recently, while working with a new Business Manager, let’s quickly cover a compliance issue. When your Guest asks you, “is that the best rate?”, I have long advocated simply stating, “folks…for compliance reasons, the only way I’m really al …

Continue reading >>

Apologizing for Your Menu, and Working with The Interrupter

Posted by Erik Landrum on April 10, 2019 in F&I Selling Strategies, How to Present Your Menu

“I’m sorry Folks…what I’m about to do, next, the Government forces me to do!” You might as well be the reason they have to pay taxes!!! Well it isn’t quite that bad, but, frankly, some of the menu lead-ins I’ve heard are conveying that very sentiment. What I have witnessed goes something like… “I’m required by law to cover your repayment options.” To be clear, what we’re really trying to do is mai …

Continue reading >>
Older posts

Conley Insurance GroupCopyright 2015 – Conley Insurance Group Inc.,

MENU
Conley Insurance Group

Contact us

P: (314) 909-9100
F: (314) 909-9157

13421 Manchester Road, Suite 204
Saint Louis, MO 63131