Bundles Delivered

Posted by Erik Landrum on March 11, 2020 in F&I Selling Strategies, How to Present Your Menu

It is now time to present your menu. Mr. and Mrs. Jones are eagerly anticipating taking delivery of their new vehicle. Via an engaging experience, we will provide them the opportunity to take advantage of our terrific products, and, in doing so, ensure they have an awesome ownership experience! Afterall, we are well aware that our HAPPIEST Guests are those who don’t pay for ANY of their repairs, f …

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Bundle Up?

Posted by Erik Landrum on February 13, 2020 in F&I Selling Strategies, How to Present Your Menu

Most folks dislike change. In fact, change for the sake of change, alone, makes little sense. If it isn’t broke, don’t fix it…goes the saying. Without warrant or expectation of improvement, change is probably even best avoided, all together. However, often times, many may resist the evolution of things, thinking change isn’t warranted, or that they are already functioning in a peerless capacity, w …

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“We’re probably not going to be purchasing what we did, last time.”

Posted by Erik Landrum on January 11, 2020 in F&I Selling Strategies, How to Present Your Menu, Objection Handling, When to Present Your Menu

Have you ever been hit with this statement, at the beginning of your process, from a previous Guest who chose to follow your advice on their last purchase? Alarms bells immediately sound in your head! How could this be happening? They are previous Customers…great folks…you developed wonderful rapport with them, last time. They followed your recommendation as to which column, in your product menu, …

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Keeping Things Moving Via Transitional Segues

Posted by Erik Landrum on January 10, 2020 in F&I Selling Strategies, How to Present Your Menu, Objection Handling, When to Present Your Menu

Anyone who has ever watched motorsports racing has seen the beneficial effects of slipstreaming. We watch as a contender maneuvers up, closely behind the competitor in front of them, only to emerge just before the finish line (propelled by some suddenly present, invisible energy the other doesn’t possess) to take the lead…and victory! In fact, a slipstream may be defined as an assisting force rega …

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100%

Posted by Erik Landrum on January 10, 2020 in F&I Selling Strategies, How to Present Your Menu, Interacting with Colleagues/Internal Customers

As Business Managers, we are all probably aware of the fact that we essentially have two directives…protect and produce. We conduct our business transactions, faithfully adhering to legally compliant, ethical practices protecting the house from exposure to criminal and civil penalties. This, all while providing our Guests the opportunity to take advantage of that which we have available to protect …

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Watch for The Changes

Posted by Erik Landrum on May 8, 2019 in F&I Selling Strategies, How to Present Your Menu, Objection Handling

Oftentimes it’s the small details which, gone unnoticed, create significant impediment to our communication skills! Recently, while observing the interaction between a Business Manager and his Guest, another opportunity to do things a little unconventionally presented itself. Although I strongly advocate the usage of an initial interview with our Guests, sometimes this isn’t practical. While recog …

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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 …

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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 …

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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 …

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Looking Back, Analyzing Current Events, and Looking Forward

Posted by Erik Landrum 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 …

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