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 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 …

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“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 …

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Intangibles, Providing Perspective, and Outside Liens

Posted by Erik Landrum on April 13, 2019 in F&I Selling Strategies, Interacting with Colleagues/Internal Customers, Objection Handling

Examining that the overwhelming majority of what we offer in the Business Office is intangible, it’s no wonder we have to be on cue with our message, when working with each of our Guests. Let’s face it, paper contracts aren’t glamorous, they don’t have that “new car smell”, and you can’t drive them around the block! Clearly this lends a degree of difficulty to the sale of these items. Of course, t …

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Making Sense and Protecting the House

Posted by Erik Landrum on April 13, 2019 in Administrative Topics, F&I Selling Strategies, General Communication Skills

Recently, a colleague showed me a menu from a local restaurant. He asked me to take a look at the names chosen for some of the menu items. “Does that make any sense to you?” he asked. “By looking at the name of several of these items, do you have any idea what the dish is?” Looking at the menu, myself, he had a good point! Creativity for its own sake (while, unfortunately, sacrificing clarity), se …

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How Do You Make Them Feel?

Posted by Erik Landrum on April 13, 2019 in F&I Selling Strategies, General Communication Skills, Interacting with Colleagues/Internal Customers, When to Present Your Menu

I have been extremely fortunate, in my travels, to make the acquaintance of some remarkable folks…many bright, talented individuals who each bring a great deal to the party, if you will. A very successful Dealer Principal, for example, once shared with me that, “folks will forget about what you say and they’ll forget about what you do…long before they forget about how you make them feel!” Truer wo …

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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 …

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