Jan Kelly
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Big improvements can be accomplished with relatively minor changes to procedure. Clear guidelines from management can go a long way toward increased productivity.
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The first step in deciding where you want to go is knowing where you've been. Forecasting is based on past production and all the factors affecting it.
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Just because customers decline a product or service at the time of purchase doesn't mean they won't reconsider if asked again.
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To maximize the dealership's cash flow, F&I staffers should track loan docs through the funding process.
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It's a terrible feeling when you've put great effort into a deal only to see it go splat because you can't get the customer's loan approved. Don't let this happen to you.
Read More →Organization and disclosure are essential when paperwork can make or break a deal.
Read More →Menus don't sell products — people do. But effectively using them as a tool during the deal will ensure more sales and full disclosure.
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Mastering the art of negotiation includes using the power of small numbers and making an impression with your last words.
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In Step 1 of this series, Jan showed you how to Meet the Customer. Step 2 addressed Building Rapport. The 3rd Step to F&I Succe$$ is the Interview.
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