F & I Guy
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Seller & lender beware
Marine lenders like to swap what they call “horror stories,” deals that look bulletproof but go horribly bad. Often these…
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Promise & challenges of pre-owned market ahead
How much of the pre-owned market is the industry capturing? A recent look by this magazine, based on Spader 20…
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Making a Case for Marine Insurance Advocacy
Who’s to blame for the current marine insurance mess? Greedy underwriters and reinsurers? Unprepared marine business and marina policy holders?…
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Digging for Loan Gold
here is a silent salesman that marine business owners can take with them when they visit lenders and are looking…
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Promote monthly payments
Editors Note: This is the first edition of a new department that will appear regularly in Boating Industry magazine. If…
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Addressing common buyer objections
Steve would always disclose the extended protection plan as optional, but because it was already in the contract the customer…
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Addressing common buyer objections
Steve would always disclose the extended protection plan as optional, but because it was already in the contract the customer…
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You can sell extended protection plans
Whether you call them service contracts, extended service agreements, or as we will here, extended protection plans, they are loaded…
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Answering Objections to Credit Insurance
One of the most important things I learned from my mentor, Steve, is to choose your words carefully. Once you…
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Building a Strategy to Sell Credit Insurance
My boss Steve had a four-step strategy for selling credit insurance, and in this column I’d like to share that…
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Tips for selling credit insurance
My boss, Steve, always did an excellent job of handling credit insurance objections. I think the secret to his success…
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Converting credit union buyers
EDITOR’S NOTE: This is the third column in a series by Gart Sutton who describes ways to convert customers to…
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Here’s how to convert a cash buyer
Here’s how my mentor, Steve, would handle the most common cash-to-financing conversions. We would not attempt a cash conversion until…
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Converting Customers to dealer financing
My mentor Steve and I had separate offices that were connected by a sliding glass window. This window was designed…
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F&I Process Works
No customers should be introduced to the Business Office until the salesperson has briefed the office about that customer. The…
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Defining Job Duties for the F&I Function
Our dealer, sales manager, Steve and I collaborated on clearly defining job duties. We did it for both the Sales…
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The Ultimate Opportunity
My sales manager would constantly tell me, “I don’t care what you sell in life, you’ve got to take the…
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The F&I Profit Center
In the last issue of Boating Industry, we discussed my background in finance and insurance, I introduced you to my…
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