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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