F & I Guy
-
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…
Read More » -
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…
Read More » -
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…
Read More » -
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…
Read More » -
F&I Process Works
No customers should be introduced to the Business Office until the salesperson has briefed the office about that customer. The…
Read More » -
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…
Read More » -
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…
Read More » -
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…
Read More »