The Continuing F&I Excellence!™ Professional Development Program is the result of professional development, combined with years of real world, in-dealership experience.  Topics covered include:

   I.    Changing Perceptions, Increasing Profits

1.  Making The Factory Warranty… Tangible!

2.  Role-Play Exercise #1

   •  The Customer Interview

3.  Establishing Customer Needs

4.  Group Exercise #1 - A Customer Focused Presentation
   
   

   II.  Getting ‘Em In The Barn

1. The Customer Focused F&I Presentation

2. Role-Play Exercise #2

   • Creating The VSA Visual Aid

3. Fifteen Keys To Menu Selling

4. Reviewing The Customer’s Options

5. Making ‘Em Moo - Creating Customer Interest
6. Role-Play Exercise #3
   • Reviewing Options And Making ‘Em Moo 

  III.  Selling Outside The Box

1. Group Exercise #2 - Responding To Customer Concerns

2. Customer Concern Contest

3. Visual Aids Sell Products

4. Great VSA Closes That Really Work!

5. Role-Play Exercise #4
   • Using A VSA Close

  IV.   Adding Value – Helping Customers

1.  Role Play Exercise #5

   • The 10-Step Customer-Focused F&I Presentation 

2.  Role-Play Contest – Learn From The Best

3.  F&I Roundtable

   • Ideas For Helping More Customers! 

  V.    Ensuring F&I Excellence!™

1.  Compliance, Profits, And Staying Legal

2.  Action Plan For Excellence!

3.  Get Even! - Training Evaluation