Achieving F&I Excellence Online!™ Training Modules
I. PROFESSIONAL FINANCIAL SERVICES MANAGEMENT
1) Introduction
2) Selling Today's Consumer
3) Changing Customer Perceptions (Ditch The Pitch!)
4) Your Role In The Buying Process
5) Financing Terminology
6) Simple Interest Vs. The Rule Of 78's
7) Know Your Purchase Agreement/Buyers Order
8) Know Your Factory Warranty
9) Know Your Vehicle Service Agreement
10) Know Your Retail Installment Sale Contract
11) Know Your GAP Policy
12) Know Your Credit Insurance Policy
13) Know Your Tire & Wheel Road Hazard Policy
14) Who, What, When, Where, Why, How
15) Organizing The Department
16) Responsibilities Of The Sales Department
17) Responsibilities Of The F&I Department
18) Responsibilities Of An F&I Professional
19) Exercise: Develop A Daily Action Plan
20) Exercise: Develop An F&I Checklist
21) Monitoring Personal Performance
22) It's All About Wow!
II. CUSTOMER FOCUSED SELLING
23) Principles Of Communication
24) The Formula For F&I Success
25) Decisions Every Customer Makes
26) Power Of A First Impression
27) Making The Intangible… Tangible!
28) Guiding Principles
29) Objections Are A Great Thing!
30) Take Massive Action
31) A Customer-Focused F&I Presentation - Part 1
32) A Customer-Focused F&I Presentation - Part 2
33) Using All The Tools In Your Toolbox!
34) Making The Factory Warranty Tangible
35) Designing Your Financial Services Overview (Menu)
36) Completing The Financial Services Overview
37) Reviewing The Customer's Options
38) Creating Interest In Your Products
39) Filling The Customers Needs
40) Benefits Of A Financial Services Overview
41) It's A Menu… Not A Magic Bullet! (Part 1)
42) It's A Menu… Not A Magic Bullet! (Part 2)
43) It's A Menu… Not A Magic Bullet! (Part 3)
III. CUSTOMER REPAYMENT OPTIONS
44) Establishing The Need For Financing (Bank/C.U. Buyer)
45) Making Customers Thirsty
46) Benefits Of Dealership Financing Vs. Outside Bank/C.U.
47) Establishing The Need For Financing-Cash Buyer
48) Benefits Of Dealership Financing Vs. Paying Cash
49) Helping Cash Customers See The Need For Financing
50) Responding To Customer Concerns
51) Interest Rate Administration
52) Residual Based Financing Terminology
53) Customer Perceptions Of Leasing
54) Repayment Comparison
55) Establishing Customer Need For Residual Based Financing
56) Making Customers Thirsty
57) Introducing Residual Based Financing
58) Benefits Of Residual Based Financing
59) Responding To Customer Concerns
IV. RISK MANAGEMENT OPTIONS
60) Credit Insurance Terminology
61) Customer/Salesperson's Perceptions
62) Establishing The Need For Credit Insurance
63) Making Customers Thirsty
64) Benefits Of Credit Life Insurance
65) Benefits Of Credit Accident & Health Insurance
66) Making Credit Insurance Visual
67) Responding To Customer Concerns
68) Vehicle Service Agreement Terminology
69) Types Of Vehicle Service Agreements
70) Typical Eligibility Requirements
71) Establishing The Need For A Vehicle Service Agreement
72) Making Customers Thirsty
73) Benefits Of A Vehicle Service Agreement - Part 1
74) Benefits Of A Vehicle Service Agreement - Part 2
75) Benefits Of A Vehicle Service Agreement - Part 3
76) Helping The Customer "See" Their Need
77) VSA Objections Part 1
78) VSA Objections Part 2
79) What It Is, What It Does, What Happens When It Fails, It's How Much?!?
80) Vehicle Service Agreement Sales Techniques
81) Effective VSA Visual Aids
82) Great VSA Closes Part 1 - $3000 Discount Close
83) Great VSA Closes Part 2 - The 99.9% Perfect Close
84) Great VSA Closes Part 3 - $10 A Week Close -
85) Great VSA Closes Part 4 - One Day In The Shop Close
86) Great VSA Closes Part 5
87) Great VSA Closes Part 6
88) Great VSA Closes Part 7
89) Great VSA Closes Part 8
90) Great VSA Closes Part 9
91) Great VSA Closes Part 10
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92) GAP Terminology
93) Establishing Customer Need For GAP
94) Making Customers Thirsty
95) Benefits Of GAP
96) Let Customers Self-Discover The Need For GAP
97) Helping The Customer "See" Their Need
98) GAP Objections Part 1
99) GAP Objections Part 2
V. VEHICLE PROTECTION OPTIONS
100) Know Your Maintenance Agreement
101) Establishing The Need For A Maintenance Program
102) Make Customers Thirsty
103) Benefits Of A Maintenance Program
104) Effective Maintenance Program Visual Aids
105) Helping The Customer "See" Their Need
106) Responding To Customer Concerns
107) Know Your Appearance Protection Warranty/Guarantee
108) Establishing The Need For Environmental Protection
109) Making Customers Thirsty
110) Benefits Of Vehicle Appearance Protection
111) Effective Appearance Protection Visual Aids
112) Helping Customers "See" Their Need
113) Responding To Customer Concerns
114) Know Your Theft Deterrent Products Warranty/Guarantee
115) Establishing The Need For Theft Deterrent Products
116) Making Customers Thirsty
117) Benefits Of Theft Deterrent Products
118) Effective Theft Deterrent Visual Aids
119) Helping The Customer "See" Their Need
120) Responding To Customer Concerns
121) Know Your Tire & Wheel Road Hazard Policy
122) Establishing The Need For Tire & Wheel Road Hazard Protection
123) Making Customers Thirsty
124) Benefits Of Tire & Wheel Road Hazard Protection
125) Tire & Wheel Road Hazard… It Rocks!
126) Helping The Customer "See" Their Need
127) Tire & Wheel Road Hazard Objections - Part 1
128) Know Your Paintless Dent Repair Policy
129) Establishing The Need For Paintless Dent Repair Protection
130) Making Customers Thirsty
131) Benefits Of Paintless Dent Repair Protection
132) Effective Paintless Dent Repair Visual Aids
133) Helping The Customer "See" Their Need
134) Responding To Customer Concerns
VI. CREDIT EVALUATION/ANALYSIS
135) Your Role/Responsibilities
136) The Rules
137) Completing The Credit Application
138) The Credit Bureau Report
139) Analyzing A Credit Bureau Report
140) Build Your Case For An Approval!
141) Credit Scoring
142) The Credit Interview
143) The Marginal Credit Sales Process
144) Maintaining Lender Relations
145) Monitoring Lender Performance
VII. LAWS AND REGULATIONS
146) Compliance Your Role & Responsibilities
147) The Rules For Quoting Payments
148) Disclosing The Retail Installment Sale Contract
149) Reg B - Equal Credit Opportunity Act
150) The Consumer Leasing Act & Reg M - Part 1
151) The Consumer Leasing Act & Reg M - Part 2
152) Reg Z - Truth-In-Lending Act
153) The FTC Used Car Rule
154) Magnuson-Moss Warranty Act
155) Adverse Action Notice Requirements
156) The Red Flag Rule
157) The Credit Practices Rule
158) The Fair Credit Reporting Act
159) IRS Form 8300 Cash Reporting Rule
160) The USA Patriot Act & OFAC Requirements
161) Gramm-Leach-Bliley FTC Privacy Act
162) Federal Do-Not-Call/Fax/E-mail Rules
163) FTC Credit Rules
164) Advertising Rules
165) Contracts
166) Federal Odometer Law
167) Unfair & Deceptive Practices
168) Sherman Anti-Trust Act
VIII. PROFESSIONALISM
169) Create A Personal Action Plan
170) Establish Individual Performance Goals
171) AFIP Certification - Test Preparation Part 1
172) AFIP Certification - Test Preparation Part 2
173) Turn On Your Team, Turn Up Your Profits
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