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Powerful Solutions

For maximum F&I profitability

Erik Landrum’s F&I Training Tips

How to Present Your Menu

Column Structure

Waivers (Disclosures) & Inexpensive Products

Your Product Line-up

Apologizing for Your Menu, and Working with The Interrupter

The Best Rate, Sorting Out the Details, and The Surprise Ending

Supporting the Cause Via Deductible and Educating

Reacting Quickly, Building Rapport, and Avoiding the Pitfalls Caused by Guessing Usage Patterns

Robust Column Offering

“But we don’t drive that many miles!” & “Are you telling me this is a bad car?”

Looking Back, Analyzing Current Events, and Looking Forward

Used Vehicles

Pivoting on Our Toes Versus Reacting from Our Heels

Watch for The Changes

Customer Profiles

Keeping Things Moving Via Transitional Segues

“We’re probably not going to be purchasing what we did, last time.”

Bundle Up?

Bundles Delivered

(minor) Process Changes

Menu Architecture (some Psychological Considerations)

Historical Revisionism

Bookouts, Lenders, and Deductibles

The Rockstar Who Dropped The Mic

The 100% Rule and To GAP Or Not To GAP

Used Vehicles (Revisited)

Objection Handling

45 Cents Per Hour

Loss Ratios, Actuaries, and Risk Aversion

Uninformed Risk Acceptance and Self-Insurance

Vacations

Verify-Empathize-Address

Rain Grooves, Tire Repairs, and Redirection

Depreciation

Option Column Objection to VSC Segue

Motivation, Suppression, and Maintaining Control

Do I Have To Buy any Of This?

Fielding Some Common Objections

Near-new Coverage, Consequential Damages, Back-end Guidelines, and Leadership

“No Thanks, I’ll Self-Insure”

The Business Card

Missed Tells, Staplers and Mobile Phones

Intangibles, Providing Perspective, and Outside Liens

“But we don’t drive that many miles!” & “Are you telling me this is a bad car?”

Watch for The Changes

Keeping Things Moving Via Transitional Segues

“We’re probably not going to be purchasing what we did, last time.”

Competition

Concessions

Segue Via Comparative Association

The Discount Endeavor (Concessions…Part Two) and A Recap of Our Process

High-Tech VSC’s

Interacting with Colleagues/Internal Customers

Persona Non-Grata

Store Average Credit, Checklists, and Working Conditions

Leadership Through Mentoring: Improving the Back-end Via the Front

Motivation, Suppression, and Maintaining Control

Internal Customers

The Message

Helping Service Writers

Sharing, Believing, and Cringing at the Bad Karma

Defending Yourself Versus Recognizing Opportunities for Improvement

How Do You Make Them Feel?

Intangibles, Providing Perspective, and Outside Liens

Customer Profiles

When to Present Your Menu

Document Presentation and Menu Introductions

How Do You Make Them Feel?

Intangibles, Providing Perspective, and Outside Liens

Keeping Things Moving Via Transitional Segues

“We’re probably not going to be purchasing what we did, last time.”

(stressful) Times

Administrative Topics

Improvement via Goal Setting, Accuracy, and Tracking

Clerking Outside Liens versus Managing the Business

Goals, The Forward Observer, and Adjusting Fire

The Message

Near-new Coverage, Consequential Damages, Back-end Guidelines, and Leadership

Cancellations

Helping Service Writers

Sharing Believing, and Cringing at the BAD Karma

Defending Yourself Versus Recognizing Opportunities for Improvement

Making Sense and Protecting the House

Looking Back, Analyzing Current Events, and Looking Forward

All Caught-Up Inside Your Own Head?

Easy Adjustments

Bookouts, Lenders, and Deductibles

The Common Denominator

Darned New Guys/Gals…Salesmanship

Product Knowledge

Mechanics and Tools

Guaranteed Asset Protection

Owner’s Manuals

Complexity

Near-new Coverage, Consequential Damages, Back-end Guidelines, and Leadership

Perspective

Limitations

Going Forward

Improvement via Goal Setting, Accuracy, and Tracking

Goals, The Forward Observer, and Adjusting Fire

Looking Back, Analyzing Current Events, and Looking Forward

All Caught-Up Inside Your Own Head?

Easy Adjustments

The Importance of Maintaining a High “Meh” Quotient

Time Management

Charge-backs

Motivation, Suppression, and Maintaining Control

Reacting Quickly, Building Rapport, and Avoiding the Pitfalls Caused by Guessing Usage Patterns

Customer Profiles

Vacations

General Communication Skills

Cadence and Inflection

Enhanced Communication Skills via V-A-K

The Message

Near-new Coverage Consequential Damages, Back-end Guidelines, and Leadership

Educating Versus Selling

Projection and the Self-Fulfilling Prophecy

Missed Tells, Staplers, and Mobile Phones

Reacting Quickly, Building Rapport, and Avoiding the Pitfalls Caused by Guessing Usage Patterns

Defending Yourself Versus Recognizing Opportunities for Improvement

How Do You Make Them Feel?

Making Sense and Protecting the House

Watch for The Changes

Perspective

All Caught-Up Inside Your Own Head?

Easy Adjustments

Customer Profiles

Familiarity Breeds Contempt

For access to all training tips, please contact Jeanne Wynn at Conley Insurance Group: jeanw@conleyinsurance.com

Partnership + Performance = Profit