F&I Tips & GeneralNovember 1 2017

What Sank the Titanic Will Sink Your Dealers!

Rick McCormick

What Sank the Titanic Will Sink Your Dealers! Iceberg, right ahead! is the shout Fred Fleet, the lookout for the ill-fated Titanic, is said to have given when he saw the ship’s doom ahead. How could the Titanic, such a large and well-designed ship, ever…Read More What Sank the Titanic Will Sink Your Dealers!

146 Views
F&I TipsOctober 18 2017

Safe and Sound!

Rick McCormick

Safe and Sound! The founder of online music store CD Baby, Derek Sivers, once said, The single most important thing is to make people happy. If you are making people happy, as a side effect, they will be happy to open up their wallets and…Read More Safe and Sound!

194 Views
F&I TipsOctober 5 2017

Do the Work!

Rick McCormick

Do the Work! Selling intangible products is hard! I’ve never seen a customer so excited about buying a vehicle service agreement that they can’t wait to show it to their friends. Selling an intangible product requires discovering and helping the customer see their need for…Read More Do the Work!

240 Views
F&I Tips & GeneralSeptember 25 2017

3 Levels of Selling the Invisible!

Rick McCormick

3 Levels of Selling the Invisible! The products sold by the F&I manager, as with any insurance-based product, are invisible. Customers buy a tangible product because they can see, touch, smell or test it. However, they buy an intangible product because they see a need…Read More 3 Levels of Selling the Invisible!

317 Views
F&I Tips & GeneralSeptember 13 2017

Growing from the Inside Out!

Rick McCormick

Growing From the Inside Out! Sales is a numbers game. However, many times we get things backwards. We focus almost exclusively on results (outside) to the neglect of the process (inside) that produces them. I remember the first time I said to an owner who…Read More Growing from the Inside Out!

279 Views

What Can We Do For You?

We're here to help, however we can do that, we will.

View Our Services Get In Touch