The Most Recent Article

So Here’s The Deal – Closing a Sold Customer

Ron Reahard

The difference with cash buyers is they are not concerned about the payment or whether the package will fit into their budget. In their mind, they have agreed to purchase this one additional product and nothing else.  They’re already buying an additional product they weren’t planning to buy and spending additional money they weren’t planning to spend.

Read More

So Here’s The Deal – Closing a Sold Customer

Ron Reahard

The difference with cash buyers is they are not concerned about the payment or whether the package will fit into their budget. In their mind, they have agreed to purchase this one additional product and nothing else.  They’re already buying an additional product they weren’t planning to buy and spending additional money they weren’t planning to spend.

So Here’s the Deal – Measuring Up

Ron Reahard

“No dealer expects a new F&I Manager to go from $900 to $1500 PVR in 60 days, but what they do expect to see is continued improvement. So if you’re at $935 PVR and 0.72 PPVR this month, next month your goal should be at least $960 PVR and 0.77 PPVR.”

High PVR: Fake News or Great News?

Ron Reahard

If you want to improve performance at your dealership, you have to instill the expectation of continuous improvement, and then implement a process to ensure it happens. That plan must begin with a comprehensive, needs-based approach with the focus on helping customers.

It’s OK to Be Nervous

Ron Reahard

10 pieces of practical, hard-earned advice on how to be successful as a new F&I professional.

5 Questions F&I Pros Must Answer Monthly

5 Questions F&I Pros Must Answer Monthly

Rick McCormick

The struggle to produce at higher and higher levels can only be fueled be a consistent effort to increase your personal skills, your understanding of customer behavior, and your ability to provide an irresistible presentation of your products.

Have a Real Conversation

So Here’s the Deal – Have a Real Conversation

Ron Reahard

An F&I professional’s conversation with the customer should begin the moment he or she meets the customer in the salesperson’s office. And it has to be a conversation, not an interview, not an interrogation, and not some self-serving phony survey.