Tag Archives: F&I

So God Made a Farmer

These words summarized what was arguably the best commercial of the Super Bowl XLVII in 2013. I have been a longtime fan of the man whose words graced the two-minute ad: Paul Harvey. Here is a short section of the ad:

God said, “It had to be somebody who’d plow deep and straight and not cut corners. Somebody to seed, weed, feed, breed and rake and disc and plow and plant and tie the fleece and strain the milk and replenish the self-feeder and finish a hard week’s work with a five-mile drive to church. So God made a farmer.”

Like farmers, independent agents must continually adapt and change to moving markets to succeed. I have many relatives in Alabama who are potato farmers. To adapt to new challenges, they became creative. They now utilize a GPS system that will plot the tractor’s course, allow it to drive itself and never waver more than an inch in planting row after row of potatoes. In doing so, they lowered their production cost and increased their overall profit.

Each year, every farmer and agent has to ask the same question: What do I need to change, update or adjust to yield a better outcome?

The challenge for agents is to look for the most innovative products that appeal to a multigenerational market of customers. F&I managers must be trained to integrate technology into their presentation to provide customers a time-efficient and value-building process. Like farming, cars and customers’ buying motivations are changing at breakneck speed. Farmers that previously harvested cotton now grow another crop because conditions and markets changed.

The ability to recognize market changes early and pivot to more innovative products and training to support their sale gives you a competitive edge. Each year, every farmer and agent has to ask the same question: What do I need to change, update or adjust to yield a better outcome?

The training product you provide for the dealer is as important as any product they offer to their customers!

Growing profits for dealers depends largely on growing their people. Agents are strategically positioned to facilitate growth opportunities for their teams. The quality of the training you provide has a direct impact on F&I profits just as the quality of the seed affects the yield per acre of a farmer!

Providing product insights, consistent training and something as simple as monthly role-playing sessions providing input on strengths and opportunities for improvement will help grow the skills of each F&I manager.

Dealerships need an independent agent who can vet and update product offerings, provide monthly training for their staff, track performance, grow product sales and profits while maintaining high employee and customer satisfaction. Someone who can help motivate their staff, bring out the best in them and see that they are consistent in their production. That requires someone who works long hours, drives many miles and doesn’t cut corners. So God made a farmer … and independent agents. Thank God for both. Sell on!

It’s Show Time!

F&I - It's Showtime!

I just returned from taking two of my granddaughters to their first Broadway show, Disney’s production of Aladdin. Like most other first time visitors they were amazed. And the more they learned about what the performers went through on a daily basis the more respect they had for them. Here are a couple of take-aways that can remind us that no matter what has happened before we meet each customer once they are in-front of us it’s – Show Time!

Every customer deserves the same level of passion and personal interest! Broadway performers are expected to provide 8 performances each week, and every show is expected to be their best performance. In the F&I office we are expected to show personal interest in every customer, build trust, ask great questions and help them see why certain products are critical in their situation. And when we encounter objections we are expected to provide meaningful information and deliver it with passion.

We may have had a bad day and may be experiencing issues at work or home. However, this customer deserves the best information with the highest level of passionate belief in our products. We may deserve a “Tony Award” for our performance. But that is what professionals do and why not just anybody can do this job. Talented professionals with unparalleled dedication to their craft make the cut and the customers benefit from their interaction with them.

Customers complaining about the price beforehand leave saying WOW! The “cheap seats” at the show were $89 and the best seats were $257. Why would anyone pay that kind of money for something they could see on a DVD for much less? Simply, seeing the show live is different.

The experience, the passion, and the effects all make it worth the investment.

Does your customer experience a different process with you than what they have at other dealerships? If you’re not different than you are just like everybody else and the effort to move them to buy will be difficult. When happy customers who appreciate the professionalism they encounter buy, you receive an award. It’s called a paycheck! If you want a better paycheck make sure every customer get your best process, explanation of the products and the highest level of passion.

The lead character, the “Genie”, provided a performance that was rewarded with a standing ovation. It seemed he would have a heart attack if he kept up the pace. Yet he does it every time, 8 times a week. Well, here comes your next delivery. Whether it is number one this month or number 81, “It’s Show Time” Give them your best!

I look forward to seeing you on my next post! Visit our F&I training page to learn more about how we can help you help more customers! Also feel free to contact me. Exchanging ideas with F&I Professionals is my passion!