August '20

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rv-pro.com August 2020 • RV PRO • 91 Making the Most of Limited Time While deliveries are still mostly being done at the dealership, the time the customer spends at the dealership has been drasti- cally curtailed, including time spent in the F&I department. T h i n k o f w a y s t o minimize the customer's time in the dealership and speed up the closings while still completing a full power product pre- sentation. Importantly, do not be afraid to use technology to complete your F&I product pre- sentation. Specifically, in today's marketplace, a finance professional must be able to successfully complete a product pre- sentation online, which includes being comfort- able being on video while presenting the products to the customers. What are the new tools the modern finance office must have? For one thing, take advantage of the web meeting platforms. Find one that is easy for you and your customers. Since Zoom has hit the marketplace, almost everyone is using it as a social meeting resource. Other options include WebEx, GoToMeeting, and FaceTime. Keep in mind that you should be able to record the presenta- tion and transaction with the customer. And you should plan on saving those recordings for at least seven years. Becoming authorized to be a remote online notary (RON) will become important. Learn the difference between a RON and RIN (remote ink notary) transaction. Each state will have its own appli- cation process and its own rules for each of these venues. My rec- ommendation is to have the finance personnel also become a notary. Finance managers need to focus on making the finance pro- cess easy for the customer. For example, offer a soft pull on the credit reports, so that those who are shopping and are fearful of their credit scores being less than stellar will not shy away from applying for credit to make the purchase. It Starts with Your Website The beginning of today's sales process is the dealership's website. The finance department should have a strong presence on the deal- ership's website, which includes pictures of the finance personnel Customers want the ease of doing business with a click of a mouse. Still, it is important that you not shortcut your finance presentation. Instead, become comfortable with using the telephone and internet meetings to create that lasting relationship with the customer. CHECK OUT OUR WEBSITE! GO TO SHOP, VIDEO ON DEMAND Session 1: Customer Interview Session 2: Paving Questions Session 3: Effective Presentations Session 4: Turning Service Agreement Concerns into Sales Session 5: Overcoming Aftermarket Objections Session 6: Overcoming Financial Objections Session 7: Six C's of Lending Session 8: Managing F&I: Monitoring & Expectations Session 9: Managing F&I: Compliance Session 10: How to Comply with the Red Flag Rule Session 11: Cash Conversions and the Remote Customer F&I 20 GROUP Accepting applications. Visit our website for the downloadable pdf or email Jan@jlkelly.com for your request. Call 800-336-4275 or visit www.JLKelly.com for more information on our various virtual training opportunities! Education Education Jan Jan with with Kelly Kelly Kelly Enterprises Process Based • Results Driven 2020 2020 NO IN PERSON SEMINARS? NO PROBLEM. HAVE JAN COME TO YOU ONLINE WITH VIRTUAL TRAINING.

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