Capital Training
Real Life Training with Real Results
Are you maximizing F&I profits that are critical in today’s marketplace?
One of the challenges facing the automotive industry is consistent maximization of profits in the F&I department. The opportunity? To provide quality, relevant products and consistent, professional training that guarantees your dealership’s success. We share a results-based, customer-friendly sales process combined with an effective, compliant menu selling system that allows your customer choices that are profitable for you. And all processes are designed with full measurable disclosure to keep your facility compliant with federal and state law. We can also help with Red Flag Compliance laws. At Capital Training Solutions we focus on people, process, products and pay to help you achieve your F&I goals.
THE IDEAL CANDIDATE
Stuck in a rut? Find yourself taking shortcuts? Has it been a while since you were truly excited to help your company capitalize on all that F&I has to offer? No matter who you are or how long you’ve worked in F&I, everyone needs regular and consistent training, training that gets back to basics—commitment, consistency, and discipline. By focusing on the basics, you’ll see increases in both customer satisfaction and profits. By receiving regular training you’ll learn new ways to showcase your company’s F&I offerings, you’ll learn how you can be better prepared in all situations, and you will increase your personal stats. So whether you are new to the game, a seasoned pro looking to rejuvenate, or a sales manager looking to better understand the techniques and processes of F&I, this course is for you.
Finance and Insurance Training and Certification Course Coverage Overview
Finance and Insurance Training and Certification Course coverage overview
The Principles of Selling
- Ability to discover the customer’s needs
- Buying psychology
- Effective ways to engage the customer and create interest
- Effective questioning
- Asking questions that get a “yes”
Cultivating Lender Relationships
- Keys to better callbacks
- Finding the right mix of lenders
The Professional F&I Process
- Effective ways for learning word tracks
- The proper way to conduct an assessment of needs interview
- Effective menu presentation
- Effective relationship with sales desk
The Professional F&I Process
- Effective ways for learning word tracks
- The Proper way to conduct an assessment of needs interview
- Effective menu presentation
- Effective relationship with sales desk
Objection Handling Techniques
- VSC
- GAP
- Theft
- Environmental VSC
- Dent & Ding
- Tire & Wheel
- Key Replacement
- Pre-Paid Maintenance
- Product Upsell Techniques
Cash and Credit Union Conversions
Compliance
Student Evaluation
- Role play/class involvement
- Videotaping with group review (copy of video sent to dealer/GM)
- Homework assignments each evening
- Test on final day
Free Resource
Download our F&I Strength Assessment Guide
About The Facilitator
Dave DiGeronimo
Dave has an extensive retail automotive career that began in 1979. He quickly became one of the top salespeople and rose through the ranks of management. There he gained valuable experience in all phases of dealership operations. Dave eventually left the retail side of the business to become a dealer consultant for an automotive agency in Miami, Florida. As a top performer, he became recognized as an expert dealership consultant. In 1992 he was recruited by Automobile Protection Corporation in Atlanta, Ga. There he enjoyed a successful 12-year career during which time he was promoted to the role of Vice President and National Sales Manager. Dave is also AFIP certified and certified as a trainer for Action Selling.
