Digital Dealer - August 2018 - 36

S A L E S & VA RIABL E OPS: F&I Sales Str at egy

DD25

The 3 Essential
Traits of HighProfit F&I
Managers
F&I managers have a
very complex role to
play. From selling F&I
products to negotiating with
lenders, to leading salespeople, to managing
compliance; F&I managers
can singlehandedly influence the bottom line by
millions of dollars. So, it's no
surprise that F&I remains
one of the most highly

36

AUGUST 2018

monitored and deeply
analyzed departments in the
dealership. Given the
direction of our industry and
nature of deals today, I'm
sure that you would agree,

F&I profits are more than
important, they're absolutely
critical! Dealers everywhere
are looking for more. While
success in F&I requires a
very diverse and developed

HIGH-PROFIT F&I
MANAGERS ARE
COMMITTED TO MASTERY
IN ALL THAT THEY DO."

D I G I TA L D E A L E R . C O M

FEATURED SPEAKER
By Mike Hirschfield
CEO, Cornerstone
Dealer Development

skill-set, there are three
essential traits that when
refined can radically
transform any professional
into a high-profit F&I manager.
TRAIT #1: PREPARE

High-profit F&I managers
are committed to mastery in
all that they do. Not only do
they constantly work to better prepare themselves for
success, but they also work
to prepare anyone else who
affects the overall success
of the deal as well. They
actively come alongside
their sales team, their sales
managers, their buyers,
and funders to help everyone sell and finance more
vehicles more profitably. If
you are looking to create
and capitalize on more
opportunity in F&I, look at
your preparation. In this
ever-changing marketplace,
you are either growing or
dying. No one stays the
same. It's in the preparation
that you and your team
can make the greatest
advancements. You have to
admit, there is some level of
redundancy in every deal.
Take objections for example; there have been no new
objections for years!
Whatever the "reason"
was for you not successfully
motivating that last person
to take action, not getting
that last deal approved, or
not selling that last product...unless you're new
to F&I, you've heard it all
before. Why not prepare for
what you know is coming?
Make no mistake, the success of any deal will always
come down to what you ask,
what you say, and how you



http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - August 2018

Digital Dealer - August 2018
Contents
Message from the Show Director
How to Spot Potential Leaders in Your Organization
Bridge the Gap Between Where You Are and Where You Want to Be
Are You Organized for Success?
BMW and Mazda Incentive Program Changes May Violate Franchise Laws
Accountability: The Centerpiece of Success in Fixed Ops
14 Ways to Recruit Technicians
Disciplined Innovation
What the Companies With the Worst Reputations All Have in Common
The CRM of Tomorrow, Today
Interview With Phil Mitchell of Sunset Auto Family
2 Messages From Dissatisfied Customers
Why Reviews from the Decision-Maker Matter
The 3 Essential Traits of High-Profit F&I Managers
Price Is the Easiest Part of My Job
Phone Power!
8 Tactics to Help You Stand out on Social Media
5 Signs It’s Time to Part Ways With Your Conversion Tools
Direct Response: Now More Than Ever
Digital Dealer - August 2018 - Digital Dealer - August 2018
Digital Dealer - August 2018 - Cover2
Digital Dealer - August 2018 - 1
Digital Dealer - August 2018 - Contents
Digital Dealer - August 2018 - 3
Digital Dealer - August 2018 - Message from the Show Director
Digital Dealer - August 2018 - 5
Digital Dealer - August 2018 - How to Spot Potential Leaders in Your Organization
Digital Dealer - August 2018 - 7
Digital Dealer - August 2018 - Bridge the Gap Between Where You Are and Where You Want to Be
Digital Dealer - August 2018 - 9
Digital Dealer - August 2018 - 10
Digital Dealer - August 2018 - 11
Digital Dealer - August 2018 - Are You Organized for Success?
Digital Dealer - August 2018 - 13
Digital Dealer - August 2018 - BMW and Mazda Incentive Program Changes May Violate Franchise Laws
Digital Dealer - August 2018 - 15
Digital Dealer - August 2018 - Accountability: The Centerpiece of Success in Fixed Ops
Digital Dealer - August 2018 - 17
Digital Dealer - August 2018 - 14 Ways to Recruit Technicians
Digital Dealer - August 2018 - 19
Digital Dealer - August 2018 - Disciplined Innovation
Digital Dealer - August 2018 - 21
Digital Dealer - August 2018 - What the Companies With the Worst Reputations All Have in Common
Digital Dealer - August 2018 - 23
Digital Dealer - August 2018 - The CRM of Tomorrow, Today
Digital Dealer - August 2018 - 25
Digital Dealer - August 2018 - Interview With Phil Mitchell of Sunset Auto Family
Digital Dealer - August 2018 - 27
Digital Dealer - August 2018 - 28
Digital Dealer - August 2018 - 29
Digital Dealer - August 2018 - 30
Digital Dealer - August 2018 - 31
Digital Dealer - August 2018 - 2 Messages From Dissatisfied Customers
Digital Dealer - August 2018 - 33
Digital Dealer - August 2018 - Why Reviews from the Decision-Maker Matter
Digital Dealer - August 2018 - 35
Digital Dealer - August 2018 - The 3 Essential Traits of High-Profit F&I Managers
Digital Dealer - August 2018 - 37
Digital Dealer - August 2018 - Price Is the Easiest Part of My Job
Digital Dealer - August 2018 - 39
Digital Dealer - August 2018 - Phone Power!
Digital Dealer - August 2018 - 41
Digital Dealer - August 2018 - 8 Tactics to Help You Stand out on Social Media
Digital Dealer - August 2018 - 43
Digital Dealer - August 2018 - 5 Signs It’s Time to Part Ways With Your Conversion Tools
Digital Dealer - August 2018 - 45
Digital Dealer - August 2018 - Direct Response: Now More Than Ever
Digital Dealer - August 2018 - 47
Digital Dealer - August 2018 - 48
Digital Dealer - August 2018 - Cover3
Digital Dealer - August 2018 - Cover4
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