When

Seminar 1                                                             September 19 & 20, 2016                                   (Monday & Tuesday)

Seminar 2                                                         September 22 & 23, 2016                                  (Thursday & Friday)

9AM to 5PM                                                           Our building opens at 8:30, please arrive by 8:45

Add to Calendar 

Where

Dealers Resources, Inc 
660 Griswold
Northville, MI 48167  

 
Driving Directions 

Contact

Jeannine Dailey 
Dealers Resources, Inc. 
248-417-6200 
jdailey@dealersresources.com 
 

Joe Negley "Advanced F&I Lease Skills Workshop" 

At our new training center!

Course Overview:  This intensive 2 day Workshop focuses on updating the knowledge, skills and processes of proven F&I Managers to improve their performance while assuring an exceptional customer experience.  Special emphasis is placed on balancing an effective, efficient value presentation within the context of the time constraints placed upon F&I in the modern showroom.  Rigorous discussion, best practices and recorded presentations are utilized to engage and inform your F&I veterans.

The Instructor:  Joe Negley is the president and founder of the Association for Automotive Excellence.  A serious student of the automotive business since 1981, Joe has been training F&I managers since 1986 as the Director of Training for EasyCare, Gulf States Toyota and Voyager Automotive Group, before founding AAE in 2011.

 Advanced F&I Lease Skills Agenda

 Day 1:
o Introductions
o Course Overview
o 3 Things You Can Control
o Planning For Success
o Goal Setting – Effective Forecasting
o Implementation – Achieving the Forecast
o Permission Based Sales Techniques
o The Modern F&I Customer
o Changing the Frame of Reference – The Invited Presentation
o Streamlined Menu Presentation – Sell More, Faster
o Homework Assigned
 Day 2:
o Review Day One
o Homework Review
o Streamlined Process Review and Q&A
o Proper Menu Disclosure
o Payment Defense Ideas
o The $150 Per Car Secret
o Product Objection Handling – Roundtable Discussion
o Selling Paper – Roundtable Discussion
o Best Practices From Participants
o Cash Buyers – Roundtable Discussion
o Closing Remarks and Q&A.