5 Week Internet/F&I Dep't. Management Course:

Section 3: Components of A Car Sale Continued
Discussing terms, reviewing and rehearsing the final agreement process of agreed upon terms including, but not limited to, down payment, monthly payment, trade in, sales price, non-confrontational agreement terminology and presenting counter offers to the dealership on the customer s behalf to best represent the customer, the Finance & Insurance Department s role in the sales process, delivery, follow-up, prospecting, future business, getting started, goal setting and forecasting, and ethics.

Section 4: Leasing
A complete overview of the entire lease transaction and payment calculation introduction, lease training for F&I, lease vs. finance, terminology, calculation overview, fundamentals, federal consumer lease act, an overview of leasing contracts and lender procedures, practice deals, lease presentation, disclosing lease agreement, and lease worksheets.

Section 5: Finance Products
A complete overview of the protection provided to the customer in the F&I office including, but not limited to, Vehicle Service Contracts, Credit Life & disability protection, maintenance protection, automobile insurance protection, GAP, window etching protection, vehicle I.D. markings, Ignition Interrupt Protection, alarm system protection, Lojack, Appearance Protection and other currently popular products.

MODULE 2
PROFESSIONAL INTERNET DEPARTMENT MANAGEMENT

Section 1: Internet History And Dealer Impact
A complete overview of the internet and its affect on the Automobile Industry. How the internet was created, the internet's impact on the Automotive industry, automotive internet shopping trends, how consumers are using the Internet for their car buying experience, building vehicles through various internet sites, and begin research on dealerships and the mystery shopping exercises.

Section 2: The Internet in Dealership Operations
An understanding of the traditional vs. internet business method of doing business. How the internet has transformed dealership operations, how the internet has changed the way dealerships interact with customers, traditional business vs. internet business methodology, begin to learn how a lead management system works, internet business model types, identifying and navigating through automotive web sites, and continue with research on dealerships and the mystery shopping exercises.

Section 3: Internet Business Models
A complete overview of the various business models used and how the dealership benefits. Recognize key features of each business model's site, understanding the customer and dealership process for each business model, determine trade in value through internet sites, continue dealership research lesson, learn key components of the dealership acquisition process, and learn key procedures for establishing business processes and lead management to maximize the sales results of internet leads.

Section 4: Internet Sales Process And Closing Techniques
A complete overview of the internet department guidelines. Internet sales consultants duties and responsibilities, understand internet department guidelines for operation, learn internet salesperson key duties and responsibility, draft auto response letters, understand key components of a successful internet salesperson, internet role play, overcoming objections, internet salesperson competencies, and learn the effectiveness cycle.

Section 5: Time Management and Internet Sales Challenges
A complete overview of an internet lead, its system and management of the lead, know the components of an internet lead, navigate through a lead system, understand lead status categories and how to assign leads, interview role play, ability to use a lead management system, ability to build a complete deal in the dealer's management software system to determine terms of purchase, and ethics certification testing with the Institute for Ethical Behavior.

MODULE 3
PROFESSIONAL FINANCE AND INSURANCE (F&I) DEPARTMENT MANAGEMENT

Section 1: The Finance & Insurance Manager
A complete overview of the F&I manager position and job responsibilities. F & I's Role in the dealership, general policies for F&I, job descriptions, basic computer operations utilizing Advent's F&I software program.

Section 2: Finance Contracts
A complete overview of how interest, payments, payoffs, and reserve income are calculated, interest and calculations, add-on and add-on conversion charts, calculating payments, Rule of 78, Simple Interest, payoffs, reserve income, rate caps, and buy downs.

Section 3: Legal Compliance
A complete overview of the rules, regulations, and laws that govern vehicle transactions, federal truth in lending disclosures, Spanish language disclosures, Equal Credit Opportunity Act, Magnusson-Moss Warranty Act, IRS Cash Reporting Rules, the Patriot Act, ethics, DMV and taxes, the Contract, forms, administration, logs, reports, forecasting, money control, the California Car Buyers Bill of Rights, and Association of Finance and Insurance Professionals Certification.

Section 4: Credit Approvals A complete overview of the credit application, credit bureaus and reports, loan submission and lender relations, credit applications, credit bureaus, portfolio spread, submitting loan application to lenders, and handling qualified approvals and rejects.

Section 5: Credit Approvals
A complete overview of deal structuring, lender's rates and guidelines, and advance calculations. Lender relations, honesty, integrity, reputation, review of rate sheets, review of invoices and book sheets, explanation of advance, consumer rate report, deal structuring, ABC Level Identifying, working with lenders, working actual deals, and practice deals.

MODULE 4
PROFESSIONAL SUB-PRIME (SPECIAL FINANCE) DEPARTMENT MANAGEMENT

Section 1: Finance & Insurance Sub-prime
An introduction to sub-prime finance, substandard finance guidelines, definitions, structure, terms, customer profile, budget, debt ratio, discretionary income, debt payment calculations, advance levels, transmittal of applications to the lender, type of decisions received from the lender, and deal flow within the lender.

Section 2: Finance & Insurance Sub-prime
A complete overview of sub-prime lender rates and guidelines, deal structuring and budgeting guidelines, credit bureaus, merging credit bureaus, scoring credit bureaus, budgeting from credit bureaus, income calculations, determining gross and net income from pay stubs, working with real pay stubs, and structuring and budgeting deals.

Section 3: Finance & Insurance Sub-prime
A complete overview of Credit Bureau budgeting and merging of bureaus and deal structuring, computer operation, inputting deals, structuring and budgeting deals practice, advance calculations, down payment, dealer profit, and income calculations.

Section 4: Finance & Insurance Sub-prime Continuation
Of Credit Bureau budgeting practice, merging of bureaus and calculating gross and net income from pay stubs, prospecting and handling phone calls, customer placement, interviewing and guiding a customer, practice deals, selecting the right vehicles from inventory, funding, packaging deals for substandard finance funding, determining gross and net income from pay stubs, and working with real pay stubs practice.

Section 5: Finance & Insurance Sub-prime
A complete overview of Underwriter s qualifying procedures, Special Finance Department business plan proposal, looking at deals from the lender's point of view, understanding the lender s loan processing flow, loan processing procedures, advance structure calculations, and lenders credit applications and credit bureaus.

MODULE 5
PROFESSIONAL PRESENTATIONS AND NEGOTIATIONS

Section 1: Sales Procedures
A complete overview of the entire F&I selling process from the meet and greet to contract signing, Customer Satisfaction Index, preparing yourself mentally, attitude, product pricing vs. value, being an expert, preparing an evidence manual, F&I procedures, preparing to meet your customer, the meet and greet, dropping defenses, reviewing personal information, developing meaningful rapport, benefits presentation and selling process, introduction to the interviewing process.

Section 2: Goal Setting and Time Management
A complete overview of planning and tracking the road to success in F&I, long-range and daily goals, choosing your goals, measuring goals, goal tracking, meaningful rapport practice, benefits presentation practice, F&I presentation practice.

Section 3: Objection Handling
How to handle customer objections in F&I in any situation, 99.9% close, Extended Service Contract vs. Collision Insurance, Partially Protected Plan vs. Completely Protected Plan, Extended Service Contract vs. Unexpected Costly Repairs, the reverse sale, Appearance Package vs. Lost Value, Dealer Installed Alarms vs. Outside Installed Alarms, personal safety car-jacking approach, payment/ price objection handling, product objection handling, investment objection handling, Credit Union, bank & insurance company conversions and cash conversions, F&I presentation practice, practice videotaping presentation.

Section 4: F&I Sales Presentation
Practice role play and videotaping of the entire F&I sales process, preparing to meet your customer (mock deals), practice finance and lease presentation, disclosure, practice videotaping presentation, interview process review and role play.

Section 5: F&I Sales Presentation
Final videotaping of the entire F&I sales process and final videotaping of finance presentation.