notes from the drive
Practical thinking on Dealership Leadership, F&I Performance, and running the Overdrive™ Business Operating System.
Topics
Every customer has had a flat, a bent rim, a lost key, a door ding, or a windshield chip. How to sell the protection bundle by finding the story, and why menu order matters.
The service contract conversation should change with the customer. How the case differs for the three-year trader, the six-to-seven-year keeper, and the used car buyer.
The service contract is sold or lost before the menu comes out. A step-by-step look at the F&I customer interview: the handoff, the opening question, seventy-thirty talking, and the summary.
Direct questions in F&I get guarded answers. Learn how eliciting gets customers to volunteer the facts that sell service contracts, GAP, and tire & wheel without running an interview.