F&I Workshop



Facilitated by Rebecca Chernek

Georgia Tech Global Learning Center!


Hotel Accommodation:  GA Tech Global Hotel $149.00 per night plus taxes.  Ask for Lakeisha at 404-838-2100 to book your room! Get your reservation in as soon as possible!   Make sure you let them know you are attending a workshop at Georgia Tech Global Center to get discounted rate.



Workshops – Closing Tools: What You Will Learn

 Click Here to Register for a Workshop or Consultation Service

A Masters Series WorkshopConducted by: Becky Chernek

The spotlight is on your #F&I department more than ever before in history. The media continuously discredits dealership ethics. Rebecca Chernek provides the very best in F&I Training for Automotive F&I Professionals. Let’s face it, the Internet has created more savvy customers, and the car business nationwide is under tight scrutiny unlike ever before. You can no longer afford to conduct business as usual. You must step forward and lead by example. Inform your F&I manager that while striving for increased profits, your dealership will utilize only ethical business standards. Chernek Consulting F&I Training Masters Series Closing Tools Workshop is designed especially for dealers who want to maximize profits in F&I without fear of potential law suits.  Chernek has helped hundreds of car dealers increase profits in F&I while reducing headaches!  Let’s face it you can’t protect yourself from any attorney but you sure can reduce your vulnerability.Every dealership should evaluate department procedures and personnel periodically, to ensure they are working efficiently and effectively. Most will discover they need a new or updated plan of attack, especially if they want to operate on the cutting edge of technology. Since the goal is to sell finance & insurance-our F&I Training workshop teaches real world techniques that have been proven to increase products sales and profits significantly. It’s not true that old dogs can’t learn new tricks. Becky has helped literally hundreds of other dealership personnel and she can help you and your F&I managers establish the best possible strategies and techniques for offering your products while increasing profits!With This Course You Will Receive

  1. Course workbook
  2. Continental Breakfast
  3. Complimentary coffee, tea and refreshments throughout the day
  4. Certificate of Completion Diploma


Workshop Bullet Points:

Arrow How an F&I department evaluation keeps you in business.
Arrow How you can dramatically increase your F&I revenues.
Arrow Why inconsistency in F&I product and pricing kills profits.
Arrow How to remove pressure tactics from the F&I selling process.
Arrow How to dramatically reduce the time customers spend in the F&I office.
Arrow The five keys to profitable menu selling.
Arrow Why all management personnel should know the menu selling process.
Arrow Why F&I departments are under fire and how to avoid legal problems.
Arrow How to increase product penetration and product PVR.
Arrow How to properly evaluate F&I products, including the limitations.
Arrow How to use dealer-tested solutions for overcoming objections and closing sales.
Arrow Why an F&I Internet business site is essential in today’s changing marketplace.
Arrow Why an Internet manager must be trained in F&I and sales management duties.
Arrow How an Internet site should be used to generate leads and close sales.
Arrow Why Internet and finance mangers must work together to close sales and raise profits.
Arrow Why every manager must study the Internet competition in vehicle and product offerings, pricing, and sales tactics.
Arrow Why every manager must study edmunds.com, cars.com and eLoan.com

Workshop Agenda:

Closing Tools & Mastering Menu Sales is a two day- intense F&I Training nuts & bolts workshop. The industry is changing at a blink of an eye if you haven’t achieved your PVR find out why!  Is your F&I menu selling efforts failing- you will be amazed to find out how to get back on track – proven sure fire ways to increase your F&I profits! Expect an enthusiastic and interactive workshop that is geared towards keeping you completely captivated and on your toes. The course material has been carefully designed to provide you and your managers (at every level of experience) with all the techniques…ones that can be immediately implemented and utilized back at the dealership!
This is an excellent F&I Training workshop for anyone who wants to get ahead in Finance & Insurance. We also recommend that desk managers attend the workshop-no one should be on the desk quoting payments incorrectly!

Closing Tools Mastering Menu Sales Day OneWorkshop 8:00 AM 6:00 PM-Board Room
* Meet Facilitator and Review Expectations Compliance & Fundamentals• Basic Regulations
* Basic Regulations*The Interview

  1. Review Transaction- Obtain Direction
  2. Establishing Rapport
  3. Qualifying

*Menu Presentation Summary

Product Review

Menu Presentation Concept and Process (Awareness)

Closing Tools Mastering Menu Sales Day Two
Workshop 8:00 AM – 6:00 PM- Board Room

The Interview Process
• Review

Product Review
•Ancillary Products in the Market

Menu Set Up
• Effective Approach to F&I Menu Selling

Menu Presentation
• Proper Sales Approach

Video Role-Play
• Interview & Menu Presentation

Overcoming Objections

  1. Service Contract Closes
  2. Ancillary Product Closes

Cash-Lease & Credit Union Conversions

• Converting the customer to lease/finance is SIMPLE!  Word-Tracks Increases Performance! Obtain Confidence Smart Business Practices That Makes the Difference! 

The schedule has been designed for travel purposes and to make the best of your time it is CRITICAL that YOU DO NOT SCHEDULE A FLIGHT OUT EARLIER THAN 9PM on the last day of the workshop. Keep ALL CELL PHONES OFF during the workshop PLEASE! You will have a few breaks- this workshop is intense- so LET’S HAVE SOME FUN AND MAKE IT THE BEST WORKSHOP YOU EVER ATTENDED! 

Please bring your contracts and all product ancillary forms to the workshop. It is our goal to discuss your specific dealership needs. We know all dealers aren’t the same – this workshop is not a “cookie cutter” program. The schedule is an idea of the workshop curriculum but be prepared to “step out of your box”!