F&I Workshop

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APRIL 22 AND APRIL 23, 2015
Chernek continuing education programs is supported by Chernek Consulting Virtual Pro.



246 Perimeter Center NE Pkwy

Atlanta, GA

Facilitated by Rebecca Chernek


8:30 AM – 5:00 PM Wednesday and Thursday

Full breakfast & lunch with snacks in the afternoon!

April 22nd & 23rd 2015!


Workshops Closing Tools: What You Will Learn

 Click Here to Register for a Workshop or Consultation Service

A Masters Series Workshop Conducted 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:


ArrowHow an F&I department evaluation keeps you in business.

ArrowHow you can dramatically increase your F&I revenues.

ArrowWhy inconsistency in F&I product and pricing kills profits.

ArrowHow to remove pressure tactics from the F&I selling process.

ArrowHow to dramatically reduce the time customers spend in the F&I office.

ArrowThe five keys to profitable menu selling.

ArrowWhy all management personnel should know the menu selling process.

ArrowWhy F&I departments are under fire and how to avoid legal problems.

ArrowHow to increase product penetration and product PVR.

ArrowHow to properly evaluate F&I products, including the limitations.

ArrowHow to use dealer-tested solutions for overcoming objections and closing sales.

ArrowWhy an F&I Internet business site is essential in today’s changing marketplace.

ArrowWhy an Internet manager must be trained in F&I and sales management duties.

ArrowHow an Internet site should be used to generate leads and close sales.

ArrowWhy Internet and finance mangers must work together to close sales and raise profits.

ArrowWhy every manager must study the Internet competition in vehicle and product offerings, pricing, and sales tactics.

ArrowWhy every manager must study edmunds.com, cars.com and eLoan.com


Workshop Agenda:

Streamlining your F&I procedures ensures performance and peak customer satisfaction. Quit doing business the “hard” way and get all of your managers on the same page today! This workshop guarantees your dealership will undergo a significant performance boost while developing a strong bond with customers.

WORKSHOP WILL BE HELD IN ALPHARETTA, GA October 6th -7th & 8th! Contact Rebecca Chernek at 404-276-4026 for details!

Day One

Workshop 9:00 AM to 10:00 AM

Introduction & Compliance Relevant Update Effecting Automotive Retail

BREAK 10:00 AM – 10:15 AM

10:15 AM – 11: 15

The Interview Process

  • 1. Meeting the Customer on Their Terms
  • 2. Establishing a Common Bond
  • 3. Check the Transaction for Accuracy
  • 4. Product Need Awareness
  • 5. A Meeting of the Minds

Workshop 11:15 AM to 12:30 PM

What’s on the Menu?

  • 1. Disclosure & Terms
  • 2. Product Consistency & Pricing
  • 3. Descending Terms & Customer Resistance
  • 4. Offering Options

Lunch 12:30 PM to 1:30 PM

Workshop 1:30 PM to 3:30 PM

Review & Roleplay

  • 1. Interview
  • 2. Menu Presentation

Break 3:30 PM to 3:45 PM

Workshop 3:45 PM to 5:00 PM

When the customer says, “NO! I want to stick to my base payment!”

Day Two

Workshop 9:00 AM to 11:00 AM


  • 1. Interview
  • 2. Menu Presentation
  • 3. When the customer says “NO! I want to stick to my base payment!”

Break 11:00 AM to 11:15 AM

Workshop 11:15 AM to 12:30 PM

Upselling Techniques

Learn how to effectively overcome the customer’s objections based on a value proposition. You will learn that “no” doesn’t always mean “no” It might just mean “Tell me more!”
Lunch 12:30 AM to 1:30 PM 


Workshop 1:30 PM to 3:30 PM

Upselling Techniques

Service Contract Closes

  • 1. I have my own mechanic
  • 2. Perfect car
  • 3. I have the manufacturer warranty
  • 4. It costs too much
  • 5. Bought one before, it didn’t cover anything

Ancillary Contract Closes

  • 1. Gap Protection
  • 2. Paint and Fabric Protection
  • 3. Tire and Wheel
  • 4. Key replacement / Dent Ding / Theft Recovery

Break 3:30 PM to 3:45 PM

Workshop 3:45 PM to 5:00 PM

Role Play

  • 1. Menu Presentation
  • 2. When the Customer Says “No! I want to stick with the base payment!”
  • 1. Service Contract Closes
  • 2. Ancillary Products

Questions & Answers

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 to avoid any down-time during the class. Cell phones can be a huge distraction. You will have plenty of  breaks to catch up with work- the workshops is interactive and requires your full attention!  LET’S HAVE SOME FUN AND MAKE IT THE BEST WORKSHOP YOU EVER ATTENDED! 

Please bring your contracts and product ancillary forms to the workshop. Grab a menu we will review what you are using! 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”!