Becky's Blog

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Winning With Menu Selling - Paper or Digital?

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THE F&I ONLINE SHOPPER - Communicate the Customer Way!

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If you're still waiting until the customer walks into the dealership to answer specific questions, you’re not competing in today’s market. Meet the customer online and offer them the flexibility to determine payment options up-front!
Doesn’t it seem like new technology just keeps putting more and more pressure on F&I? SpringboardAuto has become the latest online player to make our lives even more challenging. The three-year-old auto finance company is getting rave reviews. If you haven’t heard of it, you need to pay attention.


SpringboardAuto offers your customers direct financing. They don’t need to come to your dealership to finance their next vehicle. In fact, they can walk directly into the dealership with a check made out for the exact amount!
They offer customers other products as well – all completely online. And it gets worse! SpringboardAuto assures customers they’ll stay with them every step of the way during the entire buying process! This means your F&I person likely won't have the opportunity to convert your customer to your financing!


In fact, SpringboardAuto tells online shoppers they’ll obtain financing at terms they can budget for – without the dealer rate markup! “… A direct loan offers credit to you at terms that you qualify for without any rate markup by the dealer. This means you can shop with confidence and stay within your budget.” That’s marketing sleight of hand – without saying so, it suggests they don’t mark up their wholesale rate.


If that doesn’t get your attention, SpringboardAuto is now partnering with Carvana. That means your buyer never has to set foot in your dealership to buy a used car.


Customers give SpringboardAuto 4.7 stars out of 5 in reviews on LendingTree.com, so they must be doing something right. Truth is, it’s a pretty simple formula – they’re giving customers exactly what they want. An upfront, transparent process that puts the buyer in control.


How do you compete with that? You level the playing field by giving customers exactly what they want. Here’s how:

1) For starters, if a customer seeks information about your inventory through your website, respond immediately! You’ll hold the customer’s attention so she doesn’t move on to a ready competitor with a rapid response system in place.
2) Engage the customer early by answering specific questions. And ask questions. Start building the relationship by letting the customer know you’re ready to help them get into a car.
3) Capture the customer with self-desking and menu options on your website. The customer may have been surfing to compare prices, but if you can provide pre-screening options – a complete transactional experience –when they land on your site, the deal’s done before the customer walks into the store. Plus, self-desking helps ensure the customer is in the car they want and within their budget.

This is the most important step you can take to stay in the game. Self-desking is a sales funnel, a process that walks the customer through financing and a decision to purchase your vehicle.


Self-desking is NOT a calculator or static credit application on your website! Your website should be intuitive, addressing customers’ specific questions, not dodging them! You are walking the customer through the sales funnel, building credibility along the way.


Meeting customers online on their terms – being upfront and transparent from the beginning – builds trust. It tells the customer you’re not playing games. It’s essential the simple, easy process you offer online stays simple and easy in the store! You can’t make customers start the process over again after they get into the dealership. Today’s consumers have rejected the old way of doing business. They want "express service."


If you’re just using your website to get customers into your store, you’re at risk of not only losing your piece of the financing pie, but whole blocks of customers who want the quick, hassle-free alternative provided by SpringboardAuto.
Self-desking technology empowers customers by explaining payment options and how to budget for a vehicle purchase. It gives them the flexibility of choosing different plans, depending on their circumstances. It provides an online transactional experience that makes buying a car almost stress-free.


Customers who have slow-pay credit history don't want to be dragged all day through the mud buying a car. Give them the flexibility to buy a car on their terms! Make it easy! Simplify the buying process.
To compete in this market, it’s imperative that you provide potential customers with online self-desking based on their credit criteria on their terms. But technology alone isn’t enough.


The key to making this work is training, training, training – understanding the importance of meeting the customer on their terms.

Disruptors aren't going away! They are more than willing to do what you REFUSE TO DO! Train your staff to engage the customer at the earliest opportunity. Train them to transition the self-desked customer seamlessly into your in-dealership workflow. If the customer hasn’t had the opportunity to check out financing terms beforehand, help them navigate the online process at a kiosk in your dealership.


The time to act is now! And this is where I can help you.
My training includes A - Z implementation, including what plug-ins are best to use for your website. More important, I’ll address how self-desking will merge with your in-dealership workflow. Technology must go hand-in-hand with your in-dealership practices or it won’t stick. Digitizing the entire buying experience creates a seamless process from the first online hit to finalizing the transaction with a dedicated finance or single-point sales associate.
You'll also learn that handing a digital menu over to your customer won't create more sales – digital menus enhance your presentation, but they should NEVER replace you or do it for you!
Learn how to increase sales while retaining more customers!

Check out my new workshop!

Mastering F&I in a Digital Age

F&I Online Training is Interactive and Fun! Designed for the beginner or advanced student. It includes content from our most favorite workshop Closing Tools Mastering Menu Sales! Certification Upon Completion! Behavioral Assessment thru Art Neiman & Associates. Comes with an Ask Becky feature. All the F&I secrets to get you started on a successful career in F&I! www.chernekconsultingvirtualpro.com

F&I Online Training offers interactive online training 24/7 on your time! Increase your earning potential get the promotion you dreamed about. All the secrets to a successful career in Finance & Insurance. Courseware comes with certification after completion. Founded Chernek Consulting, LLC over 18 years with excellent testimonials.

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F&I Online Training for Beginners or Advanced Students. All the secrets of a professional F&I manager - what goes on behind the closed doors of the F&I office. Be efficient - get the promotion you've been dreaming about - raise your expectations - self-education is the key to achieving ultimate success. Check out www.chernekconsultingvirtualpro.com for details. If you can't make a three-day Closing Tools Mastering Menu Sales Workshop this is a must! Go 24/7 on YOUR time. Courseware comes with certification upon completion!

F&I Online - F&I Training - Chernek On Demand

F&I Online Training Go 24/7 with Chernek OnDemand. Developed for the Beginner or Advanced Student. All the F&I Secrets - get the promotion to Finance and Insurance and raise your earning potential significantly. Increase your overall performance with proven techniques that work with today's customer. Content is relevant based on today's business trends.

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Is your dealer on board with subscription service? Some major automotive groups are getting into the act - offering a third alternative to buying a car! Customers just don't want to be on a long-term contract that cost a fortune to get out of from under!

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F&I Training - Overcoming Objections is it a thing of the past, is it a lost art?

Some trainers say using closing tactics may turn off the customer. If you’re using outdated closing techniques, yes, the customer will walk away. “Always be closing” has been relegated to the movie history in Glengarry Glen Ross. Customers become more sophisticated each day because of the information they can excess to become smarter consumers. They also have many more buying options and hard closing tactics send them to the door.

But this doesn’t mean you throw out using closing tactics. It means closing tactics must evolve and be absolutely relevant to the customer’s needs. That evolution comes through better F&I training, F&I ...

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Complimentary (1) single store analysis by an unbiased trusted industry professional. Are you maximizing your potential! Find out!

The F&I Interview is key to building rapport and reducing the customer sales resistance. Meet the customer on their terms at the salesperson desk validate the transaction for accuracy reduce the F&I bottleneck. F&I Training validates the benefits of the interview process by creating a value proposition that gets to the heart of the customer concern. The transaction is complete the F&I manager isn't chasing after documents that ultimately slows down the overall delivery.

F&I Training - The F&I Interview Process

Meeting the customer on their terms reduces resistance and builds rapport and speeds the overall delivery. Overcome product objections based on a valid proposition - based on the customer needs. Assure the deal is straight and minimize chasing stips and significantly increase profits! Get the deal done correctly the first time out.

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Is your sales process consistent? My boss once told me that a process will either make you or break you. Getting the entire team on the same page will make a huge difference in your overall performance. Consistency makes the difference and helps to build confidence. Confidence, as you know, assures success. You can't manage what you don't know. F&I Training starts from the meet and greet, the minute the customer walks in the door or at the dealership website finalizing the transaction in the F&I department.

F&I Training F&I Process Can Either Make You or Break You!

An F&I Process will either make you or break you. You can't manage what you don't know. Consistency is key and helps you to stay on track that maximizes profits and the ability to sell more cars. Chernek Consulting offers in-dealership implementation from the time the customers lands on the dealership website to finalizing the transaction in the F&I department.

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