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PRVCA Slots Jan Kelly for Weekly Dealer F&I Webinar Series

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The Pennsylvania RV and Camping Association introduced an F&I webinar series for its members, hosted by Jan Kelly, every Monday beginning Jan. 11, 2016, and running through March 14, 2016. The webinars begin at 9:30 a.m. and end at 10:30 a.m. and are free to PRVCA members.

Each session is valued at $125 ($1,250 for the entire series), but PRVCA members receive the training for free.

Jan. 11: Customer Interview

  • Discover effective questions to uncover the customer needs.
  • Review the key buying motivators.
  • Learn how to set the stage for the presentation.

Jan. 18: Paving Questions

  • Review 8 reasons for asking questions.
  • Paving questions set the stage for what is coming next.
  • It is often not what is said but how it is said that gives you the desired results.

Jan. 25: Effective Presentations

  • How to group products to create packages.
  • Benefits before Buck$.
  • Presenting products as solutions to customer needs.

Feb. 1: Overcoming Service Contract Protection Objections

  • Review the basics of addressing the customer concerns.
  • Learn how to turn the concern into a buying decision.
  • Learn to welcome the customer’s point of view.

Feb. 8: Overcoming the Aftermarket Objections (Tire & Wheels, GAP, Appearance)

  • Review the basics of addressing the customer concerns.
  • Learn how to turn the concern into a buying decision.
  • Learn to welcome the customer’s point of view.

Session 6: Overcoming Financing Objections

Feb. 15: Review the basics of addressing the customer concerns

Learn how to turn the concern into a buying decision.

Session 7: 6 C’s of Lending

Feb. 22: How to build a credit case.

  • Effective communication with a lender.
  • Effective preparation for selling the deal to the lender.
  • Creating and maintaining a positive lending relationship – Learn to welcome the customer’s point of view.

Feb. 29: Managing F&I: Monitoring & Expectations

  • Why do you need a variety of products?
  • What is the best mix of products for the least amount of cancellations.
  • Learn why the dealership is better off writing a contract at buy rate and selling the products and services provided by the F&I process.

March 7: Managing F&I: Compliance

  • Learn the Federal regulations that require written policy and procedures.
  • Tracking the compliance education.
  • Tackle one thing at a time.

March 14: How to Comply with the Red Flag Rule

    • How this regulation effects your business model.
    • The four elements of the rule you must address.
    • How to conduct a risk assessment.
    • What documentation is required.
    • How to track education of personnel.
    • What you can farm out and what must be done by your team

*In the event you are a no-show, a $50 fee will be applied to your credit card per absent attendee.

To register, click here or call 888-303-2887. Registration deadline for first session in Jan. 6.

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