Focus on how F&I products benefit that specific customer

Finance managers should focus on presenting finance-and-insurance products “FOR the customer not TO the customer,” writes Dwayne Wiggins, vice president of training at Automotive Training Academy by Assurant.

Some customers will act based upon what the majority of customers do or what the finance professional recommends, Wiggins says.

“However, most customers will see value in protective products if the presentation illustrates how the benefit will affect them individually,” Wiggins writes. “A personalized approach is the key for increased product sales.”

Have a good finance and insurance tip to share? Submit it to John Huetter at [email protected] and Gail Kachadourian Howe at [email protected].