Access F&I
Recording now available - view today!

Doesn't My Car Insurance Already Cover That? Overcoming the Most Common Objection to Service Contracts

Recording now available - view today!

What's the secret to overcoming F&I's most common objection? The answer lies in your ability to demonstrate how the customer will come out ahead by protecting their investment. Tony Dupaquier will walk you step-by-step through the process of answering and overcoming objections. He will also present communication tips for various customer types including cash-only and analytical-minded buyers.

 
OR attend this event
Speaker
Tony Dupaquier
Director of Training
American Financial & Automotive Services Inc.
Read more about the speaker

Webinar Summary

It's one of the most common objections customers raise to buying extended service contracts, GAP, or other F&I products such as tire and wheel insurance.

In this extremely practical Webinar, Tony Dupaquier, one of the nation's most dynamic and sought-after F&I trainers, will walk you step-by-step through the process of answering and overcoming that objection.

Moderator
Jim Treece News Editor Automotive News

He will discuss not only the differences in coverage between standard car insurance and F&I products, but also the merits of relying on F&I products' coverage rather than insurance — and how your customers will come out ahead financially thanks to your products.

This is not about bowling over your customers. This is about the intrinsic advantages to consumers of relying on extended service contracts to protect the investment they've made in their vehicles, and how you as an F&I professional can help them to understand those advantages.

Key takeaways:

• How to compare and contrast a service contract, or GAP, and a standard insurance policy

• Tips on making that comparison clear to the customer

• Financial explanations that are compelling, whether the customer is a cash buyer, a super-analytical buyer, or someone who says, "My brother-in-law said not to buy that."

• How specific comparisons can build a case better than vague warnings about future disasters

New study slams CFPB methodology

12:01 am U.S. ET | Nov. 19, 2014
The statistical method the Consumer Financial Protection Bureau uses to identify which consumers belong to minority groups correctly identified African-American borrowers only 24 percent of the time.... Read More »


AutoNation to add branded F&I products next year

12:01 am U.S. ET | Nov. 19, 2014
AutoNation will start selling private-label F&I products in 2015 as part of the rollout of its new digital storefront. The nation’s largest dealership group also is contemplating AutoNation-branded finance and lease contracts and whether to set up its own captive finance company... Read More »


Demand for faster deals could speed e-contracting

12:01 am U.S. ET | Nov. 19, 2014
Dealerships are trying hard to speed sales transactions, and that may give a shot in the arm to electronic signatures and e-contracting for auto loans, experts say.... Read More »


» More