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.
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.
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