As you bring customers into the F&I office, make them laugh, advises Ron Reahard, president of Reahard & Associates. “If you make people laugh, they like you. People buy products from people they like,” he said. When customers ask how long the process will take, say, “Three or four days. I hope you brought your sleeping bag.” It breaks the tension, and “selling anything is much easier when all parties are having fun.”
It pays to put fun into F&I
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