May '17

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72 • RV PRO • May 2017 rv-pro.com B U S I N E S S is a subscriber to the credit bureau ser- vice. Only credit reporting companies can share printed information with the customer, and they only can share the information, which they input into the credit reporting system. When conducting the credit inter- view, remember everyone has a story. What happened to the customer or their family? What was the root cause of any credit delinquency or charge off? What was the reason for the judgment or bankruptcy? How did they correct the situation? Are they current on all their obligations now? Is the credit application complete? If not, ask the questions and get the document completed. Make notes, ask for proof of payment, or proof of the medical bills, and insur- ance payments. During the interview, ask the cus- tomer for proof on income, bank state- ments, retirement account statements, etc. Do they own any real estate? Do they own any contracts they are collecting payments on? Does the credit bureau show all their obligations? Do they have any additional assets that can help you build a case for the lender? We have all seen cases where the sales manager cannot move beyond the credit score of 790, and they have the customer on a high-dollar unit with no comparable credit. Does the credit profile show any comparable credit? In short, use common sense: Is the customer in the right coach for their situation? Timing is Crucial to Seal the Deal Obviously, success in closing a deal is enhanced when the finance manager can see the customer during the first visit, when they are in write-up process. Some dealership sales associates fail to get the finance managers involved until the cus- tomer is ready for delivery. If this is the case within your organization, I would ask you to rethink your current process and make some changes. My words of counsel are this: When the sales manager works in tandem with the finance manager(s), the dealership is maximizing their talent for the sales department. Finance professionals often can be the difference between holding full gross in a deal or having to reduce gross profit to save a deal. Finance managers often have a "go to lender resource" that can assist a deal when the customer has special circum- stances. The sales manager and sales associate may not know about these resources. Therefore, communication between the managers is key in maxi- mizing production. Good luck and good selling! 3-DAY COMPREHENSIVE F&I SEMINARS May 16-18, 2017 ................................... Portland, Oregon August 15-17, 2017 .................................... Portland, Oregon December 5-7, 2017 ................................... Portland, Oregon F&I 20 GROUP Accepting applications. Visit our website for the downloadable pdf or email Jan@jlkelly.com for your request. Call 800-336-4275 or visit www.JLKelly.com for more information on our various Profit Building educational venues! Education Jan with Kelly Kelly Enterprises A Division of JLKelly Inc Process Based • Results Driven 2017 CAN'T MAKE ANY OF THIS YEAR'S SEMINARS? NO PROBLEM. HAVE JAN COME TO YOUR STORE FOR ON-SITE TRAINING!

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