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Lead with Strength

The Automotive Training Academy by Assurant provides informational video tips to help you and your team deliver better results in an ethical and compliant manner. Our instructors bring decades of real- world automotive experience to this video series, as well as our five-day immersive F&I Professionals course. This LIVE In-person program is offered at our Houston/The Woodlands office. In this video, Dwayne Wiggins explains how to overcome the AAA response when presenting the service contract. Has this ever happened to you? You’ve presented the service contract, you rocked it of course, and the customer simply says, “No thanks, I already have AAA.” And in that moment, you immediately think: “WHAT??? did you miss the part where I mentioned you can be covered against repairs for 5 years and 100k miles???” Sadly, the answer to that question my friends is, yes, yes they did. Consider this, if you encounter the AAA response on a consistent basis, it may be an indication that you are spending the lion’s share of time discussing the ancillary benefits of your service contract instead of the strengths of the product. As we know, strengths of service contracts will ultimately be defined by the customer based on their needs, driving habits, and ownership expectations. However, here are a few that you can use which illustrate strengths that can appeal to a large segment of buyers. • it pays for covered repairs, • protects the 100 million lines of code in today’s advanced vehicles, • ensures safety technology is operating as designed, • provides protection against inflation cost of future repairs, • and provides customers with a predictable budget. Oh, and let’s not forget the ever so popular peace of mind of knowing that when their factory warranty expires, their investment can be protected throughout their expected time of ownership. So, your tip is this: Lead with strengths of the product. Focus on those that are personalized to the customer, whether it be the service contract, GAP, tire & wheel, road hazard, or environmental; and you may eliminate the AAA response. And as a bonus, increase your product penetrations. Again, strength on strength, when presenting your products. I’m Dwayne Wiggins with the Automotive Training Academy, thank you for watching! Sign up for the F&I school that has won 7 consecutive Dealers’ Choice Awards. https://www.assurant.com/partner-with... academy/f-i-training Make sure to subscribe to the Automotive Training Academy YouTube channel for weekly F&I Tips and more from our team at the Automotive Training Academy by Assurant. For dealer use only. Not for use by consumers. If consumers request coverage details, they should be referred to approved advertising or fulfillment documents.