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Cash Deal

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, Trent White explains why the dreaded cash deal is not as bad as you think. Ahh the Cash Deal. Why do F&I Pros dread the cash deal? Maybe it’s: • No reserve • Eliminated products opportunities (GAP) • it’s harder to get a customer to say yes to $4K vs monthly payment. Isn’t this decades old thinking, when we only had Service Contract, Gap, Credit Life and Disability. And if someone paid cash we lost 3 products plus reserve. Now we have Ancillary benefits like Windshield, Road Hazard, Key, and more to enhance their ownership experience. Now all of that is true, however it is also true that you don’t have to worry about: • Advances • Line 5 calls • credit scores • Payment limits • or rehashing to get room for the product. Personally, I tend to appreciate these deals. For me, it’s: • less paperwork • no funding delays • And I’ve learned building value with an effective presentation is my only responsibility. Plus as an added bonus if a customer can pay cash for the vehicle, they can generally pay for enhancing their ownership experience. I know that as an F&I Pro, part of my responsibility is to consult with our customers and provide ALL their options when making ownership decisions. This means laying out cash alternatives that can enhance the customers experience and protect their investment, starting with the money they are investing in the vehicle today. So, embrace the cash deal and enhance their ownership experience with protective alternatives that will assist our team with generating repeat and referral business. Stay tuned for our Cash Alternative tip. From all of us here at the Automotive Training Academy, I’m Trent White. 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.