Key Principle: take the general information
presented by the Virtual F&I Manager program and help the customer see how
each product specifically applies to their situation:
|
Recap why they need it in their situation Extended Service Contract |
Recap the benefit to them |
|
As you said, since you’re keeping your car for 5 years and putting on
over 100,000 miles, that means that you’re driving over 1,600 miles a month,
which means that your manufacturer’s warranty will expire in only 22 months GAP Coverage |
But good news, our extended service protection will cover you for a
full 6 years or 100,000 miles, and cover the entire period that you’re
expecting to keep your car for a value of $25 a month |
|
Since you’re not putting any money down, your situation will be very
similar to the one that we just saw…you’ll be in a negative equity situation
for at least the first 2 - 3 years |
We can, of course, protect you with GAP coverage during that time
period, and make sure that you’re not in a position where you have to pay a
shortfall to the lender…GAP coverage has a value of $10 per month |
The
Menu is typically completed by filling out the monthly payment of each item
separately, or in the case of a cash customer, the cash value. Alternately, you can fill in both the payment
and cash values for each item.