January 2021   |    Click to view this email in a browser 

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Leaders In F&I Since 1982.  -  UDS is a division of Brown & Brown Insurance.
 UDSDealerServices.com  |   UDSTraining.com

NYSE: "BRO"

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Tell a Story = Sell A Product

 

The UDS AutoMenu sales process is comprised of three parts; The Interview, The Menu Presentation, and Gaining Commitment. This article can boost your success in the third part, Gaining customer commitment to purchase additional F&I products through Stories!

 

"The human mind is a story processor, not a logic processor." - Jonathan Haidt, NYU Social Psychologist

 

Believe it or not, that's true. Relatable stories instantly make sense without the brain needing to decipher sales or persuasive verbiage. Offering a story that a customer can place themselves in leads to their own determination on needing the product you are offering because it seems real and possible.

 

There are five elements to a good story, and using them properly will drive your F&I Product sales.

  1. A Time or Place Reference
  2. A Person It's About
  3. An Obstacle or Problem
  4. A Goal
  5. What Happens

Take some time in the coming days during your down time to write out a few compelling stories for some of the products you offer. Be sure to rehearse your delivery on a colleague and enjoy the success those stories will bring.

 

Click the image below to watch a brief video explaining the storytelling process.

 

Contact Your UDS Representative for story ideas >>>

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UDS Teammate Update

 

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Andrew McNeil - Regional Sales Manager

 

Please welcome Andy, our newest teammate whose focus will be on new account acquisition throughout the Eastern U.S.. He comes to us with a solid background of experience and success. He has spent decades in the F&I arena with a few big box companies and most recently, Allstate Dealer Services as National Sales Operations Manager, accumulating knowledge and building his network. We look forward to exciting results from Andy.
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Doug Fiore - Director of Field Services

 

Congratulations to Doug on his recent promotion from Retail Operations Specialist to head of Field Services. His new role will focus on the ongoing coaching and development efforts from his team of District Managers. Our core focus has always been on the results of the dealership and its F&I operations. Doug's experience is a perfect fit to continue driving growth at the store level.

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Sales Meetings - Are You Participating In Them?

 

F&I Leadership is important and you should be active in each sales meeting held to secure synergy between Sales and F&I. Oftentimes we hear complaints from F&I Managers about issues stemming from the sales floor that may be adversely affecting potential sales success in the F&I office. We understand the frustration here and agree that most complaints are valid. The good news is that more than most (ALL) are correctable.

 

Aside from immediate corrective measures, participating in your sales meetings to address the entire team at once is the perfect platform to correct any issues and reinforce the importance of each department working together to achieve the BIG results we all seek. Below are some topics you can take a few minutes and speak to at your upcoming meetings. Get involved and reap the rewards!

  • F&I product benefits to the customer, salesperson and store
  • The elements of a great introduction or T.O. to the F&I office
  • The importance of Needs Discovery
  • A checklist to get your customer into F&I more quickly
  • How to respond to, "Is that your best rate?"
  • Managing the controllable's

 

For help with any of these, or for additional topics, Contact Your UDS Representative >>>

 

 

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Upcoming Training Sessions 

 

UDS Webinar Series - Being Present In Remote Deliveries

Date/Time:
Tuesday, February 16th - 12:15pm - 12:45pm (EST)
- and -
Wednesday, February 17th- 12:15pm - 12:45pm (EST)


Description:

Remote deliveries are here to stay. With F&I managers completing more transactions remotely BBDS will give F&I managers some tips on how to create an environment that facilitates better communication, that will enable to you to build credibility and rapport, and finally enroll your customers in more products during remote deliveries.


Don't miss it - Click This Link To Register today!

 

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F&I Certification Class
[UDS Training Center]

 

We're now offering Certification classes Monthly!
Click the link below to go to the Registration page...


February 8-11, 2021 (session is full)

March 8-11, 2021
April 12-15, 2021
May 10-13, 2021
June 7-10, 2021

 

All Sessions are held at UDS' Training Center in Clearwater, Florida.

This comprehensive certification course includes eleven modules important to the responsibilities and activity of a professional business manager. Become a certified F&I Professional. Enjoy the benefits for life!

 

For nearly 40 years, UDS has been a proven leader in F&I Training, having been voted top F&I Training Provider in the nation for the past 16 years.

 

Click Here For a Detailed Course Overview.

 

Click Here To Register On UDSTraining.com.


Not sure? Call John Tabar: (800) 282-1154 x5611

 

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(800) 282-1154 - (727) 507-8200
www.UDSDealerServices.com | www.UDSTraining.com

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