Car buyers know they will be talking with someone about vehicle financing, and they’re expecting a sales pitch. But if you were to ask if they liked how their financial services experience was, you’d find that the majority want it to be different.
When you’re waiting until the sales agreement is signed and the deal jacket makes its way to the F&I office, you’ve already lost an opportunity. Even better, the F&I process can begin online.
What’s the result? A better relationship, of course. An early introduction means the F&I office is less daunting and the F&I manager has already developed some rapport. But that requires a fundamental change in approaches.
