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SYLLABUS:
- THE BEGINNING
- COMMITMENT
- OFFICE SETUP
- Deal Categories
- Guides and Logs
- Office Forms
- LENDERS
- Buy Here Pay Here
- Non Recourse Lenders
- CALL-IN LOG
- THREE SATISFYING STEPS
- LENDER REQUIREMENTS
- Selling to the Lender
- Stability
- Ability
- Willingness
- CUSTOMER INTERVIEW
- VERIFICATION OF EMPLOYMENT
- VERIFICATION / PROOF OF RESIDENCE (POR)
- VERIFICATION / PROOF OF INCOME (POI)
- Types Of Income
- Pay Stubs
- DEBTS & PAYMENT CALCULATIONS
- New Car Payment
- Rent or Mortgage
- Car Insurance
- Tax Liens
- Student Loans in Default
- Dependents
- Payroll Deductions
- Calculating Maximum Car Payment
- Maximum Car Payment
- INTERPRETING CREDIT REPORTS
- Components
- Public Records
- LENDER SELECTION
- Terms
- Fees and Discounts
- Inventory Valuation
- Advance
- DEAL STRUCTURE
- Profit Inherent in the Deal
- Advance
- Down Payment
- Down Payment Calculations
- Calculating Monthly Payment
- REHASHING DEALS
- The Loan Officer
- Rules For the Deal Rehash
- Common Oversights by the Loan Officer
- Reasons For Deal Turn Downs
- PROFIT CALCULATION
- Over-Allowance on Trade
- Discount Paid to Lender
- Fees Paid to Lenders
- Reserve (or Participation)
- FUNDING PACKAGE
- General Funding Requirements
- Outstanding Stipulations
- Contracts in Transit Log
- SALES SCRIPTS
- Passed Pre-Qual
- Failed Pre-Qual
- Calling Back Showroom Traffic
- “We’ve already bought a car!”
- Calling Back Showroom Traffic
- “NO”
- Calling Back Showroom Traffic
- “We’ve decided to wait awhile”
- Calling Back Showroom Traffic
- Public Relations / Manager Format
- Calling Back Unsold Traffic
- Missed Appointments
- Calling the Referral
- Internet Inquiry
- Orphan Owners
- Orphan Ups
- Past Customer
- Long Time No Call
- Referral Reluctance
- why everyone always gives us names and numbers
- Thank You For the Referral
- The Three Day Follow-Up Call
- SCENARIOS
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