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Finance & Insurance Training

Achieving Finance & Insurance Excellence

Management 
Certification Program

It’s about to get a serious upgrade. 

The ultimate goal of Achieving Finance & Insurance Excellence is to ensure every consumer is genuinely delighted with their sales experience, and you are impressed with the results!

What’s in it for you?

The Achieving Finance & Insurance Excellence Management Certification Program is an intensive finance and insurance training program, designed to provide managers with the consultative selling skills necessary to maximize every profit opportunity in the Finance & Insurance office, as well as enhance the customer’s experience. Our 10-Step, non-confrontational, consultative approach to selling finance & insurance products is custom tailored to today’s increasingly informed consumer.

Achieving Finance & Insurance Excellence will enable your Finance & Insurance manager to quickly discover customer needs, demonstrate how a particular product will benefit a particular customer, and overcome objections, while enhancing the customer’s experience. By ensuring every option is offered and explained, and customer needs are filled, you can dramatically increase your sales, profits, and customer satisfaction.

The ultimate goal of Achieving Finance & Insurance Excellence is to create a desire within every attendee to serve customers at such a high level that every consumer is genuinely delighted with their sales experience, and you are WOW’d by the results! We know this will be the best finance & insurance training any finance and insurance manager will ever experience.

Program Details:

  • Pre-training guide and assessment test

  • Interactive classroom instruction by a successful, professional, experienced trainer

  • Daily consultative selling exercises

  • Evening homework assignments

  • Multiple role-play exercises

  • F&I testing & certification

  • Individual performance review

  • Follow-up contact with each attendee via email and telephone within 30 days of attendance

Achieving F&I Excellence

Online Training
Program

With this kind of access, there’s no excuse not to train.

With Achieving F&I Excellence Online! Empire State Warranty brings the premier F&I Certification Program right to your dealership, giving F&I Managers the flexibility and convenience to learn at their own pace with 24 hour a day, 365 day a year access!

What’s in it for you?

Much like the Achieving F&I Excellence certification program, Achieving F&I Excellence Online includes training on every aspect of F&I, including needs-based selling, overcoming objections in the F&I office, and the laws and regulations that impact F&I on a daily basis. The best part is, you get online F&I training, in your office, available to you 24/7/365.

Test Drive Our Online F&I Training

You don’t expect your customers to purchase a vehicle without taking it on a test drive. We feel the same about our online training.

Each week, F&I managers receive access to another online F&I training module that includes interactive instruction with a printable Action Guide for future reference. The online curriculum includes; Professional Financial Services Management, Customer-Focused Selling, Customer Repayment Options, Risk Management Options, Vehicle Protection Options, Credit Evaluation/Analysis, Laws and Regulations, and Professionalism. Every self-paced online F&I training module includes comprehensive instruction which managers complete according to their schedule and time available. F&I managers see a demonstration of what they just learned with a real customer. Now You Do It! gives them the opportunity to practice with a virtual customer, so they are prepared when they encounter that same objection from a real customer. At the end of each module, F&I managers take a brief Certification Test, to measure their personal progress.

A Typical Module Will Follow This Format:

  • Module Introduction – Brief Overview

  • Download/Print Module Action Guide – Printable PDF Document

  • Training Sir! – Video Training/Demonstration

  • The Real Deal! – With A Customer!

  • Now You Do It! – Interactive Role-Play With Virtual Customer

  • Module Summary – Key Concepts To Remember

  • Personal Progress – Certification Test 

  • Training Evaluation – (Also Available To Dealer/Agent)

Achieving F&I Excellence

Ensuring F&I Excellence Program

They say you can’t teach an old dog new tricks.

“They” obviously haven’t met our trainers.

Ensuring F&I Excellence instills in F&I managers the expectation of continuous improvement and implements a process to ensure it happens.

What’s in it for you?

Ensuring F&I Excellence in dealership training is designed to reinforce the customer focused sales techniques F&I managers learned in Achieving F&I Excellence Certification Classes.

Empire State Warranty provides monthly Ensuring F&I Excellence on-going, in-dealership, F&I manager training, one (or more) days per month on a monthly, bi-monthly, or quarterly basis. Training includes one-on-one training by ESW Training Consultant with individual F&I managers, product knowledge testing, and recording of actual F&I presentations for review, evaluation, and critique by ESW (and Dealer/GM).

It is critical for F&I managers to continuously improve their ability to consultatively sell their products and become comfortable using a Financial Services Overview to review the customer’s repayment, risk management, and vehicle protection options.

Experience the Results

We realize in order to see the benefits of training, you have to see the results. Our training includes individual F&I manager performance monitoring with custom-tailored continuing education activities utilizing a monthly training calendar with daily training assignments. Dealers and F&I Managers can see the results when they review their Ensuring F&I Excellence Training Activity Report and Month-End individual and department performance analysis.

Benefits Include:

  • Builds upon sales techniques introduced in the Achieving F&I Excellence Class, allowing experienced F&I managers to continually improve their performance.

  • Ensures proven, consistent F&I processes and best practices are utilized by every F&I manager at every dealership.

  • Incorporating “real world” situations and actual customer objections into role-play exercises helps improve managers’ selling skills.

  • Ensure F&I managers focus on the sale of all F&I products, not simply the ones they make the most money on, or those products they perceive to be the easiest to sell.

  • Ensures F&I managers are in compliance with current laws and regulations.

  • Instills in every F&I manager the expectation of continuous improvement in their performance.

  • Clearly demonstrates to managers the organization’s commitment to their continued professional growth, success and profitability.

Achieving F&I Excellence

Professional Development 
Program

Want Maximum Results?

Expect maximum effort.

What’s in it for you?

Continuing F&I Excellence will enable an F&I professional to take individual performance and profits to the next level. As part of an elite group of professionals, each manager in attendance will have the opportunity to draw upon the knowledge of other successful F&I managers, as well as hone their individual selling skills. Financial Services Professionals, are not only responsible to serve the customer’s interests and increase dealership profitability, but must also strive to achieve a mastery of their profession through continuing education.

Course Outline

Continuing F&I Excellence is strictly committed to results – results which can only be attained through a sincere desire of F&I managers to improve their ability to help customers. The key to success in F&I is an unwavering commitment to continuous improvement in their ability to help every customer possible.

  • Changing Perceptions, Increasing Profits
  • Getting ‘Em In the Barn
  • Selling Outside the Box
  • Adding Value – Helping Customers
  • Ensuring F&I Excellence

Course Benefits:

  • Builds upon sales techniques introduced in initial 3-day class, allowing experienced F&I managers to take individual performance to the next level.

  • Incorporating “real world” situations and actual customer objections into role-play exercises will improve managers’ selling skills.

  • Curriculum is designed specifically to help managers become increasingly proficient at finding and filling customer needs.

  • Hands-on training will dramatically improve managers’ ability to overcome objections, and help customers “see” their need for all F&I products.

  • Extensive role-play exercises ensure every F&I professional is able to use sales and objection handling techniques immediately upon their return.

  • Enables F&I managers to respond positively to customers’ questions, concerns, and objections.

  • Dramatically increase the sale of all F&I products by helping managers create customer interest after customer’s “No.”

  • Instill in every F&I manager the expectation of continuous improvement in their performance.

Content Created by

Ron Reahard

President

About Ron Reahard

Ronald J. Reahard is President of Reahard & Associates. Ron began his automobile career in 1975, and has created and conducted a variety of finance & insurance training programs, seminars, and management workshops for NADA and various state and local dealer associations. He has also authored numerous articles that have appeared in Finance & Insurance Management & Technology magazine, Automotive Executive, and The Journal of the Association of Finance & Insurance Professionals. Ron is a member of the Association of Finance and Insurance Professionals, and is the spokesman on the AFIP Certification CD Training Program. Ron is a Christian who believes you succeed in life by helping others become more successful.

Rick McCormick

National Account Development Manager

About Rick McCormick

Rick McCormick has more than 25 years of sales experience, with over 6 years in the retail automobile business. Rick has also served as an Ordained Minister, and attributes his success in both vocations to consistently asking one question… “What’s your story?” Rick believes the key to helping others is the ability to listen effectively. Over the last 14 years Rick has conducted training for Dealer Groups and General Agencies across the country. He has authored articles on F&I that have appeared in F&I Showroom and Agent Entrepreneur magazine and has consistently presented at the annual F&I Industry Summit, Agent Summit and at the Ethical F&I Conference.

David Baker

Senior Training Consultant

About David Baker

David Baker has over 25 years of automotive sales experience. David began his initial affiliation with Reahard & Associates in 2007. David’s background includes new and used car sales, management of Finance & Insurance departments, and General Manager. David has the ability to focus on the task at hand while working with F&I Managers. His enthusiasm for training and helping F&I managers reach their goals will bring your Finance & Insurance Department to a whole new level.