2-Day Virtual Special Finance Workshop

Upcoming Workshop

TBD

What you can expect from our Special Finance Workshop:

The absolute best special finance training to be found in the automotive industry with Greg Goebel and Kim Baker.

We have watched the ongoing evolution of the Special Finance industry over the last 34 years. While the industry has certainly been impacted by COVID and subsequent chip shortages, the need to convert customers with subprime credit – at least 33% of the market – is still vital. Auto finance companies, credit unions, and banks continue to ebb and flow, most recently with the majority significantly tightening their lending decisions. Has your store been able to adjust?

Special Finance isn't going away, but unless you maintain the 10 Critical Components for success, your ability to convert these customers into approvable and profitable deals will go away. This course is suitable for any automotive dealer, general manager, general sales manager, finance manager, and/or special finance manager, beginner or experienced. Beginners will learn the foundation of all successful operations, while experienced attendees will find additional opportunities and areas for improvement. This two-day course allows the team members in your store to learn with the industry’s top special finance trainer without ever leaving the comfort of their desk! All participants will receive:

• The agenda and PDF of the PowerPoint deck.
• 4Q2023 Sales and Finance data by finance source.
  
• February 2024 new vehicle Sales and Finance data by finance source.
• Lender matrix with important decision metrics on over 20 key SF lending sources

What you can expect from this Special Finance Workshop:

Session #1: Overview of the Industry and the 10 Critical Components for Success

• What the auto finance industry looked like at the end of 2023 and what to expect in 2024.
• Understanding the seven national credit tiers and their traits.
• The 10 Critical Components for Success.
• Current Special Finance benchmarks- what to expect from your efforts.

Session #2: The Right Stuff! Making Your Inventory Match Your Customers Credit Demographics and Available Finance Sources

• Who’s remaining among Special Finance Lenders and how they have changed.
• How to determine the credit demographics of your customers.
• Analyze your inventory to match your customers.
• Sourcing and managing your inventory.

Session #3: The Sales Process

• The all-critical “extra” step to the sale. How the sales process needs to be modified to keep from killing deals.
• The Red-Green Balloon approach.
• Extending the process through web/phone inquiries.
• The “Must-Avoids.”

Session #4: The Keys to Structuring Win-Win-Win Deals and Getting them Funded

• The key components lenders are looking for to approve your customer.
• Legal Requirements- What you must do to stay compliant!
• How to submit any customers that you have concerns about being approached.
• Deal structure exercises. How do we structure deals for maximum approachable gross profit?
• The deal structure killers- the things you must avoid.
• Keys to quick funding and what your expectations should be.