Section 1 – Finance and Insurance – Prime
The F&I Department and The F&I Manager, Interest and Finance Charge Calculations, Credit and Prime Lending, Credit Bureaus, Prime Lending and Loan Process, Dealing with Lenders, Structuring and Placing the Loan, Qualifying/Deal Structuring.
Section 2 – Laws, Rules and Regulations
Truth-in-Lending Act, Regulation Z and M, Equal Credit Opportunity Act, Fair Credit Reporting Act, Magnusson-Moss Warranty Act, Used Car Rule, IRS Cash Reporting Rules, USA Patriot Act, Gramm-Leach-Bliley Act, Payment Packing and Disclosures.
Section 3 – F&I Menu Selling / Objection Handling
Introduction to Finance Products, F&I Menu Selling Process, F&I Menu Presentation Steps, Overcoming Customer Objections General Objections, Cost Objections and Product Objections, Credit Union Conversions.