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So Here's the Deal – F&I Video Series

Working with F&I and Showroom Magazine, Ron Reahard has created a Q&A video segment called "So Here's the Deal". These F&I Videos are intended to help finance and insurance professionals overcome objections and delight their customers.

Must watch

So Here’s the Deal: Episode 34

Combating CUs This month’s question comes via email from Luis in San Antonio, home of the Alamo, the River Walk, and Tommy Lee Jones — the star of 17 “Men in Black” movies. Luis writes, We have several credit unions that are good sources. We…Read More So Here’s the Deal: Episode 34

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Must watch

So Here’s the Deal: Episode 33

Trading Rate for Product This month’s question is a twofer, as it concerns both compliance and ethics. It comes via email from David in Atlanta, home of the “Ramblin’ Wreck from Georgia Tech,” where, apparently, everyone is a “helluva” engineer. David writes, I feel trading…Read More So Here’s the Deal: Episode 33

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So Here’s the Deal: Episode 32

Discussing the Risk-Based Pricing Rule This month’s question comes via email from Gerald in Houston, home of Space Center Houston and the annual Art Car Parade. Unfortunately, if you have a car and you think you’re an artist, car art just happens. Gerald writes, When…Read More So Here’s the Deal: Episode 32

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Must watch

So Here’s the Deal: Episode 31

Timing F&I This month’s question comes via email from Jeff in El Cajon, CA, hometown of seven-time NASCAR Sprint Cup champion Jimmie Johnson. Jeff writes, There is a lot of pressure at my dealership to get the customer in and out fast. Asking a lot…Read More So Here’s the Deal: Episode 31

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So Here’s the Deal: Episode 30

Handling Remote Deliveries This month’s question comes from Chris in Atlanta, home of UPS, CNN, and MARTA. The latter offers train and bus service in metropolitan Atlanta, as well as a great place to sleep it off. Chris asks, I just wanted to ask a…Read More So Here’s the Deal: Episode 30

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Must watch

So Here’s the Deal: Episode 29

Achieving $1,600 Per Copy This month’s question comes from Mike in Ithaca, NY, home of beautiful waterfalls, Cornell University, and the Piggery. Ah, you can almost smell the bacon from here. Mike asks, I was wondering if you had some thoughts on how some of…Read More So Here’s the Deal: Episode 29

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So Here’s the Deal: Episode 28

Handling the ‘Be Back’ Objection This month’s question comes from Fred in Coolidge, AZ, home of the Gallopin’ Goose — a local watering hole recently featured on the show “Bar Rescue.” Because saving bars is a worthy cause we can all support. Fred asks, How…Read More So Here’s the Deal: Episode 28

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So Here’s the Deal: Episode 27

Overcoming Helicopter Parents Our question this month comes from Deano in Knoxville, TN, home port of the Volunteer Navy. Yeah, it sounds much better than drunks on a boat. Deano asks, What do you do when you’ve shown your customer the menu and everything on…Read More So Here’s the Deal: Episode 27

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Must watch

So Here’s the Deal: Episode 26

Revisiting the Pesky Form 8300 Our question this month comes from Bob in Bartow, FL, home of the Bartow Civic Plaza Time Capsule. It was buried in 1982 and will be opened in 2082. That’ll be a big day in Bartow. Bob asks, A customer…Read More So Here’s the Deal: Episode 26

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Must watch

So Here’s the Deal: Episode 25

Selling on Leases This month’s question comes from Robert in Vero Beach, FL, home of the Indian River Citrus Museum and Flo, back before she was a famous pitchwoman and was just another girl on a box of fruit. Robert asks, How do I make…Read More So Here’s the Deal: Episode 25

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Must watch

So Here’s the Deal: Episode 24

Losing the ‘F’ in F&I Our question this month comes from “name withheld upon request.” Name withheld laments, At our dealership, the salespeople take the credit application, the desk pulls the credit bureau, submits the deals, obtains an approval, and quotes the rate and payment…Read More So Here’s the Deal: Episode 24

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Must watch

So Here’s the Deal: Episode 23

Selling Paint Protection Our question this month comes from J.T. in Lawrence, Kan., home of Lawrence Paper Company. Those folks can make a box for anything. J.T. states: I’m a big believer in interior and exterior protection. I even bought a package for my personal…Read More So Here’s the Deal: Episode 23

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Must watch

So Here’s the Deal: Episode 22

Disclosing the RISC Our question this month comes from Kevin in Ankeny, Iowa, home of the Iowa Soybean Association — where they do know beans and how to grow ‘em. Kevin asks, When it comes time to disclose the contract, what do we need to…Read More So Here’s the Deal: Episode 22

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Must watch

So Here’s the Deal: Episode 21

No Friend of Mine Our question this month comes from Kyle in St. Louis, famous for baseball, beer and the Compton Hill Water Tower. And let me tell you, that is one impressive water tower. Kyle says, I had a customer bring a friend in to…Read More So Here’s the Deal: Episode 21

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Must watch

So Here’s the Deal: Episode 20

Your Sales Manager Is a Criminal Our question this month comes from someone who wishes to remain anonymous. I have no idea where Anonymous is from, but he (or she) sure does have a nice boat. Anonymous writes, At our dealership, most deals are closed…Read More So Here’s the Deal: Episode 20

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Must watch

So Here’s the Deal: Episode 19

3 Keys to Professional Growth Our question this month comes from Damon in southern Illinois, home of Vulture Fest — a celebration of the vultures’ annual migration in Makanda, IL. When them babies are circling overhead, you know it’s a festive time! Damon asks, I’ve…Read More So Here’s the Deal: Episode 19

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Must watch

So Here’s the Deal: Episode 18

Collapse. Create. Repeat. Our question this month comes from Aaron from Des Moines, Iowa — home of Kum & Go, which, apparently, Iowans like to do. Aaron states, One of the issues I’ve run into lately is customers putting a lot down, so there’s no…Read More So Here’s the Deal: Episode 18

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Must watch

So Here’s the Deal: Episode 17

Limiting Chargebacks This month’s question comes from Jon in Illinois, land of Lincoln and home to the McDonald’s store #1 — a simple idea which has grown from one location to serve billions and billions of calories worldwide. OK, Ron, here’s the deal: Making money…Read More So Here’s the Deal: Episode 17

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So Here’s the Deal: Episode 16

The Average Lifecycle Close Our question this month comes from T.G. in Fayetteville, AR, home of college football’s Arkansas Razorbacks (It’s also a wild hog that can be found at Fayetteville’s annual Bikes, Blues & BBQ!). T.G. asks: When trying to build value in the…Read More So Here’s the Deal: Episode 16

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Must watch

So Here’s the Deal: Episode 15

Perfect Timing Last month, I talked about selling vehicle service contracts (VSC) on the service drive as part of my two-part response to a question submitted by Ryan from Independence, MO — home of Harry S. Truman and Clinton’s Soda Fountain. If you recall, he…Read More So Here’s the Deal: Episode 15

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Must watch

So Here’s the Deal: Episode 14

F&I Follow-Up Plan Our question this month comes from Ryan in Independence, MO, home of the Lake City Army Ammunition Plant. Let me tell you, those folks can make some bullets! Ryan says, Ron, I’m having good luck with my service-contract penetration. However, I’d like…Read More So Here’s the Deal: Episode 14

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Must watch

So Here’s the Deal: Episode 13

Circling Back Our question this month comes from Todd in La Crescenta, CA, known as “The Balcony of Southern California” — something the locals are very proud of. Todd says, I recently had a customer who has owned multiple Landcruisers. His last one had over…Read More So Here’s the Deal: Episode 13

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Must watch

So Here’s the Deal: Episode 12, part 2

Using Visual Aids When it comes to additional visual aids you can use to help sell a vehicle service agreement on a used vehicle, Drew’s second question was: Ron, what kind of visual aids can we use if there’s no factory warranty remaining? When the…Read More So Here’s the Deal: Episode 12, part 2

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Must watch

So Here’s the Deal: Episode 12, part 1

Using Visual Aids Our question this month comes from Drew in Wichita, Kan., home of Chance Rides — where it appears people do like to take chances. Here’s his question: Ron, what kind of visual aids can we use to demonstrate the remaining factory warranty…Read More So Here’s the Deal: Episode 12, part 1

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Must watch

So Here’s the Deal: Episode 11

Selling a Service Contract on a High Mileage Vehicle Our question this month comes from Joe in Kentucky, home of bluegrass, red Corvettes and KFC. Joe says, Ron, here’s the deal. We sometimes sell vehicles that have a few extra miles on them. The service…Read More So Here’s the Deal: Episode 11

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Must watch

So Here’s the Deal: Episode 10

Multiple Credit Inquiries This question comes from Jon in Illinois. By the way, it turns out Metropolis, the home of Superman, is actually in southern Illinois. Hi, I’m Jon from Illinois. Okay Ron, here’s the deal. Recently, I’ve had a lot of customers tell me…Read More So Here’s the Deal: Episode 10

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Must watch

So Here’s the Deal: Episode 9

Selling to Affluent Customers This month’s question comes from Jon in Hawthorne, CA, home of the Beach Boys. And that’s the truth, so help me Rhonda. Now here’s Jon’s issue: We have extremely affluent customers, and the biggest objection I get is them being able…Read More So Here’s the Deal: Episode 9

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Must watch

So Here’s the Deal: Episode 8

Closing on a Package This question comes from Garret in Tustin, CA, home of the Marconi Auto Museum, a great place to see some really cool cars and hang out with your friends. Hey Ron, my name is Garrett, and I work in Tustin, CA.…Read More So Here’s the Deal: Episode 8

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Must watch

So Here’s the Deal: Episode 7

Tackling the Two-Part Objection In this edition of “So Here’s the Deal,” we’ll be tackling a two-part objection that comes from Bill in Belton, MO, home of the historic Belton, Grandview and Kansas City Railroad. Ron, here’s the deal. We’ve run into a two-part objection…Read More So Here’s the Deal: Episode 7

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So Here’s the Deal: Episode 6

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So Here’s the Deal: Episode 5

Overcoming Objections in the F&I Office While a manufacturer’s warranty can certainly help sell a vehicle, it can also sometimes be a hurdle in the F&I office. That’s the case for Ron in Marion, IL — home of Glenn’s Hunting Club. In his video, the…Read More So Here’s the Deal: Episode 5

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Must watch

So Here’s the Deal: Episode 4

Closing on a Package This question comes from Ken in Lexington KY, home of Tempur-Pedic, the mattress with a memory… which is kind of scary, when you think about it. Hey Ron, this is Ken from Lexington, KY. Just got a customer in my office,…Read More So Here’s the Deal: Episode 4

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Must watch

So Here’s the Deal: Episode 3

Creating Interest Nothing is more frustrating than knowing your customer needs a protection product, but you just can’t get them to say “Yes.” And that’s the question I’m addressing this month, which was submitted by Brad from Olathe, KS, home of Garmin International — the…Read More So Here’s the Deal: Episode 3

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Must watch

So Here’s the Deal: Episode 2

Up Your Products-Per-Lease This question comes from Selena in Lexington, KY, home of Jif peanut butter. Ah, extra crunchy, my favorite! Our store does a lot of leasing. We have many customers trading out of their lease early while leaving their payment the same. My…Read More So Here’s the Deal: Episode 2

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Must watch

So Here’s the Deal: Episode 1

Value in the Service Contract “So Here’s the Deal” is designed to help you help more customers. Well, F&I and Showroom wants to help even more, and has agreed to reward the F&I pro whose question I address on this page with a free pass…Read More So Here’s the Deal: Episode 1

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