CDK's purchase of Auto/Mate may create a major disruption in the dealer management system (DMS) industry. Here is our take. DOWNLOAD
Having a proven Special Finance Phone Script is essential in maximizing your opportunity with Special Finance Leads and boosting your appointment show rate. The script must build credibility, create curiosity, and gain a commitment from the customer. Below is a proven script that can do just that…
Special Finance Phone Script
1: Hello, may I speak to (customer)? (Customer) I am calling regarding your online credit application.
I would like to congratulate you, your application for credit has been accepted! For security purposes, and to save you time, I need to confirm some information.
(Verify the customers name, address, date of birth, and employment information)
2: Now that I have confirmed your information… tell me, why have you struggled to obtain financing in the past?
(Listen, provide empathy, and let the customer know they are not alone. Let the customer know you have helped many other people that have gone through similar situations.)
3: We want to set you up for success! We want to see your credit working for you rather than against you. With over ______ vehicles, and our unique lending sources, we definetly have the resources to help you drive home in a newer, nicer vehicle. Based on all the information you shared with me, I want you to know that you will be approved for one of our great finance programs.
I have an Acceptance number for you. Do you have a pen and paper to write down your Acceptance number?
(Provide the customer with a unique Acceptance#)
4: Let me explain what will happen next. When you come in…..
…You’ll select a vehicle.
…We’ll spend a few minutes gathering some important information.
…We’ll show you exactly how you can drive your new vehicle home.
5: Would you like to come in right away this morning /afternoon, or would this afternoon / evening work better?
LET ME SEE WHAT WE HAVE AVAILABLE……
We have time available at ______ or _______ ….what works best for you?
(Offer Specific Times Only ex 1:10 or 2:40)
6: The Lender will require some documentation to finalize your loan. To save you time do you mind if I ask you a few questions?
Which bills do you pay online? Do you bank online?
(Any bills paid online or bank statements that can be retrieved online do not need to be brought along to the dealership. Only ask for the customer to bring in documents that are absolutely necessary. KEEP STIPS TO A MINIMUM)
7: In addition to the bills and paystubs we just discussed, please make sure you have the following items with you when you come in: Drivers License, Insurance Information, Title to your Trade (if applicable), and the Cash Down that you are working with.
***For answers to your customers top three questions click here
8: Again my name is ________, We are looking forward to meeting you and helping you finance your newer, nicer vehicle. You will receive an email shortly confirming the appointment and providing you directions to the Dealership.
9: To make sure that I haven’t forgotten anything please read back what you are bringing with you? Can you also read back your Acceptance Number? Make sure that you provide this number when you arrive.
10: Again, I have you scheduled for _______. We will send you a text message approximately 1 hour prior to our appointment to confirm that we are running on time. We will see you soon!
Cornerstone Dealer Development, LLC
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