Still looking for those Special Finance deals?
Guess what? They are right in front of you. All those so called “dead” deals, “unapproved” deals, and "un-sold" showroom traffic. That’s right! You see, the lending approval was never the issue. I guarantee you, with the right lenders EVERY applicant is guaranteed an approval…period!
The issue is whether or not you will be in a position to utilize and maximize the lender approval at hand. That is where a specific Special Finance Sales Process comes into play.
There are always 4 basic things that are needed to have a highly profitable and successful Special Finance Deal:
1: A Customer
2: A Vehicle
3: Equity in Cash or Trade
4: A Lender Approval
When you find yourself trying to "find" Special Finance deals the focus always seems to be on the Approval and “can I get the deal bought?” This is because you probably asked the customer what they wanted to drive, what they wanted their payment to be, what they wanted to put down, and then hoped to "find" a lender that approved the deal.
It’s time to stop trying to "find" Special Finance deals, and start "CREATING" Special Finance Deals! Again, the Approval is not the issue. Yes, Deal Structuring Skills are important. Yes, Lender Relationship Management Skills are significant. Yes, Inventory Management Skills are meaningful. To take your department to the top and obtain the "best" approvals all of these skills are necessary. However, it is crucial to note that even without the perfect combination of Deal Structuring Skills, Lender Relationships, and Inventory, an approval still exists for EVERY customer. In order to use and maximize that approval you are going to need to CREATE interest in, and land the customer on, the “right” vehicle. You are also going to need to CREATE a sense of urgency and willingness for the customer to provide the “right” equity. In this way you are building or CREATING a deal around an approval and you are able to maximize both profit and volume.
Remember, Special Finance is different. Special Finance is a solution! If you want to CREATE flexible customers that offer bigger down payments you need to add value in, and sell the solution. People are always more motivated to fix a problem and fulfill a "need" than they are to merely satisfy a "want." It is your job to educate the customer on their problem, your solution, and why it is important. If your customers aren’t working as hard as you are to put the deal together it’s time for a new Sales Process and new found profits.
Start accelerating your succes in Special Finance today!
Cornerstone Dealer Development, LLC
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