F&I Roleplay - When a customer says "I trust the brand - I don't need a warranty"

[@TheSpectre2300]

How would you handle a customer who says they do not trust the coverage? For example. "I don't know man. I bought one of these things before and the coverage was not as advertised. They would not cover the repairs I needed."

[@scottr2706]

Over the years my favorite word track I use in the F&I office "I just spent two hours with your sales person who assured me this vehicle is very reliable, now you are telling me I need an ESC for this vehicle. Perhaps I should look at a different brand!" This never fails to knock the F&I sales person off their game.

[@althe]

this guy is good. when he finished, i was disappointed i couldn't sign something.

[@vladimir6600]

Love it!!! Watched this video 50 times already!! Thank you so much!!

[@rogeliodelacruz1556]

Thank you bro!

[@MCMusic.Studio]

Hi I have a quick question ... as I really like your explanation as well as the use of daily rates and iv listened to many of your videos 😊...but when it comes to brands that have 5 years/100k comprehensive coverage and that for a 2y/40k the coverage price is well over 2900$ ( ÷ 365= always Over 7.94$ / day ) which Is far from 1 Dollard something ... what would you recommend to bring value/ and handle objections for those 2 years ... I get a lot of ppls that say they will probably end up trading before the 5th year and tbh that's what ends up happening. My MBP % are really low... Any sugestions? Thanks in advance ☺

[@morerico4368]

I like to use two simple words when dealing with warranties that long "misplaced" or "misinstalled" that's all the factory will cover Mr. Customer aside from that its coming out of your pocket.

[@Politically-incorrect-brian]

This was easy because it was staged and the person was quiet the whole time... a real customer wouldn't let you give that 30 min rant about dishwashers and motherboards

[@raccoon874]

*Mr Johnson has no backbone*

[@omeletpants]

Here is what I say to F&I Man: Yes, I understand the value of the extended warranty and want to buy one. I just won't pay the inflated price you are offering. I have 48 months to buy the warranty from you or someone else, so I will shop around your quote for price and features.

[@FinanceManagerTraining]

Sounds like a great idea, IF you want to pay more for the same coverage. A vehicle service contracts increases in price with every mile and day that is added to the vehicle. In 4 years, you will be paying substantially more for the same coverage that was offered to you originally.

[@omeletpants]

@@FinanceManagerTraining Or, I will negotiate the contract within a week after I get the car through 4 of your competitors. I will also have a pretty good idea of your cost and negotiate $200 over that.

[@CDechnik12889]

@@omeletpants seems like you have a lot of free time to be doing this. If you were in my office and offered me $200 over cost I would show you my cost and gladly sell it to you for that.

[@omeletpants]

@@CDechnik12889 I spent 35 years as a corporate contract negotiator (now retired). So, I live to negotiate and discuss negotiating strategies. I negotiate everything from flooring to garbage collection to Home Depot purchases to the $27K discount on my Audi A8. It's my passion

[@Lennylock27]

@@omeletpants That might all be true, but depending on what state you live in, Service contracts are sold at a set price by that particular state and cannot be tampered with by law, so even if you were to say no at the time of purchase (when it is the newest), you would just be hurting yourself in the long run just to :think you are outsmarting your F&I guy in the office when in reality he is laughing at you in your head because he knows how much money you will be losing the longer you wait lol.

[@Zeshenx]

Kiss it. Way to much talking. Waaaay to much, and robotic.