Three Day Session
Summary: Fast paced and packed with information, this 3-day course focuses upon developing strategies to enhance presentation skills, turning objections into profits, and how to build and maintain positive lender relationships. Join Jan Kelly in Portland, OR for these 3-day face to face courses that covers everything you need to know to be a successful dealership financial center representative. The seminar information and implementation of the lessons learned will provide a solid foundation for the dealership personnel to meet the challenges of the marketplace, steps to avoid legal problems and more!
All seminars are held in Portland, Oregon.
“The education was outstanding! I learned a lot about compliance issues that I could take back to the dealership.” -Tazmina-Tacoma RV Center
“I have been in the Recreational Vehicle business for 43 years. Finance Director since 1984 and until Jan’s seminar last May have not had a cash conversion tool that I could have enough confindence in to apply. The 12C tool has changed that. When I have a client that informs me that they intend to pay cash for their unit I first respond that that would be fine BUT if you have 5 minutes I would like to share something that might interest you. Say this in a very calm manner. I understand how valuable money and in particular investments are to you, therefore I would like to share with you a way to help these investments grow and not liquidate. I go right into the application of using the 12C and when complete, I turn the conversion around and go step by step with the client and get a head nod on each bit of information I share with them. Always calculate the amount financed to be low enough that if the client has to have a garage sale and liquidate the asset they are not in a negative equity position. Always let the client know that their is no prepayment penalty on the loan and can be paid off at anytime. Why pay cash for a depreciating asset. Ask the client this. I believe that by using this tool you will increase your cash conversions tremendously. Be confident in what you are saying to the customer and guide them through this process.” – David Newland, Vogt Motorhomes