special finance course outline

Enroll now to guarantee your spot for the Special Finance Bootcamp^sm. Call 1-800-867-2160 or click here to register online.

Special Finance Bootcamp^sm Main Page

NCM Special Finance Bootcamp^sm

Presented by Greg Goebel, President and CEO, Auto Dealer Monthly, LLC

Dress for the event will be Business Casual Lunch buffet provided each day from 12:00 pm – 1:00 pm

Course Requirements

Due in advance:

Completed Company Dealership Profile
SF Productivity Analysis Data

Bring with you:

Current Inventory w/ Year, Make, Model, Mileage, Cost, Age
List of all Banks, Credit Unions and Finance Companies Used

Day One – The Fundamentals

7:30 am	Continental Breakfast Served in the Meeting Room
8:00 am	Reveille
Welcome Introductions and Review of Folder and Workbook Course Overview Market and Performance Statistics Defining Special Finance Statistics Operationally Benchmarks Defining Market Opportunities Dealership Comparisons Defining the Three Pools of Special Finance Customers Discussion of Pool Makeup Determination of Dealership Focus Set Performance Objectives (and Timelines) The Building Blocks Commitment One plan, one direction. Pitfalls to avoid. Capital Requirements Compare Goals to Available Capital Inventory What is Special Finance Inventory? Sourcing Needed Inventory Determining Proper Levels Determining Proper Mix Determine Your Inventory Action Plan Personnel Discussion of Department Structures Set Your Action Plan: Which Structure Fits Your Dealership Best? Outline of Personnel and Compensation Staffing Requirements Department Compensation Models Special Finance Manager Special Finance Sales Special Finance Admin Special Finance Call Center Sourcing Personnel Determine Your Personnel Action Plan Finance Companies Special Finance vs. Prime Relationships Understanding the Programs Business Cycle Ratios Who and what Review of Key Special Finance Companies 600+ 540 – 599 475 – 540 Below 475 Fresh Discharged BKs Open Chapter 7 BKs Open Chapter 13 BKs First Time Buyer Self-Employed Military Other? Getting the Deals Bought Credit Interview Credit Review Isolating Incorrect Data on Bureau Setting Up Deals for Success The Art of Rehashing Deals Determine Your Action Plan: Review Your Options and Target Needed Addition Recap of Day One Around the Room Top Points Evening Assignment Best of Day One and Why? Deal Structure Homework
4:30 pm	Troops Adjourned
5:00 pm – 6:00 pm	Cocktails in the Bar

Day Two – Making It Happen

7:30 am	Continental Breakfast Served in the Meeting Room
8:00 am	Reveille
Welcome and Questions Collect Evening Assignments Review Best of Previous Day Telephone Skills and Process Discussion of the Requirements of Special Finance How Does Phone Come Into Play? Department Goal vs. Leads Required vs. Personnel Required Who Should Call? Manager? Sales Personnel? Call Center? Word tracks and Scripts Inbound Call Outbound Call Tracking What to Measure How to Manage From Data Accountability What to Analyze Training and Coaching Determine Your Action Plan Sales Process Prime vs. Special Finance Sales Process Green Balloon/Red Balloon Road to the Sale Non-confrontational Selling Credit Interview Vehicle Selection Time Frame Determine Your Action Plan Deal Structuring Four steps to Maximizing Deal Gross Profits Deal Worksheets – Hands-on Procedures to Maximize Gross Profits One Vehicle – One Finance Source – One Finance Program (3 deals) One Vehicle – One Finance Source – Multiple Finance Programs (2 deals) One Vehicle – Multiple Finance Sources – Multiple Finance Programs (2 deals) Multiple Vehicles – Multiple Finance Sources – Multiple Finance Programs (3 deals) Where’s the Gross Profit – Don’t Forget About F&I Opportunities Recap of Day Two Around the Room Top Points Evening Assignment Best of Day Two and Why? Deal Structure Homework
4:30 pm	Troops Adjourned

Day Three – Maintaining the Program

7:30 am	Continental Breakfast Served in the Meeting Room
8:00 am	Reveille
Welcome and Questions Collect Evening Assignments Review Best of Previous Day Marketing and Advertising Using Your Forecast/Goals to Establish Appropriate Budgets Review of Advertising Expense Benchmarks Marketing: Branding vs. Call to Action Advertising Mediums: Challenges and Opportunities References Internet Leads Free Classified Publications Event Sales Direct Mail Television/Infomercials Newspapers Radio Other? Samples of Effective Advertising Determine an Action Plan for Marketing and Advertising Compliance Issues Ten Ways to Get Deep in to Trouble without Even Trying GLB Privacy Act Safeguarding Policies TILA – Polk vs. Crown Spot/Conditional Deliveries Deal Documents “Bad Guys’ List (OFAC) Advertising Disclosure Rules Adverse Action Letters Down Payments Spot Delivery/FI Legal Desk Book Determine an Action Plan for Compliance Issues Processes and Systems The “Glue” to Hold All Ten Components Together Lead Management Measure to Manage What to Track How to Use the Info Do You Need Software? Determine an Action Plan for Lead Management Issues Inventory Management Do You Need Software? Calculating the Spread – Why it is Vital How to Operate Without Software Determine an Action Plan for Inventory Management Funding Systems Ideal Funding Timeline Fast Funding Must Become Culture of Company Who is Responsible? Sales Representative Worksheet Finance Office Worksheet Expediters: What Are They and Do You Need One? Save-A-Deal Meetings Determine and Action Plan for Funding Budgeting Developing a Plan for Growth Use of Goals and Forecasts Previous History Review Capital Available Inventory Requirements Staffing Levels Training: What by Whom and When? Marketing and Advertising Recap of Day Three Review of Initial Goals – Did We Accomplish? Review of Action Plans – Are You Set? Around the Room Top Points Award Diplomas
4:00 pm	Troops Discharged Travel Safe

Yes, I want more info: click here now
or call Amy Smith at 1-800-867-2160.

Enroll now to guarantee your spot for the Special Finance Bootcamp^sm. Call 1-800-867-2160 or click here to register online.

Special Finance Bootcamp^sm Main Page

Course Instructor Greg Goebel, President and CEO, Auto Dealer Monthly, LLC & Greg Goebel Training & Consulting

This is the most comprehensive course that can be found, from which to build or grow a Special Finance operation. Greg Goebel is a former 18 year dealer principal whose dealerships focused on Special Finance beginning in 1990. He will guide you in developing and action plan to integrate the 10 Critical Components for Success in Special Finance with your own business principals and methods with a perspective that can only be offered by a successful former dealer. Attendees will return to their dealerships with a specific road map that should return their investment up to ten fold in the very first month.

Course Fee

$2,995.00 per attendee.
*Must call by 3 pm PST the Monday before the seminar begins.

This fee includes continental breakfast, lunch and beverage breaks daily, all course materials, diploma and the availability of one on one time with the instructors throughout the class. In addition, after returning home, your instructors will be available for telephone conversations and/or emails when questions or concerns might arise.

(PLEASE NOTE: $1,500 deposit due upon registration, per attendee, with balance due 45 days prior to session. Due to guarantees required in advance of the meeting, cancellation fees are applied as follows: $900 -30 days prior to session (cancellation fee will be waived with rescheduling, minus $300 handling/processing fee); $1,500 -15 days prior to session (cancellation fee will be waived with rescheduling, minus $600 handling/processing fee). Non-attendance without prior notification* will result in full forfeiture of funds.

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