Presented by Bob Harkins, Vice President of Training at AGWS
and Industry Leading Guest Speakers.
Previous Webinar Dates and Topics:
The “3 R’s” That Maximize Deal Profit
January 16, 2019
• Re-Focus!
• Re-Commit!
• Re-Assess!
Compliance & Ethics: The Big Squeeze
July 17, 2019
• Emerging Challenges and Continuing Attacks Relating to the Pricing and Sale of F&I Products
• NADA’s Model Dealership Policy for
Voluntary Protection Products
• NADA Best Practices for Menu Presentations and Disclosures
Your 2020 F&I Profitability Focus!
January 8, 2020
• CFPB, FTC, and Attorneys General Regulatory Hot Topics
• How to FOCUS on, COMMIT to, and
ASSESS Your 2020 Profit Opportunity
F&I Insights
March 11, 2020
• CFPB, FTC, and Attorneys General Regulatory Hot Topics
• AGWSU/AFIP Compliance Checklist and Dealer Aide Solutions
• Best Practices for Rate Administration and Product Pricing
• Latest Military Lending Act Developments
F&I Insights
May 13, 2020
• The FTC Cooling-Off Rule—Vehicle Sales Made at Home or at Certain Other Locations
• Internet Sales—Compliance with Privacy, Exception, and Adverse Action Notices
• The Dos and Don’ts of Electronic Signatures
• The 2020 Military Lending Act Rule Change
F&I Insights
July 8, 2020
• Value Added F&I Sales Presentations!
• Value Added Objection Handling!
• Goals! How to Accomplish!
F&I Insights
September 9, 2020
F&I Profit Recipe: 5 Key Ingredients
• The Right People
• Dealer Commitment / Management Support
• Procedural Guidelines for 100% Solicitation
• Motivating Pay Plans
• Proper Training
F&I Insights
November 11, 2020
• The American Bar Association’s 2020 Auto Sales and Finance Resolution
• NADA’s Fair Credit Compliance Policy and Program
• Protection for the Dealership, Customers and Finance Sources
F&I Insights
January 13, 2021
• Your 2021 F&I Profitability Focus
• Navigating Politics, Emerging Challenges, and
Continuing Attacks into Regulatory Success
• How to Focus On, Commit To, and Assess Your 2021 Profit Opportunity
F&I Insights Special Edition – 90 Minute Webinar!
March 10, 2021
• The 2021 1st Quarter and Beyond: A Look Ahead to the Politics, F&I Legal Ramifications, Emerging Challenges, and Continuing Attacks!
F&I Insights
May 12, 2021
• F&I Technique and the Steps to a Sale
• Conversational Selling and Being Audible Ready
• Digital Retailing and the F&I Process
• Value Added Objection Handling
F&I Insights
July 14, 2021
Ed Stewart, CEO/President, of Audible Ready Solutions
and AGWS’ Bob Harkins will discuss:
• Conversational Selling and Being Audible Ready
• Value Added F&I Sales Presentations
• Value Added Objection Handling
F&I Insights
September 8, 2021
Bob Harkins, Vice President of Training at AGWS:
• Agent Summit 2021 Highlights
• The Pandemic, Digital Retail, and the Changing F&I Process
• Your F&I Profitability Focus
F&I Insights
November 10, 2021
David Robertson, MBA, Executive Director/President of AFIP and Bob Harkins, Vice President of Training at AGWS will Discuss:
• The 3 Major Foci of the CFPB and FTC
• Fair Lending and Dealer Participation
• The Sale of Optional Voluntary Products
• Abolition of Arbitration
F&I Insights
January 12, 2022
Bob Harkins, Vice President of Training at AGWS will Discuss:
• Your 2022 F&I Profitability Focus
• The Big 6 & The Big 5
• Finance Source Compliance Addendums
and Fair Credit Compliance Policies
F&I Insights
March 9, 2022
Bob Harkins, Vice President of Training at AGWS will Discuss:
• Successful Menu Selling
• Menu Introduction—5 Key Ideas
• Presenting Options
Successful Menu Selling
April 17, 2019
• To Menu or Not To Menu—That is the Question
• Menu Introductions and Presenting Options
• Impact Benefit Statements for Voluntary Protection Products
How to Maximize Deal Profit
October 16, 2019
• Regulatory Compliance Hot Topics
• Industry Standard and Best Practices to Maximize Deal Profit
• Menu Telling and Menu Selling
Successful Menu Selling 2.0!
February 12, 2020
• Successful Menu Selling Begins with Menu Telling
• Menu Introductions and Presenting Options
• Monologue, Dialogue, and Conversational Selling
F&I Insights
April 8, 2020
• Preloading Products or Services! Is it Legal or Illegal?
• How to Develop a Dealership Value Statement!
• AGWSU/AFIP Compliance Checklist and Dealer Aide Solutions!
F&I Insights
June 10, 2020
• NADA Best Practices for Menu Presentations and Disclosures
• Developing a Seller Code of Conduct for Retail Sales
• CFPB, FTC, and Attorneys General Regulatory Hot Topics
F&I Insights
August 12, 2020
• Compliance & Ethics and the Protection
of the Dealer and the Dealership
• NADA’s Fair Credit Compliance Policy and Program
• NADA’s Model Dealership Policy for Voluntary Protection Products
• Developing a CMS—Compliance Management System
F&I Insights
October 14, 2020
Today’s F&I Job Description: 5 Areas of Responsibility!
• Compliance & Ethics
• Sales
• Management
• Administration
• Financial
F&I Insights
December 9, 2020
• Politics and F&I Legal Ramifications
• FTC’s Auto Buyer Study
• FTC’s Buckle Up Report
• Latest VPP Regulatory Attacks
F&I Insights
February 10, 2021
• The 2021 Regulatory Maze
• Politics and Change for Auto Sales and Finance
• CFPB, FTC, and DOJ Regulation by Enforcement
F&I Insights
April 14, 2021
• The ABA
• The CFPB
• The FTC
• The NADA – and Their IMPACT On
• The F&I MENU!
F&I Insights
June 9, 2021
• Developing a CMS — Compliance Management System
• AGWSU/AFIP Compliance Checklist and Dealer Aide Solutions
F&I Insights
August 11, 2021
• C&E — The Big 6
• CMS — In Place & Updated
• IRS — CRR & MLS
• The 7 P’s — How to Prepare
F&I Insights
October 13, 2021
Bob Harkins, Vice President of Training at AGWS and Joe St. John, Senior Vice President of Business Development for StoneEagle will Discuss:
• How the Pandemic is Changing F&I Sales
• The Growth of Digital Retail
• Emerging Trends in Vehicle Sales and F&I Sales
F&I Insights
December 8, 2021
Bob Harkins, Vice President of Training at AGWS will Discuss:
• Value Added F&I Sales Presentations
• Value Added Objection Handling
• Successful Menu Selling
F&I Insights
February 9, 2022
Bob Harkins, Vice President of Training at AGWS will Discuss:
• The 2022 Regulatory Maze
• Hostile Environment Threats—The Big 9
• Hostile Environment Compliance Efforts—You’re Exposed
For More Information Contact:
Bob Harkins
Vice President of Training
817.205.1240
bharkins@agws.com
ABOUT AGWS
Headquartered just outside of Chicago, Illinois, AGWS is an innovative provider of administration services for Agents and Dealers offering vehicle protection products, limited warranties, and a variety of environmental and aftermarket products across the United States. Since its inception in 1998, the goals of AGWS are to offer superior claim processing, exceptional customer service, and unrivaled profitability options. Products are insured by “A” or “A-” (Excellent) rated carriers. AGWS is part of the American Guardian Group of Companies and enjoys an A+ rating with the Better Business Bureau.
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