Friday, December 11, 2009

You Need a Solid Partner When it Comes to Tire & Wheel Road Hazard Protection



As Tire & Wheel Protection gains market share and program scope, it continues to be an evolving program for both third party administrators and underwriters.

However, due to recent developments in the industry, some providers may be leaving the Tire & Wheel business.

Others may not be offering a fully-compliant product.

You may have noticed changes from your providers and their insurers lately.

While this isn't a surprise due to today's challenging market, it makes it obvious who you want to partner with in the long run.

Where price in the short term used to be the key decision maker, sustainable relationships and coverage for your customers should be at the forefront of any decision process now.

Make sure that your Tire & Wheel partner and all of your F&I providers can provide the service and comprehensive coverage you expect for the long run.


Make sure your F&I provider:

* Offers free training for both agents and dealer personnel.

* Has solid relationships with A-rated insurers.

* Puts claims customer satisfaction first.

* Facilitates immediate credit card claim payments.

* Manages fully compliant programs.

* Offers the most comprehensive product on the market, not just a cheaper product that result in more exclusions (and less satisfaction).


Send an email to AutoFinanceInsider@yahoo.com with Tire/Wheel Info as the heading and I will send you information on the BEST tire @ wheel program in the industry. It's the one I use and recommend.

AFI


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Tuesday, November 24, 2009

5 Ways To Kill Your Credit Scores

Here is some good information by Liz Pulliam Weston


One of the questions I'm asked most often about credit scores is exactly how much certain actions affect people's scores.

What good is a good credit score?

Until now, the best I could do was say, "It depends." That's because the company that created the leading credit score, the FICO, has been wary about releasing specifics.

Fortunately, that just changed. At my request and for the first time, the company (also known as FICO) has released details about how specific actions, from maxing out a credit card to filing for bankruptcy, can affect people with different credit scores.

I asked the company to compute the results of those actions for two examples: a person with a 780 score, which is an excellent score on the 300-to-850 FICO scale, and someone with a 680 score. The results:


Effect on a 680 score Effect on a 780 score

Maxed-out card
-10 to -30
-25 to -45

30-day late payment
-60 to -80
-90 to -110

Debt settlement
-45 to -65
-105 to -125

Foreclosure
-85 to -105
-140 to -160

Bankruptcy
-130 to -150
-220 to -240


Source: FICO

The results are given in a range because FICO is still a little nervous about revealing too much about its proprietary scoring. But the range is fairly tight, and we can clearly see the disparate impacts of the different actions.


A Guide, Not a Guarantee.

Before we go further, I have to make this clear: Your mileage may vary.

People with the same credit score can have very different credit profiles: more or fewer accounts, a different mix of accounts, a longer or shorter credit history, use of more or less of their available credit, etc.

Because of those differences, the same action -- maxing out a card, say -- can have different effects on people with the same score, depending on the details of their individual credit profiles.

For the sake of this exercise, FICO assumed both people had several active major credit cards as well as a mortgage, a car loan and student loans.


The person with the 780 score:

Has at least 10 credit accounts in total and a 15-year credit history.
Uses 15% to 25% of her credit card limits.
Has no late payments on her credit reports.
Has no collection accounts or other major negatives.
The person with the 680 score:

Has six credit accounts and an eight-year credit history.
Uses 40% to 50% of her credit card limits.
Was 90 days late on an account two years ago.
Was 30 days late on another account one year ago.


Here's what you need to know about each action and the effect it had:


1. Maxing out a credit card

Using 100% of your limit on any credit card puts you at risk of over-limit fees. It also takes a bite out of your credit score.

Our person with the 680 score might lose 10 to 30 points from this one action, while the 780 scorer could shed 25 to 45 points.

The difference points up an important fact: The higher your score, the more points you tend to lose from "bad" actions. That's because the scoring formula is sensitive to any sign you're getting in over your head. Maxing out a credit card is considered one of those signs.

You also should know that it typically doesn't matter to the formula if you carry a balance or pay off that maxed-out card as soon as you get your statement. What's usually reported to the credit bureaus is the balance on your last statement. Even if you pay the debt in full before the due date, the maxed-out card will hurt your score.


2. Skipping a payment

Mailing a payment a few days late normally won't hurt your score, although you may incur late fees and trigger higher interest rates. The big hurt comes when you miss a payment cycle entirely.

A 30-day-late report would shave 60 to 80 points from our lower-scoring person and 90 to 110 points from our higher scorer. In other words, one lapse of attention could plunge the 680-scorer into subprime credit territory, and our 780-scorer could find credit much harder to get and more expensive.

This is why it's so important to set up automatic payments to ensure your bills get paid on time, all the time. With credit cards, you can set up automatic payments that take the minimum payment out of your checking account to ward against a late payment. You can always make a second payment that reduces your debt or pays it off entirely. You can sign up for automatic payments on the Web site of your card issuer.


3. Settling a credit card debt

All the advertisements about "settling your debt for pennies on the dollar" make debt settlement sound like a great solution. But failing to pay what you owe a creditor will take a serious toll on your score.

The 680 scorer would lose 45 to 65 points with this maneuver, while the 780 scorer would shed 105 to 125 points.

Our scenario assumed that our borrowers would miss one payment before settling the debt with their credit card companies. In reality, debt settlement negotiations can drag on much longer, with each missed payment taking another chunk out of your score.

Settling a debt with a collection agency would hurt less, probably much less, because the FICO formula is set up to weigh more heavily what the original creditor says about you than what a collection agency reports. But if our borrowers were settling with a collection agency instead, their scores would be lower to begin with, because they would have collection accounts on their records.

Also, you should know that the amount of debt your creditor "forgives" in a debt settlement solution is typically added to your taxable income. So you may save some money by settling a debt, but you'll give some of it back to Uncle Sam in higher taxes.


4. Losing a property to foreclosure

Foreclosure deals a severe blow to your credit score: 85 to 105 points for our person with the 680 score and 140 to 160 points for the one with the 780 score.

Foreclosures have implications for your future ability to get a mortgage as well. Although your score may start to improve as soon as the house is gone, mortgage lenders may not be willing to extend you another home loan until two to four years have elapsed.

In an attempt to protect their credit, many people attempt short sales, selling their houses for less than what's owed, with the lenders' permission. Unfortunately, these transactions, even if successful, are often reported as settlements. And a settlement, as you've seen, is pretty bad for credit scores.

To lenders, a short sale isn’t quite as bad as a foreclosure, though, and it may be easier to get another mortgage once you’ve rebuilt your credit.


5. Filing for bankruptcy

FICO spokesman Craig Watts once called bankruptcy the nuclear bomb of credit actions. Filing for bankruptcy would shave 130 to 150 points from the 680 score and 220 to 240 points from the 780 score.

This is different from the other black marks, where the higher scorer was still left with better numbers than the lower scorer. In this case, both would wind up near the bottom of the credit barrel. Getting new credit, particularly in the current credit-crunch environment, would be extremely tough.

Sometimes, of course, bankruptcy is the best of bad options. (See "Quiz: Should you file for bankruptcy?") But if you can't pay your bills, you should at least explore the other possibilities: forbearance, credit counseling or even debt settlement.


Finally, if you have any of these five black marks on your record, remember two things: The impact on your score may differ from what's shown above, and regardless of how many points you lost, you can rebuild your FICO score over time.

You can buy your Equifax or TransUnion FICO score from MyFICO.com. (Experian no longer sells FICO scores to consumers, although it continues to sell the scores to lenders.) With paid scores, you'll get specific advice about how to improve your numbers.

myFICO May Sale - Save 20% on FICO scores & credit reports

myFICO - Official Site



In general, when you're trying to build a credit score, you should:


1. Pay your bills on time, all the time.

2. Reduce your credit utilization; below 30% is good, below 10% is better.

3. Have a mix of credit on your reports, including installment loans (mortgages, auto loans and personal loans) and revolving accounts (credit cards and lines of credit).

4. Refrain from closing accounts.

5. Apply for new credit sparingly.


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How much is an inaccurate score costing you?




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Monday, September 14, 2009

Guide to Handling Objections: Identity Theft Protection




Objection: I monitor my credit reports on my own. I don't need it.


Response: Seventy-one percent of fraud happens within a week of the theft of your personal data.

How often do you monitor your credit reports?

For a small increase in your monthly payment, wouldn't you want the peace of mind that Identity Theft Protection provides?



Objection: If this would happen to me, I could fix it on my own.


Response: Did you know that most victims of identity theft lose thousands of dollars and lost wages, not to mention legal fees, trying to deal with their cases? It's awful.

You can spend months trying to repair the financial damage caused by identity theft.

It's not easy to remove the negative information from your credit reports.

Doing it on your own is very time consuming and will make you angry, irritated and depressed.

With Identity Theft Protection, you are assigned a personal recovery representative to manage your identity theft recovery and follow up for a year.



Objection: Identity theft happens to people who shop online. I never shop online, and I am very protective of my Internet passwords.


Response: According to identity theft experts, the Javelin Strategy & Research Center, low-tech methods for stealing personal information are still the most popular method of identity theft.

Stolen wallets and physical documents accounted for 43 percent of all identity theft last year, while online theft only accounted for 11 percent.

This program I am offering to you protects you from ALL TYPES of identity theft.


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Monday, August 31, 2009

Sometimes we are our own worst enemy - 2

by Gil Van Over

This week’s news flash was not published in the conventional news media, rather in one of the online forums I periodically lurk on.

The poster, a finance manager, was extremely upset over a scenario at his dealership that day. The conflict was with a sales manager and the topic was whether to deliver a potential straw purchase.

The finance manager was adamant that the deal not go through while the sales manager was just as adamant that the car started moving down the road. The General Manager’s response? Defer.

This scenario could just as easily been the finance manager holding up a deal because of other potential bank fraud, such as power booking, credit application fraud or manufactured stipulations.

The sales manager kept pushing the “we’re all here to sell cars” theorem while the finance manager valiantly resisted with the “I ain’t doing the perp walk for anyone” argument.

In the end, the General Manager did not take a position, but rather deferred to the dealer’s attorney.

What should he have done?

I am not an attorney, but do occasionally get these type of phone calls, asking my opinion.

With the assumption that the information relayed by the poster was the complete story, my recommendation would have been to let the lender know the complete story and if the lender decides to buy the deal, document the decision and move forward (if the lender knows about the transaction, it is not technically a straw).

Otherwise, do not sell the car to a straw purchaser.

Sometimes we all need to just get back to the basics - AFI


Gil Van Over is the President and founder of gvo3 & Associates, a nationally recognized F&I, Sales and Red Flag Rule compliance consulting and training firm (www.gvo3.com).


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Thursday, August 27, 2009

F&I Training Cash Conversion Video

Here is a good technique for cash conversions that is worth a look - but someone please tell this guy to throw away that chair!!!




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Friday, August 14, 2009

Cash For Clunkers

by Troy Spring

With all the "Cash For Clunkers" madness going on, (I have not talked to one manager who wasn't at least a little frustrated with all the paperwork and effort it takes to do a deal.) I thought it was especially a good time to talk about this subject.

The major reason is how much a mistake cost the Dealership and Owners in time and cash flow. If a mistake is made and you have re-submit at the "end of the line" and it the cash flow losses will add up quick. With the additional hours it takes to make a deal, the additional mental fortitude it takes to cross all the T's and dot all the I's for this program it is easy to get frustrated and disenchanted.

Many managers with that aggressive A type personality which makes them great at the job of selling and delivering cars on a daily basis are finding that channeling the B type personality and the anal retentive side of the brain is hard work, I know I would would be one of them if I was to sit in that seat. So it is without any reservation I say that this could cost people their jobs making mistakes and not getting funded by the government on deals that were contracted and spotted with $4500 on the line.

So slow the process way down, Ask for help, have someone double check the work before you click submit, make sure you take a little time to yourself and get refreshed (maybe take your day off) and not getting to overloaded and "fried". Notice: Fried and Fired use the same letters!!!!! If you are "Fried", you (or your managers) will make mistakes, a lot of them. This will only lead to you becoming more fried, and lead to getting fired because of all the meetings, efforts, yelling, etc it will take to clean up the mistakes while trying to conduct new business. It will be a vicious cycle that will not end for a lonnnggggg time.

Have a plan to do it right the first time and you will find you have a boat load of more time on your hands. With that extra time you will find you will sell more cars, deliver more cars and be much happier.

Thoughts from the author:

I agree it isn't rocket science but it was written from the heart ( after hearing some of my dealers frustrations) and thought it if it helps one dealer have less cash flow issues because he is waiting on $200k from the government for a month longer than he needs to, one guy to not lose his job over it, one manager to say, hmmmm good thinking from an outsiders point of view (in the heat of battle you can't always see every angle) than I will be one happy guy for the risks I took writing this. Troy Spring


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Thursday, June 11, 2009

F&I Objection Handling: Roadside Assistance with Tire and Wheel Road hazard Protection




Objection: I have roadside assistance with AAA.

Response: Excellent. Obviously you already see the benefits of roadside assistance.

"Which AAA coverage plan do you have? AAA standard @ $64* per year? Or, AAA Plus @ $97* per year?"

"With AAA, you’ll be paying approximately $500* over 5 years, and you still won’t have protection from roadside hazards. For only $_____ per month you can have both the Roadside Assistance and Tire & Wheel Road Hazard Protection. Your tires are the only parts of your vehicle that touch the ground, and tire and wheel repairs are the most expensive repairs you will have that are not covered by the manufacturer’s warranty."

Best Practices:

1. Know your product! Many manufacturers do not provide towing unless the breakdown is due to failure of a covered part. Towing is only available if the vehicle is still under factory warranty. How much factory bumper - to - bumper is still left on the vehicle?

2. Present your customer with a copy of owner’s manual detailing what’s covered by factory roadside assistance and present it as an “upgrade” to limited factory coverage.

3. Sell it as a combo. It is the Roadside Assistance and Tire & Wheel Road Hazard Protection Plan. Point out that the factory offers NO coverage for roadside hazards.

4. Stay current on AAA Membership Benefits and rates. For example, in the South, AAA’s Membership Benefits Chart can be found online at www.aaasouth.com/membership.asp.*


!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

*** If anyone would like to offer this fantastic product in the F&I office, I am also the acting rep! Call 1-800-671-1454 or send an email to autofinanceinsider@yahoo.com. The incentive / rewards program for the F&I managers will blow your mind. LET"S TALK! --- AFI

!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!



Check out Tire and Wheel objection handling on this You-Tube Video:


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