In the world of automotive sales, the role of the F&I (finance and insurance) manager is crucial. This is the person responsible for guiding customers through the financing process, ensuring that they get the best possible deal on their car loan, and also offering additional insurance products. However, when it comes to the credit application process, there are two different approaches that F&I managers can take: using a written application or typing the customer's information into a computer while talking to them. In this blog, we'll explore the importance of using a written credit application and why it's the preferred method for many F&I managers.
First, let's consider the process of typing the customer's information into a computer while talking to them. On the surface, this might seem like a convenient and efficient method. The F&I manager can ask the customer questions and enter their responses directly into the computer system, without any delay or interruption. However, this approach has some significant drawbacks.
One of the main issues with typing the customer's information into a computer is that it can be distracting and even intimidating for the customer. They may feel like they're being interrogated or like their information is being rushed through without proper attention. This can lead to mistakes, misunderstandings, and even distrust between the customer and the F&I manager.
Additionally, typing the information into a computer can create errors or typos, which can be difficult to correct later on. If the customer's name or address is misspelled, for example, it can cause problems with their credit report or loan application. And if the F&I manager is entering information quickly or multitasking, they may not notice these errors until it's too late.
On the other hand, using a written credit application is a more traditional approach that has stood the test of time. By using a printed form, the F&I manager can guide the customer through the questions and help them fill in the necessary information. This can create a more comfortable and relaxed environment, where the customer feels like they have more control over the process.
Using a written application also allows the F&I manager to take their time and review the information more carefully. They can double-check for errors or missing information, and make sure that everything is accurate before submitting the application. This can reduce the likelihood of mistakes or delays down the line.
Another advantage of using a written credit application is that it creates a paper trail. If there are any disputes or questions about the customer's information or loan application, the F&I manager can refer back to the original form and use it as a reference. This can help resolve any issues more quickly and easily.
In conclusion, while there are pros and cons to both approaches, the use of a written credit application is generally the preferred method for F&I managers. It creates a more comfortable and trustworthy environment for the customer, reduces the likelihood of errors or typos, and provides a paper trail that can be useful in resolving disputes. So if you're an F&I manager, consider using a written credit application for your next customer, and see how it can improve your process and results.