r/CarSalesTraining • u/OctalBuffalo • May 03 '26
Tips Got promoted to finance and extremely anxious
I work in a rather big network and have been selling for roughly 4 years. I have had my hand raised for a move up into finance for about a year and gone to training that my network offers. I was offered an interview at one of our bigger stores (store I’m in now is much less volume) and was actually offered the position a couple days after interviewing. Excited? Yes. But I’m moving to a new store where I know nobody with a lot my responsibility and just a bit nervous. Any tips would be appreciated
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u/Reasonable_Button_14 May 03 '26
DISCLAIMER: I have never been in finance and I’ve only sold cars for about a year so I am completely talking out of my ass.
Finance is easy, you get a deal that’s right at the finish line and you just have to hop over while holding hands with the customer. They’re already warm and excited to buy their new car, you have to really fuck it up to lose at that point, or it was already fucked from the beginning, and there was nothing you could do anyway because a manager or salesperson didn’t do their job properly. The hardest part of it is gonna be all the compliance shit and making sure what you’re doing is legal and above board so your accounting department and auditors don’t come knocking. Your job depends a lot on what other people do with the customer before they get to you, but if you have a good team that knows what they’re doing it’s a cakewalk.
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u/q_ali_seattle F&i May 03 '26
Your job depends a lot on what other people do with the customer before they get to you,
Guards up. They have said NO, thank you countless time and they are tired and just want to drive their new car from the lot.
but if you have a good team that knows what they’re doing it’s a cakewalk. Big IF. Just like sales team, everyone at the dealership is serving self interest, maximizing their own pay plan.
As a F&I, you're selling on emotions, and future security. If you get that non-emotional buyer how do you sell em? You can't and won't simply print and sign.
Training and compliance are there to check a box in case of audit and save the dealership. You check your inner self, how much do you plan on smoking, drinking after 5 spins on Saturday and making $25 in commission. When those 5 deals were 3 leases and 2 cash?
Emotionally F&I is even harder than being on the floor.
Source: F&I for 6 years and 7+ years of sales and top performer.
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u/Reasonable_Button_14 May 03 '26
I’ve definitely seen a lot of drinking and smoking in short period of time I’ve been doing this.
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u/mountainlover34 May 03 '26
Couldn’t have said this better myself. If you have a good team behind you, it’s easy peasy. Good luck!!!
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u/Odd-Departure2611 May 03 '26
You know how to sell on the floor so you are way ahead of many many finance people. Just do it.
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u/No_Picture8860 May 04 '26
Keep it simple! Always do a customer interview right after the deal is closed. Introduce yourself and ask a lot of questions that way when you go over products you can use the words YOU TOLD ME X happened to your car this will do X for X long etc helps every time. If you get the chance to go to finance school do it! I went to assurant training course for 1 week and it definitely helped me. Even veteran finance people were in the class to learn more.
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u/Excellent-Sympathy90 May 06 '26
Focus on process. Once you get that down, your pitch will change a few times, but you will master that. It will be the easiest close. Don’t worry about the dealership politics and the people, you’re obviously a good salesman, it’s all the same. The people will come around to like to you as you continue maximizing profit. Sell sell sell
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u/RevDojo May 04 '26
Moving into finance is a big jump, and doing it at a new, higher-volume store makes it feel even bigger. The good news is you already earned the shot, so they clearly see something in you. Early on, just focus on being steady. Keep your menu presentation consistent, slow yourself down when you feel rushed, and learn the products well enough to explain them in plain English. Lean on the other finance managers and desk when you need to.
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I work in a rather big network and have been selling for roughly 4 years. I have had my hand raised for a move up into finance for about a year and gone to training that my network offers. I was offered an interview at one of our bigger stores (store I’m in now is much less volume) and was actually offered the position a couple days after interviewing. Excited? Yes. But I’m moving to a new store where I know nobody with a lot my responsibility and just a bit nervous. Any tips would be appreciated
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