Better Special Finance Accepts No Excuses

“A bird in the hand is worth two in the bush.” “There’s no such thing as a free lunch.” “If you can’t stand the heat, get out of the kitchen.” Great advice can stand the test of time, and when it comes to special finance, one of the most lasting and helpful pieces of advice anyone can give is, “Don’t accept excuses.”

Today, I was re-reading some of the excellent articles over at Special Finance Insider’s website, and I came across Brett Boatright’s tough-love article “Who’s Selling Who?” He walks through the typical excuses that salespeople, sales managers, finance managers, and used car buyers doll out when they fail to deliver on funding deals. The leads are the problem, the banks are the problem, the inventory is the problem…and so on and so forth.

The truth is that these are excuses, and there are steps that every special finance department can take to improve from the sales people to the finance managers. Most of the problems stem from not following through with leads, failing to be diligent with paperwork, and not knowing banks and finance companies’ programs inside and out. Every employee should take a moment periodically to take inventory of their day, how their time is spent, and how they can improve on their work. If they aren’t up to date on bank and finance programs, they need to schedule the time to learn it. Taking these simple steps can already put your special finance department back on the right track.

Special Finance Group wants to give your special finance department the tools it needs to succeed and exceed your expectations. To learn more about Special Finance Group’s Complete Special Finance Solution, go to, and connect with Special Finance Group on Facebook, Twitter, and LinkedIn!

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Special Finance: Why Your Call Center Matters

A special finance department is nothing without customers. Great inventory, a perfected pitch, and rigid compliance don’t mean much if people aren’t walking in the door, and the most effective way to get potential customers in the door is by simply picking up the phone.

A call center devoted exclusively to setting appointments is absolutely essential to any special finance department. It isn’t enough to double up the sales team’s responsibilities and put them on the phones for a few hours a day. They need to be working with customers and worrying about selling cars. Besides that, sales people tend to get too in-depth and try to sell the person over the phone.

A good phone rep will leave a sense of mystery and get the customer excited about the appointment instead of going overboard with interest rates, down payments, and other details. This isn’t just our opinion. In a recent article, Special Finance Insider Greg Goebel wrote, “I have proven over and over again that a well-managed call center/BDC will deliver better results with a better ROI.”

With Special Finance Group’s Complete Special Finance Solution, your dealership will get our highly trained call center that will set and track your appointments while instilling a sense of urgency and excitement in the customer. Our call scripts are written by a telemarketing veteran, and every day, we listen to our phone reps and our customers’ feedback to tweak and improve those scripts. Customers will show up to their appointments with all their proper documentation and ready to get a car if they are approved. It streamlines the car buying process, helping your sales team sell more cars.

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