SPECI A L FIN A NCE
��ISTOCKPHOTO.COM/OKTAVA
provide a checklist: Te f rst was
a four-page sales rep worksheet
that listed all of the stips that
should be collected upfront. Te
second was a four-page funding
checklist. I still use those forms
today. If you send me an e-mail,
I���ll be happy to share them with
you.
REVIEW EVERY DEAL
At my dealership, we employed
an auditor we afectionately
called the ���Deal Nazi,��� afer
the Soup Nazi on ���Seinfeld.���
He would review every deal the
same way the funder would: He
would check the math, review
the stips and make the calls to
verify residence, income and
insurance. If there was anything
missing, he would send it back
to the f nance ofce. If it was
good to go, he would ship it.
Did we make exceptions? Of
course we did. If the customer���s
last payday was four days ago, it
could be 10 days before he or she
could provide the next pay stub.
No harm done. We would convene for a daily ���Save-a-Deal���
meeting to hash out which deals
were incomplete, what was missing and when we could expect it.
We never used those meetings to complain about custom-
ers and point f ngers at each
other. We were trying to create
a culture that put a premium
on fast funding. To that end, we
came up with the ���3/6/10 Rule���:
Wish fnding the right employee
was always this obvious?
It can be
Search qualifed resumes and post your job today.
www.auto-dealerjobfnder.com
42
AUTO DE ALE R MONTHLY ��� APRIL 2013