In a non-confrontational way, ask or offer a discounted price for the item(s)that interest you. A good F&I person will either agree, or continue to
negotiate.
Often, they’ll offer the discount(s) you ask for, financing. As long as the terms of their loan are the same as what you’re if you let them do the (^)
already pre-approved for (you incentive for them to do this is that a lender will pay them some type of are pre-approved, aren’t you?), take it. The
bonus for securing the financing. Even if they don’t mark up the interestrate at all, they’ll still be paid a “flat” which is a fixed amount typically
ranging from $100-$300, depending on the amount of the loan.
As Full Disclosure selling becomes more and more prevalent, many F&Imanagers are relying on these (legal) kickbacks from banks. On a
“superflat” they can make anywhere from $300-$1,000. The amountdepends on the lender and the size of the loan—the more you finance, the (^)
higher the amount. Figure a flat will be 1 percent of the amount financed, asuperflat will be 2 or 3 percent.
can get, take it.TIP: As long as the rate is the same or better than what you^
But make sure you get something in return—discounts on one or more ofthe legitimate products listed above, free oil changes or something of
value to you.