As an F&I professional, you're not just selling a product, you're providing crucial financial protection for your customers. Let's explore why GAP insurance matters more than ever and how to effectively communicate its value to your customers.
Understanding Today's Market Reality
Your customers need to understand the current market conditions more than ever. Here are the key statistics that should be part of every GAP conversation:
New vehicles depreciate approximately 20-30% in the first year
Over 30% of buyers have negative equity when trading in
The average negative equity amount is approximately $5,400
Average down payments have dropped to below 12%
Effective Sales Approaches
1. Start with Questions, Not Pitches
Instead of jumping straight into your GAP presentation, ask discovery questions like:
"What kind of down payment are you planning to make?"
"How long do you typically keep your vehicles?"
"Have you ever known someone whose car was totaled?"
2. Use Real Numbers from Their Deal
Nothing resonates more than personalized examples. Show them:
Their exact down payment amount
Monthly depreciation based on their specific vehicle
The precise “gap” between their loan amount and projected vehicle value
3. Address Common Objections
When customers say: "My regular insurance is enough," respond with: "Let me show you exactly what your insurance would pay in a total loss and what you'd still owe the bank." When they say: "It's too expensive," respond with: "Let's break down the monthly cost compared to the potential out-of-pocket expense without it."
The Power of Storytelling
Share real examples (while maintaining privacy). For instance: "Just last month, a customer who declined GAP returned after a total loss. They were devastated to learn they still owed $4,000 on their totaled vehicle while trying to finance a new one."
Utilize Your Sales Toolkit
Visual Aids to Use:
Depreciation graphs showing their specific vehicle model
Calculator showing their potential negative equity
Comparison charts of insurance payouts vs. loan balance
Key Phrases That Work:
"This protection ensures you can get back on the road without carrying old debt."
"GAP coverage is like an airbag for your wallet and your credit."
"This small monthly investment protects your entire loan balance."
Timing Is Everything
The best time to present GAP is right after loan approval but before finalizing numbers. This allows you to:
Use their actual loan figures in your presentation
Include GAP in their monthly payment calculations
Show how minimal the monthly impact is when bundled with the loan
Closing Strategies
The Assumptive Close: "Would you prefer to include the GAP protection in your monthly payment, or would you rather pay for it separately today?"
The Summary Close: "So, you're putting $3,000 down on a $35,000 vehicle. Without GAP, you're risking $5,400 in potential negative equity. We can protect you from that for just a few dollars in your monthly payment. Shall we include that protection?"
Follow-Up Tips
Keep track of customers who decline GAP
Follow up after major weather events or during high accident seasons
Share success stories of how GAP helped other customers
Remember, you're not just selling a product – you're protecting your customers' financial well-being. When you truly believe in the value of GAP insurance, that conviction will show in your presentation and resonate with your customers.
Get Certainty Gap by AutoXcel
AutoXcel offers day-one protection through Certainty Guaranteed Asset Protection, saving consumers from additional out-of-pocket expenses that insurance doesn’t cover. Competitively priced, Certainty GAP:
Pays off any remaining balance left over on a loan after a total loss occurs
Protects the consumer’s credit history by ensuring the loan is satisfied
Covers the consumer’s deductible up to $1000
Reach out to AutoXcel today to learn more about Certainty Gap!
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