The Essentials of Lease and Finance Renewals

* DUANE HIGHLY RECOMMENDS YOU COMPLETE HIS WORKSHOP “UNDERSTANDING AND PRESENTING LEASING” BEFORE MOVING ON TO THIS WORKSHOP.

“Our lease renewal rates and finance compression volume has been one of the highest, if not the highest, in the country for over 10 years straight!  We run Duane’s Trade Cycle processes to the letter.”  Chris Blanchard, Trade Cycle Manager, GM

  • Philosophies of Trade Cycle Management
  • Using Trade Cycle Compression to sell more vehicles
  • Trade cycle habit training customers
  • Common pitfalls and traps of most leasing presentations
  • Depreciation presentations
  • Why customer satisfaction and loyalty are NOT related
  • Retention facts
  • Funding a retention program without spending any money
  • Effects of time and customer contacts on retention
  • Phone/letter/e-mail contacts
  • Getting more referrals from your customer base
  • Getting the renewal appointment 80% of the time
  • Proven target letters to increase renewals
  • Usable pre-trade ideas
  • Post maturity follow-up for increased sales
  • Processing objections during the term
  • Tracking and logging vital processes
  • How to set up renewal at delivery
  • Using your rates of sale to calculate the net worth of your client base and renewal profit potential
  • Renew more lease buyers
  • Compress more finance buyers
  • Run private sales to control and compress your customers trade cycles
  • How to desk the renewal and contamination appointment
  • Closing on objections to the renewal
  • Exit strategies and following-up the unclosed renewal customer
  • Trade Cycle Manager job description
  • Retention rate goal setting

An emphasis is placed on word tracks, customer presentations, follow-up management and closing techniques. We then combine them with strict process and procedure guidelines. 

Who should attend: Renewal Managers, Managers or sales people involved with customer retention.