Car Sales - Financing & F&I Role-Play Scenarios

De-escalate and explain why a hard credit inquiry was necessary after a customer gets an alert on their phone.

View scenario

Explain the financial difference between a 10,000, 12,000, and 15,000-mile-per-year lease.

View scenario

Guide a customer who doesn't have enough down payment to meet the bank's requirements for their desired vehicle.

View scenario

Reassure a customer who is hesitant to provide their Social Security Number and other personal information on a credit application.

View scenario

Navigate the financing process for a self-employed individual, explaining the need for different income verification documents.

View scenario

Handle a customer's request to put a large portion, or all, of the vehicle purchase on a credit card.

View scenario

Clarify whether the proposed loan has a pre-payment penalty and explain what that means for the customer.

View scenario

Clearly explain to a customer why their approved Annual Percentage Rate (APR) is higher than the advertised promotional rates.

View scenario

Delicately explain to a young, first-time buyer why they need a co-signer to get approved for a loan.

View scenario

Differentiate between various levels of extended warranty coverage (e.g., powertrain vs. bumper-to-bumper) in a clear, concise manner.

View scenario

Patiently explain the basics of car financing, including interest, term, and principal, to a novice buyer.

View scenario

Uncover the motivation of a customer who claims to have cash but wants to explore financing options anyway.

View scenario

Help a customer with a long daily commute decide whether leasing or buying is the better financial option.

View scenario

Effectively counter the objection that extended warranties are a 'scam' or 'waste of money.'

View scenario

Handle a customer with excellent credit who is pushing for a lower APR than the best rate the dealership can offer.

View scenario

Engage a customer who is immediately and firmly declining all F&I products before they are even presented.

View scenario

Explain the concept of negative equity and the risks of rolling it into a new, longer loan.

View scenario

Explain the concept and benefits of GAP insurance to a customer who is making a small down payment.

View scenario

Counsel a customer on the pros and cons of extending a loan term to 84 or 96 months to achieve a target payment.

View scenario

Sell the benefits of a Tire & Wheel protection plan, especially for vehicles with expensive low-profile tires.

View scenario