Body Shop Deductible Loan

Make More Body Shop Sales Secret!

Body Shop Deductible Loans @ www.collisionfinancialservices.com

Does it seem if your shop is “locked out” of the DRP club?

Or worse,
your bodyshop is “in” the DRP club and you’re just getting by?
Keep your mind open to new ideas. Collision Financial Services has developed a new strategy that will generate new and profitable sales
for your collision center.
How? By offering your customers “in-house” financing managed by Collision Financial Services
Why? Because most people do not have the cash or resources readily available to pay their $1000 deductible.
Don’t believe me?
A very recent USA Today article was entitled,
“Two Thirds of Americans Would Struggle to Cover $1000 Crisis”.
The article states that, “these difficulties span all incomes and that three-quarters of people in households making less than $50,000 a year and two-thirds of those making between $50,000 and $100,000 would have difficulty coming up with $1,000 to cover an unexpected bill. Even for the country’s wealthiest 20 percent — households making more than $100,000 a year — 38 percent say they would have at least some difficulty coming up with $1,000.”
So before you read this and write me off as some kind of a nut, imagine if you register your shop today @ www.collisionfinancialservices.com and by implementing this new strategy your sales starting to explode at a never before seen astonishing rate. Have you ever seen a 80% estimate closing rate at your bodyshop? Imagine, that in your market, that for a time, you are the only shop offering deductible loans? On top of your regular walk-in traffic, what could simply marketing this new C.F. S. system that answers so much of your customer’s problems generate in additional sales? Even while you sleep.
So what, that this concept is something altogether different and outside the box? Ask yourself: Are you keeping your mind open to new
ideas?
Most people who fail miserably, do so by closing their minds to new ideas.
Guess what? There's nothing new about the fact that estimate callbacks annoy people, it's almost a dead process that fails at a high rate to generate repair commitments.
When it comes to the collision center sales world, shops fail for two reasons:
Because they have gotten DRP lazy
Because they don't accept new ideas.
Do you want a never-ending supply of customers coming in, people who don't just want estimates, but are ready, willing and wanting their vehicles repaired? Who want to commit right now? Most also will make great long-term customers and referral customers. If you’ve been wondering how to get them, now you know: Register your shop @ www.collisionfinancialservices.com and start offering deductible financing.

Stop Allowing Yourself to be a Hostage to Success

Body shop deductible loans

Stop asking your estimators to lie to vehicle owners. Seriously.

Because if they are just selling, they are never really being honest with your potential customers.

Here’e the rub, I sell too, so what am I talking about?

The collision business is not easy. That’s a fact. Another fact is, the only way to really be ethical in sales is to only sell to people who are completely, no ifs and no buts a 100% fit for your collision center. No exceptions.

Guess what?

Vehicle owners who are qualified, already want your bodyshop to repair their vehicle. So you don’t have to sell them. They are already sold.
you don't have to sell them. They're ready to buy right now.

So who do you keep trying to sell? You may have guessed it. The rest of the vehicle owners that need repairs out there, who are not yet a 100% perfect fit.

So selling is bad, selling is an uphill battle of trying to convince someone that they should have something they really don't want or need.
All you’ll encounter is resistance, objections, not to mention, all those people who lead your estimator’s on because they are too afraid to say "no" and then never return any of your estimator’s calls or emails.

Here’s my last fact:

When people need something from a bodyshop business, they know it. Nobody needs to sell it to them. When they want something, they know it, and don't need to be sold. Sure, there might be some price negotiation or they more than likely do not know how they are going to pay their deductible. That’s it. The next time a vehicle owner seems to be playing games, throwing out hollow objections or not returning your estimator’s calls, you should consider that maybe you were not altogether honest with yourself in even considering them to be a good prospect in the first place. Until you solve their problem. No deductible cash. Use “in-house” deductible loans managed by Collision Financial Services. Register your shop today @ www.collisionfinancialservices.com

$1000 Deductible _ Problem or Opportunity?

Collision Financial Services Auto Repair Loans

Did you know that we have been experiencing an economic recovery since the Great Recession of 2008-2009. Has it felt like a full recovery to you?

Although the economy has trended upwards, people just haven’t been saving. 44% of Americans are either in debt, have no savings at all, or have only enough savings to tide them over for up to three months if they lose their jobs, as stated by an Assets and Opportunity report last year.
A recent report found that nearly half of Americans are saving no more than 5% of their income, while 1 in 5 or 18% are saving nothing. Literally nothing at all.
Not a lot of American have nests with nest eggs.
Now let’s add consumers insurance buying habits into the conversation. One of the most common cost-cutting tactics is calling up your insurance company and requesting an increase in your deductible – the amount you have to pay before the insurance kicks in.
On the surface, this works well. If you increase your deductible, your premiums will go down, meaning your monthly bills are lower. People chop hefty percentages from their insurance bill just by making this move.
The first thing to note is that the purpose of auto insurance is to insure financial survival due to an unforeseen accident. With automobile insurance – if you total your car without insurance, you might be left holding just a car loan and nothing to show for it.
Obviously, for those consumers in a higher tax bracket, insurance premiums are a lot less important.
A consumer saving money by raising their deductible should then be sure to have the cash on hand to cover the deductible in such a situation. But mostly they don’t. Americans are just not good money savers. Instead they only consider that, if they raise their auto deductible from $200 to $1,000, they’ll see a big drop in their bill. Like a premium saving of 40%. Also, by car insurance industry estimates, an insured files a claim for a collision about once every 17.9 years. They all think they are average drivers, and roll the dice. However when something goes wrong with the car, they’re going to need that $1,000. If they don’t have that $1,000 in an easy-to-access place, then they are in real trouble.
Now this person who has rolled the dice, lost. They have little or no emergency fund and walk into your shop asking f

or a estimate. Needing their vehicle repaired. Your solution is simple: Register your bodyshop or collision center today with Collision Financial Services and offer them a “in-house” deductible or collision repair installment loan. No credit check.

What’s “Stopping” You?

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Everyone has developed internal blockages that keep them from succeeding.

Estimators are leading candidates for this!
Truthfully, our own ways of thinking has more to do with sales failure than insurance company’s policies, the ”mythical” prevailing rate pricing, failed estimate callbacks or the economy, and all of the rest put together. What is your deep, dark secret excuse?
I’m talking about any excuse you make in your head that gives you a pseudo reason not to really succeed. The most common sales excuses estimators have for under-preforming:
– They were just shopping
– They are going to “cash” out
– No traffic coming to shop
– We are not a DRP shop
– It”s tax season
– School starts next week
– The fair is in town
– All I’m writing is total losses
Did I forget some? When questioned, they will repeat these excuses ad nauseam.
Everyday, we get emails with the same question into our inbox:
Here’s the truth:
No one but you can make something work for you.
You could keep doing the same thing day after day. How’s that working? You may have heard, doing the same things over and over again and expecting different results is the very definition of insanity. Or… try something new and get more sales.
I also commonly hear, “It won’t work for me!” Right!
If you think something won’t work for you, and never try anything new, it won’t. If you think Collision Financial Services won’t work for you and never even offer your customers deductible loans, you’ll be right.
Henry Ford once said, “Whether you think you can, or you think you can’t, you’re right.”
So how about, stop making excuses and thinking, “it won’t work for me” and start putting a new idea and a successful strategy into action. Offering your customers “in-house” deductible loans will get results.
Register your shop today @ www.collisionfinancialservices.com
I am not trying to sell you anything. The C.F.S. program will sell itself.
Once you start to use the new C.F.S. strategy, we are so confident of your success, that we are willing to manage your 1st customer loan for FREE. If you decide the C.F.S. system works for you and will make you NEW MONEY after you try it, all the following loans we manage for you will be only be charged 6%. And many shops roll that amount into their customer’s loans…

You Can Lead Some People to Knowledge - But You Can’t make Them Think!

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Let stupid people stay stupid.
The collision business is largely a big cat & mouse game with insurance companies. They’re always staying one step ahead of us. Part of their strategy is to condition the consumers and us as business owners. They use smoke & mirrors to try and throw companies off a profitable track, and then confuse them with numbers. Even some numbers that should only be important to them. Not bodyshops. For example, every time a dashboard score moves, a certain segment of the entire collision world goes into a frenzy. Meanwhile, other successful collision shops ignore the hyperbole and keep doing what works, and continue to profit.

But being a DRP shop works!

Typically, those shops are not open to a conversation. I’ve found it’s pointless for C.F.S. to attempt to show them the high cost of their current business tactics and how much more they'd make if they were to charge a truly profitable rate instead of accepting the mythical “prevailing” rate. Much less, recoup all that time spent doing estimate callbacks and instead spend it face-to-face closing sales with vehicle owners instead.

These bodyshop owners can be dramatically and emotionally attached to their status quo. They won't give it up even though they're making mediocre numbers at best, and they won't accept that it's a moth-eaten method. Even though the numbers don't lie.

Let me make those guys really angry...
Let me suggest that they go on, being a estimate writing, order taking, DRP relationshop who never really fully appeases their insurance idols. Because it means more profitable, easier sales for the rest of you who use to use your brains and work more intelligently. I might as well say their baby is ugly. Seriously. Some collision shop owners can be so close-minded that I often wonder, did they ever know they were in sales?

It's true. Just leave easy estimate conversions to repair orders to the rest of us. Numbers don't lie, here are some to consider:
80/20 rule: DRP shops and estimators doing their call backs are fighting each other for a % while the rest of us can have easy access to larger %. How? Via more intelligent self-marketing strategies and tactics. A huge portion of vehicle owners needing their vehicle’s repaired today, do not have have their deductibles saved in reserve. They walk in your door everyday asking for a estimate. But needing their car repaired and cash problem solved. If you have the answer to ALL their problems, these people are very easy to close and there's usually no competition, since most or all of your competitors are still only talking about their life-time warranty.

And what are those strategies and techniques to reach those vehicle owners? The ones who need your services? I spent a lot of time asking those questions. I invested many years of trial-and-error along with spending time with the most profitable collision shops I could find. Use “In-house” deductible loans. Managed for your shop by www.collisionfinancialservices.com
Register your shop today. I know you've seen this before. I am not trying to sell you anything. The C.F.S. program will sell itself. Once you start to use the new C.F.S. strategy, we are so confident of your success, that we are willing to manage your 1st customer loan for FREE. If the C.F.S. system works and starts to makes you TONS OF MONEY after you try it, all the following loans we manage for you will be only be charged 6%. And many shops roll that amount into their customer’s loans…

DRP’s Help my Bottom Line

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That's what a bodyshop owner recently said to me.
Does Having DRP’s "Help" Your Bottom Line?
According to most industry experts, yes, it does. But it does so at YOUR expense!
The gist is this: "Your repair order sales average will be lower, but collectively your shop will make enough. DRP’s will create enough business to improve your sales and bring in enough profit.
Very sad to say, they're right. Far too many bodyshops and collision repair centers take this approach because, at least within their very limited thinking, agreeing to stay compliant, and making enough is easier than marketing their collision centers.
A Terrible Truth

Some are even more blunt: You might go broke repairing vehicles for the “prevailing” rate, but that's not our problem! Their thinking: Let them go broke until they can bring in customers themselves who will generate a more profitable revenue.

Our Sickening Reality
Does this gem of backwards, atrocious thinking ring a bell?
“If we send you X number of vehicles and you keep the average severity below X $, we will send you even more vehicles.”
Did this crap ever really work for you?
Why not? Because this phony math never works out in the real world - for anyone. Adhering to some of these insurance generated KPI’s is an expensive waste of your time and your money. Do you still believe in the “myth” of the prevailing rate? Directing your estimators to “be more compliant“? Ever increasing demands that your technicians somehow "increase their productivity”? Why do we continue to use these weak excuses to negate real profits available? Was generating profits just over breakeven, what you intended when you started your bodyshop?. The bottom line is that you, as a bodyshop or collision center owner, cannot afford to continue fooling away your time, whining about low profits. Especially now that you're aware and know full well that some insurance DRP’s hurt YOU in the end, to their benefit!
If you want huge sales success - and I mean HUGE success - you'll never get there by doing the same old things you’ve been doing. Learn a new effective, leveraged, strategy and tactics to generate an endless supply of vehicle owners, wanting to get their vehicles repaired at your shop. Deductible Financing will allow you to be more profitable and then pay your employees better.

If I've said it once, I've said it a thousand times:
Estimators must never "sell." Their job is to get people to want to buy. Meaning customers want to buy from you with no coercion and/or manipulation. What is commonly called "selling" is no longer necessary. No one likes to be “Sold”.
Register your shop @ www.collisionfinancialservices.com and start offering customers “in-house” deductible financing managed by C.F.S.

Why are my Estimators not Good Enough at Sales?

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A business can no longer afford to throw darts at a board by relying on multiple estimate callbacks and hope to increase estimate to repair order ratios enough to make a good living.

Additionally, most people are no longer very tolerant of that method. Today, it is now crucial to recognize four new categories of capturing collision business:

Vehicle owners who will not have their vehicle repaired at your shop, no matter what.
Vehicle owners who want to have their vehicles repaired at your shop because the insurance company said so.

Vehicle owners on the fence, who may or may not have their vehicle repaired at your shop.

Vehicle owners who would commit to repairs right now - if they just had the funds in reserve to either make their deductible or pay for their repairs

Group #1 isn't so bad. Because they'll tell you, “No” upfront. Unless you're hard-headed or simply stupid, you'll continue on to someone else. A leading sales expert once said, that the single best thing he ever did for his sales career was to abandon prospects after they said "No" twice, instead of just chasing after them forever. He stated there are just too many good prospects out there to waste time chasing bad ones. Maybe that once was true.
Group #2 can be a ticking time bomb in your business as your insurance “partner” becomes ever more demanding of your employees and continues squeezing the profits from you one drop at a time.
Group #3 are a disaster and can be the leading cause of failure in your estimator’s sales. These people never make a decision to say either "yes" or "no" and will string
your estimators along forever. Additionally, with these people, the more aggressive tactics used, the less likely they will ever commit to allowing your shop to do the repairs. They're the ones who will waste your estimator’s time in multiple estimate callbacks, saying they’re interested, then never schedule a repair, return another call or email. Or they'll ask them to keep calling back next week, only to tell them each time, “Try us in another week.” Just thinking about these time wasters, I used to get perturbed, not only because of how much time and money they cost my estimators back in the day, but because I now think indecision is not just a cowardly trait of human beings. Truthfully, most of these people just don’t have the money reserved to commit to the repair. Why not offer them a financing option?

Group #4 is the easy ones you should want. Vehicle owners who are predisposed to commit to you. If you can solve their dilemma. Not enough cash or credit. Just offer your customers “in-house” loans to allow them to pay their deductibles. Get started on the a new fast-track to generate more sales and easily get paid profitable labor rates. Roll the increased labor rates and C.F.S. 6% charge into their deductible loan. They will be glad to pay it. Register your shop today at: www.collisionfinancialservices.com

I Need More Sales - I Should Write More Estimates

I Need More Sales - I Should Write More Estimates

I almost laugh out loud at when I hear this logic. Typically its a very telling statement of desperation, and more specifically, of simple-minded owners and managers who tell their estimators to write more estimates and make more estimate callbacks daily.

Write more estimates and make more estimate callbacks? Really?

The idea of writing more estimates, is predicated on flawed logic: "We don't have enough sales coming in, our estimate to conversion ratio sucks unless an insurance DRP delivers a customer to us on a silver platter. Our estimators suck as sales people, so we need to do more of it! The concept is: Write as many estimates as possible. Make multiple callbacks to every vehicle owner for whom you’ve written an estimate.
Stop being a dumbass.
Does simply writing more estimates and harassing customers on the phone, ever result in plenty of more customers? Sometimes. Is this the most effective and profitable use of your employee’s time? No. Here’s why it doesn’t always work anymore. It's pretty obvious that writing enough estimates, you can definitely get several commitments. Especially if you have chosen to be compliant rather than profitable.
However, often estimates made for non-DRP’s vehicle owners and then making estimate callbacks convert into sales at an astonishingly low rate.
I can remember spending 60% of my time writing estimates and making estimates callbacks before I knew better. Truth is, once the customer leaves your shop without making a repair commitment, it may only generate 5% of your total sales. Why is this so?
Quite simply, because even busy, successful people have not reserved the cash to meet their $1000 deductible. After they leave your shop they will almost never accept your call back after the first one. Who’s left? Time-wasters, people who have nothing better to do, or worse yet, to quote an old southern saying, “A wreck will make a preacher go to hell.” These individuals actually think they are going to make a buck out of this accident. Others always want to talk more, but they never commit.
The main problem with just writing more estimates, is that it focuses on quantity over quality. What happens then? Estimators rush from estimate to estimate, quickly writing estimates, getting no repair commitments or many repairs scheduled. Not to mention writing a profitable estimate. They are usually just focused on writing a DRP compliant, minimally profitable estimate. For most, the end result is a bunch of wasted time and worthless estimates with people who are never going to commit and let you repair their vehicle. Because they often don’t have the money. So you've not only wasted a bunch of time writing the estimate, but now you get to waste more time on fruitless estimate callbacks, and probably leaving multiple voicemails for these non-buyers. Believe it or not, some top collision center pros go so far as to be selective about performing only profitable quality repairs, and not trying to be the repair shop of choice for difficult low profit vehicle owners and insurance companies
Solve The Problem
If you want to increase sales, improve your estimator's morale, and increase your collision center profits, listen up. Get off the hamster wheel.
Stop accepting poor estimate sales ratios and start doing something that works instead.
If you don't know what that is, no worries. Offer your potential customers “in-house” installment loans managed by Collision Financial Services. It works. In fact, roll the 6% C.F.S. charges for this service and a increased and profitable labor rate difference into the loan. It's that simple, your customers will be glad to pay it. They are much more concerned about, “How much per month? Than the loan details. Register your shop today at: www.collisionfinancialservices.com

Always be Yourself - Unless You Can be Captain Kirk

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Are your estimators working almost 100% of their time writing insurance DRP compliant estimates? You know, the ones that are never cheap enough, that always have too many OEM parts being used instead of minimal repair times?

The ones that forces you to pay your technicians a wage that has not kept up with inflation and then demand them to perform at very high proficient rate to keep the whole thing working? Maybe you actually run enough volume to make a good living. That methodology seems works for MSO’s right?
I’m going to suggest that for many successful and profitable collision centers, that is now becoming a very outdated, old-time business practice. Some bodyshops have perfected Collision Financial Services next-generation methods. A more intelligent system that, will work almost on autopilot and create more customers for your bodyshop. Then allow your estimators to spend more of their time closing sales from people who are ready to commit to having their vehicle repaired at your shop.

Now in fairness, your estimators may be good salesmen. Would you like to help them become, great ones?

You may have been in the same business, in the same city, for 25+ years. In that time, preformed excellent collision repair services, as all successful bodyshops do. As a result, is your bodyshop provided with plenty of referrals? More than your shop can handle and do your estimators get to pick and choose the best ones? Then send other local bodyhops your less profitable leftovers to struggle with?

Maybe you started your collision career in a different time, before the internet, and before DRP’s and MSO’s complicated sales. Back when deductibles were only $100 or $250? Back when William Shatner was James T. Kirk? Not like the $1000 deductibles common and rampant today.

I've mentioned in previous emails, according to a recent USA Today article, most people at all income levels do not have $1000 set aside for an emergency.

Most collision industry old-timer’s don't understand that. A few lucky ones, due to a huge book of business, with their property already paid for, not competing with MSO’s or heavy reliant local DRP relationshops haven't had to worry about enough work in over a decade, and actually have no idea how difficult, if not impossible it can be to stay profitable in the collision industry.

Imagine a travel agent from the past catapulted through time, only to discover in our current reality, travel agents are obsolete. They find that William Shatner, was no longer the captain of the Starship Enterprise, but just a cheesy salesperson for an
online travel site.

When your estimators are in front of someone who is pre-disposed, ready, willing, and able to commit to getting their vehicle repaired from your bodyshop, one can no longer prosper in an older reality of using estimate callbacks to gain more repair commitments. A far more intelligent and reliable method is needed. Register your shop today at:
www.collisionfinancialservices.com Offer your customers “in-house” loans. Roll the increased labor rates and C.F.S. 6% charge into their repair or deductible loan. They will be glad to pay it. Live long and prosper.

Bodyshop Sales Failure = LAZINESS

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Bodyshop sales failure is often a sign of laziness. I said it but what do I mean?

Go way back to when you started your own business. You were ambitious, you strove to be a successful business owner, got off your butt, left the safety and security of the job you held, and got started. Sometimes with little or nothing but blind-faith. It’s been said, “Having a job is a sign of laziness.” Taken in context there is truth to that. Moreover, we in the collision industry typically work within our own historical contexts. Typically these situations have been made for us by the third parties that mostly successfully controls our rates. We have been conditioned to accept them.

Umpteen bodyshop owners and managers have no real desire to improve. You and I have met people who have allowed the current “system” to work and have become well off, while building large collision shops that are totally organized, and employ a large number of staff and technicians who through hard work make enough under their existing market conditions to feed and clothe their families. These bodyshops receive a large volume of business with minimal profits, despite their estimators sometimes creating zero sales on their own for a year or longer. They keep their doors open by being very compliant and striving to keep “big brother” happy job by job.

Others talk the talk, point fingers and wish to improve, however, you and I both know, talking, pointing and wishing doesn’t accomplish much. This type of individual will very rarely walk the walk when it comes to implementing needed change and working to improve their sales.

Lastly, there are collision and bodyshop owners and managers who either understand that there has to be a better way to manage their business than what we’ve mostly encountered to date or find themselves effectively, “locked out” of their local DRP relationshop dynamics. “They never let poor Rudolph join in any of the reindeer games.” If you can relate to that verse, you know who you are and why. You're are making a conscious effort to continually learn and improve. They compass the spectrum from brand-new smaller bodyshop owners who have no idea exactly where to begin, but who burn with a desire to succeed and will make the effort to do so, all the way to some very elite top collision center owners who have big sales figures every year but see very little net profit. It’s safe to assume that you’re in this last category. If not, why you would bother to read this far?
My Best Sales Secret for More Sales
This one is simple: Start acting like a good, caring business owner. If you observe the very best estimators, you'll notice that they don't act like automated DRP order takers or worse, sales people. They've learned to be personable, and to talk to vehicle owners like they would an old friend. And guess what? This puts the person needing their car repaired at ease and makes him or her feel like an old friend. Once that happens, quite often, they will admit that they have no idea how or where they’ll get the money together to pay their deductible.
I recently heard another leading sales expert say, “Start doing estimate call-backs at 7am everyday.” He stated that as excellent advice to build your business and create more sales. Of course, I can already hear someone suggest: “7:00 am! Maybe that’s why I haven't been able to reach those people!” You mean the ones who never made a repair commitment at your shop? Let me know how that works…
There are lots of answers to the problems of not enough sales and not enough profit.
Want to watch your sales and profits increase quickly? You can find answers at www.collisionfinacialservices.com . Strategies, and techniques that will increase your sales and more importantly, your profits. There is an endless number of qualified vehicle owners that need your services. Who are ready to buy right now. You do not have to be slow or cater to the whim of outside forces.