Automotive Sales, Finance, Underwriting and Management
This "duel" Diploma program includes all 8 Certification Courses on this page and takes most students 35 to 40 hours to complete at their own pace. College Diplomas are sent immediately upon completion. Career support continues with our complimentary 52-Week Business Development Playbook, proven to increase income, gross profit, and units sold. Lifetime career assistance also included. See each course for details.
Learn to identify the 13 most common F&I profit leaks at any dealership and implement proven solutions
Proprietary F&I Process designed to handle ANY F&I situation like a PRO including: Customers in a Hurry, Cash Paying Customers, and Short Term Lease Customers!
An F&I Process that ensures 100% VERIFIED Sales and F&I Department CSI 100% of the time BEFORE customers leave the dealership
An F&I Process that ensures all administrative details are complete before the customer leaves to reduce contracts in transit (CIT's) and costly rewrites (including loan underwriting, stipulation reviews, insurance/income/residence verifications, and required federal disclosures)
Extensive product knowledge training on popular F&I products to increase value in the F&I manager's mind
Pricing policies that are compliant and designed to achieve 50% or higher penetration on all F&I products to eligible customers and avoid unfair business practices
Interactive "Role Play" events and multiple video presentation reviews to develop new skills
How/Why to address Credit Application, Credit Bureau and Loan Underwriting Abnormalities
Contracts in Transit (CIT) Management
Loan Underwriting and Lending Guideline Interpretation for A/B Paper
Credit Bureau Analysis and Interpretation by Lenders
Common DMV Forms and Federal Disclosure Documents
Various Interest Rate and Rate Participation Calculation Methods Used by Lenders
Loan Packaging for Fast Funding
Lender Selection, Relations and F&I Director Skill Development
Advanced Subprime Lender Guideline Interpretation Skills - Choose the Best Lender for Every Situation
The Reverse Sales Process - Lining Up Customers for the Right Vehicles From the Start
100% CSI with All Subprime Customers to Obtain Unprecedented Referrals from Friends
Skills for Obtaining and Interpreting Proof of Income, Proof of Residence, Time on Job and Residence Verifications, Tax Return Interpretations used by Lenders prior to Final Delivery of Vehicle
Better Manage Bankruptcy, Charge-offs, Judgements, First Time Buyers, Self Employed, and Other Loan Underwriting Challenges that Provide Exceptional Profit and Relationship Opportunities!
Faster Funding of Subprime Loans for Maximum Cash Flow
Maximize Lease Penetration at Your Dealership
Ensure More Repeat Business (Future Lease Return/Resell Strategy)
Achieve Higher Profits Per Transaction by Providing More Options (Lease vs. Buy and One Pay Lease vs. Cash Purchase Options)
Leasing Terminologies, Lease Calculations
Lease Presentations, Required Federal Disclosures including Regulation M, Common Objections and Responses to Leasing
Leasing Department Strategies
Learn not to be just an F&I Manager, but rather how to be a Record-Setting F&I Manager/Director Master!
Reduce/Eliminate Employer Liability by Providing Compliance Training to all Employees.
Dozens of Federal Laws and Regulations Pertaining Specifically to Automotive Retail and Lending.
Comprehensive Online Compliance Training for Salespeople, Management, and F&I Managers.
Establish a Documented "Culture of Compliance, Testing and Adherence" to Federal Laws and Regulations with Permanent Digital Files for all Employees.
Code of Ethics and Conduct Signed and Digitally Stored for Every Employee Confirming Understanding and Willingness to Comply.
Testing Records to Prove 100% Understanding, and Certification for Completion.
Support a Culture of Compliance and Ethics that Employees are Proud to be a Part of and Attract Employees of Character to Your Organization.
Graduates of this course earn certification in Federal Compliance and Ethics Certification
1. (Advanced) Professional Selling in The Automotive Industry ($795)
1. Copyright and Trade Secret Acknowledgement and Agreement
2. Welcome to The College of Automotive Management!
3. Establish Your Personal Baseline Numbers (Sales, Profit, Referrals). You will beat these numbers.
4. Write Down Your Numbers - This is Your Baseline
5. Organize, and Bet on Human Nature - it never changes. Everyone wants to be loved, liked and appreciated.
6. 1-Year Business Plan. Build Your Business with Your Current Employer.
7. The 1-Year Business Plan Math
8. The Reality of Your Business Plan – How it’s Done
9. One Year Business Plan Mini-Quiz
10. The Importance of Using a CRM System in Automotive Sales
11. Use a CRM to Manage Leads & Data, and Retain Customers
12. What is your opinion of the 1-Year Business Plan so far?
13. CRM Mini Quiz
14. Lead Management – Response Times Affect Connectivity Rates and Closing Ratios
15. Lead Management - Stop the Shopper!
16. Why Video is a MUST for Highest Possible Lead Conversion Rates
17. Lead Management: Utilize Automated Response Tools that Start the Sales Process for You
18. Lead Management: Can Profits Really Increase by 300% if 60 second personal response time is achieved for ALL leads?
19. Lead Management Mini Quiz
20. PDF Download - Phone Training Scripts
21. Powerful, Yet Simple Phone Handling Techniques
22. Phone Training: Differentiate Yourself by Being the Most Likeable
23. Role Play: Smile with a Double Thank You – Inbound Call
24. Role Play: Smile with Double Thank You – Outbound Call (responding to a form lead)
25. Role Play: Keep Control of the Conversation
26. Role Play: Keep Asking Appropriate Questions to Stay in Control
27. Your Turn - Role Play Outbound Phone Call with a Friend
28. Role Play: Verify Contact Information
29. Role Play: Establish Reasons to Meet – Part 1 (Budget and Financing)
30. Role Play: Establish Reasons to Meet – Part 2 (Trade-Ins)
31. Role Play: Establish Reasons to Meet – Part 3 (Potential to See Other Units and Test Drive)
32. Role Play: Set a Solid Appointment Using Multiple Reasons to Meet
33. Role Play: Ask for Same Day Appointments
34. Your Turn - Role Play asking Discovery Questions and Establishing Multiple Reasons to Meet
35. Recap of Best Practices for Handling Phone Calls
36. How Would You Rate This Phone Training and Compare it to Other Training Programs?
37. Mini Quiz - Phone Best Practices
38. Your Company and Process - Believe in Both and Be Loyal
39. Meet & Greet Mastery: Keep It Simple – Sell the Next Step
40. Meet & Greet Mastery – Making the Most Positive First Impression
41. Meet & Greet Mastery: Ensure No One Shops Alone. Turn “Just Looking” Into Engagement
42. Vehicle Selection (Part 1): Handling “You Don’t Have What I Want” Without Discounting Price
43. Vehicle Selection (Part 2): Handling “You Don’t Have What I Want” Without Discounting Price
44. Test Drives - Importance & Objective of Test Drives (Introduction)
45. Prepare for The Test Drive - Prepare for the REAL Objective (Relationship!)
46. Selling the Test Drive - Overcoming Objections in Order to Reach YOUR Objective: Relationship
47. After the Test Drive - How to Stop the Shopper "Can we get your business card? We need to do a little more shopping" and Win the Write-Up
48. A FREE lesson from the F&I Process Training Course. Benefits of 100% CSI Sales Meeting Video (14:33)
49. Re-Evaluate Your Interactions with the Last 20 Prospects You Saw - Did You do Better with These New Skills?
50. Trade-In Evaluation Process and Conversation (Bonus: Pro Tip for Closing More Deals)
51. Preparing the Customer for the Best First Pencil and Deal Structure - Proving that You Have Their Best Interests in Mind
52. Presenting the First Pencil/Deal Structure/Terms in the Most Helpful and Friendly Way
53. How to Easily Handle Objections to Price, Monthly Payments, Down Payment, Trade-In Value, Loan Term, or Interest Rate.
54. "We Need to Think About It" - Your Opportunity to Find Out Exactly How to do Business Today!
55. Objection Handling, Negotiations, Closing - Without Friction, With Transparency, to Build Trust
56. Managing Yourself - Develop a Consistent Habit and Start Your Day the Same Way
57. Congratulations! You EARNED a College of Automotive Management Professional Certification!
58. Master's Level Certification - the Next Step - Implementing Your New Skills to Achieve More!
59. How would you rate this initial skill development course?
60. Master's Level Certification - Measuring Increased Performance (Outperform Your Prior Self!)
2. Leadership in Sales & Management ($695)
1. Copyright & Trade Secret Acknowledgement & Agreement
2. VIDEO: Leadership Series (1:44)
3. Welcome to the Leadership Training Course
4. DOWNLOAD: Chapter 1: Leadership - Developing Those Special Qualities (5 Pages)
5. Chapter 1 - Developing Those Special Qualities Evaluation Questions
6. VIDEO: To Gain Trust - Give Away the Credit (1:40)
7. Please provide your feedback
8. DOWNLOAD: Chapter 2 - The Sales Manager as Coach (3 Pages)
9. Chapter 2 - The Sales Manager as Coach Evaluation Questions
10. VIDEO: To Gain Trust - Follow Examples of Successful, Lasting Leadership (1:49)
11. DOWNLOAD: Chapter 3 - What Makes a Great Coach (2 Pages)
12. Chapter 3 - What Makes a Great Coach Evaluation Questions
13. VIDEO: To Gain Trust - Understand Why People May Not Care That You Are "Right" (1:25)
14. DOWNLOAD: Chapter 4 - Training and Coaching Adults - Can You Get Them To Learn? (5 Pages)
15. Chapter 4 - Can You Get Them To Learn? Evaluation Questions
16. VIDEO: To Gain Trust - Practice the Skill of Building on What is Agreeable First (1:20)
17. DOWNLOAD: Chapter 5 - Initiative - Moving Forward In Your Career (3 pages)
18. Chapter 5 - Initiative - Moving Forward In Your Career Evaluation Questions
19. VIDEO: To Gain Trust - Avoid Arguments (1:09)
20. DOWNLOAD: Chapter 6 - Motivation - Knowing What Motivates Each Of Your People (4 Pages)
21. Chapter 6 - Knowing What Motivates Each of Your People Evaluation Questions
22. VIDEO: To Gain Trust - Check Your Motives (0:57)
23. DOWNLOAD: Chapter 7 - Praise Even Little Things Mean A Lot! (3 Pages)
24. Chapter 7 Praise - Even Little Things Mean A Lot! Evaluation Questions
25. VIDEO: To Gain Trust - Put Team Before Self (1:46)
26. DOWNLOAD: Chapter 8 - Teamwork - You Don't Have to Do It Alone! (4 Pages)
27. VIDEO: To Gain Trust - Choose Collaboration Over Pushing Your Agenda (1:03)
28. DOWNLOAD: Chapter 9 - Criticism When Coaching, a Learning Experience (3 Pages)
29. Chapter 9 - Making Criticism A Learning Experience Evaluation Questions
30. VIDEO: To Gain Trust - Use the Power of Positive Virtues to Sell Your Point (1:02)
31. Chapter 10 - Stress Management - Relax Your Way To Better Management
32. To Gain Trust - Never Say "You Are Wrong" (0:46)
33. Chapter 11 - Hiring - Matching the Right Person to the Job
34. To Gain Trust - Appeal to Nobler Motives (1:23)
35. DOWNLOAD: Chapter 12 - Turning Around a Lagging Sales Department (4 Pages)
36. Chapter 12 - Turning Around a Lagging Sales Department Test
37. Chapter 12 - Turning Around a Lagging Sales Department Self Evaluation
38. VIDEO: To Gain Trust - Share Your Journey (1:11)
39. DOWNLOAD: Chapter 13 - Making An Uneasy Situation Bearable (6 Pages)
40. Chapter 13 - Making An Uneasy Situation Bearable Evaluation Questions
41. Your Turn - What will make you a better leader?
42. Please Rate Leadership in Sales & Management
43. Certificate
3. Sales Manager Desking, Presentations and Negotiations ($795)
1. Copyright Trade Secret Acknowledgement & Agreement
2. Desking Process and Styles
3. VIDEO - Benefits of 100% CSI Sales Meeting Video (14:33)
4. DOWNLOAD: Establish Expectations For a Proper Offer (3 Pages)
5. VIDEO: The Write Up - Customer First or Desk First? (4:43)
6. VIDEO: Building a Powerful First Offer Quickly - Guest Concepts Example (6:14)
7. DOWNLOAD: Income/Debt Analyzer Tool (1 Page)
8. VIDEO: Maximizing First Offers - Start off right to end where you want to be (1:11)
9. VIDEO: First Offer Presentations and Closes (3:30)
10. Your Turn - What is recommended script for presenting the First offer?
11. VIDEO: Building Customer Friendly Trade In Appraisals into your First Offer (4:32)
12. VIDEO: Stronger Second Offer Presentations and Closes (4:55)
13. VIDEO: Cash Customer Offers and Comparison Closes (4:34)
14. DOWNLOAD: Lease End Options Presentation (31 Pages)
15. VIDEO: Traditional Write Up Methods (8:33)
16. VIDEO: Rate & Term Questions (3:37)
17. VIDEO: Presenting the Counter Offer (6:52)
18. VIDEO: Writing Up the Cash Customer (4:30)
19. VIDEO: Selling the Trade Allowance (2:43)
20. VIDEO: Overcoming Objections (3:16)
21. Sales Department Management Test
22. Your Turn - Non Confrontational Selling/Negotiating
23. DOWNLOAD: Sales Manager Role Play Scripts to Eliminate Unauthorized Price Discounting (17 Pages)
24. Your Turn: Professional Presentations & Negotiations Best Practices
25. Please Rate Professional Presentations and Negotiations
26. Presentations & Negotiations-Establish the Dealership Role Play Schedule
27. VIDEO: Course Completion - Professional Negotiations and Presentations (2:06)
28. Please rate the Guest Concepts Method of Negotiating
29. Certificate
4. Loan Underwriting and F&I Administration ($695)
1. Copyright and Trade Secret Agreement
2. VIDEO: Intro to Loan Underwriting (1:26)
3. VIDEO: Credit Application and Credit Bureaus Lecture (5:47)
4. VIDEO: Credit Scoring (6:40)
5. VIDEO: Credit Bureaus (3:51)
6. VIDEO: Bankruptcy (3:52)
7. DOWNLOAD: F&I Operations Textbook (45 pages)
8. Documentation Fee Information w/Chart (4 pages)
9. F&I Operations Exam
10. Finance Calculations Combined Textbook and Workbook (35 Pages)
11. Interest Rate and Calculations - FAQ's and Practice Tests
12. DOWLOAD: Practice Tests with Answers (5 pages)
13. Add-On Calculation Practice Exercises
14. Rule of 78s Practice Exercises
15. Simple Interest Calculation Practice Exercises
16. Reserve Income - Interest Rates and Calculations
17. Finance Calculations Test
18. DOWNLOAD: Credit Application/Credit Bureau Detail, Analysis and Skill Development (76 pages)
19. Credit Application/Credit Bureaus Test
20. DOWNLOAD: A/B Paper Loan Underwriting Guidelines and Structures (49 pages)
21. VIDEO: Excellence in Successful Deal Structuring (5:29)
22. VIDEO: A/B Paper Loan Underwriting Guidelines and Terms (7:50)
23. VIDEO: Deal Structuring Practice Exercise (17:39)
24. A/B Paper Loan Underwriting Test
25. Deal Structuring Skill Development Confirmation Exam
26. Your Turn - Finance Calculations and Deal Structuring Calcs
27. DOWNLOAD: Credit Application Submission Best Practices Whitepaper (2 Pages)
28. Credit Application Submission Best Practices Exam
29. Credit Application Submission Best Practices Evaluation Question
30. VIDEO: Creating Win/Win For Lenders (5:10)
31. VIDEO: What Lenders Look For in a Deal (4:59)
32. VIDEO: Selling Loans to Lenders (4:31)
33. VIDEO: Preparing for and Handling Lender Objections (9:57)
34. Please Rate Loan Structuring and F&I Administration
35. Certificate
5. F&I Products and Professional F&I Selling Process & Disclosures ($795)
1. Copyright and Trade Secret Agreement
2. Your Goals as an F&I Manager
3. VIDEO: Introduction - 13 F&I Profit Leaks Common to Most Dealerships (17:17)
4. VIDEO: Introduction - Advanced F&I Training (4:20)
5. Establish Your Current Baseline Now - You are Going to Overcome it!
6. VIDEO - Definition of Selling (12:22)
7. VIDEO - Loving Your Customers (9:18)
8. VIDEO - Do What is Right (6:16)
9. DOWNLOAD: Whitepaper - The F&I Sales Process (4 Pages)
10. Test - The F&I Sales Process
11. VIDEO - F&I Success Starts Here: The #1 and #2 Objectives of The F&I Manager and the 4 Key Evidences of Success
12. Test - F&I's Number One and Number Two Objective
13. VIDEO - 5 F&I Product Pricing Standards - Be and STAY Believable
14. VIDEO - F&I Products Pricing: Maintain Integrity and Believability (Role-Play Reducing Benefits - Not Price)
15. Test - Pricing Policies and Standards
16. Whitepaper - Prepare for Business (5 Pages)
17. VIDEO: Introduction - Before Seeing a Customer, Prepare the File...and Your Mind!
18. VIDEO - File review before meeting the customer (24:23)
19. VIDEO - Preparing the file, product menu, and your mind (24:02)
20. Test - Before the Customer Enters - Prepare for Business
21. Whitepaper - Verify 100% Sales Department CSI (6 pages)
22. VIDEO - Benefits of 100% CSI Sales Meeting Video (14:33)
23. Written Assignment - Sales Meeting Video Question
24. Recommended Sales Department CSI Verification Form (1 Page)
25. VIDEO: Verify 100% Sales Department CSI FIRST (2:25)
26. VIDEO: Role Play Example - Verify 100% Sales Dept. CSI before F&I Process Begins (2:56)
27. Will you use the suggestions to achieve 100% Sales Department CSI?
28. Test - Verify Sales Department CSI
29. Whitepaper - Confirm Deal Points and Establish Attention (3 pages)
30. VIDEO: Introduction - Verifying the Figures Provided by the Sales Department (3:15)
31. Audio - Confirm Deal Points and Establish Attention transitional phrase (2:37)
32. Your Turn - Write out the Transition Phrase Word for Word to Review Figures and Verify the Deal is Closed
33. VIDEO: Role Play Example - Confirm deal points and establish attention (2:51)
34. Test - Confirm Deal Points and Establish Attention
35. Your Turn - Practice Video Role Playing - Verify 100% Sales CSI and Figures
36. Whitepaper - Review Credit Application/Bureau & Stipulations (5 Pages)
37. Audio - Review Credit Application/Bureau & Stipulations transitional phrase (3:11)
38. Write out the recommended transitional phrase to review Credit App.
39. VIDEO: Introduction - Review Credit Application and Credit Bureau (3:03)
40. VIDEO: Role Play Example - Review Credit Application/Bureaus/Stipulations (9:08)
41. VIDEO: Introduction - Review Customer Information on Cash Deal (0:28)
42. VIDEO: Role Play Example - Review Credit Application - Cash Customer Scenario (2:36)
43. Video - Role Play - Converting credit union buyer to lease in F&I (15:01)
44. Test - Review Credit Application/Bureau & Stipulations
45. Your Turn - Practice Video Role Playing - Review Credit App/Bureau & Stips
46. Whitepaper - Disclose & Obtain Signatures for DMV Documents 1 (3 Pages)
47. Whitepaper - Disclose & Obtain Signatures for DMV Documents 2 (6 Pages)
48. VIDEO: Introduction - Complete Remaining DMV Documents/Develop Relationship (3:01)
49. VIDEO: Role Play Example - Review DMV Docs. Applies to Finance, Cash & Lease (12:19)
50. Your Turn - Practice Video Role Playing - Review of the DMV Documents
51. Video: Vision Menu Software Demonstration - Remote Selling, Remote Mirroring, Remote Signing (e-signing) (40 min)
52. F&I Department CSI Verification Form (1 Page)
53. VIDEO: Introduction - Fully Explain the Benefits Before Disclosing Price (7:35)
54. VIDEO: Role Play Example - F&I Products Benefit Presentation Finance Customer (13:14)
55. Please Rate the F&I Products Benefit Presentation
56. VIDEO: Introduction - Disclosing Prices (2:32)
57. VIDEO: Role Play Example - Review Product Prices and Close (3:58)
58. VIDEO: Introduction - Price Objections and Option Close (5:02)
59. VIDEO: Role Play Example - How to Handle Objection to New Protected Payment (4:38)
60. VIDEO: Introduction - Cash Menu/Package Presentation of Benefits/Close 1:27)
61. VIDEO: Role Play Example - Cash Customer Presentation with Price Disclosure (15:11)
62. VIDEO: Introduction - Benefits/Close Tips - Short Term Lease Customers (0:38)
63. VIDEO: Role Play Example - Short Term Lease Presentation with Price Disclosure (12:27)
64. Your Turn - Practice Video Role Playing - Your Product Benefit Package
65. Your Turn - Practice Video Role Playing - Product Package Price Disclosures
66. Simple Interest LAW 553 Contract Example (6 Pages)
67. Whitepaper - Comprehensive Contract and Lease Agreement Disclosures (12 Pages)
68. Your Turn - What have you learned and implemented so far?
69. Please Rate the College's Proprietary F&I Sales Process
70. VIDEO: Product Training - Service Contracts - What is a fair price? (11:33)
71. VIDEO: Product Training - Service Contracts Win/Win (21:07)
72. Product Training Whitepaper - Service Contract Facts and Stats (8 pages)
73. VIDEO: Product Training - GAP Protection (8:41)
74. Product Training Audio - Sample GAP Protection Presentation (1:44)
75. Product Training Whitepaper - GAP Protection (5 Pages)
76. Product Training Whitepaper - Anti Theft Protection (5 Pages)
77. Product Training Whitepaper - Tire and Wheel/Dent Repair/Key Replacement (4 Pages)
78. VIDEO: Product Training - Appearance Packages/Chemicals (2:49)
79. Product Training Whitepaper - Appearance Packages/Chemicals (3 Pages)
80. VIDEO: Product Training - Credit Life/Disability Insurance (11:35)
81. VIDEO: Product Training - Reasons People Don't Buy Insurance (11:32)
82. Product Training Whitepaper - Credit Life/Credit Disability Insurance (13 Pages)
83. Product Training Whitepaper - Other F&I Products (16 Pages)
84. VIDEO: Closing Styles (11:42)
85. VIDEO: Hot Buttons, Objections, Closing (7:20)
86. VIDEO: More Closing Styles (7:25)
87. VIDEO: More Closing Styles (4:49)
88. VIDEO: Overcoming Objections (9:07)
89. VIDEO: Role Play - Complete Cash Customer Presentation (30:54)
90. VIDEO: Role Play - Complete Lease Presentation (37:37)
91. VIDEO: Complete Finance Presentation Role Play (40:38)
92. VIDEO: Course Completion - F&I Product Sales (1:51)
93. Certificate
94. Track your Success!
6. LEASING MASTER CLASS - Leasing Structures, Presentations & Disclosures ($795)
1. Copyright & Trade Secret Agreement
2. Download: Leasing Student Textbook (74 Pages)
3. VIDEO: Leasing Introduction, Comparing Leasing to Financing, Leasing Definitions and Terminologies (9:09)
4. VIDEO: Lease or Cash Comparison - Cash vs. One-Pay Lease Side by Side (5:38)
5. VIDEO: Basic Lease Calculation Overview (6:17)
6. Download: Residual Value Lease Guide Sample (26 Pages)
7. VIDEO: Leasing Structures and Eligibility (14:38)
8. VIDEO: Lease Payment Calculation Exercises - The Five Step Process (10:31)
9. Download: Lease Scenario and Worksheet - Lease With Standard Miles $12,562 (2 pages)
10. VIDEO: Lease Calculation - Lease With Standard Miles $12,562 (19:03)
11. Download: Lease Scenario and Worksheet - Lease with Excess Miles $21,899 (2 Pages)
12. VIDEO: Lease Calculation - Lease with Excess Miles $21,899 (9:40)
13. Download: Lease Scenario and Worksheet - Lease with Excess Miles + Negative Equity $19,856 (2 Pages)
14. VIDEO: Lease Calculation - Lease With Excess Miles + Negative Equity (4:49)
15. Lease Calculation Test
16. Please rate what you've learned about Leasing so far and your employer for providing this training
17. Regulation M - Federal Consumer Leasing Act Overview (5 Pages)
18. Regulation M General Requirements and Checklists (12 Pages)
19. Regulation M Test
20. Leasing First Strategy Presentation (31 Pages)
21. VIDEO: Lease F&I Administration Process with Customer and Product Presentation Video example (37:37)
22. Lease Package Checklist for Lender - New Vehicles (1 Page)
23. Download to use for Final Exam (1 Page)
24. Leasing Final Exam - 100% Test Score Required - You Can Do it!!
25. Your Turn - What have you learned about leasing?
26. Please Rate this Leasing Master Class - Leasing Structures, Presentations and Disclosures
27. Certificate
7. Subprime (Special Finance) Structures, Presentations & Disclosures ($695)
1. Copyright & Trade Secret Agreement
2. Student Textbook Section 1 (29 pages)
3. DOWNLOAD: Student Workbook Section 1 (40 pages)
4. DOWNLOAD: FICO Score Information and Chart (2 pages)
5. VIDEO: Sub-Prime Review: Subprime Guidelines Terms, Definitions, and Lending Practices (46:08)
6. VIDEO: Sub-Prime Review: Ch2 (27:50)
7. DOWNLOAD: Special Finance Loan Underwriting Guideline (1 page)
8. DOWNLOAD: Student Textbook Section 2 (67 pages)
9. DOWNLOAD: Student Workbook Section 2 (126 pages)
10. VIDEO: Sub-Prime Review: Lender Selection based on Customer Credit Profiles, Vehicle, and Stipulations (42:50)
11. VIDEO: Advent Training - Dealer Management System (DMS) Operations and Data Entry (23:47)
12. VIDEO: Sub-Prime Review: calculate max selling price, max payment, debt ratio, payment to gross ratio, discretionary income (29:59)
13. VIDEO: Advent Training Ch 6 (14:10)
14. VIDEO: Credit Bureau Training Chapter 1 (58:47)
15. Sub-Prime Guidelines (Exam #1)
16. DOWNLOAD: Student Textbook Section 3 (11 pages)
17. DOWNLOAD: Student Workbook Section 3 (86 pages)
18. VIDEO: Cantrell Deal, Chapter 1 (56:01)
19. VIDEO: Cantrell Deal, Continued - Chapter 2 (13:37)
20. VIDEO: Cantrell Deal, Continued, Chapter 3 (32:34)
21. VIDEO: Cantrell Deal, Advent - Chapter 4 (17:38)
22. VIDEO: Jason Brown Deal, Chapter 5 (32:44)
23. VIDEO: Jason Brown Deal, Continued - Chapter 6 (23:00)
24. VIDEO: Jason Brown Deal - Advent, Chapter 7 (22:03)
25. Sub-Prime Guidelines (Exam #2)
26. VIDEO: Norman Bates Deal, Chapter 1 (17:29)
27. VIDEO: Norman Bates Deal, Continued - Chapter 2 (20:08)
28. VIDEO: Norman Bates Deal - Advent, Chapter 3 (17:29)
29. Sub-Prime Guidelines (Exam #3)
30. DOWNLOAD: Student Textbook Section 4 (17 Pages)
31. DOWNLOAD: Workbook Section 4 (128 Pages)
32. VIDEO: Gloria Perera Deal, Chapter 1 (41:15)
33. VIDEO: Gloria Perera Deal - Advent, Chapter 2 (10:46)
34. VIDEO: Income Calculations, Chapter 5 (35:36)
35. VIDEO: Clifford Martin Deal, Chapter 6: (25:38)
36. VIDEO: Clifford Martin Deal - Advent, Chapter 7 (13:05)
37. VIDEO: Robert Martin Deal, Chapter 8 (34:02)
38. VIDEO: Robert Martin Deal - Advent, Chapter 1 (18:42)
39. VIDEO: Jim Hughes Deal, Chapter 2 (32:56)
40. VIDEO: Jim Hughes Deal - Advent, Chapter 3 (12:52)
41. DOWNLOAD: 16-18 Payslips.pdf (3 Pages)
42. Sub-Prime Loan Underwriting (Exam #4)
43. DOWNLOAD: Textbook Section 5 (18 Pages)
44. DOWNLOAD: Workbook Section 5 (102 Pages)
45. VIDEO: Loan Underwriting, Chapter 1 (25:12)
46. VIDEO: Jesse Martin Deal, Chapter 2 (34:06)
47. VIDEO: Jesse Martin Deal - Advent, Chapter 3 (18:29)
48. VIDEO: Special Finance Set-Up, Chapter 4 (17:26)
49. VIDEO: Special Finance, Continued: Ch5 (10:17)
50. Sub-prime Experian Credit Profile (Exam #5)
51. Sub-prime Equifax Credit Profile (Exam #6)
52. DOWNLOAD: Special Finance Best Practices Whitepaper (13 Pages)
53. Special Finance Best Practices Exam
54. Special Finance Best Practices Evaluation Questions
55. Your Turn - How can Special Finance help you?
56. Please Rate Subprime Structures, Presentations and Disclosures
57. Certificate
8. Federal Compliance and Ethics Certification ($495)
1. Copyright & Trade Secret Acknowledgement & Agreement
2. Video - Introduction to Legal Compliance Training (4:03)
3. March 2026 - 97 dealer groups notified by the FTC for deceptive pricing practices
4. Video - Police arrest car dealership managers and employees accused of fraud in 2013 (2:18)
5. Video - Car dealership employees charged with fraud (1:52)
6. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 1 (13:25)
7. Auto Dealer Legal Compliance Part 1 Exam
8. Video - Indianapolis Car Dealership Under Investigation for Odometer Fraud in 2022 (4:28)
9. Dealership Bosses Found Guilty of Fraud in 2021 (00:30)
10. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 2: (10:06)
11. Download: Compliant Credit Application Example (1 Page)
12. Auto Dealer Legal Compliance Part 2 Exam
13. Video - Deceptive Practices Example (4:20)
14. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 3 (10:34)
15. Download: Compliant Adverse Action Notice Example (1 Page)
16. Download: Compliant Risk Based Pricing Notice Exception Example (1 Page)
17. Auto Dealer Legal Compliance Part 3 Exam
18. Video - Car dealership being sued by the state (3:37)
19. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 4 (10:03)
20. Video - Houston PD cracking down on ID fraud at car dealerships in 2021 (2:15)
21. Video - 23 people charged in connection with auto dealer fraud network in 2020 (1:35)
22. Download: Compliant Privacy Notice Example (2 Pages)
23. Download: OFAC Report Example (1 Page)
24. Download: High Risk Red Flags Report Example (1 Page)
25. Download: Low Risk Red Flags Report Example (1 Page)
26. Download: Red Flags Worksheet Example (1 Page)
27. Auto Dealer Legal Compliance Part 4 Exam
28. Video: Scam - Deal or No Deal (6:21)
29. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 5 (12:54)
30. Auto Dealer Legal Compliance Part 5 Exam
31. Download: Getting Customers on the Lot Without Crossing the Line PDF (23 Pages)
32. Advertising Best Practices Test
33. Video - Dealership's Fraud Deposition (3:05)
34. Video - Former Pinellas County car dealer sentenced to 10 years in prison for fraud (1:46)
35. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 6 (18:51)
36. Auto Dealer Legal Compliance Part 6 Exam
37. Video - FBI seizes files from car dealership (1:07)
38. VIDEO: AUTO DEALER LEGAL COMPLIANCE PART 7 (12:35)
39. Video: Ethics - Loving Your Customers (9:18)
40. Video: Ethics - Do What is Right - ALWAYS! (6:16)
41. Video: Ethical Definition of Selling (12:22)
42. Please rate this content and your employer for providing it
43. Auto Dealer Legal Compliance Part 7 Exam
44. Video - Local 2 News Investigates Car Dealership (4:57)
45. Download: White Paper - Professional Presentations, Negotiations & Fair Lending Policy Best Practices (3 Pages)
46. Professional Presentations, Negotiations & Fair Lending Best Practices Exam
47. Professional Presentations, Negotiations & Fair Lending Best Practices Questions
48. Compliant Professional Presentation and Negotiation Desking Survey
49. Download: Links to Federal and State Laws & Regulations (8 Pages)
50. Your Turn - What has legal compliance training done for you?
51. Please Rate Compliance & Ethics
52. Code of Ethics & Acknowledgement of Compliance Training
53. Code of Ethics & Acknowledgement of Compliance Training Download
54. Certificate
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