Show lessees the monthly math
Sell lease buyers F&I products based on monthly payment, advises Dave Robertson, head of the Association of Finance and Insurance Professionals. Lessees want to pay only a certain amount of money each month for the car. So, for example, to sell more prepaid maintenance, say: “During the life of your lease, you’ve already amortized the depreciation, so you have the monthly payment. Let’s do the same thing with your maintenance.