Training Courses

Creating a Culture of Success

EFG Training offers a suite of courses geared toward the needs of owners, managers, lenders, sales consultants, service professionals, and F&I personnel. Auto sales and service workshops may take place either at EFG headquarters in Irving, Texas, or at your place of business, and typically range from half-day sessions to five-day workshops. Current courses include:


F&I Training


The F&I Producer will learn skills to improve productivity and profitability in the F&I Department while ensuring compliance with every transaction.

In this class, the EFG instructor will develop the following skills:

  • Establishing an F&I process and culture
  • Conducting an effective customer interview
  • Working efficiently with lenders
  • Driving profitability and compliance
  • Conducting effective product presentations
  • Menu presentation techniques
  • Objection handling techniques
  • Proven role-play experience

Location: EFG Headquarters, Irving, TX
Duration: 4 Days

Fine-tune your F&I producers’ skills
Led by EFG’s own F&I experts and designed to complement the EFG F&I Producer Class, this one day workshop focuses on the areas where you most need a refresher:

  • Ensuring an effective T/O from the sales team
  • Executing an effective customer interview
  • Working more efficiently with your lenders
  • Professional menu presentation
  • Objection handling techniques

Location: Your Dealership
Duration: 1 Day

Do you have a group of sales consultants that you are grooming for advancement opportunities? Do you find your sales team and your business office not working together as smoothly as you’d like? This one-day workshop provides students with a glimpse of the F&I process, roles and responsibilities of the Finance Manager, and the value of the business office functions to the sales team and to the overall customer ownership experience.

Location: Your Dealership or In-Market
Duration: 1 Day

This two-day class is designed with the F&I director in mind. The class will equip these leaders with real tools to help them manage and develop a team. They will understand the processes and relational skills necessary to improve performance and correct poor work habits within their team.

Location: EFG Headquarters, Irving, TX
Duration: 2 Days

“It was a relief and a revelation to see just how beneficial a program such as this can be.”

– Joseph J.,
World Toyota


Compliance Training


Ensuring a compliant operation
The duties and actions of your F&I department are monitored by many laws and regulations enforced by federal, state and local agencies. Today more than ever, it is crucial that you and your team understand and comply with these laws and regulations. It starts with knowledge and leads to processes and action. This workshop will cover:

  • Overview of Compliance Rules and Regulations
    • Regulation Z, Regulation B, Magnuson Moss, Regulation M, GLBA, OFAC, USA Patriot Act, IRS Cash Reporting, Red Flag Rule/Safeguards, just to name a few
  • Code of Ethics
  • Useful tools to help implement compliance measures at your dealership

Location: Your Dealership
Duration: 1 Day

The credentials of a professional F&I Producer
EFG Companies is a strong proponent and supporter of the tenants of the Association of Finance and Insurance Professionals. We believe that to conduct business in a professional, legal and compliant manner is absolutely critical. In this course, the F&I producer will gain deep knowledge and understanding of the rules, laws and regulations that touch the retail automotive business and will be provided the opportunity to take an exam and become AFIP-Certified. This course will provide the participants:

  • 3 days of detailed instruction on the critical rules, laws and regulations that affect their business
  • AFIP-proctored exam to grant certification

Participants who pass the exam and become certified will proudly carry the AFIP-Certified credentials

Location: Your Dealership or In-Market
Duration: 4 Days


Sales Training


Build rapport and make the sale
By taking a customer-centric approach to selling, sales consultants and managers can establish relationships that keep customers coming back for years to come. EFG works closely with your management staff throughout this course to ensure a tailored Road to the Sale process that:

  • Develops core knowledge and teaches proven techniques
  • Produces core competencies with performance evaluation
  • Builds confidence and consistency
  • Incorporates performance metrics and reporting
  • Provides ongoing coaching and skills development

Location: Your Dealership
Duration: 4 Days

Refining the sales team
As a follow up to the Road to the Sale class, EFG will engage with your sales management and sales team to target training curriculum to the areas of greatest need in your sales process, all designed to drive sales success.

  • Assess areas of need
  • Tailor sales training to meet specific areas for improvement
  • Coaching and skills development

Location: Your Dealership
Duration: 1 Day

Seize every opportunity
Responding well to phone inquiries can be an extremely effective way to reach your appointment-setting goals. This one-day course offers:

  • Multiple strategies for enhancing the customer relationship
  • Tips for making the subtle shift to a customer-centric approach
  • Techniques that help your team turn casual phone inquiries into names and numbers of potential customers

Location: Your Dealership
Duration: 1 Day

Managers learn a non-confrontational negotiations process to build gross profits while maintaining the customer’s satisfaction. The process avoids treating each customer the same and looks at each customer as an individual, with their own desires and justifications.

Location: Your Dealership or In-Market
Duration: 1 Day

Managers will learn how to coach and develop the skills of their sales team, as well as how to improve performance and effectively resolve issues on the teams they lead.

Location: EFG Headquarters, Irving TX
Duration: 2 Days

Position the benefits of leasing vs. financing
This workshop includes a proven leasing sales aide that makes it easy to explain the benefits of leasing to your customers in terms they can understand — yet also offers the flexibility to steer them back to conventional financing, if necessary. Led by the consumer care experts from EFG, this workshop can train your team to:

  • Readily position the benefits of leasing compared to long-term financing
  • Understand customer needs and their fit to the benefits of leasing

Location: Your Dealership or In-Market
Duration: 1 Day

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