For many customers, affordability is not about the price tag, it’s about the monthly payment. In this article, Cory Collins demonstrates how the time value of money can be used as a persuasive tool in F&I presentations. By helping customers understand that money today is more valuable than money tomorrow, managers can frame financing as a smart financial decision. This concept makes it easier to position protection products as affordable when viewed through the lens of long-term value. Collins emphasizes that F&I managers who master this principle can close more deals and increase both customer satisfaction and profit margins. Ultimately, the time value of money isn’t just an economic theory, it’s a closing strategy.
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