Non-prime training · certification · coaching
It's time to get non-prime smart.
The vehicle-first sale works for most buyers — but not for the ~30% with poor credit, fixed incomes, or no idea what they qualify for. Sell It Smart™ trains and certifies your team to offer those customers a profitable, professional, ethical second way to buy: Finance First™.
Live workshops · On-demand training · Certification · Group & 1:1 coaching · Finance First™ CRM
Why this matters
You're not selling wrong. You only sell one way.
Vehicle-first is a great process — for the buyers it was built for. The problem is offering only that one path to everyone. Finance First isn't a replacement. It's a choice you add for the customers the first way leaves behind.
The vehicle-first sale
Fall in love with the car, agree on a payment, go to the desk — and the money lines up. Keep doing this. It isn't going anywhere.
…but not for everyone
- Deals die at the finance desk after days of shopping
- Profit gets bled out into "skinny deals" just to save the sale
- Salespeople burn out chasing deals that were never approvable
The ~30% of Canadians who won't fit prime terms — and don't find out until the desk.
Every dollar is spoken for. The payment has to be right the first time.
Don't know what they want, how much they can spend, or whether they'll be approved.
The Sell It Smart™ Turnkey Program
Five parts. One complete non-prime department.
Everything your store needs to run Finance First™ — the expert, the process, the training, the leads, and the tools — delivered as one turnkey system.
1 · Subject Matter Expert
A dedicated person or team that owns the Finance First™ process front to back. We train who you already have, help you recruit, or support your prime F&I manager.
2 · Proven Sales & Finance Process
The Finance First™ process — 25+ years of success in dealerships with real buyers. Proven professional, ethical, and profitable.
3 · Training & Hands-on Coaching
Live workshops, on-demand online training (24/7), online coaching, and an active community.
4 · Lead Generation
Finance First™ Certified dealers access Buy It Smart™ leads, brand development, in-dealership grassroots marketing & qualifying tools, social and Google ads, credit websites, and more.
5 · Toolbox
Finance First™ CRM, the Blueprint, playbooks, scripts, print & digital tools, inventory & lender checklists, and technology.
Start here
Start with a workshop.
The fastest, lowest-risk way to see Finance First™ work in your store — and the on-ramp to the certification cohort. Choose the format that fits your team.
Online Workshop
$599 / person
Four live online sessions — 1 hour per day, over 4 days. Learn the Finance First™ process from your desk, on your schedule.
Register Online2-Day In-Person Workshop
$2,998 / dealership (two seats)
Two days, hands-on. Walk out with a working Finance First™ playbook and your application to the next 10-dealer turnkey cohort.
Reserve SeatsBoth formats teach the core Finance First™ process. The 2-day in-person adds the full blueprint, print toolkit, community access, on-demand video course, and cohort application.
Membership
Choose how far you want to go.
From a low-cost way to learn the process all the way to a fully turnkey non-prime department. Every tier includes community access.
- Intro to Non-Prime course
- Private community (Skool)
- Career on-ramp — get matched to a dealership
- Everything in Get Started
- Full curriculum + toolbox access
- Finance First™ certification
- Everything in Foundation
- Monthly group coaching call
- Cohort accountability
- Everything in Community
- Live deal desk & Q&A
- Finance First™ CRM included
- Co-branded materials
- Quarterly business review
- Everything in Partner
- 2-day in-person workshop kickoff
- 6-month in-person certification + graduation
- Buy It Smart™ certified leads
- Lead-gen & marketing built to your budget
Turnkey is fully tailored — because the right lead-generation and marketing plan depends on your monthly marketing budget and the outcome you want, we scope it together on a strategy call. Dealer groups & OEM training programs are also priced this way — book a strategy call.
This isn't theory
Dealers who run it fully see this.
ROI in the first month of running the Finance First™ process.
Additional profit per month, within 90 days of full implementation.
Results vary by store traffic and how fully the process is implemented. Built over 25+ years on the floor by founder Kim MacPherson.
Meet your guide
Kim MacPherson
Kim didn't learn this in a classroom — she built it on the floor. She started selling cars in 1996 and worked her way up to Finance Manager, Sales Manager, and Dealer Principal, owning multiple businesses along the way, including a used dealership and a Buy Here, Pay Here operation.
Over 26 years she watched the same thing happen again and again: good customers turned away because the one-size-fits-all sales process was never built for them. So she created Finance First™ — a proven 10-step way to serve those buyers profitably, professionally, and ethically — and has since trained thousands of sales and F&I professionals across Canada and North America.
"I want to help dealers serve every customer the right way — and make more money doing it."
What partners say
Trusted by dealers, OEMs & the people they serve.
Real dealer training feedback and 5-star Google reviews from Buy It Smart customers. Hover to pause.
A few of the dealerships trained through Sell It Smart™ / MAC Automotive workshops.
See it in action
The smarter way to buy a vehicle.
The next move
Offer your customers the choice. Build the profit centre.
Book a discovery call or reserve your seats at the next workshop. We'll show you exactly what a Finance First™ department looks like inside your store.
It's time to get non-prime smart.