Non-prime training · certification · coaching
It's time to get non-prime smart.
The vehicle-first sale works for many 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™.
100%
ROI in month one*
+$100K
added profit / mo in 90 days*
25+ yrs
built on the floor
1,000s
sales & F&I pros trained
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.
Works for most
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.
Breaks down for ~30%
…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
Poor credit
The ~30% of Canadians who won't fit prime terms — and don't find out until the desk.
Fixed income & tight budget
Every dollar is spoken for. The payment has to be right the first time.
Unsure buyers
Don't know what they want, how much they can spend, or whether they'll be approved.
Meet your guide
Kim MacPherson
Founder, Sell It Smart™ & Buy It Smart™ · Creator of the Finance First™ process
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."
26+ years in automotive
Dealer Principal & F&I leader
F&I Conference & Expo, Las Vegas
Auto Re-marketers Conference
The Dealer Playbook · Dealer Talk · Car Girls
7,000+ LinkedIn followers
What partners say
Trusted by dealers, OEMs & the people they serve.
“Yours was by far the best course I’ve been to. I started working my old sub-prime deals the way you taught me — and BAM! It worked. I’ve since closed 6 more deals!
Holly Manders
F&I · Pothier Motors, Windsor NS
“I’m saving a lot of time on deals, making more gross on the front — and structuring deals properly so I make better back ends at the same time.
Jamie McNutt
GSM · Truro Toyota
“Kim’s classroom training and hands-on approach were extremely beneficial. We became much better at qualifying customers — more efficient, and more profitable.
Paul Doiron
GSM · O’Leary Buick GMC
“Thanks for a great workshop — Donovan and Daniel told me your training was amazing!
Derek Boudreau
GM · Bruce Chrysler
“Your extraordinary energy and passion for everything you do is contagious. Our investment in Sell It Smart has paid off — and will continue to.
Richard Arseneau
General Manager
“Kim has been a pillar in the non-prime auto space in Canada for over two decades. I’d highly recommend her to any dealer looking for non-prime training or starting a non-prime process.
Dan Shore
Sr. Manager, Sales & Bus. Dev · EdenPark
“With over 26 years of experience, Kim combines deep expertise with an unwavering commitment to serving customers — professionally, ethically, and with real results.
Andrew Hutchinson
Founder & CEO · Inculeader
“Kim is an automotive expert and a wonderful business professional. I highly recommend her.
Ian Nethercott
Host · The Auto Hub Show
“She really is Canada’s leader in coaching and training in non-prime auto finance. She walks the talk and is always current.
Dave Baker
Private Lender & Advocate
“Kimberly knows her stuff. With dealers she shows them “The Way” — follow it and it improves their business and the whole industry.
Chris Hicks
Founder & CEO · GYC Dealer Services
“Kim is an amazing professional who stands out in her field — unafraid to build models that truly deliver value to her clients.
Wendy Brookhouse
Founder · Your Personal CFO
“One of the most inspiring professionals I’ve met. Her passion for helping people and her commitment to integrity set her apart.
Jessi Kessel
CEO · Beepzz Canada
“Kim is a dynamic professional who knows how to market your business for maximum results. I’d strongly recommend her.
Greg Sinclair
Sales Manager
“A consummate professional — always two steps ahead, with the rare ability to listen and offer insightful feedback.
Sandra Hueskes
Co-Founder · Find My Swiss School
“Kimberly is delightful, driven and full of energy. The clarity she brings makes working with her exciting and rewarding.
Garry Williams
Composer & Director
“Yours was by far the best course I’ve been to. I started working my old sub-prime deals the way you taught me — and BAM! It worked. I’ve since closed 6 more deals!
Holly Manders
F&I · Pothier Motors, Windsor NS
“I’m saving a lot of time on deals, making more gross on the front — and structuring deals properly so I make better back ends at the same time.
Jamie McNutt
GSM · Truro Toyota
“Kim’s classroom training and hands-on approach were extremely beneficial. We became much better at qualifying customers — more efficient, and more profitable.
Paul Doiron
GSM · O’Leary Buick GMC
“Thanks for a great workshop — Donovan and Daniel told me your training was amazing!
Derek Boudreau
GM · Bruce Chrysler
“Your extraordinary energy and passion for everything you do is contagious. Our investment in Sell It Smart has paid off — and will continue to.
Richard Arseneau
General Manager
“Kim has been a pillar in the non-prime auto space in Canada for over two decades. I’d highly recommend her to any dealer looking for non-prime training or starting a non-prime process.
Dan Shore
Sr. Manager, Sales & Bus. Dev · EdenPark
“With over 26 years of experience, Kim combines deep expertise with an unwavering commitment to serving customers — professionally, ethically, and with real results.
Andrew Hutchinson
Founder & CEO · Inculeader
“Kim is an automotive expert and a wonderful business professional. I highly recommend her.
Ian Nethercott
Host · The Auto Hub Show
“She really is Canada’s leader in coaching and training in non-prime auto finance. She walks the talk and is always current.
Dave Baker
Private Lender & Advocate
“Kimberly knows her stuff. With dealers she shows them “The Way” — follow it and it improves their business and the whole industry.
Chris Hicks
Founder & CEO · GYC Dealer Services
“Kim is an amazing professional who stands out in her field — unafraid to build models that truly deliver value to her clients.
Wendy Brookhouse
Founder · Your Personal CFO
“One of the most inspiring professionals I’ve met. Her passion for helping people and her commitment to integrity set her apart.
Jessi Kessel
CEO · Beepzz Canada
“Kim is a dynamic professional who knows how to market your business for maximum results. I’d strongly recommend her.
Greg Sinclair
Sales Manager
“A consummate professional — always two steps ahead, with the rare ability to listen and offer insightful feedback.
Sandra Hueskes
Co-Founder · Find My Swiss School
“Kimberly is delightful, driven and full of energy. The clarity she brings makes working with her exciting and rewarding.
Garry Williams
Composer & Director
Real dealer training feedback from dealers, GMs & F&I leaders. Hover to pause.
Bruce Auto Group•Bathurst Honda•Western Toyota•Kia NL•Mills Motors•Wood Motors Ford•Scotia Hyundai•Hatheway Ford•Lounsbury Group•Miramichi Kia•CYV Chevrolet•Patterson Toyota•Pye Group•Valley VW•Rallye Motors•Truro Toyota•Pothier Motors•Amherst Chrysler•Acadia Toyota•
A few of the dealerships trained through Sell It Smart™.
See it in action
The smarter way to buy a vehicle.
Real Finance First™ buyers, served the smart way through Buy It Smart™ — the proof your customers feel the difference.
“Put your trust in Kim and her crew at Buy It Smart Auto. Her knowledge of the used-car industry is second to none — truly a ray of sunshine.
John
Buy It Smart™ customer · Google review
“Working with Vicki and Kim was very easy — professional and on time. When your loan is approved they send you vehicles in your budget. Will refer my friends and family for sure.
Burton
Buy It Smart™ customer · Google review
“It was my first vehicle and the experience was very, very smooth. Victoria took care of the entire process and made sure I was happy with the price.
Ujwal
Buy It Smart™ customer · Google review
“Kim and her team were freakin’ amazing. They went above and beyond for me. HIGHLY RECOMMEND!
Tyler
Buy It Smart™ customer · Google review
“Absolutely phenomenal to deal with. First-time car buyer and the whole transaction was made so easy. Couldn’t be more pleased.
Liz
Buy It Smart™ customer · Google review
“By far the best car-buying experience I’ve ever had. Kim understood exactly what I needed and took care of everything — 100% worry-free.
Joellen
Buy It Smart™ customer · Google review
“Very helpful and did what it took to get my vehicle. Would highly recommend them to anyone.
Austin
Buy It Smart™ customer · Google review
“Kim helped us get a clean 7-seater SUV in a very timely manner. Be a thinker, not a stinker — and buy it smart!
Jake
Buy It Smart™ customer · Google review
“Kim understood what I wanted and what I could afford, found vehicles to suit my budget, and even had it delivered to my workplace. Effortless!
Jeff
Buy It Smart™ customer · Google review
“It was how I wanted to buy a car — they addressed the financing first, so when we got to the “business office” part, there were no surprises.
Neil
Buy It Smart™ customer · Google review
“The service at Buy It Smart was by far the best. They answered all my questions and even checked in afterward. Top-notch team!
Amanda
Buy It Smart™ customer · Google review
“The staff instantly made us feel welcome — like family — and went above and beyond to make sure we were happy. Amazing experience!
Jordan
Buy It Smart™ customer · Google review
“George and Kim are two very nice, hard-working people. They went above and beyond to help me find the right vehicle.
Daryl
Buy It Smart™ customer · Google review
“They made buying a car easy. The whole team at Buy It Smart are on the ball and made sure the experience was smooth and trouble-free.
Michael
Buy It Smart™ customer · Google review
“Hands down the best service and the most honest, transparent auto place ever. Period.
Hansen
Buy It Smart™ customer · Google review
“Excellence! Treated like a queen!
Lynda
Buy It Smart™ customer · Google review
“Put your trust in Kim and her crew at Buy It Smart Auto. Her knowledge of the used-car industry is second to none — truly a ray of sunshine.
John
Buy It Smart™ customer · Google review
“Working with Vicki and Kim was very easy — professional and on time. When your loan is approved they send you vehicles in your budget. Will refer my friends and family for sure.
Burton
Buy It Smart™ customer · Google review
“It was my first vehicle and the experience was very, very smooth. Victoria took care of the entire process and made sure I was happy with the price.
Ujwal
Buy It Smart™ customer · Google review
“Kim and her team were freakin’ amazing. They went above and beyond for me. HIGHLY RECOMMEND!
Tyler
Buy It Smart™ customer · Google review
“Absolutely phenomenal to deal with. First-time car buyer and the whole transaction was made so easy. Couldn’t be more pleased.
Liz
Buy It Smart™ customer · Google review
“By far the best car-buying experience I’ve ever had. Kim understood exactly what I needed and took care of everything — 100% worry-free.
Joellen
Buy It Smart™ customer · Google review
“Very helpful and did what it took to get my vehicle. Would highly recommend them to anyone.
Austin
Buy It Smart™ customer · Google review
“Kim helped us get a clean 7-seater SUV in a very timely manner. Be a thinker, not a stinker — and buy it smart!
Jake
Buy It Smart™ customer · Google review
“Kim understood what I wanted and what I could afford, found vehicles to suit my budget, and even had it delivered to my workplace. Effortless!
Jeff
Buy It Smart™ customer · Google review
“It was how I wanted to buy a car — they addressed the financing first, so when we got to the “business office” part, there were no surprises.
Neil
Buy It Smart™ customer · Google review
“The service at Buy It Smart was by far the best. They answered all my questions and even checked in afterward. Top-notch team!
Amanda
Buy It Smart™ customer · Google review
“The staff instantly made us feel welcome — like family — and went above and beyond to make sure we were happy. Amazing experience!
Jordan
Buy It Smart™ customer · Google review
“George and Kim are two very nice, hard-working people. They went above and beyond to help me find the right vehicle.
Daryl
Buy It Smart™ customer · Google review
“They made buying a car easy. The whole team at Buy It Smart are on the ball and made sure the experience was smooth and trouble-free.
Michael
Buy It Smart™ customer · Google review
“Hands down the best service and the most honest, transparent auto place ever. Period.
Hansen
Buy It Smart™ customer · Google review
“Excellence! Treated like a queen!
Lynda
Buy It Smart™ customer · Google review
Real 5-star Google reviews from Buy It Smart™ customers. Hover to pause.
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.