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So Here's the Deal

Selling Warranty Compliance Plans

December 4, 2017

Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

Tags: F&I manager, F&I process, F&I training, prepaid maintenance plan, warranty

Author: Ronald J. Reahard | Posted @ Monday, December 4, 2017 4:33 PM | » Comments(0)

Handling the ‘Last Car’ Objection

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

November 14, 2017

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Tags: F&I manager, F&I process, F&I products, objection handling

Author: Ronald J. Reahard | Posted @ Tuesday, November 14, 2017 3:47 PM | » Comments(1)

Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

October 10, 2017

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

Tags: Cash Customer, F&I process, F&I products, overcoming objections

Author: Ronald J. Reahard | Posted @ Tuesday, October 10, 2017 4:14 PM | » Comments(3)

(Video) Measuring Up

Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

September 18, 2017

Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

Tags: F&I manager, F&I production, F&I training, Products Per Vehicle Retailed, Profit Per Vehicle Retailed

Author: Ronald J. Reahard | Posted @ Monday, September 18, 2017 1:10 PM | » Comments(0)

It's OK to Be Nervous

Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

August 17, 2017

Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

Tags: F&I manager, F&I process, F&I training

Author: Ronald J. Reahard | Posted @ Thursday, August 17, 2017 11:48 AM | » Comments(3)

(Video) Have a Real Conversation

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

July 7, 2017

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Tags: discovery interview, F&I menu, F&I process, F&I products

Author: Ronald J. Reahard | Posted @ Friday, July 7, 2017 1:34 PM | » Comments(8)

Combating CUs

Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

June 8, 2017

Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

Tags: auto finance, conversion technique, credit unions, F&I manager, showroom

Author: Ronald J. Reahard | Posted @ Thursday, June 8, 2017 5:32 PM | » Comments(2)

Trading Rate for Product

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

May 2, 2017

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

Tags: auto finance, CFPB, compliance, extended term, F&I manager, F&I process, Federal Trade Commission, interest rate, payment packing, rate markup

Author: Ronald J. Reahard | Posted @ Tuesday, May 2, 2017 3:58 PM | » Comments(0)

(Video) Discussing the Risk-Based Pricing Rule

The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.

April 11, 2017

The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.

Tags: compliance, F&I manager, Risk-Based Pricing Rule

Author: Ronald J. Reahard | Posted @ Tuesday, April 11, 2017 11:29 AM | » Comments(0)

(Video) Timing F&I

Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.

March 7, 2017

Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.

Tags: CSI, F&I manager, F&I process

Author: Ronald J. Reahard | Posted @ Tuesday, March 7, 2017 12:32 PM | » Comments(2)

(Video) Handling Remote Deliveries

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

February 10, 2017

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

Tags: F&I products, online F&I, Remote Deliveries, Ron Reahard

Author: Ronald J. Reahard | Posted @ Friday, February 10, 2017 3:12 PM | » Comments(1)

Achieving $1,600 Per Copy

An F&I manager from New York asks the magazine’s resident F&I pro how achieving a $1,600 per-copy average is even possible. He responds with strategies employed by the Top 25 F&I operations in the nation.

January 10, 2017

An F&I manager from New York asks the magazine’s resident F&I pro how achieving a $1,600 per-copy average is even possible. He responds with strategies employed by the Top 25 F&I operations in the nation.

Tags: F&I, Products Per Vehicle Retailed, PRU, Vehicle Sales

Author: Ronald J. Reahard | Posted @ Tuesday, January 10, 2017 3:15 PM | » Comments(14)

Starting F&I Online

The magazine’s resident F&I pro agrees that tech tools can’t sell product alone, but he does believe the online space offers new opportunities for F&I pros to engage and educate customers.

December 27, 2016

The magazine’s resident F&I pro agrees that tech tools can’t sell product alone, but he does believe the online space offers new opportunities for F&I pros to engage and educate customers.

Tags: F&I, F&I training, online F&I

Author: Ronald J. Reahard | Posted @ Tuesday, December 27, 2016 12:08 PM | » Comments(0)

(Video) Handling the 'Be Back' Objection

Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.

December 6, 2016

Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.

Tags: F&I, objection handling, training

Author: Ronald J. Reahard | Posted @ Tuesday, December 6, 2016 12:03 PM | » Comments(0)

(Video) Overcoming Helicopter Parents

The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.

November 4, 2016

The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.

Tags: F&I menu, F&I training, Handling Objections

Author: Ronald J. Reahard | Posted @ Friday, November 4, 2016 12:01 PM | » Comments(0)

(Video) Revisiting the Pesky Form 8300

The magazine’s resident F&I trainer responds to a reader’s question about the IRS/FinCEN Form 8300 requirement.

October 4, 2016

The magazine’s resident F&I trainer responds to a reader’s question about the IRS/FinCEN Form 8300 requirement.

Tags: Cash Purchases, F&I training, Form 8300

Author: Ronald J. Reahard | Posted @ Tuesday, October 4, 2016 2:19 PM | » Comments(1)

(Video) Selling on Leases

An F&I pro from Florida says he’s struggling to sell products on leases. The magazine’s resident F&I trainer offers a few tips.

September 2, 2016

An F&I pro from Florida says he’s struggling to sell products on leases. The magazine’s resident F&I trainer offers a few tips.

Tags: F&I Presentation, F&I training, Leases

Author: Ronald J. Reahard | Posted @ Friday, September 2, 2016 11:41 AM | » Comments(2)

(Video) Losing the 'F' in F&I

An F&I pro says his dealership’s decision to remove the ‘F’ from his F&I duties is hurting his ability to handle customer objections. The magazine’s resident F&I pro weighs in.

August 8, 2016

An F&I pro says his dealership’s decision to remove the ‘F’ from his F&I duties is hurting his ability to handle customer objections. The magazine’s resident F&I pro weighs in.

Tags: F&I, F&I process, F&I training, Finance

Author: Ronald J. Reahard | Posted @ Monday, August 8, 2016 3:54 PM | » Comments(7)

(Video) Selling Paint Protection

Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a must-have.

July 6, 2016

Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a must-have.

Tags: F&I product, Paint Protection, sales, training

Author: Ronald J. Reahard | Posted @ Wednesday, July 6, 2016 3:24 PM | » Comments(8)

(Video Included) Disclosing the RISC

Properly disclosing a RISC not only protects the dealership, it boosts customer satisfaction. The magazine’s resident F&I trainer shows you how it’s done.

June 3, 2016

Properly disclosing a RISC not only protects the dealership, it boosts customer satisfaction. The magazine’s resident F&I trainer shows you how it’s done.

Tags: RISC, RISC Disclosure, TILA

Author: Ronald J. Reahard | Posted @ Friday, June 3, 2016 10:56 AM | » Comments(2)

No Friend of Mine

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

May 6, 2016

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

Tags: service contract, Technique, Tips, training, Value

Author: Ronald J. Reahard | Posted @ Friday, May 6, 2016 10:54 AM | » Comments(8)

(Video) Your Sales Manager Is a Criminal

A reader wisely chooses to remain anonymous after uncovering a payment-packing scheme taking place in his (or her) dealership.

April 7, 2016

A reader wisely chooses to remain anonymous after uncovering a payment-packing scheme taking place in his (or her) dealership.

Tags: Deceptive Practices, payment packing, vehicle service contract

Author: Ronald J. Reahard | Posted @ Thursday, April 7, 2016 1:01 PM | » Comments(4)

Optimism in an Election Year

F&I trainer keeps hope alive despite bluster on the campaign trail and dirty dealings at the manufacturer level.

March 30, 2016

F&I trainer keeps hope alive despite bluster on the campaign trail and dirty dealings at the manufacturer level.

Tags: Government, NADA Convention and Expo, Optimism, Politics

Author: Ronald J. Reahard | Posted @ Wednesday, March 30, 2016 2:10 PM | » Comments(4)

(Video) 3 Keys to Professional Growth

An F&I manager asks for a little career advice. The magazine’s resident F&I pro responds with what may be the secret to life.

March 4, 2016

An F&I manager asks for a little career advice. The magazine’s resident F&I pro responds with what may be the secret to life.

Tags: Career Advice, Professional Goals, Professional Growth

Author: Ronald J. Reahard | Posted @ Friday, March 4, 2016 11:03 AM | » Comments(0)

(Video) Collapse. Create. Repeat.

February 5, 2016

An F&I manager says his customers' buying and ownership habits are making it difficult to sell GAP and service contracts. The magazine's resident F&I pro has the answer.

Tags: down payment, GAP, service contract

Author: Ronald J. Reahard | Posted @ Friday, February 5, 2016 11:55 AM | » Comments(2)

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