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TAG SEARCH RESULT: F&I process

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The Dealer Moved My Goal Posts

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

May 7, 2018

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

Tags: employee compensation, F&I manager, F&I process, pay plan

Author: Ronald J. Reahard | Posted @ Monday, May 7, 2018 2:11 PM | » Comments(3)

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

February 9, 2018

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

Tags: F&I manager, F&I process, F&I products, GAP, objection handling, short-term owners, vehicle service contract

Author: Ronald J. Reahard | Posted @ Friday, February 9, 2018 5:31 PM | » Comments(1)

(Video) Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

January 8, 2018

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Tags: F&I process, F&I products, F&I sales, F&I training, high mileage, vehicle service contract

Author: Ronald J. Reahard | Posted @ Monday, January 8, 2018 4:53 PM | » Comments(5)

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(1)

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)

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)

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) 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) 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] Perfect Timing

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

November 13, 2015

Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.

Tags: direct marketing, F&I menu, F&I process, J.D. Power & Association, service department, service drive, vehicle service contracts, VSC

Author: Ronald J. Reahard | Posted @ Friday, November 13, 2015 4:23 PM | » Comments(0)

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