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Recent Videos

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F&I Tip of the Week: The Ben Franklin Close

Aug 7, 2018 | 1482 views

 

F&I Tip of the Week: Power of the Pause

Jun 5, 2018 | 1732 views

 

F&I Tip of the Week: Handling Price Objections

Mar 13, 2018 | 1338 views

 

Video: Selling High-Mileage VSC Plans

Jan 23, 2018 | 1050 views

 

F&I Tip of the Week: Why People Don’t Buy

Apr 11, 2017 | 1029 views

 

F&I Tip of the Week: Keep ’Em Separated

Feb 7, 2017 | 636 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 631 views

 

F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 461 views

 

F&I Tip of the Week: Bring Back the GOYA

Dec 13, 2016 | 331 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 415 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 263 views

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Blog

So Here's the Deal

Ronald J. Reahard
Help! My Dealership Is Packing Payments

By Ronald J. Reahard
Top trainer comes to the rescue of an F&I manager who fears an antiquated, discredited, and deceptive sales tactic has taken root at his store.

Sharing the Profit

By Ronald J. Reahard
After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

Menus Don’t Work Miracles

By Ronald J. Reahard

Avoiding the AAA Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Red Flags Alert

By Gregory Arroyo
The editor believes recent regulatory activity should serve as a warning to dealers who haven’t dusted off their Red Flags compliance programs in the years since the rule took effect.

GAP Suffers Another Setback

By Gregory Arroyo
The editor reveals the truth behind an NPR report critical of the industry’s efforts to undo the Military Lending Act guidance that put the brakes on GAP sales.

Car Buyers Need F&I

By Gregory Arroyo

Protecting F&I’s Future

By Gregory Arroyo

Mad Marv

Marv Eleazer
Readers Are Leaders

By Marv Eleazer
Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

Comply Like Nobody’s Watching

By Marv Eleazer
His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

'We Never Buy This Stuff'

By Marv Eleazer

Stop Painting Dealers With a Broad Brush

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler

The New Stooges

By Jim Ziegler