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Arroyo Talks F&I Conference, Dodd-Frank Act

Aug 29, 2013 | 10599 views

 

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

Apr 11, 2017 | 7880 views

 

F&I Tip of the Week: Transitioning to the Menu

Nov 19, 2015 | 7525 views

 

The Pocket Close

Feb 7, 2013 | 6599 views

 

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

Feb 7, 2017 | 5109 views

 

Setting and Presenting the Menu

Jan 31, 2013 | 4933 views

 

Auto Dealer TV Debuts

Mar 21, 2014 | 4646 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 4372 views

 

F&I Tip of the Week: Selling Service Contracts

Jul 26, 2016 | 4285 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 4122 views

 

Give Buyers a Free 'No'

May 28, 2013 | 3931 views

 

F&I Tip of the Week: Ask, Don't Tell

Oct 21, 2014 | 3855 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 3800 views

 

F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3764 views

 

Dictate Your Destiny

Feb 28, 2013 | 3759 views

 

Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3716 views

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Blog

So Here's the Deal

Ronald J. Reahard
Selling High-Mileage VSC Plans

By Ronald J. Reahard
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.

Selling Warranty Compliance Plans

By Ronald J. Reahard
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.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Sold But Not Closed

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

G.O.Y.A.

By Marv Eleazer

The Little Things

By Marv Eleazer

On the Point

Jim Ziegler
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
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler