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Dictate Your Destiny

Feb 28, 2013 | 3834 views


Selling to Good and Lucky Drivers

Feb 19, 2013 | 2344 views


The Pocket Close

Feb 7, 2013 | 6865 views


Selling With Purpose

Feb 5, 2013 | 2385 views


Setting and Presenting the Menu

Jan 31, 2013 | 5161 views


Presenting the Right Product Options

Jan 29, 2013 | 1973 views


Embrace the Spotlight

Jan 24, 2013 | 2236 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3200 views


Transitioning to the Menu

Jan 17, 2013 | 2613 views


Time to Eliminate

Jan 15, 2013 | 2449 views


The Service Walk Reloaded

Jan 8, 2013 | 2023 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 2265 views


Building a Credit Application Business

Dec 20, 2012 | 1718 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1914 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3812 views

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So Here's the Deal

Ronald J. Reahard
(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard
Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never forget.

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Who Will Take Up the CFPB's Torch?

By Gregory Arroyo
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo
Thanks could be in order when the industry gets together for NADA 2018, as the editor hears that a resolution to the Military Lending Act controversy isn’t far off.

Resolution Needed

By Gregory Arroyo

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo

Mad Marv

Marv Eleazer
Proper Deal Structure Moves Mountains

By Marv Eleazer
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer
His Madness has a message for dealers walking the show floor at NADA 2018: Don’t forget about the people who drive your business.

Chargeback Prevention

By Marv Eleazer

Your F&I Backup Plan

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