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F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 3800 views

 

F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 2677 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 4372 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2339 views

 

F&I Tip of the Week: The Impact Statement

Feb 4, 2016 | 3491 views

 

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

Nov 19, 2015 | 7525 views

 

F&I Tip of the Week: Writing Your Own Check

Jun 30, 2015 | 2386 views

 

F&I Tip of the Week: The Right Way to Listen

Jun 23, 2015 | 2359 views

 

F&I Tip of the Week: Measuring F&I Success

Jun 18, 2015 | 2340 views

 

F&I Tip of the Week: The Maintenance Upsell

Jun 9, 2015 | 3403 views

 

F&I Tip of the Week: Avoiding the Strikeout

Jun 2, 2015 | 3520 views

 

F&I Tip of the Week: Setting Expectations

May 28, 2015 | 2474 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