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

Jun 30, 2015 | 151 views

 

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

Jun 18, 2015 | 136 views

 

F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 129 views

 

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

Jun 23, 2015 | 128 views

 

Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 125 views

 

F&I Tip of the Week: Avoiding the Strikeout

Jun 2, 2015 | 117 views

 

F&I Tip of the Week: The Power of the Pen

Jul 29, 2014 | 113 views

 

Selling Piece of Mind

Apr 9, 2013 | 112 views

 

F&I Tip of the Week: Selling the "Y"

Nov 18, 2014 | 94 views

 

Selling With Purpose

Feb 5, 2013 | 91 views

 

F&I Tip of the Week: Setting Expectations

May 28, 2015 | 90 views

 

Building a Better Evidence Manual

Apr 18, 2013 | 88 views

 

Give Buyers a Free 'No'

May 28, 2013 | 86 views

 

Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 83 views

 

Time to Eliminate

Jan 15, 2013 | 83 views

 

F&I Tip of the Week: Follow the Recipe

Nov 10, 2014 | 82 views

Blog

So Here's the Deal

Ronald J. Reahard
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
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

Avoiding the AAA Objection

By Ronald J. Reahard

(Video) Capture Missed VSC Sales

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
Current market trends are playing right into the F&I product pitch, but they also reveal trouble ahead for the automotive retail industry at large.

Protecting F&I’s Future

By Gregory Arroyo

Game Almost Over

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

Stop Painting Dealers With a Broad Brush

By Marv Eleazer

I Love F&I. How About You?

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