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Insider Tip of the Week

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F&I Tip of the Week: Make a Recommendation

Sep 18, 2018 | 288 views

 

F&I Tip of the Week: When Good Deals Go Bad

Aug 28, 2018 | 765 views

 

F&I Tip of the Week: The Three-Point Turn

Aug 14, 2018 | 846 views

 

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

Aug 7, 2018 | 1230 views

 

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

Jun 5, 2018 | 1551 views

 

F&I Tip of the Week: Handling Price Objections

Mar 13, 2018 | 1122 views

 

Video: Selling High-Mileage VSC Plans

Jan 23, 2018 | 862 views

 

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

Apr 11, 2017 | 845 views

 

F&I Tip of the Week: The Aging Effect

Apr 4, 2017 | 395 views

 

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

Feb 7, 2017 | 517 views

 

F&I Tip of the Week: From Good to Great

Jan 24, 2017 | 400 views

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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