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Insider Tip of the Week

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

Jun 5, 2018 | 879 views

 

Video: Selling High-Mileage VSC Plans

Jan 23, 2018 | 292 views

 

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

Apr 11, 2017 | 379 views

 

F&I Tip of the Week: The Aging Effect

Apr 4, 2017 | 147 views

 

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

Feb 7, 2017 | 214 views

 

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

Jan 24, 2017 | 162 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 196 views

 

F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 135 views

 

F&I Tip of the Week: Bring Back the GOYA

Dec 13, 2016 | 100 views

 

F&I Tip of the Week: The 75% Club

Dec 8, 2016 | 119 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 126 views

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Blog

So Here's the Deal

Ronald J. Reahard
Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard
In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Addressing F&I’s Internet Problem

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo
With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.

The Repair Is Covered

By Gregory Arroyo

Change Is Happening

By Gregory Arroyo

Mad Marv

Marv Eleazer
I Love F&I. How About You?

By Marv Eleazer
His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Is That Legal?

By Marv Eleazer
Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

Overcome Your F&I Weaknesses

By Marv Eleazer

Proper Deal Structure Moves Mountains

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