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Insider Tip of the Week

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

Apr 11, 2017 | 7246 views

 

F&I Tip of the Week: The Aging Effect

Apr 4, 2017 | 2955 views

 

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

Feb 7, 2017 | 4676 views

 

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

Jan 24, 2017 | 2845 views

 

F&I Tip of the Week: The Follow-Up Opportunity

Jan 19, 2017 | 2159 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 3362 views

 

F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 2465 views

 

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

Dec 13, 2016 | 3040 views

 

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

Dec 8, 2016 | 2762 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 3919 views

 

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

Aug 9, 2016 | 3418 views

 

F&I Tip of the Week: The 'Just in Case' Close

Aug 2, 2016 | 2783 views

 

F&I Tip of the Week: Selling Service Contracts

Jul 26, 2016 | 4022 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 4190 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2236 views

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Blog

So Here's the Deal

Ronald J. Reahard
Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard

It's OK to Be Nervous

By Ronald J. Reahard

Done Deal

Gregory Arroyo
It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo

Connecting the Dots

By Gregory Arroyo

Mad Marv

Marv Eleazer
G.O.Y.A.

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer

6 Ways to Deliver Exceptional Service

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