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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 | 7937 views

 

F&I Tip of the Week: The Aging Effect

Apr 4, 2017 | 3293 views

 

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

Feb 7, 2017 | 5136 views

 

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

Jan 24, 2017 | 3124 views

 

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

Jan 19, 2017 | 2382 views

 

F&I Tip of the Week: The Proper Disclosure

Jan 10, 2017 | 3827 views

 

F&I Tip of the Week: Maximizing the Deal

Dec 15, 2016 | 2692 views

 

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

Dec 13, 2016 | 3240 views

 

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

Dec 8, 2016 | 3013 views

 

F&I Tip of the Week: Cash Conversions

Sep 20, 2016 | 4143 views

 

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

Aug 9, 2016 | 3623 views

 

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

Aug 2, 2016 | 2942 views

 

F&I Tip of the Week: Selling Service Contracts

Jul 26, 2016 | 4296 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 4398 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2344 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