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Insider Tip of the Week

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

Aug 9, 2016 | 4092 views

 

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

Aug 2, 2016 | 3537 views

 

F&I Tip of the Week: Selling Service Contracts

Jul 26, 2016 | 4796 views

 

F&I Tip of the Week: The Credit Interview

Jul 12, 2016 | 4781 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2529 views

 

F&I Tip of the Week: Discovering the B.E.S.T.

Mar 3, 2016 | 3857 views

 

F&I Tip of the Week: The Impact Statement

Feb 4, 2016 | 3914 views

 

F&I Tip of the Week: Transitioning to the Menu

Nov 19, 2015 | 8408 views

 

F&I Tip of the Week: Teeing Up the Pitch

Nov 10, 2015 | 3584 views

 

F&I Tip of the Week: Be a Manager

Nov 3, 2015 | 3270 views

 

F&I Tip of the Week: Objection Handling

Jul 30, 2015 | 2895 views

 

F&I Tip of the Week: Selling Security Coding

Jul 28, 2015 | 3164 views

 

F&I Tip of the Week: The Trial Close

Jul 23, 2015 | 3574 views

Blog

So Here's the Deal

Ronald J. Reahard
The Dealer Moved My Goal Posts

By Ronald J. Reahard
Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

Addressing F&I’s Internet Problem

By Ronald J. Reahard
A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard

Done Deal

Gregory Arroyo
The Repair Is Covered

By Gregory Arroyo
The editor opens up about his first service-contract claim, which resulted in a covered and repaired vehicle as well as a few lessons.

Change Is Happening

By Gregory Arroyo
Saddened by the potential loss of another piece of his childhood, the editor tries to put the pieces together when he realizes there’s a good lesson to be learned in a toy retailer’s likely demise.

Who Will Take Up the CFPB's Torch?

By Gregory Arroyo

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

Proper Deal Structure Moves Mountains

By Marv Eleazer

Show Us Some Love

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