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Insider Tip of the Week

Recent Videos

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The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2380 views

 

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

Mar 3, 2016 | 3666 views

 

F&I Tip of the Week: The Impact Statement

Feb 4, 2016 | 3576 views

 

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

Nov 19, 2015 | 7721 views

 

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

Nov 10, 2015 | 3357 views

 

F&I Tip of the Week: Be a Manager

Nov 3, 2015 | 3096 views

 

F&I Tip of the Week: Objection Handling

Jul 30, 2015 | 2740 views

 

F&I Tip of the Week: Selling Security Coding

Jul 28, 2015 | 2903 views

 

F&I Tip of the Week: The Trial Close

Jul 23, 2015 | 3362 views

 

F&I Tip of the Week: Key Replacement

Jul 7, 2015 | 2609 views

 

F&I Tip of the Week: Writing Your Own Check

Jun 30, 2015 | 2455 views

Blog

So Here's the Deal

Ronald J. Reahard
Selling to Short-Term Owners

By Ronald J. Reahard
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

(Video) 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

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Resolution Needed

By Gregory Arroyo
The editor shares some insider information regarding the industry’s efforts to get the Defense Department to reconsider last month’s interpretive rule regarding the sale of GAP and credit insurance to military consumers.

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

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

Mad Marv

Marv Eleazer
Chargeback Prevention

By Marv Eleazer
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

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

G.O.Y.A.

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