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Insider Tip of the Week

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F&I Tip of the Week: The Right Way to Listen

Jun 23, 2015 | 2294 views

 

F&I Tip of the Week: Measuring F&I Success

Jun 18, 2015 | 2232 views

 

F&I Tip of the Week: Make It Your Own

Jun 11, 2015 | 2471 views

 

F&I Tip of the Week: The Maintenance Upsell

Jun 9, 2015 | 3291 views

 

F&I Tip of the Week: Avoiding the Strikeout

Jun 2, 2015 | 3396 views

 

F&I Tip of the Week: Setting Expectations

May 28, 2015 | 2389 views

 

F&I Tip of the Week: Nurture the Sales Staff

Apr 23, 2015 | 2762 views

 

F&I Tip of the Week: Inspiration to Action

Apr 14, 2015 | 1928 views

 

F&I Tip of the Week: Being a Professional

Apr 9, 2015 | 2008 views

 

So Here's the Deal: Creating Interest

Apr 7, 2015 | 2097 views

 

F&I Tip of the Week: Companion Products

Apr 7, 2015 | 2036 views

 

F&I Tip of the Week: Who's in Your Dugout?

Mar 26, 2015 | 1670 views

 

F&I Tip of the Week: Batting Practice

Mar 24, 2015 | 2263 views

 

F&I Tip of the Week: Offering Zero Percent

Mar 17, 2015 | 2269 views

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