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Insider Tip of the Week

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F&I Tip of the Week: Rapport vs. Credibility

Mar 10, 2015 | 2232 views

 

F&I Tip of the Week: Stick With the Process

Mar 5, 2015 | 2284 views

 

F&I Tip of the Week: The Intentional Walk

Feb 24, 2015 | 2110 views

 

F&I Tip of the Week: It’s Not the Money

Feb 19, 2015 | 1864 views

 

F&I Tip of the Week: Information Sharing

Feb 12, 2015 | 2001 views

 

F&I Tip of the Week: Untapped Resources

Feb 10, 2015 | 1624 views

 

F&I Tip of the Week: The Pirate Method

Feb 5, 2015 | 2591 views

 

F&I Tip of the Week: New Discovery

Jan 29, 2015 | 2208 views

 

F&I Tip of the Week: Expensive Tech

Jan 13, 2015 | 2371 views

 

F&I Tip of the Week: Products that Complement

Dec 16, 2014 | 3434 views

 

F&I Tip of the Week: The F&I Close

Dec 2, 2014 | 2375 views

 

F&I Tip of the Week: Selling the "Y"

Nov 18, 2014 | 3089 views

 

F&I Tip of the Week: Follow the Recipe

Nov 10, 2014 | 2433 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