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Building a Better Evidence Manual

Apr 18, 2013 | 2923 views


Selling Piece of Mind

Apr 9, 2013 | 3146 views


Dictate Your Destiny

Feb 28, 2013 | 3877 views


7 Steps to the Sale: Building Your Brand

Feb 21, 2013 | 2917 views


Selling to Good and Lucky Drivers

Feb 19, 2013 | 2361 views


The Pocket Close

Feb 7, 2013 | 6995 views


Selling With Purpose

Feb 5, 2013 | 2414 views


Setting and Presenting the Menu

Jan 31, 2013 | 5276 views


Presenting the Right Product Options

Jan 29, 2013 | 2000 views


Embrace the Spotlight

Jan 24, 2013 | 2266 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3271 views


Transitioning to the Menu

Jan 17, 2013 | 2641 views


Time to Eliminate

Jan 15, 2013 | 2480 views


The Service Walk Reloaded

Jan 8, 2013 | 2060 views


Building a Credit Application Business

Dec 20, 2012 | 1742 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1949 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3860 views


Interior/Exterior Protection

Dec 6, 2012 | 2113 views



Dec 4, 2012 | 2050 views


The Sales Meeting Done Right

Nov 28, 2012 | 2309 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1768 views


Credit Union

Nov 20, 2012 | 2026 views


The Menu Presentation

Nov 7, 2012 | 2301 views


Forget the Interview

Nov 6, 2012 | 1751 views


So Here's the Deal

Ronald J. Reahard
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
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo

Resolution Needed

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer

Chargeback Prevention

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