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Setting the Right Tone

Apr 30, 2013 | 27 views


Building a Better Evidence Manual

Apr 18, 2013 | 36 views


Selling Piece of Mind

Apr 9, 2013 | 47 views


Dictate Your Destiny

Feb 28, 2013 | 20 views


7 Steps to the Sale: Building Your Brand

Feb 21, 2013 | 19 views


Selling to Good and Lucky Drivers

Feb 19, 2013 | 22 views


The Pocket Close

Feb 7, 2013 | 109 views


Selling With Purpose

Feb 5, 2013 | 44 views


Setting and Presenting the Menu

Jan 31, 2013 | 176 views


Presenting the Right Product Options

Jan 29, 2013 | 19 views


Embrace the Spotlight

Jan 24, 2013 | 50 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 26 views


Transitioning to the Menu

Jan 17, 2013 | 23 views


Time to Eliminate

Jan 15, 2013 | 33 views


The Service Walk Reloaded

Jan 8, 2013 | 18 views


Building a Credit Application Business

Dec 20, 2012 | 22 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 22 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 42 views


Interior/Exterior Protection

Dec 6, 2012 | 25 views



Dec 4, 2012 | 25 views


The Sales Meeting Done Right

Nov 28, 2012 | 26 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 24 views


Credit Union

Nov 20, 2012 | 22 views


The Menu Presentation

Nov 7, 2012 | 63 views


So Here's the Deal

Ronald J. Reahard
Avoiding the AAA Objection

By Ronald J. Reahard
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

(Video) Capture Missed VSC Sales

By Ronald J. Reahard
In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

The Dealer Moved My Goal Posts

By Ronald J. Reahard

Addressing F&I’s Internet Problem

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Protecting F&I’s Future

By Gregory Arroyo
The editor responds to a reader’s question about whether F&I managers are being replaced by iPads and digital retailing tools.

Game Almost Over

By Gregory Arroyo
With the CFPB’s controversial guidance officially repealed, the editor delves into what the bureau was really after in its targeting of dealer participation.

The Repair Is Covered

By Gregory Arroyo

Change Is Happening

By Gregory Arroyo

Mad Marv

Marv Eleazer
Stop Painting Dealers With a Broad Brush

By Marv Eleazer
His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

I Love F&I. How About You?

By Marv Eleazer
His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

Is That Legal?

By Marv Eleazer

Overcome Your F&I Weaknesses

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