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So Here's the Deal

Ronald J. Reahard
(Video) Selling on Leases

By Ronald J. Reahard
An F&I pro from Florida says he’s struggling to sell products on leases. The magazine’s resident F&I trainer offers a few tips.

(Video) Losing the 'F' in F&I

By Ronald J. Reahard
An F&I pro says his dealership’s decision to remove the ‘F’ from his F&I duties is hurting his ability to handle customer objections. The magazine’s resident F&I pro weighs in.

(Video) Selling Paint Protection

By Ronald J. Reahard

(Video Included) Disclosing the RISC

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Striking a Balance

By Gregory Arroyo
Moved by what he heard from this year’s F&I Pacesetters, the editor offers his thoughts on a topic he believes the industry needs to seriously address.

Get Certified, Get Trained

By Gregory Arroyo
The editor responds to some of the chatter he’s hearing about the CFPB turning its attention toward F&I products. He then reveals why readers need to register for this month’s Compliance Summit.

Righting a Wrong

By Gregory Arroyo

Making the Final Round

By Gregory Arroyo

Mad Marv

Marv Eleazer
Keep Calm and Sell On

By Marv Eleazer
Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

The Interdependent Relationship Between Sales and F&I

By Marv Eleazer
His Madness explains why even the most seasoned and successful F&I pro needs support from the sales team.

The Silent Partner

By Marv Eleazer

Thanks for the Memories

By Marv Eleazer

On the Point

Jim Ziegler
Habits of Highly Paid Sales Professionals

By Jim Ziegler
‘Da Man’ says that going from eight cars a month to 30 starts with shaking off the ‘nut mentality’ and committing to your trade.

To Lease or Not to Lease

By Jim Ziegler
Da Man offers his take on the current leasing boom and delivers a few of his favorite lease closes.

The Lead-Gen Death Throes

By Jim Ziegler

Solving the Dealership-Life Imbalance

By Jim Ziegler