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Training Calendar

Skills for the Business Manager with FILES Certification

8/23/2016 - 8/26/2016

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Training Calendar

Skills for the Business Manager with FILES Certification

9/13/2016 - 9/16/2016

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Training Calendar

Skills for the Business Manager with FILES Certification

9/20/2016 - 9/23/2016

Deerfield Beach, FL

Skills for the business manager focuses on the processes and selling methods used in the Finance and Insurance department, and integrates techniques proven to improve F&I revenue. This 5-day course covers such topics as the psychology of selling, the interview, the menu, product knowledge, and conversions. Special emphasis is placed on rigorous group exercises and interactive role-play activities. The FILES Certification focuses on legal compliance, as well as F&I processes and selling methods. Students who participate in this course must demonstrate both legal knowledge and exceptional sales skills in order to earn FILES certification. For more information, please visit www.performancedevelopmentcenter.com.  $1395 per attendee

Blog

So Here's the Deal

Ronald J. Reahard
(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
Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a must-have.

(Video Included) Disclosing the RISC

By Ronald J. Reahard

No Friend of Mine

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
The editor gets called out by a reader about a cash-conversion technique he detailed in the magazine’s June issue.

Making the Final Round

By Gregory Arroyo

No Tanking Here

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
His Madness offers praise for the advancement of technology in the F&I office but warns that some tools may not be useful to true professionals.

Thanks for the Memories

By Marv Eleazer

Don’t Fear the ‘No’

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