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June 23, 2015

F&I Tip of the Week: The Right Way to Listen

Do you listen to your customers with the intent to reply or the intent to understand? F&I trainer Gerry Gould explains why it matters and how he learned the difference the hard way.

June 23, 2015

Equifax, 700 Credit Expand Partnership

The two firms announced today that they have expanded their relationship to provide dealers and their F&I offices with a fully integrated income and employment verification solution.

June 18, 2015

F&I Tip of the Week: Measuring F&I Success

Profitability and product penetrations might be the typical measures of F&I success, but John ‘The F&I Professor’ Vecchioni says there’s a better way to guage success in the F&I office.

June 16, 2015

F&I Tip of the Week: Handling 'Can I Think About It?' Situations

What do you do when customers ask if they can think about it? F&I trainer Gerry Gould has the answer in his latest F&I Tip of the Week.

June 9, 2015

F&I Tip of the Week: The Maintenance Upsell

With vehicle OEMs offering two to four years of complimentary maintenance, F&I trainer Gerry Gould says upselling that coverage, especially in the service drive, should be a no-brainer.

June 2, 2015

Excel-erate the Experience

Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.

June 2, 2015

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

June 2, 2015

F&I Tip of the Week: Avoiding the Strikeout

In the F&I office, you only have three strikes before a sale is lost. F&I trainer Gerry Gould shows you how to make the most of your pitches. More importantly, he shows you how to drive that sale home.

June 2, 2015

Becoming a Better Professional

The AFIP’s executive director says not all goals require a Herculean effort to complete. He lays out a plan for setting and achieving simple, meaningful objectives every 90 days.

May 28, 2015

F&I Tip of the Week: Setting Expectations

Do you inform your customers about how today’s technologically advanced vehicles will impact their cost of ownership? F&I trainer Drew Leslie explains why you should in his latest F&I Tip of the Week.