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TAG SEARCH RESULT: F&I manager

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March 6, 2018

F&I Tip of the Week: Handling the Affordability Objection

When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection. He explains in his latest F&I Tip of the Week.

February 9, 2018

Chargeback Prevention

How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

February 9, 2018

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

January 23, 2018

Video: Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

January 16, 2018

Your F&I Backup Plan

Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

January 8, 2018

Ask the Power Questions

The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.

December 4, 2017

Still a Work in Progress

The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

December 4, 2017

Selling Warranty Compliance Plans

Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

December 4, 2017

Love It or Leave It

His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.

November 14, 2017

Handling the ‘Last Car’ Objection

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.