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TAG SEARCH RESULT: F&I process

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May 7, 2018

The Dealer Moved My Goal Posts

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

April 3, 2018

F&I Tip of the Week: Handling the 'I'll Take My Chances' Objection

'I’ll take my chances' is an all-too-common objection heard in the F&I office. F&I Trainer John Tabar offers the perfect response when that classic line is used to object to a vehicle service contract.

March 21, 2018

Zurich Joins Dealertrack Network

Zurich North America has joined Dealertrack’s aftermarket network in a move designed to help dealers deliver a ‘more digitized’ experience for car buyers.

March 15, 2018

RouteOne, MaximTrak Streamline F&I Process With New Functionality

The new functionality allows product documents from the 110-plus F&I product providers connected to MaximTrak’s sales and F&I solution to be included in RouteOne’s econtracting package for a single, electronic consumer signing ceremony,

February 27, 2018

F&I Tip of the Week: The Power of a Good Transition Statement

Have you ever had trouble getting back on track after a customer raises an objection? F&I trainer John Tabar says what you need is a good transition statement.

February 20, 2018

F&I Tip of the Week: Lease-Complementing F&I Protections

Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it’s those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.

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 22, 2018

Zurich to Focus Heavily on F&I in 2018

Zurich North America is reshaping its dealer P&C portfolio to address 'persistent underperformance due to continued volatility associated with large and catastrophic hail losses." As a result, Zurich will focus heavily on F&I in 2018, a spokesperson said last week.

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

(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.

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