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January 8, 2018

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 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

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

F&I Pacesetters: Gerald Jones Auto Group

Meet the two operations that were also in the running for the American Financial & Automotive Services Inc.-sponsored F&I Dealer of the Year.

November 14, 2017

G.O.Y.A.

His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

September 18, 2017

(Video) Measuring Up

Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

September 18, 2017

Redefining the ABCs of Sales

Trainer believes in the power of persuasion but wants F&I pros to back it with effective training, sincere needs-discovery, and a personalized approach.

September 7, 2017

Southwest Dealer Services Acquires Wash.-based F&I Agency

Income development company SouthWest Dealer Services (SWDS) has acquired Spokane, Wash.-based Evergreen Dealer & Insurance Services (Evergreen). Financial terms of the transaction were not disclosed.

September 7, 2017

(Video) Industry Summit 2017: Don't Miss the Who's Who in F&I

Industry Summit 2017 (Sept. 11-14) is quickly approaching. American Financial & Automotive Services' John Vecchioni, the conference’s master of ceremonies, explains why it’s the premier event in the F&I industry. 

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