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May 19, 2015

F&I Tip of the Week: The ‘I Bought It and Never Used It’ Objection

How do you respond to a customer who says they purchased an F&I product but never used it? Gerry Gould has the answer in F&I’s Tip of the Week.

April 23, 2015

F&I Tip of the Week: Nurture the Sales Staff

F&I trainer Drew Leslie weighs in on the dysfunctional relationship between sales and F&I. His recommendation is to not let the sales staff become a product of their environment.

March 24, 2015

F&I Tip of the Week: Batting Practice

With spring training in full swing, F&I trainer Gerry Gould offers a few words about the importance of practice and preparation. As he says, the last place you want to get in a little practice time is in front of the customer.

October 30, 2014

Early Bird Rate for Compliance Summit Expires Friday

Agents, dealers and F&I personnel interested in attending the industry's newest compliance event must register by midnight tomorrow to save $100. Watch the video for more details.

October 14, 2014

F&I Tip of the Week: Complete the Protection

F&I trainer Gerry Gould says F&I managers should always go for more and should never sacrifice their income by settling for just one product sale. The key, he adds, is to complete the protection by matching up products that complement each other.

June 24, 2014

F&I Tip of the Week: Avoiding Bad Months

Bad days are unavoidable. But there’s one thing good F&I pros rely on to avoid a bad week and a bad month. United Development Systems’ Gerry Gould reveals what it is in his latest installment of F&I’s Tip of the Week.

June 2, 2014

F&I Comes of Age

The AFIP’s executive director discusses the rationale and timing behind the establishment of professional designations for individuals working in and supporting the in-dealership financial services industry.

May 27, 2014

F&I Tip of the Week: Selling the Premium Option

How do you get customers to commit to that left column, better known as the premium option? United Development Systems' Gerry Gould shows you how in his latest installment of F&I Tip of the Week.

April 7, 2014

Mastering F&I

The magazine’s compliance expert says talent will only get you so far. To rise above the rest, he says one needs to become a student of the F&I game.

April 7, 2014

Reaching the Peak

F&I insider says producers can only reach a level of production and success that they persistently and actively pursue. So to reach your peak, you need to set your sights higher, and you need to develop the following five traits.