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March 16, 2018

7 Reasons to Embrace Mobile F&I

Car buyers no longer rely on the dealership as their sole source of information about F&I products. Trainer offers seven reasons forward-thinking dealers are meeting customers in the mobile marketplace.

March 12, 2018

(Video) Selling Eight Products Without Losing the Customer

Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

March 12, 2018

Finding Greatness in the Box

F&I professionals who stop swinging for the fences and focus on base hits stand to gain the confidence of their customers and the per-copy average that comes with it.

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 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.

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.

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.