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March 28, 2017

F&I Tip of the Week: Leave It to the Specialists

Would you expect the owner of a national tire chain to be an F&I product buyer? F&I trainer Gerry Gould reveals the moral of a business manager’s tale of sales success.

March 14, 2017

F&I Tip of the Week: Selling to Lease Customers

The key to selling F&I products to lease customers is focusing on the four responsibilities the lease company is going to hold them accountable for. F&I trainer Gerry Gould explains in his latest F&I Tip of the Week.

February 7, 2017

F&I Tip of the Week: Keep ’Em Separated

F&I trainer Gerry Gould says the sale of the car and the sale of F&I needs to be kept separate. He explains why in his latest F&I Tip of the Week.

January 24, 2017

F&I Tip of the Week: From Good to Great

There’s only one thing that separates a good F&I manager from a great one. F&I trainer Gerry Gould reveals what it is in his latest F&I Tip of the Week.

January 10, 2017

F&I Tip of the Week: The Proper Disclosure

F&I trainer Gerry Gould says the best way to increase CSI and cut down on contracts in transit is a proper review of the customer's paperwork. He shows you how in his latest F&I Tip of the Week.

December 13, 2016

F&I Tip of the Week: Bring Back the GOYA

If you want to get something done, you have to GOYA. In his latest F&I Tip of the Week, F&I trainer Gerry Gould explains what that is and how it can correct many of the issues F&I managers face.

December 8, 2016

F&I Tip of the Week: The 75% Club

Is your F&I product presentation putting customers in the 75% club before you go for the close? F&I trainer explains what the 75% club is, how to get your customers there, and what to do once they are.

September 20, 2016

F&I Tip of the Week: Cash Conversions

F&I trainer Gerry Gould brings out the Sharpie for his latest F&I Tip of the Week. He shows you how the permanent marker and a retail installment sales contract can be used to illustrate the benefit of financing vs. playing cash.

August 23, 2016

F&I Tip of the Week: Turning Cost Into a Minor Issue

In this week’s F&I Tip of the Week, F&I trainer Gerry Gould shares a technique for making cost a nonfactor for payment-conscience buyers.

July 12, 2016

F&I Tip of the Week: The Credit Interview

Having the right answers and staying credible with your buyer are critical when going to bat for a customer with derogatory credit. F&I trainer breaks down the credit interview in his latest installment of F&I Tip of the Week.

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