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October 2, 2018

F&I Tip of the Week: Pace Equals Profit

Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn’t what we’re after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.

September 18, 2018

F&I Tip of the Week: Make a Recommendation

When you know a customer sees value in a product and you know the product is a good choice for the buyer's situation, F&I trainer John Tabar says don't be afraid to make a recommendation. He shows you how in his latest F&I Tip of the Week.

September 11, 2018

F&I Tip of the Week: Doubling Down on Appearance Protection

There are many reasons customers enroll in an appearance program. Any one of those reasons can lead you to sell the protection on not just the customer’s new car, but the one sitting in the buyer's garage as well. John Tabar shows you how in his latest F&I Tip of the Week.

August 28, 2018

F&I Tip of the Week: When Good Deals Go Bad

Turning good numbers consistently in F&I is a mark of a good F&I manager. Turning good numbers consistently with no mistakes or CIT issues is the measure of a great F&I manager. F&I trainer John Tabar explains how you become the latter.

August 21, 2018

F&I Tip of the Week: The ‘Reduce to the Ridiculous’ Close

F&I trainer John Tabar shares the perfect close for a customer who is interested in multiple products but thinks the cost is too much.

August 7, 2018

F&I Tip of the Week: The Ben Franklin Close

As an inventor, Ben Franklin was known for the lightning rod, bifocals, and the Franklin stove, among other inventions. He is also responsible for a closing technique F&I trainer John Tabar says is an effective tool when faced with the all-too-common postponement objection.

July 24, 2018

F&I Tip of the Week: Word-Tracks or Word Ruts?

Scripts are good. They help with compliance and keep us on track. But they can also get stale and can result in F&I pros developing bad traits. F&I trainer John Tabar offers his take in his latest F&I Tip of the Week.    

June 5, 2017

UDS Earns Top Honors in Dealers’ Choice Awards

The income development company earned a Diamond award in F&I Training and Platinum in the Compliance Training category of Auto Dealer Today’s 2017 Dealers’ Choice Awards, which are voted on by dealers and dealership personnel.

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.

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.

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