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Taking Inventory

January 10, 2017
His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.

Culture Clash

December 27, 2016
His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining...

Defining F&I Success

December 6, 2016
His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

Stop the Madness

November 7, 2016
His Madness takes another swipe at tech companies looking to change the F&I experience. He says if they are so bent on improving the customer experience,...

Strength in Numbers

October 4, 2016
In search of a slump cure, His Madness discovers he has known the remedy all along. This month, he reveals what it is and where other F&I pros can find it.

Keep Calm and Sell On

September 2, 2016
Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

The Interdependent Relationship Between Sales and F&I

August 8, 2016
His Madness explains why even the most seasoned and successful F&I pro needs support from the sales team.

The Silent Partner

July 6, 2016
His Madness offers praise for the advancement of technology in the F&I office but warns that some tools may not be useful to true professionals.

Thanks for the Memories

June 3, 2016
His Madness recounts a wildly informative day spent at the inaugural F&I Think Tank.

Don’t Fear the ‘No’

May 6, 2016
How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on...

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