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It's OK to Be Nervous

August 17, 2017
Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

(Video) Have a Real Conversation

July 7, 2017
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Combating CUs
Combating CUs

June 8, 2017
Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose...

Trading Rate for Product

May 2, 2017
A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

(Video) Discussing the Risk-Based Pricing Rule

April 11, 2017
The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.

(Video) Timing F&I

March 7, 2017
Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the...

(Video) Handling Remote Deliveries

February 10, 2017
An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

Achieving $1,600 Per Copy

January 10, 2017
An F&I manager from New York asks the magazine’s resident F&I pro how achieving a $1,600 per-copy average is even possible. He responds with strategies...

Starting F&I Online

December 27, 2016
The magazine’s resident F&I pro agrees that tech tools can’t sell product alone, but he does believe the online space offers new opportunities for F&I pros...

(Video) Handling the 'Be Back' Objection

December 6, 2016
Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.

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