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F&I Tip of the Week: The Right Way to Listen

Jun 23, 2015 | 2322 views

 

F&I Tip of the Week: Measuring F&I Success

Jun 18, 2015 | 2270 views

 

F&I Tip of the Week: Make It Your Own

Jun 11, 2015 | 2503 views

 

F&I Tip of the Week: The Maintenance Upsell

Jun 9, 2015 | 3329 views

 

F&I Tip of the Week: Avoiding the Strikeout

Jun 2, 2015 | 3448 views

 

F&I Tip of the Week: Setting Expectations

May 28, 2015 | 2427 views

 

F&I Tip of the Week: Nurture the Sales Staff

Apr 23, 2015 | 2794 views

 

F&I Tip of the Week: Inspiration to Action

Apr 14, 2015 | 1947 views

 

F&I Tip of the Week: Being a Professional

Apr 9, 2015 | 2019 views

 

So Here's the Deal: Creating Interest

Apr 7, 2015 | 2119 views

 

F&I Tip of the Week: Companion Products

Apr 7, 2015 | 2049 views

 

F&I Tip of the Week: Who's in Your Dugout?

Mar 26, 2015 | 1694 views

 

F&I Tip of the Week: Batting Practice

Mar 24, 2015 | 2295 views

 

F&I Tip of the Week: Offering Zero Percent

Mar 17, 2015 | 2287 views

Blog

So Here's the Deal

Ronald J. Reahard
Selling Warranty Compliance Plans

By Ronald J. Reahard
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.

Handling the ‘Last Car’ Objection

By Ronald J. Reahard
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

Sold But Not Closed

By Ronald J. Reahard

(Video) Measuring Up

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Still a Work in Progress

By Gregory Arroyo
The editor explains why he put another digital retailing startup on the cover and looks at two studies that point to online car buying and financing still being a work in progress.

It Is Unwise to Lower Your Defenses

By Gregory Arroyo
The editor wonders how regulators, including two new mini-CFPBs in Pennsylvania and Maryland, view a consumer advocacy group’s highly critical report on how dealers price F&I protections.

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

What’s Your Take?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Love It or Leave It

By Marv Eleazer
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.

G.O.Y.A.

By Marv Eleazer
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.

The Little Things

By Marv Eleazer

Industry Summit: It’s Worth the Investment

By Marv Eleazer

On the Point

Jim Ziegler
Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler