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F&I Tip of the Week: Rapport vs. Credibility

Mar 10, 2015 | 2254 views

 

F&I Tip of the Week: Stick With the Process

Mar 5, 2015 | 2300 views

 

F&I Tip of the Week: The Intentional Walk

Feb 24, 2015 | 2126 views

 

F&I Tip of the Week: It’s Not the Money

Feb 19, 2015 | 1879 views

 

F&I Tip of the Week: Information Sharing

Feb 12, 2015 | 2020 views

 

F&I Tip of the Week: Untapped Resources

Feb 10, 2015 | 1639 views

 

F&I Tip of the Week: The Pirate Method

Feb 5, 2015 | 2611 views

 

F&I Tip of the Week: New Discovery

Jan 29, 2015 | 2232 views

 

F&I Tip of the Week: Expensive Tech

Jan 13, 2015 | 2406 views

 

F&I Tip of the Week: Products that Complement

Dec 16, 2014 | 3470 views

 

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

Dec 2, 2014 | 2391 views

 

F&I Tip of the Week: Selling the "Y"

Nov 18, 2014 | 3107 views

 

F&I Tip of the Week: Follow the Recipe

Nov 10, 2014 | 2452 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