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Customer, May I?

May 7, 2013 | 2963 views

 

Selling Piece of Mind

Apr 9, 2013 | 2937 views

 

F&I Tip of the Week: From Good to Great

Jan 24, 2017 | 2867 views

 

F&I Tip of the Week: The 'Just in Case' Close

Aug 2, 2016 | 2794 views

 

F&I Tip of the Week: The 75% Club

Dec 8, 2016 | 2778 views

 

F&I Tip of the Week: Avoiding Bad Months

Jun 24, 2014 | 2776 views

 

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

Apr 23, 2015 | 2762 views

 

F&I Tip of the Week: Selling Security Coding

Jul 28, 2015 | 2719 views

 

7 Steps to the Sale: Building Your Brand

Feb 21, 2013 | 2699 views

 

Building a Better Evidence Manual

Apr 18, 2013 | 2694 views

 

F&I Tip of the Week: The Pirate Method

Feb 5, 2015 | 2592 views

 

F&I Tip of the Week: Objection Handling

Jul 30, 2015 | 2555 views

 

Transitioning to the Menu

Jan 17, 2013 | 2540 views

 

F&I Tip of the Week: Complete the Protection

Oct 14, 2014 | 2539 views

Blog

So Here's the Deal

Ronald J. Reahard
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
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

(Video) Measuring Up

By Ronald J. Reahard

It's OK to Be Nervous

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
One F&I insider says there’s more to the subprime pullback than the recent uptick in delinquencies. He says regulators are the real reason finance sources are so risk-averse.

What’s Your Take?

By Gregory Arroyo

Connecting the Dots

By Gregory Arroyo

Mad Marv

Marv Eleazer
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
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.

Industry Summit: It’s Worth the Investment

By Marv Eleazer

6 Ways to Deliver Exceptional Service

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