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F&I Tip of the Week: Instinct vs. Process

Nov 4, 2014 | 2443 views

 

F&I Tip of the Week: Ask, Don't Tell

Oct 21, 2014 | 3770 views

 

F&I Tip of the Week: Complete the Protection

Oct 14, 2014 | 2575 views

 

F&I Tip of the Week: Attitude Adjustment

Sep 30, 2014 | 2273 views

 

ADTV: Gerry Gould Talks Industry Summit 2014

Sep 3, 2014 | 8610 views

 

F&I Tip of the Week: Objection Prevention

Aug 26, 2014 | 2445 views

 

F&I Tip of the Week: Rehashing Deals

Aug 19, 2014 | 3727 views

 

F&I Tip of the Week: What’s in a ‘No’?

Aug 12, 2014 | 2130 views

 

F&I Tip of the Week: The Power of the Pen

Jul 29, 2014 | 2373 views

 

F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2272 views

 

F&I Tip of the Week: Avoiding Bad Months

Jun 24, 2014 | 2799 views

 

F&I Tip of the Week: Selling Key Replacement

Jun 17, 2014 | 3013 views

 

ADTV: NADA on Flats, FIfth Third Investigated

May 23, 2014 | 1145 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