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Time to Eliminate

Jan 15, 2013 | 2483 views

 

F&I Tip of the Week: Attitude Adjustment

Sep 30, 2014 | 2479 views

 

F&I Tip of the Week: Batting Practice

Mar 24, 2015 | 2472 views

 

F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2472 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2467 views

 

F&I Tip of the Week: Offering Zero Percent

Mar 17, 2015 | 2437 views

 

Selling With Purpose

Feb 5, 2013 | 2417 views

 

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

Mar 5, 2015 | 2388 views

 

Selling to Good and Lucky Drivers

Feb 19, 2013 | 2363 views

 

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

Mar 10, 2015 | 2353 views

 

F&I Tip of the Week: New Discovery

Jan 29, 2015 | 2336 views

 

Tip of the Week: Presenting the Value

Jan 3, 2013 | 2327 views

 

The Sales Meeting Done Right

Nov 28, 2012 | 2310 views

 

The Menu Presentation

Nov 7, 2012 | 2301 views

 

Embrace the Spotlight

Jan 24, 2013 | 2268 views

 

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

Aug 12, 2014 | 2244 views

 

F&I Tip of the Week: The Intentional Walk

Feb 24, 2015 | 2232 views

 

So Here's the Deal: Creating Interest

Apr 7, 2015 | 2215 views

 

F&I Tip of the Week: Companion Products

Apr 7, 2015 | 2172 views

 

Interior/Exterior Protection

Dec 6, 2012 | 2114 views

Blog

So Here's the Deal

Ronald J. Reahard
Addressing F&I’s Internet Problem

By Ronald J. Reahard
A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard

[Video] Selling to Short-Term Owners

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Change Is Happening

By Gregory Arroyo
Saddened by the potential loss of another piece of his childhood, the editor tries to put the pieces together when he realizes there’s a good lesson to be learned in a toy retailer’s likely demise.

Who Will Take Up the CFPB's Torch?

By Gregory Arroyo
The CFPB’s acting director tells state regulators there will no longer be ‘regulation by enforcement,” but the editor believes there’s a long list of regulators waiting to take up the torch.

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo

Resolution Needed

By Gregory Arroyo

Mad Marv

Marv Eleazer
Overcome Your F&I Weaknesses

By Marv Eleazer
His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

Proper Deal Structure Moves Mountains

By Marv Eleazer
His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

Show Us Some Love

By Marv Eleazer

Chargeback Prevention

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