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F&I Tip of the Week: Offering Zero Percent

Mar 17, 2015 | 2264 views

 

Time to Eliminate

Jan 15, 2013 | 2257 views

 

F&I Tip of the Week: Batting Practice

Mar 24, 2015 | 2256 views

 

Selling to Good and Lucky Drivers

Feb 19, 2013 | 2252 views

 

F&I Tip of the Week: Attitude Adjustment

Sep 30, 2014 | 2239 views

 

F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2237 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2236 views

 

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

Mar 10, 2015 | 2231 views

 

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

Jun 18, 2015 | 2225 views

 

F&I Tip of the Week: New Discovery

Jan 29, 2015 | 2202 views

 

F&I Tip of the Week: The Follow-Up Opportunity

Jan 19, 2017 | 2156 views

 

Embrace the Spotlight

Jan 24, 2013 | 2124 views

 

The Sales Meeting Done Right

Nov 28, 2012 | 2124 views

 

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

Aug 12, 2014 | 2110 views

 

F&I Tip of the Week: The Intentional Walk

Feb 24, 2015 | 2108 views

 

The Menu Presentation

Nov 7, 2012 | 2096 views

 

So Here's the Deal: Creating Interest

Apr 7, 2015 | 2094 views

 

Tip of the Week: Presenting the Value

Jan 3, 2013 | 2088 views

 

F&I Tip of the Week: Companion Products

Apr 7, 2015 | 2032 views

 

F&I Tip of the Week: Being a Professional

Apr 9, 2015 | 2007 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