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

Jun 18, 2015 | 2345 views

 

The Editor Invites Readers to F&I Think Tank

Mar 9, 2016 | 2344 views

 

F&I Tip of the Week: Batting Practice

Mar 24, 2015 | 2342 views

 

Selling With Purpose

Feb 5, 2013 | 2330 views

 

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

Mar 5, 2015 | 2325 views

 

F&I Tip of the Week: Attitude Adjustment

Sep 30, 2014 | 2323 views

 

F&I Tip of the Week: Criteria Selling

Jul 1, 2014 | 2320 views

 

F&I Tip of the Week: Offering Zero Percent

Mar 17, 2015 | 2310 views

 

Selling to Good and Lucky Drivers

Feb 19, 2013 | 2306 views

 

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

Mar 10, 2015 | 2284 views

 

F&I Tip of the Week: New Discovery

Jan 29, 2015 | 2259 views

 

The Sales Meeting Done Right

Nov 28, 2012 | 2199 views

 

The Menu Presentation

Nov 7, 2012 | 2188 views

 

Embrace the Spotlight

Jan 24, 2013 | 2184 views

 

Tip of the Week: Presenting the Value

Jan 3, 2013 | 2163 views

 

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

Aug 12, 2014 | 2156 views

 

F&I Tip of the Week: The Intentional Walk

Feb 24, 2015 | 2153 views

 

So Here's the Deal: Creating Interest

Apr 7, 2015 | 2150 views

 

F&I Tip of the Week: Companion Products

Apr 7, 2015 | 2086 views

 

F&I Tip of the Week: Information Sharing

Feb 12, 2015 | 2046 views

Blog

So Here's the Deal

Ronald J. Reahard
Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

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

Sold But Not Closed

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

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

What's Really Behind the Subprime Pullback?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

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

The Little Things

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