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Selling to Good and Lucky Drivers

Feb 19, 2013 | 2326 views


The Pocket Close

Feb 7, 2013 | 6736 views


Selling With Purpose

Feb 5, 2013 | 2358 views


Setting and Presenting the Menu

Jan 31, 2013 | 5068 views


Presenting the Right Product Options

Jan 29, 2013 | 1939 views


Embrace the Spotlight

Jan 24, 2013 | 2208 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3148 views


Transitioning to the Menu

Jan 17, 2013 | 2596 views


Time to Eliminate

Jan 15, 2013 | 2397 views


The Service Walk Reloaded

Jan 8, 2013 | 1997 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 2209 views


Building a Credit Application Business

Dec 20, 2012 | 1697 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1886 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3762 views


Interior/Exterior Protection

Dec 6, 2012 | 2066 views



Dec 4, 2012 | 1977 views


The Sales Meeting Done Right

Nov 28, 2012 | 2248 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1749 views


Credit Union

Nov 20, 2012 | 1986 views


The Menu Presentation

Nov 7, 2012 | 2236 views


Forget the Interview

Nov 6, 2012 | 1689 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1450 views


Guaranteed Asset Protection

Oct 25, 2012 | 1406 views


So Here's the Deal

Ronald J. Reahard
Selling to Short-Term Owners

By Ronald J. Reahard
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

(Video) 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

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Resolution Needed

By Gregory Arroyo
The editor shares some insider information regarding the industry’s efforts to get the Defense Department to reconsider last month’s interpretive rule regarding the sale of GAP and credit insurance to military consumers.

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

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

Mad Marv

Marv Eleazer
Chargeback Prevention

By Marv Eleazer
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

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


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