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Selling With Purpose

Feb 5, 2013 | 2181 views


Setting and Presenting the Menu

Jan 31, 2013 | 4314 views


Presenting the Right Product Options

Jan 29, 2013 | 1800 views


Embrace the Spotlight

Jan 24, 2013 | 2035 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 2900 views


Transitioning to the Menu

Jan 17, 2013 | 2459 views


Time to Eliminate

Jan 15, 2013 | 2167 views


The Service Walk Reloaded

Jan 8, 2013 | 1841 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 1979 views


Building a Credit Application Business

Dec 20, 2012 | 1540 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1736 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3515 views


Interior/Exterior Protection

Dec 6, 2012 | 1900 views



Dec 4, 2012 | 1813 views


The Sales Meeting Done Right

Nov 28, 2012 | 2009 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1627 views


Credit Union

Nov 20, 2012 | 1803 views


The Menu Presentation

Nov 7, 2012 | 1959 views


Forget the Interview

Nov 6, 2012 | 1538 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1319 views


Guaranteed Asset Protection

Oct 25, 2012 | 1257 views


Tips from the Field

Sep 18, 2012 | 1300 views


Powertrain Coverage

Sep 7, 2012 | 1240 views


So Here's the Deal

Ronald J. Reahard
It's OK to Be Nervous

By Ronald J. Reahard
Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

(Video) Have a Real Conversation

By Ronald J. Reahard
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Combating CUs

By Ronald J. Reahard

Trading Rate for Product

By Ronald J. Reahard

Done Deal

Gregory Arroyo
See You in Big D

By Gregory Arroyo
The editor offers a breakdown of Industry Summit 2017, which will feature F&I Think Tank, the Special Finance Conference, Compliance Summit, and The Best Training Day Ever.

Don’t Tune Out

By Gregory Arroyo
The editor takes you inside a conference that had digital retailing makers wooing auto finance execs.

Generationally Speaking

By Gregory Arroyo

Credit Crisis or Market Rationalization?

By Gregory Arroyo

Mad Marv

Marv Eleazer
Doing Our Part

By Marv Eleazer
After a little birdwatching with Mrs. Marv, His Madness is reminded of the critical role F&I managers play in the development of showroom salespeople.

There’s No ‘I’ in Team

By Marv Eleazer
His Madness shares a story of how good, old-fashioned customer care will always trump some algorithm or digital retailing tool.

What’s the Rush?

By Marv Eleazer

Debating the Chargeback

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