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The Pocket Close

Feb 7, 2013 | 6503 views


Selling With Purpose

Feb 5, 2013 | 2294 views


Setting and Presenting the Menu

Jan 31, 2013 | 4814 views


Presenting the Right Product Options

Jan 29, 2013 | 1878 views


Embrace the Spotlight

Jan 24, 2013 | 2149 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3041 views


Transitioning to the Menu

Jan 17, 2013 | 2552 views


Time to Eliminate

Jan 15, 2013 | 2288 views


The Service Walk Reloaded

Jan 8, 2013 | 1930 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 2123 views


Building a Credit Application Business

Dec 20, 2012 | 1642 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1833 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3661 views


Interior/Exterior Protection

Dec 6, 2012 | 2007 views



Dec 4, 2012 | 1915 views


The Sales Meeting Done Right

Nov 28, 2012 | 2147 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1715 views


Credit Union

Nov 20, 2012 | 1930 views


The Menu Presentation

Nov 7, 2012 | 2137 views


Forget the Interview

Nov 6, 2012 | 1646 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1408 views


Guaranteed Asset Protection

Oct 25, 2012 | 1358 views


Tips from the Field

Sep 18, 2012 | 1393 views


So Here's the Deal

Ronald J. Reahard
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
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

(Video) Measuring Up

By Ronald J. Reahard

Done Deal

Gregory Arroyo
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
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

What’s Your Take?

By Gregory Arroyo

Mad Marv

Marv Eleazer
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.


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

Industry Summit: It’s Worth the Investment

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