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Setting the Right Tone

Apr 30, 2013 | 3317 views


Building a Better Evidence Manual

Apr 18, 2013 | 2993 views


Selling Piece of Mind

Apr 9, 2013 | 3199 views


Dictate Your Destiny

Feb 28, 2013 | 3924 views


7 Steps to the Sale: Building Your Brand

Feb 21, 2013 | 2970 views


Selling to Good and Lucky Drivers

Feb 19, 2013 | 2402 views


The Pocket Close

Feb 7, 2013 | 7118 views


Selling With Purpose

Feb 5, 2013 | 2454 views


Setting and Presenting the Menu

Jan 31, 2013 | 5414 views


Presenting the Right Product Options

Jan 29, 2013 | 2040 views


Embrace the Spotlight

Jan 24, 2013 | 2311 views


Breaking Down the ‘Meet and Greet’

Jan 22, 2013 | 3333 views


Transitioning to the Menu

Jan 17, 2013 | 2679 views


Time to Eliminate

Jan 15, 2013 | 2550 views


The Service Walk Reloaded

Jan 8, 2013 | 2107 views


Tip of the Week: Presenting the Value

Jan 3, 2013 | 2388 views


Building a Credit Application Business

Dec 20, 2012 | 1785 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1999 views


Presenting the Menu: When's the Right Time?

Dec 11, 2012 | 3928 views


Interior/Exterior Protection

Dec 6, 2012 | 2168 views



Dec 4, 2012 | 2091 views


The Sales Meeting Done Right

Nov 28, 2012 | 2339 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1797 views


Credit Union

Nov 20, 2012 | 2072 views


So Here's the Deal

Ronald J. Reahard
The Dealer Moved My Goal Posts

By Ronald J. Reahard
Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

Addressing F&I’s Internet Problem

By Ronald J. Reahard
A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

(Video) Selling Eight Products Without Losing the Customer

By Ronald J. Reahard

He Had a Goal: Remembering David Ressler

By Ronald J. Reahard

Done Deal

Gregory Arroyo
The Repair Is Covered

By Gregory Arroyo
The editor opens up about his first service-contract claim, which resulted in a covered and repaired vehicle as well as a few lessons.

Change Is Happening

By Gregory Arroyo
Saddened by the potential loss of another piece of his childhood, the editor tries to put the pieces together when he realizes there’s a good lesson to be learned in a toy retailer’s likely demise.

Who Will Take Up the CFPB's Torch?

By Gregory Arroyo

Military Lending Act Guidance: The Gift That Keeps On Giving

By Gregory Arroyo

Mad Marv

Marv Eleazer
Is That Legal?

By Marv Eleazer
Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

Overcome Your F&I Weaknesses

By Marv Eleazer
His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

Proper Deal Structure Moves Mountains

By Marv Eleazer

Show Us Some Love

By Marv Eleazer

On the Point

Jim Ziegler
Bound to Fail

By Jim Ziegler
Da Man returns with a message to vehicle manufacturers jumping into the subscription waters: It ain’t gonna happen.

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

The New Stooges

By Jim Ziegler