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F&I Tip of the Week: Being a Professional

Apr 9, 2015 | 2041 views


Interior/Exterior Protection

Dec 6, 2012 | 2032 views


F&I Tip of the Week: Inspiration to Action

Apr 14, 2015 | 1968 views


The Service Walk Reloaded

Jan 8, 2013 | 1959 views


Credit Union

Nov 20, 2012 | 1953 views



Dec 4, 2012 | 1944 views


F&I Tip of the Week: It’s Not the Money

Feb 19, 2015 | 1899 views


Presenting the Right Product Options

Jan 29, 2013 | 1897 views


Meeting and Greeting With Purpose

Dec 13, 2012 | 1858 views


Don't Rely on the Sales Consultant

Nov 27, 2012 | 1737 views


F&I Tip of the Week: Who's in Your Dugout?

Mar 26, 2015 | 1716 views


Building a Credit Application Business

Dec 20, 2012 | 1671 views


F&I Tip of the Week: Untapped Resources

Feb 10, 2015 | 1664 views


Forget the Interview

Nov 6, 2012 | 1663 views


The Importance of Asking How Did You Feel

Oct 29, 2012 | 1431 views


Tips from the Field

Sep 18, 2012 | 1405 views


Guaranteed Asset Protection

Oct 25, 2012 | 1376 views


Powertrain Coverage

Sep 7, 2012 | 1363 views


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
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