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To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet.
Top trainer returns from a dealership tour on which he asked finance managers from across America why they chose F&I and the personal benefits they derive from their work.
You have enough training and talent to make a living in F&I, but your PVR won’t budge. Get to the next level by asking why you do this work and how your success or failure affects your customers’ lives.
Looking to kill some downtime? Top trainer urges F&I pros to hit the show floor, consult with service staff, and take care of your ‘other’ customers — including the ones you see every day.
Top trainer lists the three cold, hard truths every F&I manager must one day face to reach the production levels enjoyed by those operating at the highest levels of the profession.
Flooding your dealership’s website with F&I content without a strategy can be just as costly as underreacting to the Digital Age. The magazine’s resident F&I pro details a balanced approach for taking F&I online.
The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.
Top trainer says it’s time for F&I professionals — particularly the vets — to let go of the past and embrace the changes facing automotive finance and protection products.
F&I trainer believes new technology and expert salesmanship can combine to create an efficient and productive menu-selling process.
F&I managers succeed by ensuring their customers learn something, feel something, and are motivated to purchase the protection products they need.