John Tabar
Contributor
John Tabar serves as executive director of training for Brown & Brown.
F&I Showroom Magazine
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John Tabar serves as executive director of training for Brown & Brown.
Consistent steps taken in various aspects of the F&I office can make valuable differences over time, similar to an outline for a best-selling book.
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F&I managers need training, but instead of resisting application or expecting perfection, they should improve by simply acting on what they learn.
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F&I managers must learn as much as possible about their customers, starting before they walk into their offices. The bulk of today’s consumers expect that, and good results will follow.
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Customers just want the facts, so elaboration is best left off the desk. Listening and other skills will get you further down the road to product sales.
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Preparation by the F&I manager can help make it something the customer actually looks forward to.
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