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So Here's the Deal

Need advice from one of the premier F&I trainers in the business? Ron Reahard, president of Reahard & Associates, is making himself available every month to answer questions and concerns, as well as field troublesome customer objections. To connect, simply pose your question or concern in a short "selfie" video and email it to [email protected] Each month, the celebrated F&I trainer will center his monthly blog on a question that is either timely or that he feels will help the greatest number of F&I managers and customers.

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Salespeople Can Be So Arrogant

Salespeople Can Be So Arrogant

F&I managers have a professional justification and an ethical responsibility to forbid salespeople from barging into your office while you are meeting with customers.

Blog Post

Sharing the Profit

After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

Blog Post

Menus Don’t Work Miracles

Menus Don’t Work Miracles

A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

Blog Post

Avoiding the AAA Objection

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

Blog Post

(Video) Capture Missed VSC Sales

(Video) Capture Missed VSC Sales

In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

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The Dealer Moved My Goal Posts

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.

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Addressing F&I’s Internet Problem

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?

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