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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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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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