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So Here's the Deal

Top trainer Ron Reahard fields questions from and offers expert advice to top-producing F&I professionals.

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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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Selling Warranty Compliance Plans

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.

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Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.