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How Can Your F&I Managers Make More by Selling Less? Preload Your Ancillaries

How Can Your F&I Managers Make More by Selling Less? Preload Your Ancillaries

F&I managers are compensated well to deal with a lot of pressure and are often among the highest paid in the store. Yet with an overstuffed menu of products, it can be a challenge to focus on the few products that yield the highest commission for all of this effort. What if there were a way to lighten that load and help the F&I managers actually make MORE money?

Video

F&I Tip of the Week: The 80/20 Rule

Have you heard of the 80/20 Rule? I bet you have, but you may be wondering what to do with the...

Have you heard of the 80/20 Rule? I bet you have, but you may be wondering what to do with the other 80% of your time. John Tabar from UDS offers some suggestions in this F&I Tip of the Week.

Article

Sell the Experience

The goal should always be to listen and understand your customers better, not just to present a...

The goal should always be to listen and understand your customers better, not just to present a menu and overcome an objection.

Video

F&I Tip of the Week: Avoiding Down Time

What should you do, or say, to fill the time when recalculating payments to illustrate the...

What should you do, or say, to fill the time when recalculating payments to illustrate the customer's choices? Tune in to this F&I Tip of the Week with John Tabar of UDS to find out!

Article

So You Want to Be an Agent

Is there life after being an F&I manager? The answer is yes. But the work of an independent...

Is there life after being an F&I manager? The answer is yes. But the work of an independent agent and trainer isn’t for everyone. A reinsurance expert and former dealer lists five prerequisites for what could be a highly rewarding career change.

Article

The Secret Sauce of Objection Handling

For objection handling, secret sauce is that special technique, the one thing you can say or do...

For objection handling, secret sauce is that special technique, the one thing you can say or do that instantly changes a “no” to a “yes.” This can lead you to the easiest objection to overcome: the one that never happens!

Video

This is Not Normal

This is not the new normal. In this tip, Ritch Wheeler with American Financial's F&I University...

This is not the new normal. In this tip, Ritch Wheeler with American Financial's F&I University explains how today is not the new normal and what you can do moving forward to ensure you have a more satisfying and profitable experience in the business office.