Achieving the Proper ‘TO’
John Vecchioni offers five steps to achieving a proper customer turnover from sales to F&I. United Car Care’s director of F&I development also offers some useful tips on how salespeople can really tee up the F&I manager.
John Vecchioni offers five steps to achieving a proper customer turnover from sales to F&I. United Car Care’s director of F&I development also offers some useful tips on how salespeople can really tee up the F&I manager.
Achieving the Proper ‘TO’
John Vecchioni offers five steps to achieving a proper customer turnover from sales to F&I. United Car Care’s director of F&I development also offers some useful tips on how salespeople can really tee up the F&I manager.

Talk to F&I customers like you’d talk to a friend, without industry lingo or sales-like questions, and use hard proof to show, not tell, them about a need.
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Helping F&I customers understand complementary offerings is likely to lead to more sales, based on the success of a high-performing practitioner of the philosophy.
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Ethical F&I Manager's Conference will take place at The Cosmopolitan Las Vegas on April 13–15, 2026.
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EFI 2026 will take place April 13–15 at The Cosmopolitan Las Vegas.
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In this video, Reese Dailey explains how effective follow-up drives better results across the dealership, including increased sales, higher F&I penetration, and stronger customer retention.
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‘So You Think You Can Do F&I’ is a live role-play contest taking place at the 2026 Ethical F&I Managers Conference.
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Deal volume ebbed and flowed throughout 2025, but product performance remained steady, according to automotive technology and data intelligence solutions provider StoneEagle.
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A new top 10 list ranks the least expensive for average full insurance coverage on a clean driving record and high driver credit scores.
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Try following these 20 steps to greater success in the dealer F&I office this year.
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A TransUnion study found that relationship-driven sales models proved to be important, as consumers who used an agent had a lower shopping intensity than those going it alone.
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