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F&I Is All About Attitude

Maintaining a sense of purposeful optimism helps top performers reduce idle time and focus on...

Whether you’re starting your day, ending your day, or powering through a tough deal, a willing attitude is the fastest and most productive way to accomplish it.

Blog Post

Are You Menu Selling or Menu Telling?

Still pushing the F&I rock uphill? Get the needs-discovery phase out of the way before...

Top trainer shares three questions every F&I manager should be asking themselves, all of which have little to do with your choice of menu and everything to do with the way you’re using it.

Blog Post

Will Data Put an End to Powerbooking?

New technology and growing demand for accurate valuation from multiple segments could mean...

A new-to-market, data-driven solution has reignited the discussion over intentional vehicle overvaluation, a form of bank fraud that remains prevalent despite a string of dealer lawsuits and regulatory actions.

Blog Post

Make Every Minute Count in F&I

If it walks like a duck and talks like a duck, ask if it’s from Peking. You could be in for a...

F&I director offers four tips you can use to start your day with a bang and maintain a level of urgency that will fuel your presentations and make your time between customers more productive.


3 Steps to Cure F&I Burnout

The author encourages frustrated F&I managers to change mindsets before changing dealerships.

Sales and managerial incompetence, cash customers, and bad weather all can contribute to severe F&I burnout and greener grass disease. Before you attempt to make a change while your performance is trending downward, try this three-step process guaranteed to positively influence your situation.


Is Technology Changing F&I or Is F&I Changing Technology?

Many of the new tools marketed to dealer and F&I professionals are designed to give customers a...

The rapid evolution and advancement of dealership systems and selling tools has led some F&I managers to fear new technology and others to embrace it. Whether you’re in Flintstones or Jetsons mode, you need a plan to meet or exceed your customers’ expectations.

Blog Post

4 F&I Scenarios That Can Lead to Bank Fraud

Anyone involved in the dealer-arranged financing process — from sales to F&I to bank reps — can...

Expert lists four all-too-common situations in which failing to understand underwriting guidelines or falsifying required stips — by dealership or finance source personnel — can constitute not just noncompliance but outright fraud.


The Race Is On at Paragon Honda

The Race Is On at Paragon Honda

Dealer and long-distance runner Brian Benstock reflects on his nearly 40 years in the auto retail business, the challenges and opportunities in the New York market, and his efforts to drive his stores — and the industry — forward.

Blog Post

Sell More F&I By Moving Your Target

The author says F&I pros who move their target from sales to service will achieve both.

To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet.

Blog Post

How to Sell GAP in a Crisis

Severe weather, including the widespread flooding in Houston in April of 2016, has contributed...

Mounting losses have compelled many underwriters to jump ship on guaranteed asset protection, but it remains a cornerstone product that continues to perform for customers, dealers, and F&I managers.