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Opinion

Article

Don’t Let the Sale Get in the Way

Jason Bateman (left) stars in “The Elevator,” a Hyundai Assurance ad that puts “Car Shopping” on...

People still love cars and still hate shopping for them. Improve your closing rate with a showroom strategy that rewards customers for making your dealership the only one they visit on their car-buying journey.

Blog Post

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.

Article

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.

Article

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.