F&I Tip of the Week: Handling the Affordability Objection
When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection.
May 26, 2020
When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection.
May 26, 2020
Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn't what we're after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.
May 11, 2020
Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it's those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.
March 30, 2020
F&I trainer John Tabar shares the perfect close for a customer who is interested in multiple products but thinks the cost is too much.
March 10, 2020
Are you an F&I game changer or an F&I grouch? Get 2020 off to a hot start by remembering why you chose this work and the many opportunities it offers — even on cash deals.
February 4, 2020
Be sure you know the three F&I ‘gotchas’ that compliance auditors, regulators, and plaintiffs’ attorneys will be hunting for in 2020 with this three-minute read.
January 27, 2020
A recent KPA survey found high numbers of F&I professionals untrained in key federal compliance topics and unsure of how far their compliance education had progressed.
December 13, 2019
Are you ready to make the leap from sales to F&I but haven’t been given an opportunity? Learn why that may be and why, for some, this critical role will never be the right fit.
December 13, 2019
UDS announced the acquisition of Dealer Marketing Link, a Pennsylvania F&I services provider.
November 26, 2019
Raise your per-copy average and secure more of your customers’ investments by looking for more opportunities at every stage of the purchase and ownership experience.
November 26, 2019
Living in the moment isn’t always a good idea, particularly in the business office. G.P. has the cure for bad customers, bad days, and bad months.
November 25, 2019
F&I managers who are ready to take the next step in their careers must seek out training focused on leadership, deal structure, compliance, and other essential skills for professional development.
October 25, 2019
Experienced agent and trainer shares 10 habits and best practices shared by top-producing F&I professionals — and rarely adopted by those who are only in it for the paycheck.
October 22, 2019