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