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10 Quick Tips to Boost F&I Profits

10 Quick Tips to Boost F&I Profits

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

Take the Fear Out of Your F&I Process

Take the Fear Out of Your F&I Process

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

Mid-Level F&I Managers Need Advanced Training

Mid-Level F&I Managers Need Advanced Training

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

10 Secrets of Successful F&I Managers

10 Secrets of Successful F&I Managers

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

4 Ways Training Improves Retention and Results

4 Ways Training Improves Retention and Results

Expert shares the four essential components dealers should look for in outside training programs for sales and F&I professionals, each of which contributes to improved morale, productivity, and profits.

October 2, 2019

Stop Keeping F&I Products a Secret

Stop Keeping F&I Products a Secret

All available research and data suggests car buyers want to research F&I products online. Most say they will be more likely to buy if they can can learn more before they get to the dealership. So why do so few dealer websites offer the information consumers are looking for?

September 17, 2019

3 Ways to Sell More F&I to Millennials and Gen Z

3 Ways to Sell More F&I to Millennials and Gen Z

Younger car buyers value security just as much as their elders, but timing, transparency, and diversity are becoming critical factors to F&I success as their market share grows.

July 24, 2019

3 Steps to Cure F&I Burnout

3 Steps to Cure F&I Burnout

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.

June 18, 2019

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

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

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.

June 17, 2019

The Topic That Won’t Go Away: Loan Fees

The Topic That Won’t Go Away: Loan Fees

A North Dakota car buyer prevailed in a recent case involving loan (or ‘acquisition’) fees that reached the state supreme court, where the dealer was found to have failed to properly disclose the charge.

May 31, 2019

3 Leadership Skills Every F&I Manager Needs

3 Leadership Skills Every F&I Manager Needs

Taking ownership of your own performance and that of those around you is a proven path to success in any field. For F&I managers, it’s a concrete step toward higher production and career advancement.

May 30, 2019

Break Out of Your F&I Shackles

Break Out of Your F&I Shackles

You need to be real to close the deal, and your tired word-tracks aren’t helping. Trainer shares a reliable three-part process you can try the next time an F&I customer goes off-script.

May 28, 2019

Are You an F&I Manager or an F&I Clerk?

Are You an F&I Manager or an F&I Clerk?

Years of strong sales and near-zero unemployment have lowered the bar for the business office. Veteran F&I pro shares two proven strategies for turning a finance clerk into a finance manager.

April 25, 2019

Lori Church Is a Swiss Army Knife for John Elway Dealerships