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My F&I Director Won’t Take Cash

My F&I Director Won’t Take Cash

Church offers advice to an F&I manager whose director does whatever he can to avoid handling cash customers, achieving superstar status at his co-workers’ expense.

October 8, 2019

F&I Customers Are Just Like Us!

F&I Customers Are Just Like Us!

Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.

October 1, 2019

F&I Should Be Grand Sumo Yokozunas

F&I Should Be Grand Sumo Yokozunas

The champions of the sumo world can handle any type of opponent, win more bouts than they lose, and enjoy a level of respect and privilege that only top producers can ever hope to earn.

September 12, 2019

Fight the Gravitational Pull of Average!

Fight the Gravitational Pull of Average!

Top trainer wants you to stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day — particularly on slow days.

September 5, 2019

You Don’t Have to Be a Closer to Close