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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

F&I Meets a New-Age Dr. Frankenstein

F&I Meets a New-Age Dr. Frankenstein

Synthetic identity theft is wreaking havoc among American retailers. Compliance guru offers a buyback prevention checklist for dealers and F&I professionals.

September 10, 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

A Life of Crime at the Heights of Success

A Life of Crime at the Heights of Success

The long list of offenses committed by dealers and other highly successful people proves desperation is not the only cause of criminal behavior.

September 2, 2019

4 Ways to Kill Your F&I Downtime

4 Ways to Kill Your F&I Downtime

Champions spend far more time practicing than playing. F&I pro offers four skill-sharpening ways to make every day a productive one.

August 15, 2019

It’s the Process, Stupid

It’s the Process, Stupid

A dealership’s Red Flags process is a clear indicator of how its overall compliance quotient stacks up against stores that never let a notification go by.

August 12, 2019

How to Improve Your F&I Luck

How to Improve Your F&I Luck

Has your F&I luck run out? Top trainer gets back to the basics by breaking down the two core elements of success and how to turn them to your advantage.

August 8, 2019

Are We Not Capitalists?

Are We Not Capitalists?

Opponents of franchise laws claim they hang on flawed logic, discourage competition, and benefit dealers to the detriment of consumers.

August 1, 2019

F&I Is All About Attitude

F&I Is All About Attitude

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.

July 11, 2019

Sales Compliance and the Red Flags Rut

Sales Compliance and the Red Flags Rut

When sales managers habitually ignore Red Flags warnings, your customers’ identities and the dealer’s wallet are both left vulnerable. Here’s how to break the habit.

July 9, 2019

Are You Menu Selling or Menu Telling?

Are You Menu Selling or Menu Telling?

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.

July 5, 2019

Will Data Put an End to Powerbooking?

Will Data Put an End to Powerbooking?

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.

July 2, 2019

Make Every Minute Count in F&I

Make Every Minute Count in F&I

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.

June 19, 2019

4 F&I Scenarios That Can Lead to Bank Fraud

4 F&I Scenarios That Can Lead to Bank Fraud

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.

June 13, 2019

Sell More F&I By Moving Your Target

Sell More F&I By Moving Your Target

To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet.

June 6, 2019