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Results: 39
Surf's Up

Surf's Up

Navigate the waves of change to ensure long-term F&I success.

February 27, 2020

Get an ‘A’ on Your Next Compliance Audit

Get an ‘A’ on Your Next Compliance Audit

F&I pros and consultants have at least two things in common: Both want to protect the dealership and its customers, and both have a job to do. Here’s how to ace your next audit.

February 27, 2020

Shortcuts and Compliance Are Not Complementary

Shortcuts and Compliance Are Not Complementary

Compliance expert lists four shortcuts no sales or F&I professional should take in 2020. Spoiler alert: Forging the customer’s signature is still a federal crime.

February 27, 2020

Is Sales Punching a Crime?

Is Sales Punching a Crime?

BMW is the latest manufacturer to be accused of falsifying new vehicle sales reports, a practice that has led to lawsuits and investigations. Are dealers conspirators or victims?

February 27, 2020

Surroundings Lead to F&I Success!

Surroundings Lead to F&I Success!

Like it or not, your performance is affected by the people and conditions around you. Top trainer has a two-step process for taking control of your F&I environment.

January 20, 2020

You Can Eliminate F&I Managers. You Can’t Eliminate F&I.
All I Really Need to Know I Learned in Law School Orientation
Is Your Salesperson Running a CRO?

Is Your Salesperson Running a CRO?

Entrepreneurial salespeople are the rock stars of auto retail, but if their side hustle is a credit repair organization, they are creating a major liability for the dealership.

December 5, 2019

2 Ways to Take Action and Boost Your PVR

2 Ways to Take Action and Boost Your PVR

Too many cash customers? Product sales trending downward? Quit complaining and leap into action with two proven strategies from a top F&I trainer.

December 3, 2019

EVs Cost Even More Than You Think

EVs Cost Even More Than You Think

Mergers and alliances among factories are proliferating as the demand for mass-market electric vehicles increases and the cost to build them makes profitability impossible.

November 14, 2019

3 Ways to Improve Your F&I Language Skills
Consumers Don’t Always Tell the Truth

Consumers Don’t Always Tell the Truth

For all the dispersions cast on sales and F&I professionals, legal actions against dealerships are frequently the result of lying customers.

November 11, 2019

Enjoy the Journey. It’s Later Than You Think!
When Dealers Catch Criminals

When Dealers Catch Criminals

Noncompliant and outright illegal behavior by dealers, managers, and staff have generated headlines throughout the year. Less heralded are the instances in which dealership personnel took action that led to arrests.

October 10, 2019

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