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You Don’t Have to Be a Closer to Close

Taking Inventory

His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.

January 10, 2017

Defining F&I Success

His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

December 6, 2016

Stop the Madness

His Madness takes another swipe at tech companies looking to change the F&I experience. He says if they are so bent on improving the customer experience, fix the sales process and leave F&I alone.

November 7, 2016

Strength in Numbers

In search of a slump cure, His Madness discovers he has known the remedy all along. This month, he reveals what it is and where other F&I pros can find it.

October 4, 2016

Thanks for the Memories

His Madness recounts a wildly informative day spent at the inaugural F&I Think Tank.

June 3, 2016

Talent Coach

His Madness admits patience isn’t something that comes naturally, but he recognizes how important it is when it comes to managing people.

October 22, 2013

Fine-Tuning F&I

In the finance office, bad habits cost money. His Madness says it’s time to lose your so-called quirks and get down to business.

July 16, 2013

Hold Your Position

The CFPB’s saber-rattling has failed to upset the magazine’s in-the-trenches columnist, who reminds us that dealers have survived past attacks on their bottom lines.

June 12, 2013

3 ‘P’s of F&I

His Madness covers three items you won’t find in any new-hire training manual but are critical to your career in F&I. Together, they make up the unwritten rules of life inside a dealership.

May 15, 2013

Preventing the Unexpected

His Madness recounts a little history lesson before offering a primer for snuffing out bad habits and making positive changes.

March 20, 2013

Fear Factor: When Customers Say 'No'

His Madness offers a little pep talk to remind F&I pros that if anybody has reason to be afraid of making a wrong turn, it shouldn’t be you.

December 7, 2012

In With the New

His Madness offers a few spring cleaning items you need to take care of before those key selling months roll around.

June 5, 2012