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Your Pay Plan Is Not Your Job Description

Your Pay Plan Is Not Your Job Description

His Madness says putting transparency, ethics, and the customer’s needs first is the long-term solution to the short-term problem of meeting your next monthly production goal.

May 13, 2019

You Don’t Have to Be a Closer to Close
Play Like a Champion

Play Like a Champion

His Madness wants F&I pros to achieve greatness by pushing the limits of performance, product knowledge, and customer service.

March 5, 2019

Change Your Own Oil

Change Your Own Oil

Bad habits form quickly when finance friction affects your performance. His Madness explains how true F&I professionals roll up their sleeves and seek inspiration to get back on track.

February 12, 2019

Get Over It

Get Over It

Before you quit F&I and start flipping burgers, His Madness reminds you that every losing streak has to end sometime.

January 14, 2019

Make F&I Great Again

Make F&I Great Again

His Madness challenges F&I professionals to take whatever steps are necessary to make the business office a safe, fun, comfortable stop on the customer’s path to purchase.

December 1, 2018

Give Yourself an Edge

His Madness offers a sample of word-tracks and strategies from many of the nation’s leading F&I producers and trainers.

November 1, 2018

Readers Are Leaders

Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.

October 9, 2018

Comply Like Nobody’s Watching

His Madness wants F&I pros to commit to ethical dealings with customers and finance sources because it’s the right thing to do, not just for the very real threat of reprisal.

September 1, 2018

'We Never Buy This Stuff'

Every F&I pro gets the occasional ‘F’ customer, but they’re a small part of your business and they’re not worth a minute of mental anguish.

August 6, 2018

Stop Painting Dealers With a Broad Brush

Stop Painting Dealers With a Broad Brush

His Madness has a few choice words for media members who obsess over every act of dealer malfeasance while ignoring their charitable and volunteer efforts.

July 16, 2018

I Love F&I. How About You?

His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

May 31, 2018

Is That Legal?

Is manipulating a sales agreement to accommodate a customer’s request to cash out of a dealer-arranged retail sales contract allowed? His Madness gets answers from the industry’s top legal mind.

May 7, 2018

Overcome Your F&I Weaknesses

His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

April 4, 2018

Proper Deal Structure Moves Mountains

His Madness has a simple but powerful piece of advice for newbie F&I managers and those struggling to adapt to the way finance sources are rating credit-challenged car buyers.

March 12, 2018