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Ask the Power Questions

Ask the Power Questions

The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.

January 8, 2018

5 Questions F&I Pros Must Answer Monthly
One-Chance Training

One-Chance Training

Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.

February 10, 2017

Creative License

Creative License

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

August 5, 2015

F&I’s New Mantra

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

June 2, 2015

F&I’s Core Principle

F&I’s Core Principle

F&I trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.

January 20, 2015

10.5 Ways to Create Customer Interest

10.5 Ways to Create Customer Interest

The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’

August 14, 2014

Pay Plans Revisited

Pay Plans Revisited

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.

June 2, 2014

Customer’s Choice

Customer’s Choice

What do successful baseball players, fishermen, restaurateurs and F&I managers have in common? The magazine’s F&I expert has the answer.

February 6, 2013

5 Roadblocks to F&I Success

5 Roadblocks to F&I Success

It’s still the one department where profits are made, but the F&I office can’t do it alone. Veteran trainer breaks through F&I’s five biggest roadblocks.

May 1, 2010