You have enough training and talent to make a living in F&I, but your PVR won’t budge. Get to the next level by asking why you do this work and how your success or failure affects your customers’ lives.
April 18, 2019
The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.
September 6, 2018
Top trainer says it’s time for F&I professionals — particularly the vets — to let go of the past and embrace the changes facing automotive finance and protection products.
May 30, 2018
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
F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.
July 11, 2017
F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.
May 4, 2017
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
F&I trainer makes the case for digital F&I. He offers a five-step process for adding information about products, pricing, and your finance team to your dealership’s website.
October 4, 2016
Top trainer reminds F&I pros to occasionally set aside the logical flow of product presentations and let emotions take over.
December 9, 2015
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
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 insider says producers can only reach a level of production and success that they persistently and actively pursue. So to reach your peak, you need to set your sights higher, and you need to develop the following five traits.
April 7, 2014
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