When customers feel free to speak and share their opinions, they feel understood. F&I professionals that intentionally make the conversation a two-way interaction build high levels of trust and profits.
October 13, 2020
Insight presentations are today; features and benefits presentations are so yesterday…and hopefully will soon be as hard to find as a Blockbuster store.
September 23, 2020
Adaptability is the only way anyone can be successful right now. Let’s investigate the secret to winning.
September 22, 2020
The most important thing I’ve learned from COVID-19 is that investing in your people is the best investment any business can make.
August 27, 2020
While no crisis is a good thing, those that succeed will be those that take the opportunity during the storm to change, pivot, and adjust.
July 9, 2020
Navigate the waves of change to ensure long-term F&I success.
February 27, 2020
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
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
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 pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.
November 25, 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 trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.
January 20, 2015