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Great F&I professionals don’t jump to conclusions, and they don’t try to solve problems for customers. Instead, they solve problems with customers. F&I trainer explains how.
December 5, 2016
Are your penetrations stuck in neutral? Top trainer explains how adopting the F&I master’s mindset creates more enjoyable — and productive — presentations.
June 3, 2016
F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.
February 4, 2016
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
Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. F&I trainer says the same applies in the F&I office, which has faced quite a few curveballs of late.
April 3, 2015
The end of the year means it’s time to take inventory. F&I trainer lists four things you need to do to ensure you’re ready to maximize every opportunity in the year ahead.
December 17, 2014
Have you ever wondered why your performance levels lag? The magazine’s resident expert knows the answer, and offers a remedy for keeping you on your game.
September 6, 2011