The Four Corners of the F&I House
There are four definitive areas where F&I professionals can and should excel.
August 17, 2021
There are four definitive areas where F&I professionals can and should excel.
August 17, 2021
If we allow our daily routine to be void of learning new information and being reminded of the principals that guide our efforts, we begin to lose our cutting edge.
June 15, 2021
Three ingredients are necessary to consistently execute a winning performance in the F&I office.
June 3, 2021
Three areas of skillset development are critical to success, but these skills do not come naturally for most of us, so they must be intentionally developed.
April 22, 2021
We are all going somewhere and using a mindset GPS will assure we get to the destination we are all looking for — increased customer satisfaction, income, and profits.
March 23, 2021
The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.
February 18, 2021
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
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