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Sell More F&I By Moving Your Target

Sell More F&I By Moving Your Target

To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet.

June 6, 2019

Why the Why of F&I Matters: Part 2

Why the Why of F&I Matters: Part 2

Top trainer returns from a dealership tour on which he asked finance managers from across America why they chose F&I and the personal benefits they derive from their work.

May 16, 2019

Why the Why of F&I Matters: Part 1

Why the Why of F&I Matters: Part 1

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 Empty F&I Office

The Empty F&I Office

Looking to kill some downtime? Top trainer urges F&I pros to hit the show floor, consult with service staff, and take care of your ‘other’ customers — including the ones you see every day.

March 8, 2019

3 Ways to Achieve Peak F&I Performance

3 Ways to Achieve Peak F&I Performance

Top trainer lists the three cold, hard truths every F&I manager must one day face to reach the production levels enjoyed by those operating at the highest levels of the profession.

February 21, 2019

3 Elements of a Balanced Online F&I Strategy

3 Elements of a Balanced Online F&I Strategy

Flooding your dealership’s website with F&I content without a strategy can be just as costly as underreacting to the Digital Age. The magazine’s resident F&I pro details a balanced approach for taking F&I online.

October 15, 2018

4 Steps to Overcome Any Objection

4 Steps to Overcome Any Objection

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

One Giant Leap for F&I

One Giant Leap for F&I

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

Menu Selling Reloaded

Menu Selling Reloaded

F&I trainer believes new technology and expert salesmanship can combine to create an efficient and productive menu-selling process.

May 4, 2018

3 Laws of Every Customer Interaction

3 Laws of Every Customer Interaction

F&I managers succeed by ensuring their customers learn something, feel something, and are motivated to purchase the protection products they need.

March 16, 2018

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
The Power of  Momentum

The Power of Momentum

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

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

Selling Solutions, Not Products

Selling Solutions, Not Products

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