The Industry's Leading Source for F&I, Sales and Technology
Search Close Menu

Search Results

Results: 14

Close
Expand All
Menus Don’t Work Miracles

Menus Don’t Work Miracles

A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.

August 6, 2018

Avoiding the AAA Objection

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.

July 3, 2018

(Video) Capture Missed VSC Sales

(Video) Capture Missed VSC Sales

In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.

May 31, 2018

The Dealer Moved My Goal Posts

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

May 7, 2018

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

February 9, 2018

Selling Warranty Compliance Plans

Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

December 4, 2017

Handling the ‘Last Car’ Objection

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

November 14, 2017

(Video) Measuring Up

Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

September 18, 2017

It's OK to Be Nervous

Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

August 17, 2017

Combating CUs

Combating CUs

Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.

June 8, 2017

Trading Rate for Product

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

May 2, 2017

(Video) Timing F&I

Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.

March 7, 2017