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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] 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

(Video) Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

January 8, 2018

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

Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

October 10, 2017

(Video) Have a Real Conversation

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

July 7, 2017

(Video) Handling Remote Deliveries

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

February 10, 2017

Delivering on F&I’s Promise

Delivering on F&I’s Promise

After sitting through a few less-than stellar F&I performances, the magazine’s resident F&I pro recalls advice his father once gave him. It was a recommendation every F&I department should take to heart.

January 21, 2014

10 ‘Next’ Practices for F&I

10 ‘Next’ Practices for F&I

Don’t let so-called ‘best practices’ get in the way of your performance or your customers’ needs. The magazine’s resident F&I expert lists the 10 ‘next practices’ that are driving processes at top dealerships.

February 7, 2012

F&I in an X&Y World

Is your current F&I sales process adding value or alienating customers? In today’s world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Expert explains how to give today’s Generation X and Y customers what they want: a fast-paced, non-confrontational buying experience.

April 1, 2008

Wanted: A Jack of All F&I Trades

Wanted: A Jack of All F&I Trades

An F&I manager must perform a broad range of duties, including helping customers, interacting with the sales team and lenders, keeping abreast of changing laws and maintaining a desired level of dealership profitability.

May 1, 2005

Customers Relate to Tire & Wheel Mishaps
F&I Professional – Or F&I Pretender?