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F&I Tip of the Week: Want to Be a Better Closer?

F&I Tip of the Week: Want to Be a Better Closer?

In today’s tip, I thought I would share a secret that will help you bypass objections and concerns and start enrolling your customers into multiple products on each delivery.

September 17, 2019

F&I Tip of the Week: When Good Deals Go Bad

F&I Tip of the Week: When Good Deals Go Bad

Turning good numbers consistently in F&I is a mark of a good F&I manager. Turning good numbers consistently with no mistakes or CIT issues is the measure of a great F&I manager. F&I trainer John Tabar explains how you become the latter.

August 28, 2018

F&I Tip of the Week: Lease-Complementing F&I Protections

F&I Tip of the Week: Lease-Complementing F&I Protections

Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it’s those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.

February 20, 2018

Top F&I Trainers Headed to F&I Think Tank

Top F&I Trainers Headed to F&I Think Tank

Celebrated F&I trainers Luis Garcia, Gerry Gould and Rick McCormick will join forces at F&I Think Tank to lead Shark Tank, a 20 Group-like session that will allow attendees to get answers to troublesome customer objections, deal situations and departmental issues.

February 18, 2016

Gould, Romani Discuss Industry Summit's 2015 Program

Gould, Romani Discuss Industry Summit's 2015 Program

F&I Trainers Gerry Gould and Fernando Romani discuss Industry Summit's 2015 program (www.industrysummit.com). They also talk about what attendees can expect from their "Actions Speak Louder Than Words" workshop on Wednesday, Sept. 9, at 10:40 a.m.

August 21, 2015

F&I Tip of the Week: Selling the Premium Option

How do you get customers to commit to that left column, better known as the premium option? United Development Systems' Gerry Gould shows you how in his latest installment of F&I Tip of the Week.

May 27, 2014

[Video] F&I Tip of the Week: Selling Tire and Wheel

United Development Systems’ Gerry Gould continues with his “How’d That Feel” sales series with a few words on selling Tire and Wheel protection. Here’s a hint: It’s all in the delivery.

June 17, 2013

[Video] Tip of the Week: Understanding the Internet Shopper

Customers are taking to the Internet every day to structure their own deals based on how much they can realistically afford to put down and pay per month. So why aren’t they being as truthful once they enter the dealership? United Development Systems’ Gerry Gould weighs in.

April 23, 2013

[Video] Tip of the Week: Selling Piece of Mind

Have you ever had a customer object to an F&I product by saying they never used the last coverage they purchased? Gerry Gould offers a response to that objection, one he says F&I managers need to utilize more often.

April 9, 2013

[Video] Tip of the Week: Going for the Close

When lot customers start asking about their down payment or the interest rate they can get, it’s time for the salesperson to go for the "pocket close." The F&I Professor explains what that is in this week’s F&I Tip of the Week.

February 6, 2013