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.
April 29, 2021
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.
March 3, 2020
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
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
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
Gerry Gould, the original host of F&I and Showroom’s F&I Tip of the Week, will cover the online video series’ Top 20 tips during his role-playing session at Industry Summit 2015.
August 18, 2015
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
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
United Development Systems’ Gerry Gould has been on the “dictate your own destiny” kick of late, and he continues hammering home his message this week with a few words on how to proceed when the finance source gives you a “Line 5” call.
May 14, 2013
UDS’ Gerry Gould has a suggestion for how to treat your customers. And it starts with being polite.
May 7, 2013
If “In the event” is in your script, check out Gerry Gould's newest tip on why that wording may not be setting the right tone with your customers.
April 30, 2013
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
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
How do you respond to customers who say they’ve never been in an accident and don’t need GAP? United Development Systems' Gerry Gould has the answer in F&I’s Tip of the Week.
February 19, 2013
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