F&I Tip of the Week: Handling the Affordability Objection
When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection.
February 2, 2021
When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection.
February 2, 2021
F&I trainer John Tabar shares the perfect close for a customer who is interested in multiple products but thinks the cost is too much.
March 10, 2020
Are you an F&I game changer or an F&I grouch? Get 2020 off to a hot start by remembering why you chose this work and the many opportunities it offers — even on cash deals.
February 4, 2020
Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.
October 9, 2018
The F&I team at Bob Moore Subaru of Oklahoma City is proving every day that Subaru buyers are F&I product buyers. Now their in the running for F&I and Showroom's F&I Dealer of the Year award.
October 8, 2018
For the last 25 years, the six-rooftop, Kerrville, Texas-based dealer group has operated under the belief that ‘When products are similar, the dealer makes the difference.”
October 8, 2018
To become an F&I manager at this Carlsbad, Calif.-based Buick-GMC-Cadillac store, candidates must complete an eight-week course addressing a number of topics related to ethics and compliance. The dealership is in the running for the magazine's F&I Dealer of the Year award.
October 8, 2018
Prince Automotive Group is proof that operating high-performance finance departments while maintaining the highest level of ethical practices is possible. Now it's in the running for F&I and Showroom's F&I Dealer of the Year award.
October 8, 2018
Bob Moore Buick GMC is a process-driven machine, but that’s just one of the reasons the Oklahoma dealership’s F&I department is putting up big numbers. It's in the running for F&I and Showroom's F&I Dealer of the Year award.
October 8, 2018
Defi SOLUTIONS is the first loan origination platform to include Black Book’s History Adjusted Valuations data feed. Users can now identify undesirable deals prior to the origination process, improve advance amounts, prevent fraud, and use HAV to set floors more accurately when remarketing.
September 17, 2018
F&I pros who don’t include a completed Accept/Decline form in every deal jacket are not only failing to capitalize on a proven sales tool, they’re putting their dealerships at risk.
September 6, 2018
Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.
September 5, 2018
Dealership employees, general agents, vendors, finance sources, and F&I product providers are encouraged to nominate their stores and dealer clients for F&I and Showroom's F&I Dealer of the Year award, sponsored by American Financial & Automotive Services Inc.
August 14, 2018
As an inventor, Ben Franklin was known for the lightning rod, bifocals, and the Franklin stove, among other inventions. He is also responsible for a closing technique F&I trainer John Tabar says is an effective tool when faced with the all-too-common postponement objection.
August 7, 2018
Self-selection tools can reduce your average turn, accelerate deliveries, and improve F&I production.
August 6, 2018