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3 Ways to Sell More F&I to Millennials and Gen Z

3 Ways to Sell More F&I to Millennials and Gen Z

Younger car buyers value security just as much as their elders, but timing, transparency, and diversity are becoming critical factors to F&I success as their market share grows.

July 24, 2019

3 Leadership Skills Every F&I Manager Needs

3 Leadership Skills Every F&I Manager Needs

Taking ownership of your own performance and that of those around you is a proven path to success in any field. For F&I managers, it’s a concrete step toward higher production and career advancement.

May 30, 2019

3 Elements of a Balanced Online F&I Strategy

3 Elements of a Balanced Online F&I Strategy

Flooding your dealership’s website with F&I content without a strategy can be just as costly as underreacting to the Digital Age. The magazine’s resident F&I pro details a balanced approach for taking F&I online.

October 15, 2018

4 Steps to Overcome Any Objection

4 Steps to Overcome Any Objection

The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.

September 6, 2018

The Accept/Decline Form Is F&I’s Best Friend

The Accept/Decline Form Is F&I’s Best Friend

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

Give ’Em Gershwin

Give ’Em Gershwin

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

September 5, 2018

F&I’s Need for Nobility

F&I’s Need for Nobility

With 78% of Americans living paycheck to paycheck, F&I insider says it’s time for F&I producers to change their approach.

July 3, 2018

Moving F&I Online

Moving F&I Online

Dealer software expert makes the case for following your customers online and adopting a fully digital transaction.

July 3, 2018

Ask the Power Questions

Ask the Power Questions

The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.

January 8, 2018

Popping the F&I Question

Popping the F&I Question

F&I trainer says F&I offices can learn a lot from the current ‘promposal’ craze. He offers a three-step process for converting your one-size-fits-all presentation into a personalized, needs-based proposal.

December 4, 2017

F&I Dealer of the Year: Mr. D's Way

F&I Dealer of the Year: Mr. D's Way

When F&I Dealer of the Year Mike Dunnahoo arrived in Abilene, Texas, 18 years ago, he didn’t just take over a dealership, he adopted a community.

November 14, 2017

To Catch a Thief

To Catch a Thief

The magazine’s resident compliance pro says Red Flags tools aren’t foolproof. He offers four tips for vetting suspicious buyers who seem to have all the right answers.

November 14, 2017

The Past, Present and Shifting Future of F&I

The Past, Present and Shifting Future of F&I

Finance teams of the future will be staffed with professionals whose goals align with those of the dealer and whose jobs are supported — not replaced — by new and emerging technology.

October 11, 2017

There Is Power in Alliances

There Is Power in Alliances

Top trainer lists four ways to build an interdepartmental culture that rewards customers while maximizing the opportunity for F&I product sales.

October 10, 2017

F&I’s Compliance Driver

F&I’s Compliance Driver

An electronic menu can do more than drive the F&I process. Compliance expert offers standards and practices you can use to unlock an emenu’s true potential.

September 18, 2017