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 10, 2021
Have you ever had trouble getting back on track after a customer raises an objection? F&I trainer John Tabar says what you need is a good transition statement.
February 9, 2021
Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn't what we're after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.
May 11, 2020
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
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
Whether you’re starting your day, ending your day, or powering through a tough deal, a willing attitude is the fastest and most productive way to accomplish it.
July 11, 2019
Citing a lack of resources for car buyers who want to research F&I products online, Protective Asset Protection has launched a series of educational videos for dealer websites.
July 3, 2019
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
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
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
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
Industry Summit’s annual ‘From the Boardroom’ session will feature executives from F&I product providers and software firms, who will tackle the big questions facing F&I offices as the industry continues to push for a more digitized car-buying experience.
July 23, 2018
Penske said today it intends to integrate electronic document management to improve workflow and efficiency and install the Reynolds docuPAD system in F&I departments across more than 120 Penske dealerships.
July 18, 2018
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