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F&I Tip of the Week: Power of the Pause

F&I Tip of the Week: Power of the Pause

When we communicate, the words we use only account for 7% of the communication. Voice tone and inflection account for 38%, while body language makes up the rest. F&I trainer John Tabar explains what that means in the F&I office in his latest F&I Tip of the Week.

June 5, 2018

I Love F&I. How About You?

His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.

May 31, 2018

The Dealer Moved My Goal Posts

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

May 7, 2018

F&I Tip of the Week: Handling the 'I'll Take My Chances' Objection

Zurich Joins Dealertrack Network

Zurich North America has joined Dealertrack’s aftermarket network in a move designed to help dealers deliver a ‘more digitized’ experience for car buyers.

March 21, 2018

F&I Tip of the Week: The Power of a Good Transition Statement
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

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

February 9, 2018

Zurich to Focus Heavily on F&I in 2018

Zurich to Focus Heavily on F&I in 2018

Zurich North America is reshaping its dealer P&C portfolio to address 'persistent underperformance due to continued volatility associated with large and catastrophic hail losses." As a result, Zurich will focus heavily on F&I in 2018, a spokesperson said last week.

January 22, 2018

Your F&I Backup Plan

Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

January 16, 2018

(Video) Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

January 8, 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

Selling Warranty Compliance Plans

Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

December 4, 2017