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F&I Tip of the Week: Want to Be a Better Closer?

F&I Tip of the Week: Want to Be a Better Closer?

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

Sell More F&I By Moving Your Target

Sell More F&I By Moving Your Target

To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet.

June 6, 2019

F&I Tip of the Week: Make a Recommendation

F&I Tip of the Week: Make a Recommendation

When you know a customer sees value in a product and you know the product is a good choice for the buyer's situation, F&I trainer John Tabar says don't be afraid to make a recommendation. He shows you how in his latest F&I Tip of the Week.

September 18, 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 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

To Interview or Not to Interview: That Is the Question
One Giant Leap for F&I

One Giant Leap for F&I

Top trainer says it’s time for F&I professionals — particularly the vets — to let go of the past and embrace the changes facing automotive finance and protection products.

May 30, 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

The Power of  Momentum

The Power of Momentum

F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.

May 4, 2017

AUL Corp. Releases 2017 F&I Training Schedule

The warranty and vehicle service contract provider released its 2017 F&I training schedule, which includes a three-day live course that will cover compliance, objecting handing, sales-to-F&I turnovers, and menu selling. It will be led by Kirk Manzo, director of global training for Assurant’s Vehicle Protection Services group.

March 20, 2017

Thievery Loves Company

The magazine’s compliance expert delves into the motivations of wrongdoers and offers a reminder that no crime is insignificant.

May 5, 2014

Strong March Helps Group 1 Rebound From Harsh Weather

Like other public groups, Group 1’s business was hampered in the first quarter by extreme weather conditions, losing about 9% of its total available selling days through Feb. 16. Luckily, March turned out to be a strong sales month for the group.

May 1, 2014

Penske Holds Off on Adopting NADA Compliance Program

Officials with Penske Automotive Group, which reported a record fourth quarter, said the operation will “wait and see” when it comes to adopting the NADA’s new fair lending compliance program.

February 18, 2014