Find the Onion!
If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
April 12, 2022
If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.
April 12, 2022
Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.
February 22, 2022
Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
January 25, 2022
Here are a few ways to move your focus from closing to connecting.
January 4, 2022
True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.
October 14, 2021
Properly and intentionally setting up your menu will maximize your ability to help customers and produce profit.
July 13, 2021
Like it or not, your performance is affected by the people and conditions around you. Top trainer has a two-step process for taking control of your F&I environment.
January 20, 2020
Too many cash customers? Product sales trending downward? Quit complaining and leap into action with two proven strategies from a top F&I trainer.
December 3, 2019
Success in F&I requires long hours and an unswerving commitment to improvement. Neither can be allowed to supersede quality time with loved ones.
November 7, 2019
Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.
October 1, 2019
Top trainer wants you to stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day — particularly on slow days.
September 5, 2019
Has your F&I luck run out? Top trainer gets back to the basics by breaking down the two core elements of success and how to turn them to your advantage.
August 8, 2019
Top trainer shares three questions every F&I manager should be asking themselves, all of which have little to do with your choice of menu and everything to do with the way you’re using it.
July 5, 2019
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
Top trainer returns from a dealership tour on which he asked finance managers from across America why they chose F&I and the personal benefits they derive from their work.
May 16, 2019
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