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Entrepreneurial salespeople are the rock stars of auto retail, but if their side hustle is a credit repair organization, they are creating a major liability for the dealership.
December 5, 2019
For all the dispersions cast on sales and F&I professionals, legal actions against dealerships are frequently the result of lying customers.
November 11, 2019
The shady practices dealers and F&I professionals once bragged about are now landing many in jail. Compliance expert lists three forms of fraud you can eradicate immediately.
October 3, 2019
Synthetic identity theft is wreaking havoc among American retailers. Compliance guru offers a buyback prevention checklist for dealers and F&I professionals.
September 10, 2019
A dealership’s Red Flags process is a clear indicator of how its overall compliance quotient stacks up against stores that never let a notification go by.
August 12, 2019
When sales managers habitually ignore Red Flags warnings, your customers’ identities and the dealer’s wallet are both left vulnerable. Here’s how to break the habit.
July 9, 2019
Expert lists four all-too-common situations in which failing to understand underwriting guidelines or falsifying required stips — by dealership or finance source personnel — can constitute not just noncompliance but outright fraud.
June 13, 2019
Despite improved industry education and a slew of regulatory enforcement actions, packing payments remains a popular pursuit at dealerships around the nation. Here’s how to prevent this highly illegal practice before it starts.
May 21, 2019
Compliance guru has the processes and auditing outline you need to avoid issues that begin in sales and at the desk, starting with discriminatory pricing.
April 23, 2019
The magazine’s resident compliance pro weighs in on one of F&I’s big debates: Is the F&I menu a sales or compliance tool?
September 6, 2018
Master the F&I language by eliminating three groups of inappropriate, inaccurate, and legally explosive words from your vocabulary.
May 31, 2018
The federal Do Not Call Registry is not without its flaws, but dealers are nonetheless bound by its rule. Compliance expert offers a primer for sales and BDC managers.
May 7, 2018
Compliance guru outlines the simple steps every dealer must take to avoid violations of federal OFAC, Used Car, Red Flags, and IRS standards — and the steep fines that accompany them.
March 12, 2018
Dealer compliance expert offers a crash course in detecting and preventing identity theft by fake car buyers and unprincipled employees.
March 8, 2018
Compliance expert gets into the weeds on adverse actions. He explains why you must send a notice to every affected customer, and breaks down your choice of processes.
February 9, 2018