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Ditch the Interview

Ditch the Interview

F&I pro makes a case for ditching the F&I interview. He says a quick discussion with the salesperson and a look at the customer’s credit report and trade appraisal will tell you all you need to know.

December 5, 2016

Selling Solutions, Not Products

Selling Solutions, Not Products

Great F&I professionals don’t jump to conclusions, and they don’t try to solve problems for customers. Instead, they solve problems with customers. F&I trainer explains how.

December 5, 2016

5 'Tells' of a Lying Job Candidate

5 'Tells' of a Lying Job Candidate

Human resources expert reveals the five traits hiring managers need to look for when interviewing a prospective candidate.

October 4, 2016

(Video) Selling Paint Protection

Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a must-have.

July 6, 2016

Righting a Wrong

The editor gets called out by a reader about a cash-conversion technique he detailed in the magazine’s June issue.

July 6, 2016

To Lease or Not to Lease

Da Man offers his take on the current leasing boom and delivers a few of his favorite lease closes.

July 5, 2016

Reynolds and Reynolds Releases LAW Idaho F&I Library

This week, the Reynolds and Reynolds Co. released the Reynolds LAW Idaho F&I Library, a suite of standardized, legally reviewed F&I documents for the franchised new vehicle dealers in the state of Idaho.

June 16, 2016

Wielding the Velvet Hammer

Wielding the Velvet Hammer

At last month’s F&I Think Tank, female F&I pros shared their stories of perseverance in a male-dominated industry, talked about how times have changed, and explained why they believe women are the future of F&I.

June 3, 2016

The Master's Mindset

The Master's Mindset

Are your penetrations stuck in neutral? Top trainer explains how adopting the F&I master’s mindset creates more enjoyable — and productive — presentations.

June 3, 2016

Don’t Fear the ‘No’

How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on the fly.

May 6, 2016

No Friend of Mine

No Friend of Mine

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

May 6, 2016

6 Ways to Hire  for Success

6 Ways to Hire for Success

Hiring to get the body count up can be a recipe for disaster. Personnel expert explains why dealers and managers need to hire character first and credentials second.

May 6, 2016

Part II: Becoming an F&I Manager

His Madness delves into the nuts and bolts of the F&I manager’s role in Part Two of his two-part series on becoming an F&I manager.

March 4, 2016

Nothing but the Truth

Nothing but the Truth

F&I trainer says car buyers will only truly reveal their needs in an environment that rewards honesty. He offers a few trust-building tips designed to get customers to open up.

February 4, 2016