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Change the Approach

Change the Approach

F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.

November 25, 2015

Creative License

Creative License

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

August 5, 2015

F&I’s New Mantra

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’

June 2, 2015

F&I’s Core Principle

F&I’s Core Principle

F&I trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.

January 20, 2015

The Perfect Handoff

The Perfect Handoff

Like a relay race, winning the F&I profit race comes down to a perfect customer handoff from sales and a strict adherence to the process. F&I trainer offers a few process tips to ensure the baton doesn't get dropped.

October 7, 2014

10.5 Ways to Create Customer Interest

10.5 Ways to Create Customer Interest

The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’

August 14, 2014

Reaching the Peak

Reaching the Peak

F&I insider says producers can only reach a level of production and success that they persistently and actively pursue. So to reach your peak, you need to set your sights higher, and you need to develop the following five traits.

April 7, 2014

Nailing the Pitch

Nailing the Pitch

The current movement toward high-performance wheels and run-flat tires has made road hazard protection a no-brainer — that is, if you follow three simple steps to the sale.

October 10, 2012

4 Steps to Selling Paint and Fab

4 Steps to Selling Paint and Fab

To sell environmental protection, you need to clear up several misconceptions. Doing so will pave the way to a successful sale.

June 8, 2012

F&I's 10 Commandments

F&I's 10 Commandments

Starting out in F&I is never easy, but the magazine’s resident expert lays out a game plan to get F&I ‘newbies’ off on the right foot.

February 1, 2011

5 Roadblocks to F&I Success

5 Roadblocks to F&I Success

It’s still the one department where profits are made, but the F&I office can’t do it alone. Veteran trainer breaks through F&I’s five biggest roadblocks.

May 1, 2010

Being Brilliant at the Basics

The market dynamics might be in constant flux, but the goals of an F&I manager aren’t. F&I trainer reveals his secrets to becoming brilliant at the basics.

June 1, 2009

Listen Up! Customers Have Something to Say

Listen Up! Customers Have Something to Say

Customers will provide all the reasons they need the products you are offering if you ask the right questions and wait for their response. This makes them feel respected and engaged in the buying process.

August 1, 2006