Flooding your dealership’s website with F&I content without a strategy can be just as costly as underreacting to the Digital Age. The magazine’s resident F&I pro details a balanced approach for taking F&I online.
October 15, 2018
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
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
F&I trainer believes new technology and expert salesmanship can combine to create an efficient and productive menu-selling process.
May 4, 2018
F&I managers succeed by ensuring their customers learn something, feel something, and are motivated to purchase the protection products they need.
March 16, 2018
The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.
January 8, 2018
F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.
July 11, 2017
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
Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.
February 10, 2017
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
F&I trainer makes the case for digital F&I. He offers a five-step process for adding information about products, pricing, and your finance team to your dealership’s website.
October 4, 2016
F&I trainer says it’s time for a break. He explains how stepping outside and taking a breath of fresh air will lead to more product sales than you ever thought possible.
August 8, 2016
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
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
Top trainer reminds F&I pros to occasionally set aside the logical flow of product presentations and let emotions take over.
December 9, 2015
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