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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

Conquering the Curveball

Conquering the Curveball

Practicing and studying the pitcher are the keys to hitting baseball’s most unhittable pitch. F&I trainer says the same applies in the F&I office, which has faced quite a few curveballs of late.

April 3, 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

F&I’s Winter Tune Up

F&I’s Winter Tune Up

The end of the year means it’s time to take inventory. F&I trainer lists four things you need to do to ensure you’re ready to maximize every opportunity in the year ahead.

December 17, 2014

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

Pay Plans Revisited

Pay Plans Revisited

Far too many compensation plans are a patchwork of fixes that, in the end, make the plans more confusing and less impactful. The magazine’s F&I expert has the answer, a plan that accounts for a new market dynamic.

June 2, 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

Customer’s Choice

Customer’s Choice

What do successful baseball players, fishermen, restaurateurs and F&I managers have in common? The magazine’s F&I expert has the answer.

February 6, 2013

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

4 Ways to Reenergize Your Pitch

4 Ways to Reenergize Your Pitch

Have you ever wondered why your performance levels lag? The magazine’s resident expert knows the answer, and offers a remedy for keeping you on your game.

September 6, 2011

A New Lease on Profits

A New Lease on Profits

By all accounts, leasing is back, but that doesn’t mean your F&I profits have to suffer. F&I trainer breaks down a process for making leasing a win-win for the finance office and the dealership.

July 5, 2011