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The Calm After the Storm

The Calm After the Storm

Committing to daily effort will provide you the mental toughness to survive the storm and be better prepared for the next one.

April 21, 2021

Why Won’t They Let Me Be an F&I Manager?

Why Won’t They Let Me Be an F&I Manager?

Are you ready to make the leap from sales to F&I but haven’t been given an opportunity? Learn why that may be and why, for some, this critical role will never be the right fit.

December 13, 2019

Give ’Em Gershwin

Give ’Em Gershwin

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

September 5, 2018

Winning by Design

Winning by Design

Dealership expert breaks down four key elements to building a high-performance team in today’s retail environment.

September 5, 2018

Storytelling vs. Story Selling

Storytelling vs. Story Selling

Veteran salesperson and trainer traces the roots of his success to his days as a door-to-door salesman.

October 11, 2017

Your Customer Experience Sucks!
The Silent  Seminar

The Silent Seminar

F&I director advises dealership professionals to attack your work with a positive attitude and pledge to improve the workdays of those around you.

May 4, 2017

The Power of  Momentum

The Power of Momentum

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

5 Habits of Highly Successful Sales Professionals
One-Chance Training

One-Chance Training

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

2 Ways to Take a Break and Improve Your Sales Numbers in the Process
Want vs. Need:  A Lesson in Salesmanship

Want vs. Need: A Lesson in Salesmanship

Industry veteran tells an entertaining tale of a conquest sale from 40 years ago to relay three key lessons about salesmanship and the art of listening.

February 5, 2016

Perfecting  the  F&I Turnover

Perfecting the F&I Turnover

Expert says salespeople play a critical role in what happens in the F&I office. She lists four ways they can successfully pave the road to back-end sales.

February 5, 2016

Solving the Pay Plan Dilemma

Solving the Pay Plan Dilemma

F&I professionals are outpacing the earnings of their colleagues in the sales department and even at the executive management level, and every attempt to relevel the playing field has its pros and cons.

November 25, 2015

Cashing In

If converting cash customers to finance is your strategy for staying in the game, then keep reading. The F&I professor drops some knowledge on why cash can be king in the F&I office.

August 7, 2013

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