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Results: 29
The champions of the sumo world can handle any type of opponent, win more bouts than they lose, and enjoy a level of respect and privilege that only top producers can ever hope to earn.
September 12, 2019
Top trainer wants you to stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day — particularly on slow days.
September 5, 2019
Champions spend far more time practicing than playing. F&I pro offers four skill-sharpening ways to make every day a productive one.
August 15, 2019
Has your F&I luck run out? Top trainer gets back to the basics by breaking down the two core elements of success and how to turn them to your advantage.
August 8, 2019
Whether you’re starting your day, ending your day, or powering through a tough deal, a willing attitude is the fastest and most productive way to accomplish it.
July 11, 2019
Top trainer shares three questions every F&I manager should be asking themselves, all of which have little to do with your choice of menu and everything to do with the way you’re using it.
July 5, 2019
F&I director offers four tips you can use to start your day with a bang and maintain a level of urgency that will fuel your presentations and make your time between customers more productive.
June 19, 2019
To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet.
June 6, 2019
Top trainer returns from a dealership tour on which he asked finance managers from across America why they chose F&I and the personal benefits they derive from their work.
May 16, 2019
His Madness says putting transparency, ethics, and the customer’s needs first is the long-term solution to the short-term problem of meeting your next monthly production goal.
May 13, 2019
You have enough training and talent to make a living in F&I, but your PVR won’t budge. Get to the next level by asking why you do this work and how your success or failure affects your customers’ lives.
April 18, 2019
Do you know the minimum amount of tread depth a tire must have for a tire-and-wheel claim to be approved? If you don’t, His Madness has a message for you.
October 9, 2018
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.
March 12, 2018
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.
January 8, 2018
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.
December 4, 2017