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Is Your Salesperson Running a CRO?

Is Your Salesperson Running a CRO?

Entrepreneurial salespeople are the rock stars of auto retail, but if their side hustle is a credit repair organization, they are creating a major liability for the dealership.

December 5, 2019

Consumers Don’t Always Tell the Truth

Consumers Don’t Always Tell the Truth

For all the dispersions cast on sales and F&I professionals, legal actions against dealerships are frequently the result of lying customers.

November 11, 2019

Yesterday’s Standards Are Today’s Felonies

Yesterday’s Standards Are Today’s Felonies

The shady practices dealers and F&I professionals once bragged about are now landing many in jail. Compliance expert lists three forms of fraud you can eradicate immediately.

October 3, 2019

F&I Meets a New-Age Dr. Frankenstein

F&I Meets a New-Age Dr. Frankenstein

Synthetic identity theft is wreaking havoc among American retailers. Compliance guru offers a buyback prevention checklist for dealers and F&I professionals.

September 10, 2019

It’s the Process, Stupid

It’s the Process, Stupid

A dealership’s Red Flags process is a clear indicator of how its overall compliance quotient stacks up against stores that never let a notification go by.

August 12, 2019

Sales Compliance and the Red Flags Rut

Sales Compliance and the Red Flags Rut

When sales managers habitually ignore Red Flags warnings, your customers’ identities and the dealer’s wallet are both left vulnerable. Here’s how to break the habit.

July 9, 2019

4 F&I Scenarios That Can Lead to Bank Fraud

4 F&I Scenarios That Can Lead to Bank Fraud

Expert lists four all-too-common situations in which failing to understand underwriting guidelines or falsifying required stips — by dealership or finance source personnel — can constitute not just noncompliance but outright fraud.

June 13, 2019

Proper Desking Prevents Payment Packing

Proper Desking Prevents Payment Packing

Despite improved industry education and a slew of regulatory enforcement actions, packing payments remains a popular pursuit at dealerships around the nation. Here’s how to prevent this highly illegal practice before it starts.

May 21, 2019

When Sales Is to Blame for Noncompliance: Part 3