F&I Customers Are Just Like Us!
Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
January 25, 2022
Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.
January 25, 2022
Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.
November 23, 2021
How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.
September 21, 2021
There are four definitive areas where F&I professionals can and should excel.
August 17, 2021
If we allow our daily routine to be void of learning new information and being reminded of the principals that guide our efforts, we begin to lose our cutting edge.
June 15, 2021
Three ingredients are necessary to consistently execute a winning performance in the F&I office.
June 3, 2021
Three areas of skillset development are critical to success, but these skills do not come naturally for most of us, so they must be intentionally developed.
April 22, 2021
We are all going somewhere and using a mindset GPS will assure we get to the destination we are all looking for — increased customer satisfaction, income, and profits.
March 23, 2021
The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.
February 18, 2021
His Madness offers up some recommendations for making 2017 a prosperous year, maybe even a record-setting year.
January 10, 2017
His Madness breaks from his usual F&I programming to deliver a message to dealers about the importance of culture and the keys to instilling and maintaining it.
December 27, 2016
His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.
December 6, 2016
Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.
December 6, 2016
Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a must-have.
July 6, 2016
The editor gets called out by a reader about a cash-conversion technique he detailed in the magazine’s June issue.
July 6, 2016
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