Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it's those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.
April 29, 2021
Have you ever had trouble getting back on track after a customer raises an objection? F&I trainer John Tabar says what you need is a good transition statement.
April 27, 2021
When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection.
April 20, 2021
F&I trainer John Tabar shares the perfect close for a customer who is interested in multiple products but thinks the cost is too much.
March 10, 2020
When you know a customer sees value in a product and you know the product is a good choice for the buyer's situation, F&I trainer John Tabar says don't be afraid to make a recommendation. He shows you how in his latest F&I Tip of the Week.
September 18, 2018
There are many reasons customers enroll in an appearance program. Any one of those reasons can lead you to sell the protection on not just the customer’s new car, but the one sitting in the buyer's garage as well. John Tabar shows you how in his latest F&I Tip of the Week.
September 11, 2018
'I’ll take my chances' is an all-too-common objection heard in the F&I office. F&I Trainer John Tabar offers the perfect response when that classic line is used to object to a vehicle service contract.
April 3, 2018