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F&I Tip of the Week: Risky Business

F&I Tip of the Week: Risky Business

How are your callbacks going lately? Banks and finance companies want to lend money to your customers, but the approval process is increasingly automated. UDS’s John Tabar has the process you need to negotiate with bank reps, find ways to reduce risk, and deliver the deal in this Tip of the Week.

June 24, 2019

F&I Tip of the Week: Don't Ask Them to Decide

F&I Tip of the Week: Don't Ask Them to Decide

It’s easier to make a choice than a decision, but for some reason, many F&I managers force customers to make big decisions throughout the transaction. John Tabar of UDS suggests offering options and letting the customer choose, rather than decide, what to do. Choose to take your career to the next level with this Tip of the Week.

June 18, 2019

F&I Tip of the Week: Do the Right Thing

F&I Tip of the Week: Do the Right Thing

F&I is a time-sensitive job, and you may sometimes feel pressure to do the easy or expedient thing — even if it isn’t the right thing. But the ultimate price far outweighs any short-term gain, and when customers are deceived, the F&I manager is often left holding the bag. Protect your integrity with this Tip of the Week from UDS’s John Tabar.

June 10, 2019

F&I Tip of the Week: All Deals Are the Same, Right?

F&I Tip of the Week: All Deals Are the Same, Right?

A recent dealership visit proved to UDS’s John Tabar that opportunities for F&I product sales are lost when too many assumptions are made. The cure is maintaining your enthusiasm and not shortcutting your process — or your customer. Face your next challenging deal head-on with this motivational Tip of the Week.

June 3, 2019

F&I Tip of the Week: The 99.9% Close

F&I Tip of the Week: The 99.9% Close

If every car you sell is a good car, and every customer knows it, what hope do you have of selling the service contract? Plenty, says American Financial’s Dwayne Wiggins, and the 99.9% close is a great way to start. Arm yourself with a compelling and unflinchingly honest response to a frequently heard objection in this time-tested Tip of the Week.

May 30, 2019

F&I Tip of the Week: Why Interview

F&I Tip of the Week: Why Interview

F&I products offer tremendous value to every customer, but top-producing F&I managers build their presentations around the unique needs they discover in the interview. Go one-on-one with American Financial’s John ‘The F&I Professor’ Vecchioni to brush up on your interview skills and improve your per-copy average in this up close and personal Tip of the Week.

May 2, 2019

F&I Tip of the Week: Listening to Books

F&I Tip of the Week: Listening to Books

Lifelong learners excel in the business office, where there is always a new skill, best practice, or motivational technique to learn and apply. UDS’s John Tabar tells you how to devote time to developing the soft skills that sell F&I products without sacrificing work or family time in this scholarly Tip of the Week.

April 15, 2019

F&I Tip of the Week: Take a Checkup

F&I Tip of the Week: Take a Checkup

True professionals could sell F&I in shorts and a T-shirt. But what message would that send to your customers? In this Tip of the Week, John Tabar of UDS explains why F&I managers need to graduate from business casual to businessperson the moment they step off the show floor and into the box.

April 9, 2019

F&I Tip of the Week: The Code to Success, Part II

F&I Tip of the Week: The Code to Success, Part II

Service contracts aren’t just for mechanical systems anymore. In this F&I Tip of the Week, American Financial’s Ritch Wheeler explains how the presence of 30 onboard computers uploading 25 gigs of data per hour can add real value — and a powerful new angle — to your next VSC presentation.

April 2, 2019

F&I Tip of the Week: Attitude

F&I Tip of the Week: Attitude

F&I is a tough job, and you never know where the next problem — or solution — will come from. But you can control your attitude, and positivity is a sure sign of success. UDS’s John Tabar is here to help keep your negativity in check and your PVR soaring in this upbeat Tip of the Week.

April 1, 2019

F&I Tip of the Week: We Owe/You Owe

F&I Tip of the Week: We Owe/You Owe

‘We Owes’ help minimize your contracts in transit, but they only tell half the story. John Tabar of UDS explains how a ‘We Owe/You Owe’ conveys a sense of urgency and accountability to customers who owe you a stip, a second set of keys, or anything else that will prevent their deal from getting funded.

March 27, 2019

F&I Tip of the Week: Complain or Teach

F&I Tip of the Week: Complain or Teach

F&I managers bear a heavy workload and countless responsibilities. It’s fair to complain when sales mishandles a deal. But UDS’s John Tabar learned the hard way that teaching is more effective. Watch this Tip of the Week to learn how to prepare and deliver the F&I training your showroom needs.

March 18, 2019

F&I Tip of the Week: Clock Management

F&I Tip of the Week: Clock Management

Every football fan has watched their team lose at least one game to poor clock management. In this game-changing tip of the week, John Tabar of UDS lists the three moments in every transaction when your ability to manage and control your customer’s game clock becomes critically important.

March 12, 2019

F&I Tip of the Week: The Code to Success

F&I Tip of the Week: The Code to Success

Did you know most new vehicles have more lines of code in their onboard computers than an F-35? Neither do your customers. If they did, they would have a hard time saying ‘No’ to the incredible value a service contract provides. Reinforce your evidence manual with American Financial’s Ritch Wheeler.

March 6, 2019

F&I Tip of the Week: Just Tell Them What They Want

F&I Tip of the Week: Just Tell Them What They Want

Dale Carnegie called it ‘the sweetest and most important sound in any language.’ Add this powerful word to your F&I vocabulary and learn how to leverage it throughout your process — and truly make it your own — all in this can’t-miss Tip of the Week from UDS’s John Tabar.

March 5, 2019