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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

F&I Tip of the Week: Five Star Review

F&I Tip of the Week: Five Star Review

Car buyers are researching F&I products online. Will they find your dealership? Join John Tabar of UDS as he shares a simple, no-cost process that will add SEO-friendly content about your products to your website and give you new insights into the F&I customer experience.

February 25, 2019

F&I Tip of the Week: What You Don't Know

F&I Tip of the Week: What You Don't Know

A quick follow-up call to every sold F&I customer can clear up post-delivery misinformation and concerns, reduce unwinds and chargebacks, and generate referrals. UDS’s John Tabar has the details you need to add this important component to your process today.

February 19, 2019

F&I Tip of the Week: GAP as a Cash Conversion
F&I Tip of the Week: Want to Be a Better Closer?

F&I Tip of the Week: Want to Be a Better Closer?

In today’s tip, I thought I would share a secret that will help you bypass objections and concerns and start enrolling your customers into multiple products on each delivery.

November 14, 2018

F&I Tip of the Week: Pace Equals Profit

F&I Tip of the Week: Pace Equals Profit

Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn’t what we’re after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.

October 2, 2018

F&I Tip of the Week: Make a Recommendation

F&I Tip of the Week: Make a Recommendation

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

F&I Tip of the Week: Doubling Down on Appearance Protection

F&I Tip of the Week: Doubling Down on Appearance Protection

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

F&I Tip of the Week: When Good Deals Go Bad

F&I Tip of the Week: When Good Deals Go Bad

Turning good numbers consistently in F&I is a mark of a good F&I manager. Turning good numbers consistently with no mistakes or CIT issues is the measure of a great F&I manager. F&I trainer John Tabar explains how you become the latter.

August 28, 2018

F&I Tip of the Week: The ‘Reduce to the Ridiculous’ Close
F&I Tip of the Week: The Three-Point Turn

F&I Tip of the Week: The Three-Point Turn

Getting a proper introduction from sales goes a long way to making a great first impression, building rapport and earning your customer’s trust. F&I trainer John Tabar breaks down his three-point turn.

August 14, 2018

F&I Tip of the Week: The Ben Franklin Close

F&I Tip of the Week: The Ben Franklin Close

As an inventor, Ben Franklin was known for the lightning rod, bifocals, and the Franklin stove, among other inventions. He is also responsible for a closing technique F&I trainer John Tabar says is an effective tool when faced with the all-too-common postponement objection.

August 7, 2018