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F&I Tip of the Week: Avoiding Down Time

F&I Tip of the Week: Avoiding Down Time

What should you do, or say, to fill the time when recalculating payments to illustrate the customer's choices? Tune in to this F&I Tip of the Week with John Tabar of UDS to find out!

July 28, 2020

F&I Tip of the Week: Does Your Paycheck Need a Tune-up?
F&I Tip of the Week: Product Knowledge Vs. Understanding

F&I Tip of the Week: Product Knowledge Vs. Understanding

Product knowledge does not always translate to product understanding by the customer, so don't assume they are already aware of the features and benefits your product offers. John Tabar from UDS here with this F&I Tip of the Week.

July 14, 2020

Is It Really a Good Car?

Is It Really a Good Car?

What I mean by that is that often times, when we present our vehicle service contract, the customer will give us the "It's a good car" objection. Tune into this Tip of the Week with Ritch Wheeler of American Financial's F&I University.

July 9, 2020

Tip of the Week: Are You An Early Riser?

Tip of the Week: Are You An Early Riser?

How early do you get out of your office and engage the customer? Top F&I managers know that the sooner they engage the customer, the better. Tune in to this Tip of the Week with John Tabar of UDS.

July 7, 2020

F&I Tip of the Week: Managing Time Expectations
Are You a Believer

Are You a Believer

Do you believe in your products or do you just sell them? It's a fair question. Here's another question that will help you find out ... What products are you currently enrolled in to protect your own personal vehicle? If the answer is none, that might be an indication that you are not a true believer after all. UDS' John Tabar encourages you to believe in the products you are selling to help the customer believe in their value.

June 23, 2020

F&I Tip of the Week: The Five Elements

F&I Tip of the Week: The Five Elements

Most of us will process and retain a story better than we process or retain facts, and a good story can make the difference between your customer identifying with the value of the benefit and saying "no thanks." UDS's John Tabar shares the five elements of a good story in this Tip of the Week.

June 16, 2020

F&I Tip of the Week: The Power of a Good Transition Statement
Getting the Most Out of Your Menu

Getting the Most Out of Your Menu

With the increasing demand to generate revenue from the business office today, coupled with the number of products available and the client's lack of focus, makes maximizing your menu challenging. Trent White with American Financial's F&I University is here to share a solution to help get the most out of your menu.

June 4, 2020

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 2, 2020

F&I Tip of the Week: Handling the Affordability Objection
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.

May 18, 2020

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.

May 11, 2020

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.

May 4, 2020