Menus Don’t Work Miracles
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.
August 6, 2018
A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I professional.
August 6, 2018
Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit included with most service contracts.
July 3, 2018
In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the time of delivery.
May 31, 2018
Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.
May 7, 2018
Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.
March 12, 2018
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.
February 9, 2018
Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.
December 4, 2017
Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.
November 14, 2017
Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.
September 18, 2017
Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.
August 17, 2017
Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose dealership financing.
June 8, 2017
A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.
May 2, 2017
The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.
April 11, 2017
Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the needs-discovery portion of his process.
March 7, 2017
After sitting through a few less-than stellar F&I performances, the magazine’s resident F&I pro recalls advice his father once gave him. It was a recommendation every F&I department should take to heart.
January 21, 2014
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