Selling Warranty Compliance Plans
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
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
An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.
October 10, 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
There are countless ways to sell financing and protection products, but only one way to truly connect with customers.
July 7, 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
An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.
February 10, 2017
An F&I manager from New York asks the magazine’s resident F&I pro how achieving a $1,600 per-copy average is even possible. He responds with strategies employed by the Top 25 F&I operations in the nation.
January 10, 2017
The magazine’s resident F&I pro agrees that tech tools can’t sell product alone, but he does believe the online space offers new opportunities for F&I pros to engage and educate customers.
December 27, 2016
Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.
December 6, 2016
The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.
November 4, 2016
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