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The Squirrel Doesn’t Get All Its Nuts from One Tree
Sell the Experience

Sell the Experience

The goal should always be to listen and understand your customers better, not just to present a menu and overcome an objection.

October 13, 2020

So You Want to Be an Agent

So You Want to Be an Agent

Is there life after being an F&I manager? The answer is yes. But the work of an independent agent and trainer isn’t for everyone. A reinsurance expert and former dealer lists five prerequisites for what could be a highly rewarding career change.

October 6, 2020

How Can Your F&I Managers Make More by Selling Less? Preload Your Ancillaries

How Can Your F&I Managers Make More by Selling Less? Preload Your Ancillaries

F&I managers are compensated well to deal with a lot of pressure and are often among the highest paid in the store. Yet with an overstuffed menu of products, it can be a challenge to focus on the few products that yield the highest commission for all of this effort. What if there were a way to lighten that load and help the F&I managers actually make MORE money?

October 1, 2020

Dealers See Bottom-Line Benefits from a Thorough F&I Product Portfolio Review 
The Perfect Complement: Inside the Portfolio/NAE Acquisition

The Perfect Complement: Inside the Portfolio/NAE Acquisition

In late June, Portfolio officially acquired National Automotive Experts and NWAN. The companies’ executives spoke to P&A about what led them to join forces, the changing world of F&I and why this match was the right move for both companies, their agents and dealers.

September 10, 2020

Cupcakes and Etch

Cupcakes and Etch

Sometimes you will get a deal thrown at you that is going to be an uphill battle. Instead of losing motivation, look at it as two things: a challenge and a teaching opportunity.

September 8, 2020

The DOWC vs. The CFC

The DOWC vs. The CFC

Do not step over dollars to pick up pennies … picking a formation that is not a good fit will cause exit strategy issues and could cost you ownership of the next formation. Take the time to educate yourself on the different reinsurance formations to ensure success now and in the future.

August 28, 2020

4 Tips for Driving PVR in Uncertain Times
Where F&I Can Help Increase Successful Contactless Auto Transactions
How Big Is the Gap?

How Big Is the Gap?

With dealers and lenders scrambling to offer payment relief to consumers in the wake of the coronavirus pandemic, they need to pay attention to the effect it may have on a potential GAP claim.

July 14, 2020

Stand Tall, Stand Together

Stand Tall, Stand Together

The world has changed over the last few months with COVID-19, and we’re all going to have to find our new normal. To do so, we all must stand tall and stand together.

July 6, 2020

Conquering the Coronavirus

Conquering the Coronavirus

By connecting with the customer and your team, you have the opportunity to make your paycheck and the car buying experience great again.

June 29, 2020

Expert Advice for F&I During COVID-19

Expert Advice for F&I During COVID-19

The automotive industry has seen an unprecedented loss in sales over the past few months and F&I departments are facing serious challenges amidst these losses. We spoke with five leaders in F&I training, and they shared their thoughts, advice, and predictions on what to do today to help prepare for tomorrow.

June 2, 2020

Slow Down to Speed Up

Slow Down to Speed Up

We’ve all heard scary stories of identity theft and the stolen cars resulting from it. We need to slow down to speed up and use all the tools in our arsenal to prevent identity theft.

June 1, 2020