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
Top trainer says it’s time for F&I professionals — particularly the vets — to let go of the past and embrace the changes facing automotive finance and protection products.
May 30, 2018
The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.
January 8, 2018
Four of the industry’s top F&I trainers will be swimming the aisles during F&I Think Tank’s Shark Tank, a stump the pro-like session that will allow attendees to get answers to their most troublesome customer objections, deal situations and departmental issues.
August 8, 2017
F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.
July 11, 2017
Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.
February 10, 2017
Celebrated F&I trainers Luis Garcia, Gerry Gould and Rick McCormick will join forces at F&I Think Tank to lead Shark Tank, a 20 Group-like session that will allow attendees to get answers to troublesome customer objections, deal situations and departmental issues.
February 18, 2016
F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.
November 25, 2015
The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.
August 5, 2015
The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’
June 2, 2015
F&I trainer says that making the process all about the customer creates a buying environment that no amount of selling can create.
January 20, 2015
The magazine’s resident F&I pro thinks F&I managers can take a cue from the Duke of Wellington, who once said, ‘Wise people learn when they can. Fools learn when they must.’
August 14, 2014
F&I pros need not fear the growing tide of lease customers. Top trainer offers three keys to turning the leasing surge into a boon for the F&I office.
October 22, 2013
The current movement toward high-performance wheels and run-flat tires has made road hazard protection a no-brainer — that is, if you follow three simple steps to the sale.
October 10, 2012
To sell environmental protection, you need to clear up several misconceptions. Doing so will pave the way to a successful sale.
June 8, 2012