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Results: 12
4 Steps to Overcome Any Objection

4 Steps to Overcome Any Objection

The magazine’s resident F&I wiz lays out a four-step process for handling any objection and having fun while doing it.

September 6, 2018

The Accept/Decline Form Is F&I’s Best Friend

The Accept/Decline Form Is F&I’s Best Friend

F&I pros who don’t include a completed Accept/Decline form in every deal jacket are not only failing to capitalize on a proven sales tool, they’re putting their dealerships at risk.

September 6, 2018

Give ’Em Gershwin

Give ’Em Gershwin

Award-winning F&I director explains how using music during his process stimulates his customers' purchasing impulses.

September 5, 2018

To Interview or Not to Interview: That Is the Question
One Giant Leap for F&I

One Giant Leap for F&I

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 Power of  Momentum

The Power of Momentum

F&I trainer says meeting the demand for daily improvement requires F&I professionals to create and capitalize on their own momentum. He lists 10 momentum-building books every F&I manager must read.

May 4, 2017

Thievery Loves Company

The magazine’s compliance expert delves into the motivations of wrongdoers and offers a reminder that no crime is insignificant.

May 5, 2014

Provide, Preserve, Protect

Top trainer says the issues dividing most sales and F&I departments could be solved if compliance wasn't an F&I-only concern.

December 23, 2013

Head of the Class

Head of the Class

Since buckling down and hitting the books in 2011, the finance team at Hoy Fox Toyota has been enjoying bigger numbers and stronger confidence in their store’s processes.

February 2, 2012

Protective Talks Credit, F&I Products and GAP’s Improved Stance

The magazine goes one-on-one with Brent Griggs, president of Protective’s Asset Protection Division, to discuss a host of topics ― from the F&I product sales and the credit market, to the company’s recent purchase of Prizm. Find out why the company is feeling positive about the coming year.

February 23, 2010

5 Focus Factors of F&I

It's definitely easy to get wrapped up in all of the negatives these days. F&I trainer provides a head-clearing lesson and reveals the five factors every F&I manager should be focused on.

November 1, 2009

Creating the Ultimate F&I Pay Plan

Creating the Ultimate F&I Pay Plan

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.

December 1, 2005