Avoiding the AAA Objection
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
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
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
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
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.
January 8, 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
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 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
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
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 says his dealership’s decision to remove the ‘F’ from his F&I duties is hurting his ability to handle customer objections. The magazine’s resident F&I pro weighs in.
August 8, 2016
![[Video] Perfect Timing](https://dealerimages.bobitstudios.com/upload/fi-magazine/content/blogpost/_migrated/FI1115-Reahard-mktg-piece-v2-__-286x143-a.jpg)
Aside from selling VSCs on the service drive, the magazine’s F&I wiz says there are five other opportunities to capture a missed service-contract sale.
November 13, 2015