F&I Is All About Attitude
Whether you’re starting your day, ending your day, or powering through a tough deal, a willing attitude is the fastest and most productive way to accomplish it.
July 11, 2019
Whether you’re starting your day, ending your day, or powering through a tough deal, a willing attitude is the fastest and most productive way to accomplish it.
July 11, 2019
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
His Madness challenges F&I professionals to decide right here and now whether F&I is your career or just a job.
May 31, 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
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.
January 16, 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
His Madness is reminded that excelling at F&I requires true passion for the craft. He offers a few suggestions for staying focused and mentally sharp.
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
His Madness wants more F&I managers to improve turnover rates by taking an active role in the sales process.
November 14, 2017
Reading about one of the first-known cybercrimes gets His Madness thinking about how small issues can morph into big problems.
October 17, 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
Inspired by a visit to the suit store, His Madness lists six ways F&I pros can tailor their wares to fit any customer.
August 19, 2017
Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.
August 17, 2017
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