Surroundings Lead to F&I Success!
Like it or not, your performance is affected by the people and conditions around you. Top trainer has a two-step process for taking control of your F&I environment.
January 20, 2020
Like it or not, your performance is affected by the people and conditions around you. Top trainer has a two-step process for taking control of your F&I environment.
January 20, 2020
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
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.
February 9, 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
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
Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.
December 6, 2016
The magazine’s frontline columnist is a little fed up with all the talk about the customer interview. Here’s his take on why dealers and trainers need to be careful about imposing it on F&I producers.
October 31, 2011
Has the industry gone mad? The magazine’s in-the-trenches columnist fires a shot across the bow of the push toward a combined sales/F&I manager.
April 4, 2011