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Lessons From the Lockdown

Lessons From the Lockdown

Where we had previously been moving at a sloth pace to digitize the entire buying process, the auto industry is accelerating many processes in response to COVID-19.

September 17, 2020

Social Security Verification

Social Security Verification

The social security number is the most critical component for finance and lease deals and we often need to make a copy of a document for our deal jacket. Be sure to know which version you should see, and double-check the security measures.

September 3, 2020

Lessons From an I-Team Investigation

Lessons From an I-Team Investigation

A dealership was recently discovered to have a prevalent policy and practice of inflating consumers’ incomes to obtain finance source approvals. Reading between the lines of the story, there are a variety of lessons to be learned.

September 3, 2020

What I Learned Most From COVID-19

What I Learned Most From COVID-19

The most important thing I’ve learned from COVID-19 is that investing in your people is the best investment any business can make.

August 27, 2020

Do It Anyway

Do It Anyway

Just like the aching back and dirty hands that come with gardening, the bad parts in the F&I office will last a short time, but the benefits can last a long time. Whatever the topic and no matter how painful or how much we dread it, we probably need to do it anyway.

July 30, 2020

Empathy Trumps Everything

Empathy Trumps Everything

If you treat a customer with empathy and respect, you will have created a customer for life. Use these three tips to get out of your own head and into theirs.

July 30, 2020

Dealership Uncovers Payment Packing Scheme
Rising from the Ashes

Rising from the Ashes

Amidst all the chaos, believe in yourself and your talent, learn from the challenges, and stay positive. Just like the phoenix who rises from its ashes, we can also become better and stronger on the other side of this.

July 15, 2020

Someday: The Worst Day of the Week!

Someday: The Worst Day of the Week!

While no crisis is a good thing, those that succeed will be those that take the opportunity during the storm to change, pivot, and adjust.

July 9, 2020

Prepare for Financing Contraction

Prepare for Financing Contraction

While the processes necessary to complete digital remote deliveries have been available for a while, dealers were slowly transitioning from paper-driven to digital. Coronavirus has accelerated that transition in many dealerships.

June 23, 2020

Pruning Time!

Pruning Time!

Today’s reality is presenting us with both challenging times as well as countless possibilities. Success is reserved for those that dare to prune their process to assure future growth in skills and profits.

June 23, 2020

Slow Down to Speed Up

Slow Down to Speed Up

We’ve all heard scary stories of identity theft and the stolen cars resulting from it. We need to slow down to speed up and use all the tools in our arsenal to prevent identity theft.

June 2, 2020

Kicking the Trade

Kicking the Trade

Kicking the trade is an old-school tactic employed by unscrupulous sales people, sales managers, and F&I managers. Being aggressive and going after every possible deal, while employing a deceptive practice to finalize the sale is simply not worth the risk.

May 26, 2020

Fill the Void!

Fill the Void!

What is your F&I process filled with? Two ingredients will always drive acceptance levels, customer satisfaction, and overall profits: trust and value.

May 26, 2020

Tidy Bench, Tidy Mind

Tidy Bench, Tidy Mind

A clean office will create a sense of structure, and our industry is too regulated for you not to stay organized. With a few organizational tips, you can go from good to great.

May 19, 2020