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F&I Tip of the Week: Want to Be a Better Closer?

F&I Tip of the Week: Want to Be a Better Closer?

In today’s tip, I thought I would share a secret that will help you bypass objections and concerns and start enrolling your customers into multiple products on each delivery.

September 17, 2019

F&I Tip of the Week: Finding the Right Service Contract

F&I Tip of the Week: Finding the Right Service Contract

Just because you know the price of your most popular service contract doesn’t mean you should keep selling it. As American Financial’s Ritch Wheeler explains in this Tip of the Week, you will have more success — and fewer chargebacks — with a customer-specific approach.

September 5, 2019

F&I Tip of the Week: 5 Types of Buyers

F&I Tip of the Week: 5 Types of Buyers

Improve your penetration rates by learning how to identify and connect with each of the five F&I customer types — and how to avoid inadvertently classifying a ‘C’ or ‘D’ as an ‘F’ — in this Tip of the Week from American Financial’s Dwayne Wiggins.

July 31, 2019

F&I Tip of the Week: Credit Life

F&I Tip of the Week: Credit Life

If your next F&I customer declines credit life because they already have insurance, take heart: Your presentation has only just begun. Join Dwayne Wiggins of American Financial to learn how to sell credit life to fiscally responsible customers in this Tip of the Week.

July 10, 2019

F&I Tip of the Week: One Better Question

F&I Tip of the Week: One Better Question

You reach the end of your menu presentation and your customer declines every option. Now what? In this Tip of the Week, John Tabar of UDS walks you through a four-step process that helps cost-conscious car buyers discover the incredible value of the F&I products you sell.

July 2, 2019

F&I Tip of the Week: Risky Business

F&I Tip of the Week: Risky Business

How are your callbacks going lately? Banks and finance companies want to lend money to your customers, but the approval process is increasingly automated. UDS’s John Tabar has the process you need to negotiate with bank reps, find ways to reduce risk, and deliver the deal in this Tip of the Week.

June 24, 2019

F&I Tip of the Week: The 99.9% Close

F&I Tip of the Week: The 99.9% Close

If every car you sell is a good car, and every customer knows it, what hope do you have of selling the service contract? Plenty, says American Financial’s Dwayne Wiggins, and the 99.9% close is a great way to start. Arm yourself with a compelling and unflinchingly honest response to a frequently heard objection in this time-tested Tip of the Week.

May 30, 2019

F&I Tip of the Week: Why Interview

F&I Tip of the Week: Why Interview

F&I products offer tremendous value to every customer, but top-producing F&I managers build their presentations around the unique needs they discover in the interview. Go one-on-one with American Financial’s John ‘The F&I Professor’ Vecchioni to brush up on your interview skills and improve your per-copy average in this up close and personal Tip of the Week.

May 2, 2019

F&I Tip of the Week: The Code to Success, Part II

F&I Tip of the Week: The Code to Success, Part II

Service contracts aren’t just for mechanical systems anymore. In this F&I Tip of the Week, American Financial’s Ritch Wheeler explains how the presence of 30 onboard computers uploading 25 gigs of data per hour can add real value — and a powerful new angle — to your next VSC presentation.

April 2, 2019

F&I Tip of the Week: The Code to Success

F&I Tip of the Week: The Code to Success

Did you know most new vehicles have more lines of code in their onboard computers than an F-35? Neither do your customers. If they did, they would have a hard time saying ‘No’ to the incredible value a service contract provides. Reinforce your evidence manual with American Financial’s Ritch Wheeler.

March 6, 2019

F&I Tip of the Week: GAP as a Cash Conversion
F&I Tip of the Week: Pace Equals Profit

F&I Tip of the Week: Pace Equals Profit

Research shows that people tend to equate fast-paced speech with a lack of credibility, which isn’t what we’re after in the F&I office. F&I trainer John Tabar offers a few tips for uncovering and fixing a pace problem.

October 2, 2018

F&I Tip of the Week: Make a Recommendation

F&I Tip of the Week: Make a Recommendation

When you know a customer sees value in a product and you know the product is a good choice for the buyer's situation, F&I trainer John Tabar says don't be afraid to make a recommendation. He shows you how in his latest F&I Tip of the Week.

September 18, 2018

F&I Tip of the Week: Doubling Down on Appearance Protection

F&I Tip of the Week: Doubling Down on Appearance Protection

There are many reasons customers enroll in an appearance program. Any one of those reasons can lead you to sell the protection on not just the customer’s new car, but the one sitting in the buyer's garage as well. John Tabar shows you how in his latest F&I Tip of the Week.

September 11, 2018

F&I Tip of the Week: When Good Deals Go Bad

F&I Tip of the Week: When Good Deals Go Bad

Turning good numbers consistently in F&I is a mark of a good F&I manager. Turning good numbers consistently with no mistakes or CIT issues is the measure of a great F&I manager. F&I trainer John Tabar explains how you become the latter.

August 28, 2018