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F&I Presentation

How to Sell GAP in a Crisis

Mounting losses have compelled many underwriters to jump ship on guaranteed asset protection, but it remains a cornerstone product that continues to perform for customers, dealers, and F&I managers.

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You Don’t Have to Be a Closer to Close

F&I professionals who talk more than they listen miss opportunities to let customers sell themselves. His Madness has the proof.

One Giant Leap for F&I

Top trainer says it’s time for F&I professionals — particularly the vets — to let go of the past and embrace the changes facing automotive finance and protection products.

The ’90s Called. They Want Their Presentations Back.

Are you still rolling out the old NASCAR close? F&I insider says F&I offices need to get with the times and ditch those ‘Buy it now or bad things will happen’ pitches.

Popping the F&I Question

F&I trainer says F&I offices can learn a lot from the current ‘promposal’ craze. He offers a three-step process for converting your one-size-fits-all presentation into a personalized, needs-based proposal.

(Video) Selling on Leases

An F&I pro from Florida says he’s struggling to sell products on leases. The magazine’s resident F&I trainer offers a few tips.

Equip, Train & Adapt

F&I technology expert says dealers and F&I pros who embrace digital solutions will have more success with customers of all ages.

Excel-erate the Experience

Making customers wait can doom the F&I process before it begins. The magazine’s resident F&I trainer details a time-saving process designed to put customers in a buying mood.

Most Dealers Unprepared for CFPB Regulations, eLEND Finds

In a recent survey, eLEND Solutions found that while 80% of dealers expect the CFPB to implement regulations that would replace dealer participation with mark-up thresholds or a flat-fee model, only 40% have plans in place to meet those requirements.

Zurich Unveils Tablet F&I Menu

Officials with the F&I product provider said at last week’s NADA Convention & Expo that the company didn’t just develop a tablet menu, it developed a mobile F&I process.