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Rick McCormick

The Rhythm of the Sales Conversation

When customers feel free to speak and share their opinions, they feel understood. F&I professionals that intentionally make the conversation a two-way interaction build high levels of trust and profits.

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A Blockbuster Process In a Netflix World

Insight presentations are today; features and benefits presentations are so yesterday…and hopefully will soon be as hard to find as a Blockbuster store.

Adapting to Win

Adaptability is the only way anyone can be successful right now. Let’s investigate the secret to winning.

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.

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.

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.

Expert Advice for F&I During COVID-19

The automotive industry has seen an unprecedented loss in sales over the past few months and F&I departments are facing serious challenges amidst these losses. We spoke with five leaders in F&I training, and they shared their thoughts, advice, and predictions on what to do today to help prepare for tomorrow.

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.

Surf's Up

Navigate the waves of change to ensure long-term F&I success.

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Why the Why of F&I Matters: Part 1

You have enough training and talent to make a living in F&I, but your PVR won’t budge. Get to the next level by asking why you do this work and how your success or failure affects your customers’ lives.