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Rick McCormick

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.

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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.

Ask the Power Questions

The magazine’s resident F&I pro reveals the two magic words that, when mixed with solid power questions, can motivate your customers to buy.

F&I Think Tank: Shark Tank Trainers Revealed

Four of the industry’s top F&I trainers will be swimming the aisles during F&I Think Tank’s Shark Tank, a stump the pro-like session that will allow attendees to get answers to their most troublesome customer objections, deal situations and departmental issues.

5 Questions F&I Pros Must Answer Monthly

F&I trainer says your answers to five key questions will serve as a roadmap to an unreachable level of performance.

One-Chance Training

Do you show up every day to showcase your skills, or do you show up to develop them? F&I trainer explains the critical difference.

Top F&I Trainers Headed to F&I Think Tank

Celebrated F&I trainers Luis Garcia, Gerry Gould and Rick McCormick will join forces at F&I Think Tank to lead Shark Tank, a 20 Group-like session that will allow attendees to get answers to troublesome customer objections, deal situations and departmental issues.

Change the Approach

F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.

Creative License

The magazine’s resident F&I trainer says F&I professionals need to infuse a little creativity into their product presentations if they want to be top performers. He offers a few tips for doing just that.

F&I’s New Mantra

The magazine’s resident F&I trainer says F&I pros need to exchange the mantra of ‘always be closing’ for ‘always be connecting.’