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Rick McCormick

Close on Something Else

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.

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F&I Customers Are Just Like Us!

Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.

Connecting Over Closing!

Here are a few ways to move your focus from closing to connecting.

Peace of Mind is at a Premium

Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.

Bishops, Badges, and Blenders!

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.

Objection Overruled!

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

The Four Corners of the F&I House

There are four definitive areas where F&I professionals can and should excel.

A Menu Has Its Limits!

Properly and intentionally setting up your menu will maximize your ability to help customers and produce profit.

Circle of Development: Refresh

If we allow our daily routine to be void of learning new information and being reminded of the principals that guide our efforts, we begin to lose our cutting edge.

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Circle of Development: Execution

Three ingredients are necessary to consistently execute a winning performance in the F&I office.

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