When affordability is the objection, F&I trainer John Tabar says the job of the F&I manager is to show customers why they can't afford not to have the protection.
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.
Most people are drawn to a lease because of the options they have at the end of the lease. But leasing does involve some obligations. F&I trainer John Tabar says it's those responsibilities that represent an opportunity for producers to increase product enrollment on lease deals.
F&I trainer John Tabar shares the perfect close for a customer who is interested in multiple products but thinks the cost is too much.
F&I pros and consultants have at least two things in common: Both want to protect the dealership and its customers, and both have a job to do. Here’s how to ace your next audit.
Are you an F&I game changer or an F&I grouch? Get 2020 off to a hot start by remembering why you chose this work and the many opportunities it offers — even on cash deals.
Be sure you know the three F&I ‘gotchas’ that compliance auditors, regulators, and plaintiffs’ attorneys will be hunting for in 2020 with this three-minute read.
Like it or not, your performance is affected by the people and conditions around you. Top trainer has a two-step process for taking control of your F&I environment.
A recent KPA survey found high numbers of F&I professionals untrained in key federal compliance topics and unsure of how far their compliance education had progressed.
Are you ready to make the leap from sales to F&I but haven’t been given an opportunity? Learn why that may be and why, for some, this critical role will never be the right fit.