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Is the F&I Office Tone Deaf?

Customers give great weight to the overall experience and tone of the process. We should too!…

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loudest-voice

Speak with the Loudest Voice!

I looked into the face of a top-performing F&I professional and said, Your potential is furious with your performance! After the initial shock, he realized it was a valuable challenge. As independent agents, we meet regularly with great F&I managers who are producing at the best levels they have seen…
the-manning-mindset-1

Adopt the Manning Mindset!

Archie Manning, an NFL quarterback in his own right, raised two sons who have made an even greater impact on the league. The Manning clan attributes their success more to the mindset they were taught than to the talent they were born with and developed. Recently retired, Peyton Manning often…
up-down-1

Sales Up! Guard Down!

The car business exists in a constant state of flux. As independent agents, we have to step back and evaluate the business during the good and the bad times. Consistently growing the skills and knowledge level of all our team members is as critical when the money is flowing as…
walt-stamp

The Ride Back Home

During a cross-country rail trip to New York in early 1928, Walt Disney not only lost his cartoon star, Oswald the Lucky Rabbit, but half of his animation staff to his film distributor. Before boarding the return train to California, Walt sent his brother, Roy, a telegram: “Don’t worry, everything…
industry-summit-2016

Rick McCormick, Presenter at the 2016 Industry Summit

Are you going to be in attendance at this year's Industry Summit in Las Vegas? If so, make sure you attend this must-see workshop!…
f-and-i-its-showtime

It’s Show Time!

I just returned from taking two of my granddaughters to their first Broadway show, Disney’s production of Aladdin. Like most other first time visitors they were amazed. And the more they learned about what the performers went through on a daily basis the more respect they had for them. Here…
Michael-Hingson-and-guide-dog

Blind Insight

Michael Hingson was on the 78th floor of the World Trade Center in New York City on September 11, 2001, when the first tower was struck by a hijacked plane. Michael is totally blind and the account of how he and his partner, Roselle, escaped the burning building is amazing.…
enemy-of-success-f-and-i-classes

The #1 Enemy of Success!

A conversation with a dealer principal took a powerful turn when he made the statement “My concern with sending my people to training events is that the Law of Entropy will take effect when they return.” Can I humbly say I had no idea what entropy was or how to…
larry-walters-a-man-cant-just-sit-around

A Man Can’t Just Sit Around!

One of the subtle deceptions of the F&I profession is the constant “busy” state we find ourselves in. Dozens of tasks demand our attention when we are not with a customer. Days, weeks and months go by and we find ourselves regretting the fact that we have never got around…