You can be a lazy dealer, and you can be a successful dealer, but you can't be both.…

Professional growth and long-term success is never built upon a haphazard process that's been slapped together on a shallow foundation of knowledge and constructed on shifting ethical sands. Continued growth and extraordinary success in any endeavor requires short- and long-term goals, a plan to achieve those goals, and daily actions…

The menu Presentation represents another opportunity to build credibility with the customer. Merely reviewing, not selling, the options available the first time you run through the menu tells customers you're not going to attempt to sell them something they aren't interested in.…

For any training program to be truly effective, it has to be an ongoing process, not a one-time event. Implementing and maintaining an ongoing F&I training program at your dealership is the key to improving F&I performance and profits in 2016. Build your F&I training program the same way you…

By outlining your customers' responsibilities and providing instructions for filing a claim, you can reduce chargebacks and keep the F&I revenue flowing.…

Dealers who struggle to close Internet-savvy prospects may benefit from acknowledging the breadth and depth of each customer's research and offering additional third-party resources.…

Buying intangible products is an emotional decision; however, customers may have a difficult time making the final decision unless they can justify it logically. See, while facts may be both important and relative to the customer, they are almost never the reason customers buy.…

Having a consistent follow up process for customers who elect not to purchase the service contract at the time of delivery is something every dealership and F&I professional should have.…