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F&I - We Don't Just Train It,
We live it. Here's proof.

November-2022

Three Powerful Truths of Consultative Selling!

Rick McCormick
When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high.

Published in November 2022 edition of F&I and Showroom!…
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201510-That-F-and-I-Dog-Will-Bite-You-Auto-Dealer-Monthly

That Dog Will BITE You!

Ron Reahard
Written guidelines and a code of conduct will help prevent payment packing from baring its teeth. Payment packing is the old car dog's sales technique of quoting inflated payments that include the cost of optional items that the customer has not agreed to purchase.…
201509-Navigatinging-F-and-I-FI-Showroom

So Here’s The Deal – Navigating F&I

Ron Reahard
Today's car buyer wants things to be easy. From getting the news to posting about their lives on Facebook, everything is point and click, cut and paste, plug and play. So to keep their attention, F&I professionals must adjust their process to provide the same point-and-click experience.…
201509-Improving-F-and-I-FI-Showroom

Improving F&I

Rick McCormick
In order to grow your F&I profit, you've got to make sure your F&I department is healthy enough to produce more product sales.…
201509-Circling-Back-in-F-and-I-FI-Showroom

So Here’s The Deal – Circling Back

Ron Reahard
How to justify the expense of purchasing a service contract with limited coverage for a vehicle the customer has never had a problem with.…
201508-F-and-I-Value-Demonstartion-FI-Showroom

So Here’s The Deal – Value Demonstration

Ron Reahard
"What kind of visual aids can we use to demonstrate the remaining factory warranty on a pre-owned vehicle? And what kind of visual aids can we use if there’s no factory warranty remaining?”…
201508-F-and-I-Creative-License-FI-Showroom

Creative License

Rick McCormick
Everyone is looking for that magic trait that will guarantee success. But successful F&I professionals know that consistently producing at high levels requires a combination of great people skills, the ability to think on your feet, a good sense of humor and effective closing skills that move customers to buy.…
201508-A-Day-to-Remember-Auto-Dealer-Monthly

A Day to Remember

Ron Reahard
If a customer ever has an unpleasant purchase experience at your dealership, it should keep you up at night, and you should wake up determined to create and deliver an enjoyable and memorable experience for your next customer. They should leave your dealership with an enormous smile on their face…
201507-Training-Sir-Agent-Entrepeneur

Training, Sir!

Ron Reahard
The most successful agents are seldom the cheapest product provider, but they are always the best at helping their dealers grow their business. They get results. Today, your agency has to be in the results business. And that requires training, sir!…
201507-The-Light-Bulb-Close-FI-Showroom

So Here’s The Deal – The Light-Bulb Close

Ron Reahard
The magazine's F&I wiz shows a reader from Kentucky how comparing a high-mileage vehicle to a light bulb can demonstrate to a customer the value of a service contract.…
201506-Selling-F-and-I-to-Affluent-Customers-FI-Showroom

So Here’s The Deal – Selling to Affluent Customers

Ron Reahard
An F&I pro from California is having trouble selling F&I protections to his affluent customer base. "We have extremely affluent customers, and the biggest objection I get is them being able to offset the risk themselves versus relying on extended warranties, GAP or things of that nature. Do you have…