F&I superstars are not “discovered” on F&I Idol, and they do not achieve exceptional performance, profits and CSI by accident. Every F&I professional I’ve ever encountered has been well trained. And every top producer also continues to improve his or her skills. And finally, they're always highly motivated – either…

If you are faced with a mountain, you have several options: You can go around it, dig under it, fly over it, conclude it is too high to climb and go back the way you came, or you can climb it. When we are challenged to increase our production levels,…

The CFPB remains determined to put the squeeze on dealers, and there's no sign of the agency going away. F&I trainer says it's time to put your house in order before rate markup meets its maker.…

Despite what you may believe, F&I isn't all about the numbers. It's about helping customers make great buying decisions. Our numbers merely serve as indicators of how well we are at doing that. However, to really gauge the health of your F&I department, you have to measure more than your…

Your managers and staff should want to grow. You do not have to feed people who are not hungry. When things are going well, training can be an afterthought. But wait-who is not hungry for more success? Not you, and I am sure your staff feels the same way.…

F&I professionals in dealerships across the country know the leases are coming at high levels. The question is, are we ready? Let’s look at the three “P”s that help lease customers make great buying decisions: perception, products and presentation.…

Today, every part of the F&I process must add value for the customer. Your F&I Manager has to be trained how to help customers, not just sell customers. That requires he or she utilize a needs based approach, not a greed-based approach. So let’s look at five ways you can…

Short cutting the process of discovering why each particular customer needs the products that you offer is F&I malpractice! Customers view their money differently since the recent recession and they are not interested in buying products that they feel they don’t need.…

You would think having access to multiple lenders through a dealer’s onsite finance and insurance department would be seen by customers as a valuable resource. Yet in far too many dealerships, the F&I sales process is built around maximizing dealer revenue, with little or no consideration given to maximizing customer…

Expectations must be consistently communicated. Expectations can create a vision for where we should be going and enable us to make a substantive plan on how to get there. However, they must be clearly communicated and reviewed often.…