Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.…

Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.…

How well are you connecting with your customers? Or rather, how are you making your customers feel? What experience are you offering? Do customers leave your office feeling sold and overwhelmed, or excited, informed, and confident? The major contributor to success with any client interaction is connecting with them on…

The pandemic’s disruption of what was previously normal has resulted in a desire for stability. The products we offer in the F&I office reduce risk in the case of an unexpected event, providing customers with the peace of mind they crave. In uncertain times, there are few things more valuable…

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.…

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.…

Properly and intentionally setting up your menu will maximize your ability to help customers and produce profit.…

If we allow our daily routine to be void of learning new information and being reminded of the principals that guide our efforts, we begin to lose our cutting edge.…

Three ingredients are necessary to consistently execute a winning performance in the F&I office.…