Words are powerful tools that can arouse emotions, transfer knowledge, and move a customer who “doesn’t need any of that stuff” to buy multiple F&I products.…

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz to find out! Having trained thousands of F&I managers from hundreds of dealerships all over the country, it’s been my experience that dealerships with the most successful (and profitable!) F&I…

Sales and F&I are supposed to be on the same team. Unfortunately, in many dealerships you wouldn’t know it, because there is virtually no communication between managers on a deal before, during, or after it goes to F&I.…

Sales people, sales managers, and F&I managers all need to understand what they can and cannot do. The sales techniques of yesterday are the felonies of today.…

A professional F&I manager has a responsibility to the dealership — and to a customer — to review all of the customer’s repayment, risk management, and vehicle protection options, so they can make an informed decision about the options available in connection with their purchase.…

Want to sell more F&I products? Stop talking and start drawing! A professional financial services manager must be capable of making customers thirsty to learn more about every F&I product, and then help them “see” themselves in a situation where the product would be of benefit to them, so they…

In the past, the primary focus of the F&I process was on selling products, not on helping customers. The old way of selling F&I products required spewing forth benefit after benefit until the customer, presumably overwhelmed by the tremendous value of whatever product was being pitched, could not help but…

It seems F&I products and past practices are under attack from all sides. Fortunately, new F&I products and sales processes offer tremendous profit opportunities. "Who Moved My Cheese?” Change happens. Nowhere is that more apparent than in the automobile business, and especially in the F&I office.…

Achieving F&I excellence — consistent performance and exceptional profits, as well as “completely satisfied” customers — comes with a price. The price tag reads, Product Knowledge, Enthusiasm, Goals, Caring, Self-Discipline, and doing the right thing for the right reasons (not just when you feel like it!).…