Today’s reality is presenting us with both challenging times as well as countless possibilities. Success is reserved for those that dare to prune their process to assure future growth in skills and profits.…

The time we spend with the customer in our office will be filled with something, either positive or negative. Will it be a display of salesmanship filled with facts and data, or an engaging effort to get the customer to talk and share their thoughts, ideas, and goals?…

Eliminating inconsistent efforts and replacing them with intentional and consistent ones is one of the secrets of those that reach the top levels of success in the F&I office.…

Surf's Up - Many customers are familiar with a service contract. Just as many are unfamiliar with what Tire & Wheel, Road Hazard Protection or Environmental Protection will do for them. Providing videos that inform the customer of the value of these services - as opposed to a commercial trying…

F&I Performance is affected by the people and conditions around you. Few things can determine our ability to improve more than the things, people and experiences with which we surround ourselves. If you are reaching for more, take a look at your surroundings and see if adjustments need to be…

F&I Strategies don't come easy. And they're necessary during tough time to overcome obstacles. You must discover how dealership financing will help your customer, what problem it will solve, or what benefit they will gain. Simply put, what does dealership financing mean to the customer in front of you? This…

F&I customers are looking for one thing: insight! Information they cannot get online will pave the way to the right decision. 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…

Stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day - particularly on slow days.…

Has your F&I luck run out? Get back to the basics by breaking down the two core elements of success and how to turn them to your advantage.…

Three questions every F&I Manager should be asking themselves, all of which have less to do with their choice of menu and everything to do with the way they are using it.…