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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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201906-sell-more-FI-by-moving-your-target-e1560448200258

Sell More F&I By Moving Your Target

Rick McCormick
To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet,…
201905-Why-the-Why-of-FI-Matters-e1557509569457

Why the Why of F&I Matters: Part 2

Rick McCormick
When we focus our effort on understanding the customer's situation, we can offer solutions that make sense in their situation.…
201904-why-the-why-of-FI-matters-part1-e1554930167664

Why the Why of F&I Matters: Part 1

Rick McCormick
You have enough training and talent to make a living in F&I, but your PVR won't budge. Get to the next level by asking why you do this work and how your success or failure affects your customers' lives.…
201903-the-empty-fi-office-e1551980077850

The Empty F&I Office

Rick McCormick
The mood and tone of the interaction in the F&I office is best set outside the office.…
201902_Ways-to-Achieve-Peak-Performance-e1551113096599

3 Ways to Achieve Peak Performance

Rick McCormick
There are many timeless principles of selling that are unchangeable: Listen more than you speak; diagnose before you prescribe; and help customers, don't sell customers.…
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Automotive News – Reahard Videos Fuel Engagement, F&I Product Sales

Jackie Charniga
"To increase transparency in F&I product offerings and benefits, F&I training company Reahard & Associates has launched a series of product videos for dealerships to feature on their websites."…
012019-

5 Ways to Get Better at F&I in 2019

Ron Reahard
Whether you're a new F&I manager or an experienced pro, the greater your product knowledge, the greater your credibility.…
201812-Salespeople-Can-Be-So-Arrogant-FI-Showroom

Eliminating Interruptions

Ron Reahard
F&I Managers have a professional justification and an ethical responsibility to forbid salespeople from barging into your office.…
201811-Cash-Rebate-as-Down-Payment-FI-Showroom

Cash Rebate As Cash Down Payment

Ron Reahard
The manufacturer can call a rebate or incentive whatever they want to, but the real source of the money is the manufacturer. So it has to be disclosed on the retail installment sale contract as a rebate.…
201810_FIS_IS

Crack the Credit Union Code

Ron Reahard
Consumers today are infinitely better informed and more financially astute than they were 30 or 40 years ago. Not only do they often begin shopping for vehicles online, studies show consumers also research their financing options online.…