F&I managers succeed by ensuring their customers learn something, feel something, and are motivated to purchase the protection products they need.…

The most important part of the F&I sales process is still discovering the customer's needs before presenting your products. Customer needs are the foundation upon which you have to build the sale of every F&I product.…

Everyone knows that one of the best ways to avoid expensive repair costs is to properly maintain your vehicle. For most manufacturers, required maintenance items specified in the owner's manual are performed at the owner's expense. A few manufacturers include all recommended maintenance on their vehicles for a limited time.…

Older clients who say they are on their last car need to be protected just as much as a first-time buyer. Whether you have a first-buyer or a last-time buyer, overcoming this objection still comes down to good needs-discovery questions.…

While life is the ultimate teacher, I have also learned a lot from some other fantastic teachers: automobile dealers. A successful dealer is always a good businessperson. But whether a dealer likes it or not, every day, they are also teaching their employees lessons they will never forget.…

The difference with cash buyers is they are not concerned about the payment or whether the package will fit into their budget. In their mind, they have agreed to purchase this one additional product and nothing else. They're already buying an additional product they weren't planning to buy and spending…

"No dealer expects a new F&I Manager to go from $900 to $1500 PVR in 60 days, but what they do expect to see is continued improvement. So if you're at $935 PVR and 0.72 PPVR this month, next month your goal should be at least $960 PVR and 0.77…