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You Want to Talk F&I? So do we.

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Is the F&I Office Tone Deaf?

Customers give great weight to the overall experience and tone of the process. We should too!…

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Sales Up! Guard Down!

The car business exists in a constant state of flux. As independent agents, we have to step back and evaluate the business during the good and the bad times. Consistently growing the skills and knowledge level of all our team members is as critical when the money is flowing as…
HA755_stilltheking

King of Consistency!

Hank Aaron is NOT the Home Run King. His most significant achievement is that he was great EVERY SINGLE YEAR from 1955 to 1973. That’s 19 consecutive seasons. There really isn’t a record quite like it in baseball history. He was the King of Consistency.…
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So God Made a Farmer

These words summarized what was arguably the best commercial of the Super Bowl XLVII in 2013. I have been a longtime fan of the man whose words graced the two-minute ad: Paul Harvey.…
Michael-Phelps-Sports-Illustrated-Covers

The Determination of a Champion!

Michael Phelps earned a place in sports history recently as the first U.S. men’s swimmer to qualify for five Olympic Games. Over three Olympics, from 2004 through 2012, Michael Phelps had won 18 gold medals and 22 medals overall, each total more than anyone ever. It’s a phenomenal level of…
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It’s Show Time!

I just returned from taking two of my granddaughters to their first Broadway show, Disney’s production of Aladdin. Like most other first time visitors they were amazed. And the more they learned about what the performers went through on a daily basis the more respect they had for them. Here…
choc-chip-pie

The Missing Ingredient in Sales!

My wife is famous for her Peanut Butter Pie and everyone that has a slice has the same reaction: "This is the best pie I have ever tasted.” However, if you leave out a seemingly insignificant ingredient it can make a big difference. If you rush and forget to add…
dealersummit

Dealer Summit

Four of the nation’s top F&I trainers will put their skills and industry know-how to the test during this special session. F&I pros in attendance will be able to pose their most frustrating customer objections, get advice on difficult job-related issues, and gain insights on what it takes to be…
Secret-of-Story-Telling

The Secret of Story Selling in F&I!

What do Ronald Reagan, Walt Disney, Zig Ziglar and Steve Jobs have in common? They all knew the value of a great story and the one secret that makes it so powerful.…
Emotions-Drive-Us

Emotions Drive Us!

Emotions drive most if not all of our daily decisions. Yet we are prone in the F&I office to use logic and facts at a much higher degree than the emotional ties to the benefits of a product. Watch any commercial and it rarely focuses on the benefits of the…