F&I - We Don't Just Train It,
We live it. Here's proof.

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Real Relationship

Rick McCormick
We've known for decades and heard throughout our careers the Lee Iacocca maxim, "Business, after all, is nothing more than a bunch of human relationships." However, I think the craziness of the recent past has caused us to become more dependent on innovation to strengthen our relationships.…
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Real Relationship

Rick McCormick
We've known for decades and heard throughout our careers the Lee Iacocca maxim, "Business, after all, is nothing more than a bunch of human relationships." However, I think the craziness of the recent past has caused us to become more dependent on innovation to strengthen our relationships.…
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Five-Star F&I: The Secret to Customer Delight

Justin Gasman
How F&I managers can organically solicit consumer feedback that pumps up business.…
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Feet And Faces

Rick McCormick
We live in a world and industry that is moving quickly to digital and online options for purchasing a vehicle. While these concepts must be embraced, to quickly discount the impact of an in-person interaction and seek to eliminate one without the other is not wise. Let's look at the…
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Understand To Oversell

Rick McCormick
Make your interaction with each customer unique, like he or she is, and all will be more likely to consider available products.…
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Decisions – Decisions – Decisions

Rick McCormick
"Decision is a sharp knife that cuts clean and straight; Indecision is a dull one that hacks and tears and leaves ragged edges behind it." - Gordon Graham…
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Professionals Practice. Posers Pretend!

Justin Gasman
To reach the next level in your sales career, you must have a personal policy to go the extra mile.…
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The Five Myths of F&I

Rick McCormick
We live in the real world. Make-believe should be relegated to children's stories and movies. However, five myths have weaved their way into the F&I process.…
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Good Word Choices

Justin Gasman
Agents should dedicate time to creativity and communication when interacting with sales staff, and train them how to do the same.…
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F&I Conviction

Rick McCormick
It is not important that the client understands us - it is critical that they know we understand them.…
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Busy – the Enemy of the Master!

Rick McCormick
"Either you run the day, or the day runs you!" The greatest enemy of the advancing F&I professional isn't lacking skills or opportunities, it's busyness! Mediocre performance is the result of excuses and padded time that prevents us from reaching mastery.…