F&I - We Don't Just Train It,
We live it. Here's proof.
Controlling the Controllables
Justin Gasman
Much of what we encounter in the F&I office is not controllable. As an F&I professional, you cannot focus on the things outside of your control. You have to focus on those things that you can control.…
If you always do what's right for the customer and truly try to help them, not mislead, outsmart or take advantage of them, in my experience, neither you nor your dealer will be spending much time talking to lawyers. Plus, you'll both sleep better at night, have happier customers, and…
Once you obtain a bureau, you then need to provide the exception notice to the customer per the FTC guidelines. If the creditor (your dealership) chooses to provide an exception notice in lieu of a risk-based pricing notice, the exception notice must be provided to the consumer as soon as…
As an F&I manager, your performance is judged primarily by three things: your paperwork, your CSI and dollars you generate - not the time customers spend in your office. In my experience, if your paperwork is clean, your CSI is great, and you're averaging $2,000 per copy, time spent in…
Whether you prefer "The Process" followed by Alabama's Nick Saban or "All In," the mantra of Clemson coach Dabo Swinney (a former Alabama player and assistant coach), there is no question these two coaches are dedicated to their personal coaching philosophies. As leaders, there is a lot we can learn…
Whenever a customer makes a commitment to purchase online or over the phone rather than coming into the dealership to take delivery, it is the salesperson's responsibility to find out when the customer would prefer to have the business manager contact him to confirm the purchase, ensure the figures are…
Unfortunately, many F&I producers are adamantly opposed to educating customers about F&I products online. Even posting basic product features and benefits results in major pushback. The fear is that if customers have time to educate themselves about the products, they won't buy them.…