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

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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.…
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201602-Commit-To-Excellence-Auto-Dealer-Today

Commit To Excellence

Ron Reahard
For any training program to be truly effective, it has to be an ongoing process, not a one-time event. Implementing and maintaining an ongoing F&I training program at your dealership is the key to improving F&I performance and profits in 2016. Build your F&I training program the same way you…
201601-Lmiting-F-and-I-Chargebacks-FI-Showroom

Limiting Chargebacks

Ron Reahard
By outlining your customers' responsibilities and providing instructions for filing a claim, you can reduce chargebacks and keep the F&I revenue flowing.…
201512-Open-Source-Selling-Auto-Dealer-Today

Open Source Selling

Ron Reahard
Dealers who struggle to close Internet-savvy prospects may benefit from acknowledging the breadth and depth of each customer's research and offering additional third-party resources.…
201512-The-Emotional-Side-of-Selling-FI-Showroom

The Emotional Side of Selling

Rick McCormick
Buying intangible products is an emotional decision; however, customers may have a difficult time making the final decision unless they can justify it logically. See, while facts may be both important and relative to the customer, they are almost never the reason customers buy.…
201510-The-F-and-I-Follow-Up-FI-Showroom

So Here’s The Deal – The Follow Up

Ron Reahard
Having a consistent follow up process for customers who elect not to purchase the service contract at the time of delivery is something every dealership and F&I professional should have.…
201510-That-F-and-I-Dog-Will-Bite-You-Auto-Dealer-Monthly

That Dog Will BITE You!

Ron Reahard
Written guidelines and a code of conduct will help prevent payment packing from baring its teeth. Payment packing is the old car dog's sales technique of quoting inflated payments that include the cost of optional items that the customer has not agreed to purchase.…
201509-Navigatinging-F-and-I-FI-Showroom

So Here’s The Deal – Navigating F&I

Ron Reahard
Today's car buyer wants things to be easy. From getting the news to posting about their lives on Facebook, everything is point and click, cut and paste, plug and play. So to keep their attention, F&I professionals must adjust their process to provide the same point-and-click experience.…
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Improving F&I

Rick McCormick
In order to grow your F&I profit, you've got to make sure your F&I department is healthy enough to produce more product sales.…
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So Here’s The Deal – Circling Back

Ron Reahard
How to justify the expense of purchasing a service contract with limited coverage for a vehicle the customer has never had a problem with.…
201508-F-and-I-Value-Demonstartion-FI-Showroom

So Here’s The Deal – Value Demonstration

Ron Reahard
"What kind of visual aids can we use to demonstrate the remaining factory warranty on a pre-owned vehicle? And what kind of visual aids can we use if there’s no factory warranty remaining?”…