Nothing is more frustrating than knowing your customer needs a protection product, but you just can't get them to say "Yes." Selling is nothing more than making people want what you have. And what you have is knowledge and expertise to help them make a better decision.…

The vast majority of customers who walk into an F&I office have purchased a car before. They expect the F&I process to be similar to the one they experienced the last time. As an F&I professional, you can choose to meet or exceed those expectations through the power of your…

The auto industry and the finance companies that fuel it have yet to mount a proper response to the CFPB's threats and actions.…

So here's the deal with "So Here's the Deal": It is designed to help you help more customers. We both know that, at this very moment, every customer in every F&I office in the country is asking themselves, "Is this person trying to help me or sell me?" And the…

The end of the year means it’s time to take inventory. We all know what we do well, but it’s critical you take the time to identify the things that might be holding you back from reaching higher production and income.…

Every dealer wants higher production and more profits, but demanding bigger numbers without knowing where they're coming from is a recipe for disaster.…

Like a relay race, winning the F&I profit race comes down to a perfect customer handoff from sales and a strict adherence to the process. In F&I, even the best front-end team can disqualify themselves from a profitable deal if a customer-centric and intentional process is not followed with every…

While F&I as a separate department may not be dead yet, in many dealerships, it has definitely begun to atrophy. In some cases, it’s already on life support. Before you eliminate your F&I department, bring it back to life by clearly delineating its purpose and establishing its value to your…

F&I pros are responsible for product sales, but dealers must support them by providing ongoing training and emphasizing the need for airtight processes and advanced product knowledge. Dealers who wish to meet the $1,400 PRU benchmark must be willing to invest time and money in people, preparation and product knowledge.…

In the F&I office, your job is to help each customer make the right decision for them and their family with regard to the various repayment, risk management and vehicle protection options available in connection with their purchase. So how do we do that?…