An Intentional F&I Manager does things with a purpose, and on purpose. Intentional F&I managers, or those who operate with purpose, don’t complain about how tough it is and don’t make excuses for under performing. These are F&I managers who aren’t quick to blame failure on some external factor, such…

Is your current F&I sales process adding value or alienating customers? In today's world of Google, Myspace and YouTube, word-tracks are like 8-tracks: obsolete. Generations X and Y want hands-on, direct contact.…

Being an F&I professional requires that you possess the qualities of someone worthy to be a role model: a positive attitude, a commitment to your craft and a genuine belief in your products. You can always tell you’re in the presence of an F&I professional by the way he or…

With all the warnings customers get from 20/20, consumer reports and their local credit union about deceptive sales practices and “hidden profits” dealers make in the F&I department, some days it feels like there is a big yellow warning sign outside the F&I office that reads “Caution: F&I Manager Ahead!”…

Excelling in F&I means you’re skilled in several areas. Throughout my career as a training consultant,I’ve identified four areas where F&I professionals can and should excel. So, let’s take a run around the bases.…

When it comes to converting cash buyers to dealership financing, follow the customer’s lead. The most common mistake F&I managers make when it comes to cash buyers is attempting to convert them to dealership financing as soon as they discover the customer intends to pay cash for his or her…

The question the F&I department should be asking is how do dealerships across the country routinely hit the $1,500 mark? That might seem impossible when the national average is close to $500. Well, it isn’t, and it doesn’t take rocket science for your sales and F&I operation to achieve that…

Awareness of how and where mistakes can occur is the best way to guard against them. Establish procedures that make compliance the only way to do business.…

Customers will provide all the reasons they need the products you are offering if you ask the right questions and wait for their response. This makes them feel respected and engaged in the buying process.…

Sales and F&I are supposed to be on the same team in a dealership. However, you often wouldn’t know it because there is virtually no communication between the sales manager and F&I manager before,during or after a deal goes to the finance office. Many frustrations that develop between the sales…