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We must take complete ownership of the results each month. There will always be factors that influenced the outcome.…

Here are three efforts that will enable us to move from being ‘closers’ to becoming ‘openers.’…

F&I process provides us an opportunity to add value or aggravation to the customer’s purchase experience.…

The customer is speaking loudly, they want to have it their way, and it’s forward-thinking and profit-building when we do.…

When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high.

Published in November 2022 edition of F&I and Showroom!…

If we provide the path through the process that our customers enjoy, expect, and hope for, they will trust us and listen to the insight we offer. Published in the October 2022 edition of F&I and Showroom!…

Master the art of intentional and active listening and watch it change the outcome for you and your customers. Published in the September 2022 edition of F&I and Showroom!…

The danger of digital is that we will attempt to rely on it to do the things that our selling skills were intended to accomplish.…

Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned. Published in the August 2022 edition of F&I and Showroom!…