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.…
When it comes to quoting payments, the sales and F&I process still used in many dealerships has to change. The old “quote ’em an inflated monthly payment, peel ’em off the ceiling and see what sticks” is not only deceptive, it doesn’t work anymore. Give today’s informed, Internet savvy customer…
A good F&I pay plan compensates an F&I manager based on productivity. A great F&I pay plan motivates managers to excel, reinforces a dealer’s commitment to customer satisfaction, and ensures continuous improvement in F&I productivity and profits. A poor pay plan guarantees lots of turnover, turmoil and Tums®.…
Objections are inevitable in any selling situation. An F&I professional must be capable of capitalizing on customer objections. The ability to welcome multiple objections and respond positively no matter how many objections the customer raises is the sign of an experienced professional.…
Every occupation requires specialized tools designed to increase an individual’s effectiveness and allow him to deliver professional results. Architects have computer-aided drafting (CAD) programs. Dentists have X-ray machines. Even the most experienced and knowledgeable mechanic can’t fix anything without any wrenches. Professional F&I managers also have tools they must use…
What are the responsibilities of an F&I manager today? Of course, he or she should exemplify the ideals of a professional, acting with integrity and conducting himself or herself in accordance with the highest standards of ethical conduct. He or she should treat every customer with courtesy and respect, answer…
Dealers and F&I managers are always looking for a magic bullet — that new product, sales technique,word track or close that will easily get customers to buy F&I products.Whether it’s menu-selling software or a new closing technique, hope springs eternal that someone has found a quick, easy and foolproof way…
The selection of products offered in F&I offices has grown from credit insurance and vehicle service contracts to now include GAP, environmental protection, theft deterrent products, prepaid maintenance plans and paintless dent repair. One of the newest products F&I departments are offering is tire & wheel road hazard protection. Tire…
If you’re using a menu, there’s no guarantee that it is effective, efficient or even legal. Your menu should be designed to protect the dealership. Using a menu in the F&I office can protect your store from potential liability and future litigation— if it’s used every time with every customer…