Client Dashboard

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

fdb91400331b443d374bd2831ff30dc866370543

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.…
Read More
200410-As-the-GAP-Widens-FI-Showroom

As the Gap Widens

Ron Reahard
With the fast-growing number of upside-down car loans, Guaranteed Auto Protection is an obvious necessity for many customers. The growing negative-equity phenomenon is making GAP increasingly vital – and marketable – to car buyers.…
200406-Lender-Leverage-Equals-More-Approvals-FI-Showroom

Lender Leverage Equals More Approvals

Ron Reahard
As an F&I professional, you have a responsibility to your dealership and sales force to obtain approvals for as many deals as possible.Your primary consideration must be to develop a long-term, mutually beneficial relationship between your dealership and its finance sources.…
200403-F-and-I-Products-How-Many-Are-Too-Many-FI-Showroom

F&I Products – How Many Are Too Many?

Ron Reahard
In light of an F&I manager's limited time with the customer, it's crucial to offer a menu filled with beneficial products geared for your customers' needs.…
200402-6-Keys-to-Increasing-VSA-Slaes-and-Profits-Today-FI-Showroom

6 Keys to Increasing VSA Sales & Profits…Today!

Ron Reahard
Every day, F&I managers in dealerships all over the country get the exact same objection from customers when it comes to purchasing a vehicle service agreement, and that objection hasn’t changed in more than 30 years.…
200311-Best-Practices-Mean-Bigger-Profits-F-and-I-Excellence-FI-Showroom

Best Practices Mean Bigger Profits!

Ron Reahard
You cannot achieve F&I excellence if you're willing to accept F&I mediocrity. You only get superior performance when you expect superior performance.…
200309-Magic-Words-That-Make-You-Money-In-F-and-I-FI-Showroom

Magic Words That Make You Money

Ron Reahard
Words are powerful tools that can arouse emotions, transfer knowledge, and move a customer who “doesn’t need any of that stuff” to buy multiple F&I products.…
200307-F-and-I-Professional-or-F-and-I-Pretender-FI-Showroom

F&I Professional or F&I Pretender?

Ron Reahard
In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz to find out! Having trained thousands of F&I managers from hundreds of dealerships all over the country, it’s been my experience that dealerships with the most successful (and profitable!) F&I…
200305-Turn-on-You-Team-Turn-Up-You-Profits-in-F-and-I-FI-Showroom

Turn On Your Team…Turn Up Your Profits!

Ron Reahard
Sales and F&I are supposed to be on the same team. Unfortunately, in many dealerships you wouldn’t know it, because there is virtually no communication between managers on a deal before, during, or after it goes to F&I.…
The New Rules for Quoting Payments Article

The New Rules for Quoting Payments

Ron Reahard
Sales people, sales managers, and F&I managers all need to understand what they can and cannot do. The sales techniques of yesterday are the felonies of today.…
What We’ve Learned (And You Need to Know!) About Menu Selling Article

What We’ve Learned (And You Need to Know!) About Menu Selling

Ron Reahard
A professional F&I manager has a responsibility to the dealership — and to a customer — to review all of the customer’s repayment, risk management, and vehicle protection options, so they can make an informed decision about the options available in connection with their purchase.…