F&I - We Don't Just Train It,
We live it. Here's proof.
![fdb91400331b443d374bd2831ff30dc866370543 fdb91400331b443d374bd2831ff30dc866370543](https://reahard.b-cdn.net/wp-content/uploads/elementor/thumbs/fdb91400331b443d374bd2831ff30dc866370543-qm9ldtvumxpmxowrj2qvn3z1yayxqv49ea6u8nytd8.webp)
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.…
![200211-One-Picture-is-Worth-a-Thousand-Dollars-Sell-More-F-and-I-Products-FI-Showroom One Picture is Worth a Thousand...Dollars! Article](https://reahard.b-cdn.net/wp-content/uploads/elementor/thumbs/200211-One-Picture-is-Worth-a-Thousand-Dollars-Sell-More-F-and-I-Products-FI-Showroom-pzxiipb3brl28n6lw5gcrirckl802qvgii6xs366kw.jpg)
Want to sell more F&I products? Stop talking and start drawing! A professional financial services manager must be capable of making customers thirsty to learn more about every F&I product, and then help them “see” themselves in a situation where the product would be of benefit to them, so they…
![200205-Shut-Up-Youll-Sell-More-Stuff-F-and-I-Sales-FI-Showroom 200205-Shut-Up-Youll-Sell-More-Stuff-F-and-I-Sales-FI-Showroom](https://reahard.b-cdn.net/wp-content/uploads/elementor/thumbs/200205-Shut-Up-Youll-Sell-More-Stuff-F-and-I-Sales-FI-Showroom-pzxiiod94xjrx17z1n1q70zvz7cmv1rq6djgat7kr4.jpg)
In the past, the primary focus of the F&I process was on selling products, not on helping customers. The old way of selling F&I products required spewing forth benefit after benefit until the customer, presumably overwhelmed by the tremendous value of whatever product was being pitched, could not help but…
![200203-16-Ways-to-Explode-F-and-I-Income-and-Delight-Customers-FI-Showroom 200203-16-Ways-to-Explode-F-and-I-Income-and-Delight-Customers-FI-Showroom](https://reahard.b-cdn.net/wp-content/uploads/elementor/thumbs/200203-16-Ways-to-Explode-F-and-I-Income-and-Delight-Customers-FI-Showroom-pzxiinfey3ihlf9c74n3mj8fdth9ncnzu8vytj8yxc.jpg)
It seems F&I products and past practices are under attack from all sides. Fortunately, new F&I products and sales processes offer tremendous profit opportunities. "Who Moved My Cheese?” Change happens. Nowhere is that more apparent than in the automobile business, and especially in the F&I office.…
![march-2022-p-500 march-2022-p-500](https://reahard.b-cdn.net/wp-content/uploads/elementor/thumbs/march-2022-p-500-py51cso2h3mu6jijqk2oqks10182c8wa5gu7xn8rtc.png)
Achieving F&I excellence — consistent performance and exceptional profits, as well as “completely satisfied” customers — comes with a price. The price tag reads, Product Knowledge, Enthusiasm, Goals, Caring, Self-Discipline, and doing the right thing for the right reasons (not just when you feel like it!).…