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.…
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…
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…
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.…
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!).…