Third party confirmation is the most powerful tool to move people down the path of buying. Published in the July 2022 edition of F&I and Showroom!…

Here are three parts of the message coming from the midst of the mess we have been living through for the last couple of years. Published in the June 2022 edition of F&I and Showroom!…

A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard. Published in the May 2022 edition of F&I and Showroom…

Here are two truths that reveal the concepts of a powerful process that moves customers and us. Published in the April 2022 edition of F&I and Showroom!…

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.…

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.…

Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.…

How well are you connecting with your customers? Or rather, how are you making your customers feel? What experience are you offering? Do customers leave your office feeling sold and overwhelmed, or excited, informed, and confident? The major contributor to success with any client interaction is connecting with them on…

The pandemic’s disruption of what was previously normal has resulted in a desire for stability. The products we offer in the F&I office reduce risk in the case of an unexpected event, providing customers with the peace of mind they crave. In uncertain times, there are few things more valuable…

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.…