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

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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.…
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201806-One-Giant-Leap-for-FI-FI-Showroom

One Giant Leap For F&I

Rick McCormick
Creating effective change hinges on our will to make it through the first few days and weeks of that commitment. That's because it takes massive amounts of energy to start something new or adjust to a new way of doing things.…
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Capture Missed VSC Sales

Ron Reahard
Having a consistent follow-up process for customers who elect not to purchase the service contract at the time of delivery is something every dealership needs. You need a consistent process for offering service contracts in the service drive and an ongoing direct marketing approach.…
052018_The-Dealer-moved-my-goal-posts-FI-Showroom

The Dealer Moved My Goal Posts

Ron Reahard
Unfortunately, when an F&I manager is making $30,000 a month and the GM - who has to manage 50 employees in multiple departments is responsible for overall dealership profitability - is only making $25,000, I can guarantee there is going to be a change in the F&I manager's pay plan.…
201804-Addressing-FI-Internet-Problem-FI-Showroom

Addressing F&I’s Internet Problem

Ron Reahard
When a customer requests final numbers online or over the phone before coming to the dealership, you and the Sales Manager must already know what to do. This is a common, everyday request.…
201803-He-Had-a-Goal-Remembering-DavidRessler-FI-Showroom

He had a Goal: Remembering David Ressler

Ron Reahard
Sometimes it's not the teacher who leaves a lasting impression, it's the student.…
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3 Laws of Every Customer Interaction

Rick McCormick
F&I managers succeed by ensuring their customers learn something, feel something, and are motivated to purchase the protection products they need.…
201803-How-much-is-too-much-FI-Showroom

How Much is too Much?

Ron Reahard
An F&I professional has a responsibility to review every customer's repayment, risk management, and vehicle options so they can make an informed decision about the options available in connection with their purchase.…
201802-Selling-to-Short-Term-Owners-FI-Showroom

Selling to Short-Term Owners

Ron Reahard
Unfortunately, if the F&I sales process is merely a prefabricated series of steps designed to lead customers to the "right" conclusion based on what we want them to buy, we're going to be disappointed a high percentage of the time.…
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Ask The Power Questions

Rick McCormick
Listening is the most important part of communication; specifically, listening with the intent to learn more about the other person.…
201801-Selling-High-Mileage-VSC-Plans-FI-Showroom

So Here’s the Deal – Selling High-Mileage VSC Plans

Ron Reahard
The most important part of the F&I sales process is still discovering the customer's needs before presenting your products. Customer needs are the foundation upon which you have to build the sale of every F&I product.…