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.…
Everyone knows that one of the best ways to avoid expensive repair costs is to properly maintain your vehicle. For most manufacturers, required maintenance items specified in the owner's manual are performed at the owner's expense. A few manufacturers include all recommended maintenance on their vehicles for a limited time.…
Older clients who say they are on their last car need to be protected just as much as a first-time buyer. Whether you have a first-buyer or a last-time buyer, overcoming this objection still comes down to good needs-discovery questions.…
While life is the ultimate teacher, I have also learned a lot from some other fantastic teachers: automobile dealers. A successful dealer is always a good businessperson. But whether a dealer likes it or not, every day, they are also teaching their employees lessons they will never forget.…
The difference with cash buyers is they are not concerned about the payment or whether the package will fit into their budget. In their mind, they have agreed to purchase this one additional product and nothing else. They're already buying an additional product they weren't planning to buy and spending…
If you want to improve performance at your dealership, you have to instill the expectation of continuous improvement, and then implement a process to ensure it happens. That plan must begin with a comprehensive, needs-based approach with the focus on helping customers.…
The struggle to produce at higher and higher levels can only be fueled be a consistent effort to increase your personal skills, your understanding of customer behavior, and your ability to provide an irresistible presentation of your products.…
An F&I professional's conversation with the customer should begin the moment he or she meets the customer in the salesperson's office. And it has to be a conversation, not an interview, not an interrogation, and not some self-serving phony survey.…
