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For most dealerships, the business office is still a black box. You see the PVR at the end of the month, but you don’t see what actually happened in the conversation. In today’s regulatory environment, that’s a problem. “Trusting the process” is no longer enough. You have to be able…
In the world of elite sports, no team enters a game without studying film. Why should your F&I department be any different? As Rick McCormick, National Director of Training for Reahard & Associates, says, “A goal without a plan is just a wish”. To move from wishing for success to…
In the high-stakes world of F&I, everyone wants to be the “top closer.” We all want that $2,500 PVR and a CSI score that makes the manufacturer weep with joy. But there is an alarming trend in today’s “success culture” where we prioritize catchy phrases and clever tactics over meaningful…
