You Want to Talk F&I? So do we.
Is the F&I Office Tone Deaf?
Customers give great weight to the overall experience and tone of the process. We should too!…
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A conversation with a dealer principal took a powerful turn when he made the statement “My concern with sending my people to training events is that the Law of Entropy will take effect when they return.” Can I humbly say I had no idea what entropy was or how to…
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What do Ronald Reagan, Walt Disney, Zig Ziglar and Steve Jobs have in common? They all knew the value of a great story and the one secret that makes it so powerful.…
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One of the subtle deceptions of the F&I profession is the constant “busy” state we find ourselves in. Dozens of tasks demand our attention when we are not with a customer. Days, weeks and months go by and we find ourselves regretting the fact that we have never got around…
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Emotions drive most if not all of our daily decisions. Yet we are prone in the F&I office to use logic and facts at a much higher degree than the emotional ties to the benefits of a product. Watch any commercial and it rarely focuses on the benefits of the…