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To F&I and Beyond

To F&I and Beyond

It’s OK to admit it. After a while, it’s easy for agents to let F&I professionals go through the motions when presenting a service contract. They follow the 300% rule (100% of the products, to 100% of the customers, 100% of the time), they showcase all your products, the customer accepts some, declines others, and … Read More »

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Compliance Isn’t Solely F&I’s Responsibility

Compliance Isn’t Solely F&I’s Responsibility

Just as many in the industry operate under the mistaken impression that compliance is just an “F&I thing,” many also operate under a similar mistaken impression that agents only help with training and assistance in the F&I office. I know many agents who spend a fair amount of time with sales managers on “road-to-the-sale” processes … Read More »

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Are You a Vendor or a Trusted Partner?

Are You a Vendor or a Trusted Partner?

This should be the time of year when you start implementing your annual growth plans. Like many agents, you have most likely spent considerable time and treasure over the past couple of months looking ahead, forecasting all areas of your business. I am also certain your plan includes improving your agency’s financial performance year over … Read More »

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Phil Gramm, Jim Leach, Tom Bliley, and You

Phil Gramm, Jim Leach, Tom Bliley, and You

Compliance Questions Would you like to be subjected to a potential fine of $41,484 per day? Or enter into a 20-year consent judgment where you are subject to biannual audits? Would you like to be subjected to as much as a $50,000 statutory penalty per violation? Or pay legal fees, costs, and damages for breaches … Read More »

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Compliance Keeps Pace with Technology

Compliance Keeps Pace with Technology

Attendees of the eighth annual Agent Summit found a friend in Gil Van Over III, who pulled double duty for the second year in a row: In his role as the executive director of Automotive Compliance Education (ACE), Van Over led the five-hour review and exam for Automotive Compliance Specialist certification — which was open … Read More »

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Conduct a Monthly F&I Meeting

Conduct a Monthly F&I Meeting

One of the key areas that dealers expect an agent to help with is the training of the F&I team. While the dealership may be utilizing training either online or from other sources, the agent who adds to that sets themselves apart from the competition that will eventually be knocking on the door. Conducting a … Read More »

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