Tomorrow Belongs to the Connected Agent

Tomorrow Belongs to the Connected Agent

As an agent, how are you going to survive in the next five years? Looking to the future, what confidence do you have that you will not only survive the massive technological and process changes confronting our industry but also thrive in your relationships with dealer clients? In other words, how are you going to … Read More »

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Deconstructing IRS Notice 2016-66

Deconstructing IRS Notice 2016-66

In November 2016, the IRS promulgated Notice 2016-66 designating certain microcaptive transactions to be “transactions of interest,” mandating certain reporting requirements. To be a microcaptive involves two components: “Captive” insurance is an insurance relationship between an insurer that accepts the risk of its owner or related party. Captive insurance does not properly refer to arrangements … Read More »

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F&I Is Not About Menus

F&I Is Not About Menus

Everyone in our industry has their own vision of what our new, hyperconnected world, tomorrow’s vehicles and the F&I department of the future might look like. It seems every manufacturer, DMS provider and F&I menu software company has their own high-tech version of what the sales and F&I process needs to become. In this geekoid future of … Read More »

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15 Ways to Get Organized

15 Ways to Get Organized

One of the things that I have personally discovered about the most successful agents is their ability to handle a variety of daily challenges, tasks, problems, issues and responsibilities, all at the same time, and still come back for more tomorrow. This would not be possible if they lacked personal organizational skills! I don’t wish … Read More »

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F&I Participation Programs: A Look at the Options

F&I Participation Programs: A Look at the Options

There are many options for dealerships to participate in the profits (and losses) associated with the F&I business they produce. In our industry, we commonly refer to these programs as participation programs. While participation programs vary greatly by product, administrator and insurer, they generally can be classified into three categories: retrospective (“retro”) programs, dealer- or … Read More »

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Structuring a Better Menu

Structuring a Better Menu

It’s an issue we deal with every day: We have the right person and the right menu in place, so why isn’t my client selling more products? The answer may be as simple as the structure of the menu, which product or products the menu is focused on and the number of products being offered. … Read More »

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