Trainer’s Best Practices for Sales and F&I

Trainer’s Best Practices for Sales and F&I

Dictionary.com defines “Best Practice” as: a technique or methodology that, through experience and research, has reliably led to a desired or optimum result. On September 27, I had the opportunity to moderate a panel discussion at the Industry Summit in Las Vegas entitled, “The Idea Exchange: Trainer’s Best Practices for Sales and F&I.” The event, … Read More »

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Home Grown F&I Managers

Home Grown F&I Managers

The importance of having qualified F&I Managers available in the “pipe line” that are prepared to interview is invaluable when it comes to maintaining relationships with our dealer clients. Most often the candidates we recommend do secure positions and now it is just a matter of getting them up to speed with the policies, procedures … Read More »

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“What Business Are You In?”

“What Business Are You In?”

“You are not paid to work hard. In fact, you are not paid for effort at all. You are paid for results. It’s not what you do; it’s what you get done.” – Larry Winget As a successful agent entrepreneur, you can never forget what your dealers are paying you for. They’re not paying you … Read More »

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Five Elements of True Income Development

Five Elements of True Income Development

This March, I was asked to speak on behalf of Safe-Guard Products for the very first Agent Summit, which took place at the Las Vegas Hilton. I was very excited about the speaking engagement and the opportunity to represent Safe-Guard, a third party administrator that markets and administers ancillary F&I products through the agent channel. … Read More »

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The Road to Efficiency

The Road to Efficiency

It’s 8:30 AM, the F&I manager arrives at the dealership and enters their office, turns on their computer to open their DMS, CRM, DealerTrack, RouteOne and Manufacture’s websites; confirms that there are no outstanding contracts in transit or held offerings; see’s that all deals from yesterday have been approved as called, all stips met and … Read More »

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Training, Monitoring  and Motivating F&I Managers

Training, Monitoring and Motivating F&I Managers

To build the value of your Agency and dominate the competition, you must be an Agent of change! The recent downturn in the economy has created an entirely different focus in the mind of the customers who show up in automobile dealerships today. Their mantra is “nothing extra” and they are more budget conscious than … Read More »

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