Hitting the Hot Buttons

Hitting the Hot Buttons

The conventional wisdom of F&I has always been that consumers see the value of the product based on an extensive feature-benefit presentation. It’s easy to assume the reason people buy F&I products is because someone did a good job of selling value. Create value, they buy the product. Simple, right? However, our responses in interviews … Read More »

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It’s Not an Event, It’s a Process

It’s Not an Event, It’s a Process

To the uninformed spectator it may look like professional football players have it easy. Play a game every week for a few months and make big bucks. But professional NFL Players are on the practice field 24/7. And when they’re not on the field they’re watching game film. These pros are the best of the … Read More »

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Making the Time to Improve

Making the Time to Improve

Why do F&I Managers often avoid attending training classes? While they will tell you that they “don’t have the time,” or that they are “shorthanded in the store,” the real reason is training takes people out of their comfort zone. Humans are creatures of habit and once a habit is ingrained, any attempt to change … Read More »

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Developing Effective Leadership: Training the Mid-level Manager

Developing Effective Leadership: Training the Mid-level Manager

When looking at ways to make improvements in automotive dealerships today, a couple of topics always stand out. One topic is sales training and the other is finance training. Having over ten years of experience teaching in formal classroom settings, in both sales and finance, I have seen how things are usually done and know … Read More »

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The Road to Mediocrity

The Road to Mediocrity

F&I professionals are not born that way. F&I superstars are not “discovered” on F&I Idol, and they do not achieve exceptional performance, profits and CSI by accident. Every F&I professional I’ve ever encountered has been well trained. And every top producer also continues to improve his or her skills. And finally, they’re always highly motivated … Read More »

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The Light at the End of the Tunnel

The Light at the End of the Tunnel

After spending a week in New Orleans for the American Financial Services Association (AFSA) conference and the National Automobile Dealers Association (NADA) convention, there is no doubt in my mind that the future is bright for the success of the F&I office. There was plenty of talk, recommendations and insight concerning the federal oversight looming … Read More »

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