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F&I Training Basics for New Agents

F&I Training Basics for New Agents

So you’ve started a new agency. Congratulations! Now, as a trainer, I have to ask: What does your F&I development program look like? If your answer is “I don’t have one,” well, don’t worry. I’ve met agents who have been in business for years and still don’t have the basics covered. And that’s a shame, … Read More »

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The Number One Question

The Number One Question

An F&I professional who is committed to consistent growth in their ability to help customers knows that skills are not something to be demonstrated daily but something to be developed daily. We know the two main ingredients that lead to a successful F&I office are great products and well-trained people. Dealers today demand we help … Read More »

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Don’t Let Leasing Put a Dent in Appearance Protection

Don’t Let Leasing Put a Dent in Appearance Protection

As reported in a June 2016 Automotive News article, “Leasing made up an all-time high of 31.1% of new-vehicle transactions — including cash deals — in the quarter, compared with 26.7% a year earlier.” To put that in perspective, in 2009 it was about 12%. That’s great for the leasing office but not so great … Read More »

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Pop Quiz: Agent or Partner?

Pop Quiz: Agent or Partner?

Are you an agent, a partner, or both? Before you answer, please complete this multiple-choice quiz: An agent is … just a vendor just a product salesperson an indispensable part of a dealer’s operation clueless Before we check your answer, here’s an old lesson in marketing. In “The Marketing Mode” (1969) and “The Marketing Imagination” … Read More »

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Telling the Emperor He Has No Clothes

Telling the Emperor He Has No Clothes

“The Emperor’s New Clothes” is a fairy tale by Hans Christian Andersen about an emperor who pays a lot of money to a scam artist for some new, “magic” clothes which he is told can only be seen by wise people. The clothes do not really exist, but the emperor does not admit he cannot … Read More »

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A Month’s Work in Three Days

A Month’s Work in Three Days

Over the many years I have spent working with agents and F&I product providers, I have gotten a pretty good insight as to the best time to call on your dealer accounts. I’ll share the benefit of my anecdotal observations here. Narrowing the Field First, it’s not good to call on dealers in a week … Read More »

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