Jackie B. Cooper, legendary automotive sales trainer used to say, "take a checkup from the neck up before you take 'em up." John Tabar of UDS thinks...

The status quo bias is present in every transaction, and if it isn’t discussed early and throughout the acquisition process, you could be setting yourself...

A quick follow-up call to every sold F&I customer can clear up post-delivery misinformation and concerns, reduce unwinds and chargebacks, and generate...

F&I is a time-sensitive job, and you may sometimes feel pressure to do the easy or expedient thing — even if it isn’t the right thing. But the ultimate...

Do you want to take your F&I development program to the next level? Establishing professional and personal goals for every trainee and giving them the...

It’s easier to make a choice than a decision, but for some reason, many F&I managers force customers to make big decisions throughout the transaction. John...

How are your dealers' callbacks going lately? Banks and finance companies want to lend money to your customers, but the approval process is increasingly...

You dealer reaches the end of the menu presentation and the customer declines every option. Now what? In this Hot Tip, John Tabar of UDS walks you through a...

A recent dealership visit proved to UDS’s John Tabar that opportunities for F&I product sales are lost when too many assumptions are made. The cure is...

Top trainer lists the seven most likely reasons your agency’s F&I development program has failed to deliver the results you promised your dealers.