Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

Dealers have become accustomed to dismissing claims of $1,500 per copy as ‘fake news,’ but that figure might not be as far out of reach as you think.

Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

Getting back to the basics of training and support is the only proven cure for manufacturer excess and slow sales and F&I production.

Top trainer tells an F&I pro from San Antonio to stop fighting credit unions and join them. He also reveals three reasons most CU members should choose...

A reader wonders if a scenario exists where trading rate for product doesn’t cross that invisible legal line. The magazine’s resident F&I pro weighs in.

The magazine’s resident F&I pro takes on a question about the Risk-Based Pricing Rule and its widely used exception notice.

Success requires dealers to read the proverbial instruction manual for compliance, transparency, and customer service.

Feeling pressure from management to shorten time spent in finance, a producer from California asks the magazine’s resident F&I pro how to shorten the...