A fancy new menu can help streamline processes and improve customer engagement, but it won’t replace the hard-won skill and compassion of a true F&I...

Top trainer advises F&I pros to eliminate the ‘I have AAA’ objection by downplaying the very real — but relatively minor — roadside assistance benefit...

In response to a reader question, the magazine’s F&I wiz updates his plan for re-pitching service contracts to customers who declined the protection at the...

Top trainer has hard-earned advice — and a word of warning — for F&I pros whose dealers seem to change their pay plans every time they have a good month.

Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before...

Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this...

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

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

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