Top trainer lists five critical areas top-producing F&I professionals will be focused on this year.

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Enhancing Lives
If You Must Know
The Invisible Leak in F&I
Do You Buy Your Products?
5 Industry Legends Join F&I Hall of Fame

F&I managers have a professional justification and an ethical responsibility to forbid salespeople from barging into your office while you are meeting with...

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Elevating the Auto Sales Experience
Using Compliance as a Sales Tool
Lesson From a Close Call
Enhancing Lives
5 Industry Legends Join F&I Hall of Fame

Top trainer counsels an F&I pro who wants to put a ‘customer cash’ rebate toward the down payment to reduce their customer’s interest rate.

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Helping the Credit-Crunched
Where’s Your Moral Compass?
Crank Up the EQ
Six Powerful Questions
Do You Buy Your Products?

Is your local credit union a friend or a foe? The magazine’s resident F&I wiz offers a four-step process you can use to unlock a powerful new auto finance...

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Helping the Credit-Crunched
Adapting to Changing Consumer Expectations
Auto Loan Access Flat
A Kink Is A Kink
Using Compliance as a Sales Tool

Top trainer comes to the rescue of an F&I manager who fears an antiquated, discredited, and deceptive sales tactic has taken root at his store.

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Home-Grown F&I
A Kink Is A Kink
How to Clear a Red Flag
Think Bigger
Wish or Work To Success

Use this four-step process to understand how credit union executives think, offer your customers a reliable and trusted financing source, and build a...

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5 Industry Legends Join F&I Hall of Fame
Capitalizing on Growth Opportunities
Hall of Heart
A Preowned Vehicle Strategy in a Challenging Market
Consumer Pessimism Grows

After losing members of his sales team, a dealer asks the magazine’s resident F&I expert for his take on paying salespeople on F&I income.

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Elevating the Auto Sales Experience
Crank Up the EQ
Protect the Payment
F&I Still Revved Up in Q2
Using Compliance as a Sales Tool

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...

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The F&I Wiring Harness
5 Industry Legends Join F&I Hall of Fame
In F&I, Innovation Is Overrated
Virtual F&I Launches vMenu
Buckets of Intel

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

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Buckets of Intel
Home-Grown F&I
Modern-Day Picasso
Maximizing Profitability Through Strategic Reinsurance
The F&I Wiring Harness

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...

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The F&I Wiring Harness
Modern-Day Picasso
A Logical, Real-World Case for a VSC
Innovative Dealership Customer-Retention Strategies
Selling VSCs With Subtext