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

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

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.

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...

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.

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

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.

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.

A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and...

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

Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never...

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...

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

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.

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

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...

An F&I pro from Atlanta is struggling with deals involving remote deliveries. The magazine’s resident F&I expert has the answer.

The CFP National Championship was more than a football game. It was a contest between ‘The Process’ and ‘All In,’ the personal leadership philosophies of...

An F&I manager from New York asks the magazine’s resident F&I pro how achieving a $1,600 per-copy average is even possible. He responds with strategies...

The magazine’s resident F&I pro agrees that tech tools can’t sell product alone, but he does believe the online space offers new opportunities for F&I pros...

Why should your customers buy the service contract if their vehicle is already covered? The magazine’s resident F&I pro has the answer.

Top trainer offers a four-step process for improving F&I productivity and profitability in an era marked by a growing demand for transparency and real value.

The magazine’s resident F&I pro responds to an F&I manager’s query on how to handle a parent’s objection to his products.

The magazine’s resident F&I trainer responds to a reader’s question about the IRS/FinCEN Form 8300 requirement.

An F&I pro from Florida says he’s struggling to sell products on leases. The magazine’s resident F&I trainer offers a few tips.

An F&I pro says his dealership’s decision to remove the ‘F’ from his F&I duties is hurting his ability to handle customer objections. The magazine’s...

With finance reserve under attack, dealers must be increasingly selective when it comes to F&I products. Top trainer offers guidelines for choosing the...

Top trainer says the key to selling environmental protection is to educate — not sell — customers on why advances in paint application have made it a...

Properly disclosing a RISC not only protects the dealership, it boosts customer satisfaction. The magazine’s resident F&I trainer shows you how it’s done.

F&I trainer details a foolproof method for convincing your next ‘third basemen’ to switch teams.

Justifying the existence of the F&I department requires dealers to take a hard look at the value it offers to customers and its effect on the sales process.

A reader wisely chooses to remain anonymous after uncovering a payment-packing scheme taking place in his (or her) dealership.

F&I trainer keeps hope alive despite bluster on the campaign trail and dirty dealings at the manufacturer level.

Top trainer explains why honest, hardworking dealers are rewarded with happiness, peace of mind and financial gain.

Build your F&I training program the same way you would build a house: on a solid foundation with expert craftsmanship and high-quality materials.

An F&I manager asks for a little career advice. The magazine’s resident F&I pro responds with what may be the secret to life.