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...