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Categories: F&I
10 ‘Next’ Practices for F&I

Don’t let so-called ‘best practices’ get in the way of your performance or your customers’ needs. The magazine’s resident F&I expert lists the 10 ‘next...

https://www.fi-magazine.com/309955/10-next-practices-for-fi
Categories: F&I
F&I Professional – Or F&I Pretender?

In the F&I world, there are stars and there are also-rans. Are you ready for prime time? Take this quiz and find out!

https://www.fi-magazine.com/307778/fi-professional-or-fi-pretender
Categories: F&I

In the ‘70s, it was the assumptive close. In the ‘80s, it was step-selling. The ‘90s brought along the F&I Menu. Expert shows you how F&I’s newest upgrade...

https://www.fi-magazine.com/309484/upgrading-to-fi-4g
Categories: F&I
Creating the Ultimate F&I Pay Plan

F&I managers should know what is expected of them based on their pay plans. Emphasize percentages and CSI rather than just total dollars.

https://www.fi-magazine.com/307829/creating-the-ultimate-fi-pay-plan
Categories: F&I
Quoting Payments: The Rules, Risks and Getting it Right!

Inflating a monthly payment quote to leave room in the deal is not only unethical, it's illegal. Instead of promising the "best rate," give your customers...

https://www.fi-magazine.com/307830/quoting-payments-the-rules-risks-and-getting-it-right
Categories: Auto Finance, F&I
Reorganizing the Desk

The desk can be critical to a dealership’s success, but overstepping its boundaries can leave a store vulnerable. The magazine’s F&I pro draws a line in the...

https://www.fi-magazine.com/309870/reorganizing-the-desk
Categories: F&I
Using All the Tools in Your Toolbox

Make sure you use all the available information about a customer to build your case about the value of your products. The time to start is during the...

https://www.fi-magazine.com/307822/using-all-the-tools-in-your-toolbox
Categories: F&I
Objections Are a Great Thing!

Understanding the reasons for a customer's hesitation to make a purchase allows F&I managers to make a more relevant presentation of available products.

https://www.fi-magazine.com/307826/objections-are-a-great-thing
Categories: F&I

Invite customers to talk about their needs and concerns by asking questions that elicit detailed responses. Make every question part of your needs-discovery...

https://www.fi-magazine.com/307835/30-questions-you-need-to-ask-customers
Categories: F&I
Shopping for Answers

The magazine’s F&I expert says it’s time to stop complaining about the Internet, and offers a four-step process for turning the Internet into an ally of the...

https://www.fi-magazine.com/310209/shopping-for-answers


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