Why do so many customers tell you they don’t need a service contract because they already have AAA? Pitching the side benefits of an F&I product can obscure...

F&I is a tough job, and you never know where the next problem — or solution — will come from. But you can control your attitude, and positivity is a sure...

If your next F&I customer declines credit life because they already have insurance, take heart: Your presentation has only just begun. Join Dwayne Wiggins...

Do you believe in your products or do you just sell them? It's a fair question. Here's another question that will help you find out ... What products are...

How are your callbacks going lately? Banks and finance companies want to lend money to your customers, but the approval process is increasingly automated....

Don’t you hate it when customers sit patiently through your F&I presentation, then simply say, ‘No, thank you’? In this Tip of the Week, American...

If every car you sell is a good car, and every customer knows it, what hope do you have of selling the service contract? Plenty, says American Financial’s...

It’s easier to make a choice than a decision, but for some reason, many F&I managers force customers to make big decisions throughout the transaction. John...

True professionals could sell F&I in shorts and a T-shirt. But what message would that send to your customers? In this Tip of the Week, John Tabar of UDS...

It’s easier to make a choice than a decision, but for some reason, many F&I managers force customers to make big decisions throughout the transaction. John...