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How many times does a customer have to say ‘No’ before you move on? His Madness says it depends on the producer’s skill, training, and ability to think on...

https://www.fi-magazine.com/324409/dont-fear-the-no

Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

https://www.fi-magazine.com/324502/your-fi-backup-plan

His Madness has a message for Sonic Automotive about its one-touch experience. He even offers an alternative way to bring together sales and F&I.

https://www.fi-magazine.com/324372/keep-em-separated

His Madness takes creative liberties with a popular motivational acronym to deliver this month’s message: There’s no magic pill for success.

https://www.fi-magazine.com/324442/defining-fi-success

Even His Madness gets the jitters sometimes. He details a recent sale involving two insurance executives that had him questioning his abilities as an F&I pro.

https://www.fi-magazine.com/324428/keep-calm-and-sell-on

His Madness says being a top F&I professional requires more than just skill and talent — it’s how one rebounds from a bad deal, day or month that separates...

https://www.fi-magazine.com/324382/watch-that-attitude

His Madness issues a challenge to every F&I professional: Eradicate your bad work habits, diversify your lender spread, and check your God complex at the door.

https://www.fi-magazine.com/324514/overcome-your-fi-weaknesses

Inspired by a visit to the suit store, His Madness lists six ways F&I pros can tailor their wares to fit any customer.

https://www.fi-magazine.com/324487/6-ways-to-deliver-exceptional-service

His Madness explains why even the most seasoned and successful F&I pro needs support from the sales team.

https://www.fi-magazine.com/324425/the-interdependent-relationship-between-sales-and-fi

Slumps are just part of life, whether it’s in sports or in the F&I office. How long one lasts is really up to you.

https://www.fi-magazine.com/324136/the-slump-cure


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