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His Madness offers a four-point plan for winning over customers whose insurance companies are trying to steal your F&I product sales.

https://www.fi-magazine.com/324403/always-be-prepared

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

https://www.fi-magazine.com/324511/video-selling-eight-products-without-losing-the-customer

There are countless ways to sell financing and protection products, but only one way to truly connect with customers.

https://www.fi-magazine.com/324482/video-have-a-real-conversation

Everyone has an opinion on how to limit chargebacks. His Madness delves into the passionate debate over how they're applied.

https://www.fi-magazine.com/324469/debating-the-chargeback
3 Ways to Improve Your F&I Language Skills

Learn how committing to simple, effective, jargon-free communication reduces customer confusion and helps F&I professionals sell more products.

https://www.fi-magazine.com/359454/3-ways-to-improve-your-fi-language-skills
Are You Menu Selling or Menu Telling?

Top trainer shares three questions every F&I manager should be asking themselves, all of which have little to do with your choice of menu and everything to...

https://www.fi-magazine.com/357349/are-you-menu-selling-or-menu-telling

Is Sonic’s no-haggle F&I policy good for the industry? Other dealer groups have tried it, including the Gunn Auto Group in San Antonio. Find out what the...

https://www.fi-magazine.com/324128/sonic-employs-no-haggle-policy-for-fi

After hearing what one finance executive said about financing back-end products, the magazine’s front-line columnist decides to delve into the root of the...

https://www.fi-magazine.com/324168/call-on-line-5
Sell More F&I By Moving Your Target

To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers...

https://www.fi-magazine.com/357061/sell-more-fi-by-moving-your-target

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

https://www.fi-magazine.com/324455/video-handling-remote-deliveries


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