When physicians refer to traumatic brain injury, or TBI, they mean a closed head brain injury from an impact to the head or “diffuse axonal shearing” from a rotational acceleration and deceleration, the rotational movement of the head and brain resulting in a sliding of brain layers. Cavitaton can also commonly result in traumatic brain injury, the formation of microscopic bubbles from the rapid movement of the brain, which then can burst, causing brain damage as the brain moves back into place.

For TBI lawyers all traumatic brain injury is serious, and this is certainly true for those who suffer traumatic brain injury. However, medical doctors commonly characterize TBI as mild, moderate and severe, not to diminish the seriousness of “mild” TBI but to have a diagnostic framework with commonly understood terms. (more…)

Excelling in F&I means you’re skilled in several areas. Being a strong closer may mean more products sold, but having weak needs discovery skills translates into higher charge-backs and low CSI scores. The opposite is just as frustrating. You may be gifted in discovering why a customer needs your products, but without the ability to close the sale, you will perform at below-average standards.

Throughout my career as a training consultant, I’ve identified four areas where F&I professionals can and should excel.

So, let’s take a run around the bases. (more…)

By Ron Reahard

With all the warnings customers get from 20/20, consumer reports and their local credit union about deceptive sales practices and “hidden profits” dealers make in the F&I department, some days it feels like there is a big yellow warning sign outside the F&I office that reads “Caution: F&I Manager Ahead!” I travel in airplanes all the time. Occasionally, I’ll get into a conversation with my seatmate. Invariably, at some point, they all ask the same question,“So, what do you do for a living?” (more…)