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…)