Becky welcomes back Frank J Lopes to discuss why box-closing is not the same as up-front selling, and how to avoid deceptive practices.
More from F&I
4 customer personality types and how to win their business every time
Every customer who walks into a dealership is sending signals, but are you listening? Learning to read your customers and meet them where they are can build trust and close...
The talent factory: How to build F&I rockstars from within
Across the country, car dealerships are increasingly facing a new problem: finding and keeping the right people on staff. As veteran employees retire and customer expectations shift, dealers are rethinking...
Transparency trouble: How top dealers win trust from the start
The automotive retail industry is facing a transparency tipping point. Today's car buyers are better informed than any previous generation, and they are losing patience with dealerships that still rely...
Underwater deals rise to near-record highs, Edmunds says
On the Dash:
Negative equity reaches near-record levels, increasing rollover debt and total vehicle financing costs.
Longer loan terms and higher rates are slowing equity buildup and raising monthly payments.
...
