4 Ways to Ace the Customer F&I Interview

F&I
Making sales in any industry requires knowledge of what makes your customer tick, what their ‘pain points’ are, and being able to apply that knowledge to show them how your product helps them. But in F&I, how do you find all that out when...

3 Reasons It’s Still Ok to Call Your F&I Staff ‘Managers’

F&I staff
Titles. Do they matter and if so, do they matter to the person who has the title or the person interacting with them? In dealerships, as in most businesses, the staff has titles dependent on where they fall in terms of authority. Director, manager, salesperson, service...

3 Ways to Make Sure Your F&I Staff Are Ready for Another Recession…Just In Case

Recession
Anyone who was alive in the years 2007-2009 remembers very well the crash of the stock market, the stories of Bear Stearns and AIG employees being walked out of their building with no jobs, and businesses across America shutting their doors. The Great Recession...

How to Sell GAP Insurance with Less Pressure and More Trust

GAP insurance
There may not be a much more maligned F&I product to sell than GAP insurance. It’s the one product that buyers seem to understand the least about yet if they total their car, they will kick themselves for NOT having. It’s a tough sell...

Breaking the F&I Stereotype – Simple Steps, Powerful Results

For decades, car buyers have walked into the F&I office with a sense of dread and many would rather have a root canal than have to deal with the fast-talking guy ‘in the box’. F&I managers were always viewed with a wary eye and...

Converting the Cash Buyer in F&I – It Could Be Easier Than You Think

cash
There has never been an F&I manager in the history of the car business that has ever been excited to work a ‘cash deal’. Ever. It is the most dreaded scenario that almost always deflates even the most successful F&I manager with years in...

How Gen Z Changes the F&I Approach and Tips on How to Adapt

gen z
Much has been made of working with Millennials in the F&I office. Hundreds of articles and blogs analyze the most effective ways to engage and sell to them. But many in the industry could be ignoring one of the bigger and soon-to-be influential groups...

Signs That It’s Time to Fire Your F&I Manager

F&I manager
‘We have to let you go. Clean out your desk and hand in your keys’. There isn’t a manager on the planet that has not dreaded having to say those words to an employee. F&I Directors are no exception. Firing an F&I manager can be...

Why Dealers Should Invest in More Training for Their F&I Staff – Adam Marburger & Paul Brown, Ascent Dealer Solutions (Part 2)

trainingvideo
 On today’s show, we continue our conversation with Adam Marburger and Paul Brown, the President and Vice President of Ascent Dealer Services, respectively. In part one of our interview, we talked about how F&I fits into the dealership’s digital retailing strategy. In this segment,...

How to Reduce Chargebacks in F&I – 3 Simple Strategies Can Make All the Difference

F&I
Chargeback. It’s the one word that sends chills down the spine of every F&I manager (or  any salesperson for that matter). It can decimate a commission check, it can lead to a negative CSI, and many times it can lead to the unfair impression...

HEADLINES

newscastvideo

What The Latest Buy-Sell Market Trends Mean for the Auto Retail Industry – Ryan...

Today on CBTNews.com - Wednesday, October 23rd, 2019: What The Latest Buy-Sell Market Trends Mean for the Auto Retail Industry - Ryan Kerrigan, Kerrigan Advisors On...
angry customers

The A.R.T. of Dealing with Angry Customers

I know a thing or two about dealing with angry customers.  A big part of my time at college was spent on a phone...
installationvideo

Installation vs. Implementation

On today's Tip of the Day, Glenn Pasch explains the difference between the installation of a service you've selected for your staff and actually...
dealership

Are You Hiring for Skill Sets Your Dealership Needs Most?

The 21st Century is shaping up to be one of great change for the auto industry. In this ever-shifting environment it seems harder than...

Help Your F&I Office Perform Consistently with These Key Strategies

On this week's episode of F&I Today, Becky Chernek, President of Chernek Consulting, discusses the importance of performing well in the dealership on a...

How to Manage Stress in Your Career as a Car Salesperson

On this week's episode of Straight Talk, our host, David Lewis discusses some effective strategies you can use to manage stress when working in...

The Active Delivery Process

On this week's episode of the Weekly Tune-Up, Jim Fitzpatrick is once again joined by guest host Michael Roppo, President of Automotive Management Resources....