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F&I

F&I’s three-tier approach: Serve, Connect, Sell

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We make things way too difficult in the F&I office. We often forget that people buy from people that they like and trust. We spend an abundance of time drilling and rehearsing fancy closes and word tracks, but we fail to truly connect with the customer. You can almost forget how many miles the customer […]
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F&I

A ‘back to basics’ approach to F&I during slower times

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F&I departments nationwide are once again facing challenging times. The one-two punch of the pandemic hanging on due to the Delta variant and the chip shortage has created a unique space where there are fewer new and used cars to sell and finance, and inventory is hard to come by. It’s a mess. But even […]
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F&I products

Why Salespeople Should Know Your F&I Products

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On this week’s episode of F&I Today, Becky Chernek talks to Justin Jarek, General Sales Manager at Boniface-Hiers Chevrolet in Melbourne, Florida. Becky and Justin talked in depth about getting your sales team to endorse F&I products more.
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F&I

Which F&I Products Should You Sell Online?

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 On this week’s episode of F&I Today, Becky Chernek explains why making all of your F&I products available online may not increase profits, and how you can build trust and loyalty without sacrificing your bottom line.   VIDEO TRANSCRIPTION: Speaker 1: F&I Today, brought to you by eLend Solutions. Becky Chernek: Welcome to F&I. […]
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Becky Chernek

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

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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 consistent basis. It may surprise you to know, that experience isn’t everything when it comes to performance; it comes down to drive, motivation, and a willingness to learn.
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F&I

Should Sales Handle F&I? Maybe, Maybe Not.

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Back in the day, it would never have been thought of to have a salesperson present F&I products out on the floor. Sales was sales and F&I was F&I…period. Customers did their preliminary paperwork with the salespeople and were quickly ushered into The Box. Unfortunately, decades of this led to generations of car buyers who […]
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F&I products

Should F&I Products Be Put Online?

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On this week’s episode of F&I Today, Becky Chernek talks to Frank Crinite of Piazza Honda of Springfield about posting your F&I products online and refining your process by adapting to newer technology. Frank is a game-changing salesperson, selling 100 cars a month. Watch to find out what he thinks of posting your F&I menu […]
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CBT News October 20, 2016

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CBT News October 20, 2016 Do visual aids & props help sell F&I products? Why are dealerships are targets for hackers This Week’s OEM...