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Why do so many customers dread the F&I process? It’s no secret that the finance and insurance (F&I) department often carries a negative reputation among car buyers. They imagine high-pressure sales tactics, confusing jargon, and endless paperwork. For dealership professionals, this stigma can be a s

Are you dreaming of a high-paying, high-impact role in the automotive industry? Becoming a Finance and Insurance (F&I) Manager might be the perfect next step in your career. Whether you’re a seasoned sales professional or someone looking for a fresh start in the dealership world, the F&I role offers

First impressions can make or break a sale. As a sales professional in the automotive industry, your ability to meet and greet customers effectively is critical to building trust, sparking interest, and guiding conversations toward successful outcomes. Whether you’re engaging with a customer on the

Every dealership manager and F&I professional knows the frustration of losing a sale to the dreaded phrase, "I need to think about it." This objection is a common roadblock, one that stalls negotiations and leaves potential revenue on the table. But what if you could turn this hesitation into an opp

How many deals have slipped through your fingers because a customer said, ‘I need to think about it’? It’s one of the most common and frustrating objections sales professionals face. For dealerships, every stalled sale represents not just lost revenue but also wasted time and effort. But what if you

For many F&I managers, one of the most common hurdles in selling service contracts is overcoming the customer’s overconfidence in their manufacturer’s powertrain warranty. It's a scenario we've all faced: a customer declines a service contract, citing the extended coverage of their powertrain warran

In 1979, Gerry Gould began his career in the automotive industry by reconditioning cars at a Massachusetts dealership. Fast forward to today, and he stands as one of the most respected F&I (Finance and Insurance) trainers in the industry. How did he get here? Through relentless determination, a comm

Every F&I professional has faced this scenario: A customer sits across the desk, arms crossed, and confidently says, “I don’t need a warranty.” For many, this objection signals the start of a frustrating battle of wills. But it doesn’t have to be that way. With the right strategies, tools, and...

Are you leaving money on the table with cash buyers at your dealership? Many F&I professionals find themselves processing cash deals without digging deeper, losing opportunities to increase profitability and strengthen customer relationships. Handling these transactions strategically can turn a rout