Blog

If you have been in the car business long enough, you have seen this pattern play out more times than you can count. A dealership brings in sales training. Everyone shows up. The room is energized. Notes are taken. Word tracks are shared. Managers feel optimistic. Then two or three weeks later...

What if the reason customers walk away from your dealership has nothing to do with price, inventory, or incentives, and everything to do with culture? Not the culture written on a poster in the breakroom, but the culture customers feel the moment they turn onto your lot. The way your salespeople...

What if your ability to sell more cars had nothing to do with your word tracks, product knowledge, or closing techniques? What if the sale actually began before you ever said hello? In automotive sales, customers make decisions fast. Within seconds of stepping onto the showroom floor or being...

Cash customers are often misunderstood in the dealership. Many F&I managers see a cash deal and immediately assume it will be low profit, fast paperwork, and minimal opportunity. That mindset is exactly why so many dealerships leave money on the table every single month. In today’s economy...

If you are a car salesperson who feels like some days you are slammed and other days you are standing around waiting for something to happen, you are not alone. Most salespeople are taught how to work a customer once they arrive, but very few are taught how to control their day before the...

If your F&I menu presentation still sounds like a script, you are likely making the biggest mistake in your F&I office right now. For years, F&I managers were trained to pitch products, control the conversation, and push customers through a tightly structured menu. That approach worked when...

If you have recently transitioned from a mainstream brand to a high-end dealership, you may have experienced a frustrating reality. Your closing ratios dip. Your product penetration falls. Customers seem impatient, guarded, and uninterested before you even finish your...

If you have spent any time in an F&I office, you know one undeniable truth. The moment a customer senses pressure, the walls go up. The conversation tightens. The energy shifts. And no matter how good the menu presentation is, no matter how strong the value proposition...

Are your customers shutting down the moment they walk into your F&I office? Maybe they lean back, cross their arms, stare at the door, or grip their phone like a security blanket. Most F&I managers feel this resistance every single day, and in many cases...