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Most F&I managers do not lose product opportunities because customers hate protection products. They lose opportunities because the presentation feels disconnected from the person sitting in front of them. That is why the customer interview matters. In Product Prep training, Gerry Gould teaches...

Most F&I managers do not lose product opportunities because the products are weak. They lose opportunities because the process is rushed, inconsistent, or focused too much on selling before the customer understands what is being offered. That is why F&I Training: How To Present Products And...

The first 30 days as an F&I manager can feel exciting, stressful, and overwhelming all at once. One day, you are proud to step into the finance office. A few days later, you realize the job is much bigger than presenting products and signing paperwork. That is why knowing how to...

Every F&I manager has heard the excuses. Business is slow. The banks are not buying. Customers are too tough. Nobody has money. Excuses do not protect PVR, improve product acceptance, strengthen compliance, or create a better customer experience. In this Product Prep training...

Why does your PVR look great on paper, but your paycheck still feels light at the end of the month? That is a painful question for any F&I manager. You sell product, deliver a strong profit per vehicle retail, and feel like the month is headed in the right direction. Then the chargebacks start...

What should an F&I manager say when a customer looks at the menu, sees the vehicle service contract, and says, “I already have the warranty”? The customer believes the factory warranty already gives them enough protection, so the service contract feels like an unnecessary add-on. If the...

Lease deals can be some of the best opportunities in the F&I office, but only when they are handled with the right process. Many managers struggle because they present lease customers the same way they present retail finance customers. The customer hears a...

Why do some car salespeople sell more cars while others lose the customer before numbers are even presented? In 2026, the difference is not always inventory, price, or dealership size. More often, it comes down to process. Today’s customer has already spent hours online before...

Vehicle Service Contract objections show up in almost every F&I office. Customers say, “It already has a warranty,” “I’m not keeping it that long,” “I’ll never use it,” or “I’ll take my chances.” On the surface, those sound like product objections. Most of the time, they are...