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Most dealerships want more profit from online leads, but many still treat those leads like they only belong to the sales department. That mindset costs money. Today’s customer often starts the buying journey online. They compare vehicles, check payments, research credit unions, read reviews, and...

Most F&I managers are not losing vehicle service contract sales because the product is weak. They are losing them because the presentation is too heavy, too early, and too product focused. Gerry Gould calls this “pitch slapping” the customer. It happens when an F&I manager starts...

Have you ever wondered why two salespeople can work at the same dealership, sell the same vehicles, and have access to the same inventory, yet one consistently outsells the other? It is rarely because they have lower prices or better inventory. More often, the difference comes down to their...

Why do some F&I managers get deals funded quickly while others spend their day chasing missing documents, correcting mismatched numbers, and explaining delays to accounting? The answer is rarely talent alone. The best F&I managers do not just know how to sell products or...

Why do some F&I managers hear "I need to think about it" and immediately lose the sale, while others hear the exact same objection and end up enrolling the customer in multiple protection products? The difference is rarely product knowledge. It is rarely experience. And it is almost never about...

Why do some salespeople seem to handle objections effortlessly while others lose deals the moment a customer says, "I need to think about it"? The answer usually has very little to do with memorizing scripts and everything to do with understanding the customer. Most salespeople view objections as...

How much money is your dealership losing because deals are sitting in contracts in transit? Most dealerships focus heavily on sales volume, PVR, and product penetration. But there is another metric that quietly impacts profitability, lender relationships, customer satisfaction, and...

What should a new F&I Manager check first when a deal gets pushed into CDK? That question creates confusion for a lot of people entering the finance office for the first time. Many new F&I Managers spend hours learning menu presentations, objection handling, compliance basics, and...

Car buyers in 2026 are more informed than ever. They walk into dealerships after spending hours online comparing vehicles, researching pricing, checking reviews, and reading customer feedback. By the time they arrive, many already have their guard up. They expect pressure. They expect sales...