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"I'm not spending a penny over $500." Sound familiar? If you're in F&I, you've probably heard a version of this more times than you can count. Objections like these can be the biggest roadblock between a high-performing F&I office and missed revenue opportunities.

In the ever-evolving world of automotive finance, not all F&I managers are created equal. According to veteran trainer Gerry Gould, F&I professionals fall into three main categories: Needs Advantage, Takes Advantage, and Creates Advantage. Understanding where you fall on this spectrum can reveal...

What if you could increase your F&I penetration and boost PVR—without ever feeling like you’re ‘selling’? That question keeps many F&I managers up at night. In an industry where pressure-packed pitches were once the norm, today's top performers are moving in a radically different direction: selling

Are your F&I managers prepared to confidently present the menu and overcome objections in 2025's highly competitive market?

This blog unpacks three proven sales techniques to sell more cars, straight from the mind of F&I legend Gerry Gould. These aren’t recycled tips or generic advice. These are field-tested methods that turn browsers into buyers and average performers into dealership all-stars.

Still using outdated F&I word tracks that sound like a sales pitch? You’re not alone—but you might be losing deals because of it. Today’s buyers aren’t responding to the same old phrases and pressure tactics. They’re sharp, digitally overloaded, and attention-deficient. If your menu presentation...

In an era where customers are savvier and more skeptical than ever, traditional F&I presentations often fall short. What used to work in the past—flipping a paper menu and rattling off product benefits—isn’t enough to inspire today’s buyers. Customers want control. They want clarity...

The automotive retail world is changing fast—customers are walking into dealerships more informed, less patient, and digitally equipped. As an F&I Manager, your ability to deliver a sharp, tailored, and compliant menu presentation can be the difference between a missed opportunity and a record-setti

When a buyer reaches the F&I menu, the deal isn’t done—it’s where most deals start to fall apart. The menu presentation is more than a list of products. It’s a chance to build trust, showcase value, and increase PVR. But too often, F&I managers rush through it, overtalk the buyer, or unintentiona