F&I Rescue: Mastering Early Engagement (Episode 2)
If you’ve ever sat across from a customer who shuts down the moment you start your pitch, you’re not alone. In today's fast-paced, information-rich marketplace, customers expect more than a polished script—they expect connection, transparency, and real value.
That’s where F&I Rescue #2 comes in.
At Product Prep, we work with sales and finance professionals who want to transform their dealership’s F&I performance. Through real-world coaching sessions with Gerry Gould, we help F&I Managers learn how to build authentic connections early, present products transparently, and close more deals—without high-pressure tactics.
If you're looking for real strategies that work with today's consumer, not against them, this deep dive into F&I Rescue #2 will show you the way.
Key Takeaways
- Meet customers early to build trust - Early involvement leads to stronger relationships and better F&I results.
- Use transparency to lower defenses - Sharing your screen builds immediate credibility with buyers.
- Keep conversations simple and focused - Short, clear messages outperform long-winded presentations.
- Turn objections into value-driven discussions - Handle hesitation by showing real benefits, not just telling.
What Is F&I Rescue and Why Does It Matter?
F&I Rescue is more than a training concept—it's a mindset shift.
It’s about rescuing deals (and careers) by changing outdated behaviors that don't work in today's dealership environment.
In F&I Rescue #2, Gerry Gould teaches that success is built on three pillars:
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Early involvement in the deal
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Radical transparency with customers
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Real conversations that prioritize connection over selling
Too many F&I Managers wait for deals to be handed to them, approaching customers as an afterthought. But today's buyers are savvy. They expect consistency, openness, and partnership across the entire dealership experience. F&I Rescue is about meeting that expectation—and exceeding it.
How to Transform F&I Performance Based on F&I Rescue #2
Step 1: Establish a Relationship Early
One of the most powerful insights from Gerry Gould’s session is simple: If you’re not part of the discovery stage, you’re already losing.
The customer’s buying journey includes awareness, discovery, and decision.
If F&I Managers only enter at the decision stage, it’s too late to influence payment method, financing choices, or product sales.
Real Example:
In Product Prep Live coaching, managers who proactively greeted customers after vehicle selection—before final desking—saw a 25% higher product penetration rate.
Practical tip:
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Spend time on the showroom floor.
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Introduce yourself before the deal is finalized.
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Ask casual discovery questions to build rapport.
Step 2: Build Transparency into Every Presentation
Transparency isn't just a buzzword—it's a competitive advantage.
Gerry highlights that showing the customer the deal screen immediately disarms their skepticism.
Turning the monitor toward the customer says, without words: “I have nothing to hide.”
Why this matters:
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Builds immediate credibility
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Lowers the customer's natural defenses
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Creates a cooperative, not confrontational, environment
Step 3: Script, Then Customize Your Approach
Every great F&I Manager starts with a script—but the best ones know when to adapt.
Gerry emphasizes learning the Product Prep Playbook verbatim first. Mastery gives you the flexibility to pivot based on each customer's needs.
Without a strong structure, F&I Managers risk "verbal vomiting"—overloading customers with information without direction or purpose.
How Product Prep approaches this:
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Phase 1: Memorize the Playbook (intros, menus, closes)
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Phase 2: Internalize natural transitions
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Phase 3: Personalize based on customer behavior
Practical tip:
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Practice delivering your presentation in under 7 minutes, using customer-friendly visuals, not just words.
Step 4: Turn Objections into Opportunities with Value-Driven Dialogues
The goal isn't to "overcome" objections—it’s to manage them through dialogue.
Customers often say no because they don’t see enough value yet—not because they don't want the product.
Gerry’s key coaching points:
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Embrace objections as an invitation to have a deeper conversation.
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Frame financial protection as an everyday decision, not a burden.
Real Example:
One Product Prep-trained F&I Manager used the "daily spend comparison" close:
“You're already spending $20 a day on your car. For just $2 more, you can protect your tires and wheels. Isn’t $2 a day worth the peace of mind?”
Result? 38% increase in tire and wheel protection penetration.
FAQs
1. How does showing customers the deal screen impact F&I sales?
Sharing your screen builds instant transparency and lowers customer resistance, increasing trust and product penetration.
2. What can dealerships expect from Product Prep Live training?
Real-time coaching, role-playing, live critiques, and ongoing support that delivers measurable improvements in PVR and CSI scores.
3. How does Product Prep support new F&I Managers?
Through structured onboarding, certification programs, word track training, and live feedback sessions to accelerate development.
4. How does Product Prep compare to other F&I training companies?
Unlike static online courses, Product Prep offers interactive, personalized, and dealership-specific coaching with real-time tracking.
Conclusion
F&I Rescue #2 isn't just about boosting your closing rate—it's about redefining how you approach every customer interaction.
By the way, you’re invited to check out our world-class F&I training program where the average F&I Manager increases their PVR by over 30% in the first month. You’ll have access to 100+ hours of training videos personalized to your weaknesses. Plus, you get exclusive access to see Gerry Gould LIVE twice per month to ensure you continue to grow your skillset and income. Come join a community of the top F&I Managers in the country and the #1 F&I Training in the world. For $149 you can pay that off with one extra deal we’ll personally teach you in the first week of training.