F&I Rescue: Real Dealership Challenges Solved (Episode 1)

“I’m not selling enough cars… What should I do?” If that question keeps echoing in your head, you’re not alone—and you’re not failing. You’re facing one of the most common and fixable problems in today’s dealerships: performance plateaus caused by unclear processes, lack of mentorship, and an absence of real, personalized training.

At Product Prep, we’ve worked with countless F&I managers, sales consultants, and dealership leaders who were stuck in the exact same place. And guess what? They turned it around. Some went from zero training to hitting top-tier PVR. Others stopped hearing “no” from customers and started closing full menus—consistently.

This article is your roadmap out. It’s built on real conversations from F&I Rescue, featuring legendary F&I coach Gerry Gould. If you're not seeing the numbers you want, the structure you're craving, or the support you deserve, this guide will show you how to fix that—fast.

Key Takeaways

• You can’t wing it — consistent success requires a clear process.

• Coaching uncovers blind spots — live feedback is a game-changer.

• Customers buy value, not products — your job is to show the difference.

• Repetition builds results — growth happens through ongoing training.

“I’m Not Selling Enough Cars…” Why This Happens More Than You Think

Culture Problems Start at the Top

Let’s start with the truth: many sales professionals are thrown into the fire with zero training. No scripts. No structure. No roadmap. One dealer in F&I Rescue put it perfectly: “There’s not one person who’s ever been a finance manager in this store. And there’s a lot of people expecting high things from him—but no one can teach him how to do it.”

It’s not just unfair—it’s unsustainable.

If your dealership culture doesn’t support structured onboarding, ongoing coaching, or clear expectations, it’s no wonder performance is lagging. The solution isn’t “work harder.” It’s “work smarter—with a system that works.”

Wearing Too Many Hats Kills Focus

Selling a car over email with zero phone interaction? That's not sales—that’s survival. In one real case, a manager said: “I sold the car all over email, which is just terrible… a thousand emails trying to sell this car, and I’m fed up with her.”

The issue wasn’t effort—it was inefficiency. Many managers are juggling multiple roles, stuck in reactive mode. Without a scalable process, burnout and low results follow fast.

You Don’t Know What You Don’t Know

Some reps don’t even realize they’re skipping critical steps. From letting customers "go get a check" without notifying the F&I desk, to not offering warranties at all—small habits add up to big losses.

This is where Product Prep shines: we help identify gaps you didn’t even know existed and fix them with a process that sticks.

What Makes Product Prep Different (and Effective)

Real-Time Coaching with Gerry Gould

Anyone can hand you a script. Gerry Gould hands you a mirror. His live coaching sessions dive into what you’re doing right, where you’re slipping, and how to course-correct instantly.

One of the biggest insights from Gerry?

“You’ve got to be a chameleon. Watch your customer’s body language. Match it. Mirror it. Then, pivot into your close.”

This kind of real-time behavioral coaching helps managers feel the process, not just memorize it.

Structured Training Videos That Actually Work

Product Prep isn’t about flooding you with information and leaving you to figure it out. Our platform offers:

• Step-by-step training videos on menu presentation, objection handling, and compliance

• Word tracks that align with human psychology

• Live examples from real dealerships

Instead of a 3-day info dump in Las Vegas (and forgetting everything by Monday), you get learning that sticks.

VIP Onboarding & Progress Tracking

Every new user gets a clear roadmap—not just a login. You’ll receive:

• A Finance Manager onboarding document

• Recommended training sequences

• Homework assignments

• Performance feedback

How to Turn Around Your Sales Starting Today

Step 1: Audit Your Process

Start by identifying gaps in your process. Are you skipping the finance interview? Are you moving through the menu too fast? Are you skipping body language cues?

Product Prep’s onboarding tools help you conduct a self-assessment and reveal your blind spots.

Step 2: Watch & Apply, Don’t Just Watch

Success stories from Product Prep show a pattern: those who watch videos AND practice word tracks grow faster.

Take this real-world word track from Gerry:

“You do want the protection… you just don’t see enough value in it, right?”

It shifts the frame. Instead of pushing a product, you’re pulling clarity from the customer. And that leads to conversion.

Step 3: Stay Consistent With Monthly Coaching

You can’t just “cram” F&I training. One of the dealership leaders in F&I Rescue said:

“With the Las Vegas trainings, it was three days of info. You go home and think, ‘What did I just learn?’”

Gerry meets with teams once or twice a month, reinforcing good habits and adjusting techniques. That’s where real growth happens.

FAQs

1. What’s the first thing I should do if I’m not selling enough cars or products?

Start by auditing your current process. Most sales slumps come from skipped steps—not skill.

2.  What makes Product Prep better than other training programs?

Traditional training is passive and one-size-fits-all. Product Prep is interactive, personalized, and evolves with your dealership.

3. What if I’m not confident presenting products?

That’s exactly what we train. We’ll help you refine your tone, body language, and phrasing so that you present with confidence and clarity.

4. Is this only for F&I? What about Sales Managers?

Sales and F&I go hand-in-hand. We work with both roles to create synergy in process, handoffs, and product conversations.

Conclusion

If you’re not selling enough cars or struggling to get traction in F&I, it’s not a talent issue—it’s a training issue. And training is exactly what Product Prep delivers.

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.