How You Can Become The Greatest F&I Manager In The World
What if the secret to joining the top 1% of F&I managers isn't just talent—but routine? Every dealership has at least one F&I manager who gets by. They know the process, they can close a few deals, and their PVR might be "decent enough." But there's another level—one that only the elite reach. These are the top 1% of F&I professionals who don’t just meet expectations, they redefine them. Their results consistently drive dealership profitability, improve customer satisfaction, and ensure airtight compliance.
And no—it isn’t luck, charisma, or a magic product menu that gets them there. It’s structure. It’s consistency. And it’s a daily playbook executed with precision.
Gerry Gould, one of the most respected names in the automotive finance space and a lead trainer at Product Prep, has trained thousands of F&I managers. His insights cut through the noise and reveal exactly what top performers do differently—and more importantly, how you can do it too.
In this article, we’ll walk through what it takes to become the greatest F&I manager in the world, from daily routines to objection handling, to the mindset and methods that create success.
Let’s break down the top 1% routine and show you how to make it yours.
Key Takeaways
- Elite performance in F&I isn’t improvised—it’s planned, prepared, and practiced.
- Morning preparation directly impacts daily success and PVR.
- Top 1% managers build trust by integrating with sales, service, and accounting.
- Handling objections with perspective—not just empathy—is a powerful differentiator.
What is F&I Training and Why is it Essential?
The F&I office is where deals are made or broken. It’s not just about upselling warranties and protection packages. It’s where profitability, legal compliance, and customer satisfaction intersect.
That’s why proper F&I training isn’t optional—it’s essential.
Effective F&I training teaches:
- Menu selling best practices
- Regulatory compliance and disclosures
- Objection handling
- Customer psychology
- Deal structure alignment
But the difference between average training and high-impact development is delivery. Product Prep doesn’t just drop training modules in your inbox and walk away. Instead, they provide structured, real-time coaching led by industry legends like Gerry Gould.
Interactive modules, live feedback, and a real-time performance tracker make it possible for F&I managers to grow consistently, with tangible ROI for the dealership. One participating Florida dealership saw a 23% boost in PVR within 90 days of enrolling their team in Product Prep Live.
The Routine of the World’s Greatest F&I Managers
The difference between good and great isn’t talent. It’s execution. It’s discipline. And it’s repeatable habits that allow top F&I managers to maintain excellence day in and day out.
Step 1: Start Your Day Like It Matters—Because It Does
The top 1% don’t roll in at 9:00 a.m. with a coffee in hand, checking their schedule. They’re already in gear by then.
They arrive 15 to 30 minutes early. Why? Because those quiet moments before the chaos are where they:
- Review the CRM for today’s appointments
- Audit yesterday’s deals for errors or follow-ups
- Clean out administrative clutter
- Prepare finance portals and menu presentations
This small window of preparation sets the tone for the day. It eliminates anxiety, increases readiness, and allows the manager to focus entirely on the customer—not the cleanup.
"The best F&I managers don’t start at 9:00—they’re ready by 9:00."
Step 2: Build Trust by Integrating with Every Department
Top F&I managers understand the full dealership flow. They check in regularly with:
- Sales consultants
- Desk managers
- Accounting
- The General Manager
They're not just a post-sale formality—they’re part of the deal.
They walk the floor. They stay updated via the CRM. They learn the customer story before the customer hits their office. This builds credibility with sales and results in smoother handoffs, fewer objections, and better CSI scores.
Step 3: Master the Art of the Consistent, High-Impact Presentation
Consistency is a superpower. Elite F&I managers don’t “wing it.” Their presentations follow a strict structure that doesn’t change unless the deal type (cash/lease/finance) requires it.
They avoid "verbal vomit" and instead:
- Guide customers through a clean, professional menu
- Stick to script and timing
- Save benefits discussion for after the customer raises a concern
This creates confidence, reduces confusion, and increases product penetration.
Step 4: Handle Objections with Perspective
When a customer says, “My friend’s a mechanic—he told me not to buy this,” an average F&I manager shrinks.
But top 1% performers smile and say:
“That makes sense. May I ask what dealership your friend works at?”
And then they open a conversation around diagnostic technology, repair delays, or parts availability. Instead of confronting the objection, they reframe it using perspective.
This technique, taught extensively in Product Prep Live, turns dead ends into new openings.
Step 5: Look Beyond the Showroom
Top F&I managers don’t wait for opportunities—they create them.
They visit the service lounge. They talk to customers waiting for maintenance. They ask questions:
- “Did you purchase a service contract with your car?”
- “How long do you plan on keeping the vehicle?”
And if the timing is right, they invite customers back into the office to revisit protection options. Especially effective for:
- Tire & wheel
- Key replacement
- Extended service contracts
The goal? Stay visible. Stay proactive. Capture missed revenue.
FAQs
1. How does relationship-building with other departments impact F&I performance?
Top-performing F&I managers regularly check in with sales, management, and accounting. This ensures smoother deal flow, stronger interdepartmental trust, and fewer last-minute surprises during the F&I process.
2. What makes a consistent presentation so powerful?
Consistency ensures professionalism, reduces confusion, and increases confidence. Customers feel more at ease when the process is structured, and F&I managers become more persuasive by sticking to a refined, rehearsed script.
3. Why should F&I managers engage with customers in the service lounge?
Customers in service are often underutilized sales opportunities. Engaging them after the original sale—especially around high-mileage intervals—opens doors to selling additional protection products they may have declined initially.
4. How does using the CRM like a sales manager benefit the F&I process?
Staying involved in the CRM gives you a real-time view of the pipeline. This allows you to prepare before the handoff, tailor your pitch to each customer, and be seen as a key part of the sales team rather than an afterthought.
Conclusion
The journey to becoming one of the greatest F&I managers in the world doesn’t start with flashy tools or chance encounters—it begins with a routine. One that’s rooted in preparation, driven by discipline, and refined through repetition.
Top 1% performers don’t show up hoping for success—they prepare for it. They create trust by aligning with every department. They deliver structured presentations that work. They embrace objections, and they go beyond their office to find value in overlooked opportunities.
What separates the best isn’t talent alone. It’s the willingness to follow a game plan, to stay consistent, and to treat every deal with professionalism and intent.
You have the ambition. Now it’s time to build the routine.
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.