Master These 10 Habits To Become A Top F&I Manager

Ever wonder why some F&I managers consistently outperform others month after month? What makes the difference between a manager who crushes their PVR targets and one who struggles to stay relevant in a digitally evolving dealership?

According to Gerry Gould, renowned F&I trainer and expert with Product Prep, it comes down to more than just product knowledge or charm. It's about habits. Discipline, consistency, and professionalism aren’t just buzzwords—they're expectations from General Managers (GMs) and Dealer Principals who rely on F&I leaders to drive results.

In this blog, we break down the 10 habits that set elite F&I managers apart and how you can adopt these traits to elevate your performance, protect your role, and boost your dealership’s bottom line.

Key Takeaways

• Top GMs look for disciplined, proactive F&I professionals who can drive consistent results.
• Customer engagement, team collaboration, and professionalism are not optional—they’re required.
• Leveraging tools like CRMs and finance portals can significantly increase efficiency and customer satisfaction.
• Product Prep helps F&I managers master these habits through real-world coaching, structured modules, and live training with Gerry Gould.

1. Discipline is the Foundation

Discipline fuels every other habit. It means showing up early, staying organized, and following through on every part of the F&I process—even when no one is watching. Dealership leaders know that a disciplined F&I manager doesn’t need hand-holding. They can be trusted to manage deals, maintain compliance, and hit targets independently.

Top-performing F&I managers follow structured daily routines. They check funding statuses, prep their office, and review CRMs before the first customer even arrives. They don’t wait for success—they plan for it.

2. Accountability Over Excuses

GMs don’t want excuses—they want ownership. Whether PVR was up or down this month, great F&I managers own their results and ask, "What can I do better next time?"

In Product Prep Live sessions, Gerry Gould emphasizes accountability as a non-negotiable trait. One dealership reported that after requiring all F&I staff to submit weekly self-evaluations, they saw a 12% increase in back-end gross due to improved focus and performance awareness.

Pro Tip: Use end-of-day debriefs to assess wins, challenges, and what to improve for tomorrow.

3. Commitment to Excellence

Mediocrity has no place in a high-performing dealership. Dealer Principals expect F&I managers to hold themselves to the highest standard—not just in results, but in attitude, appearance, and professionalism.

An F&I manager who dresses sharp, speaks with confidence, and constantly sharpens their skills sets the tone for the entire department. It's not about ego. It's about signaling to everyone—from the GM to the customer—that you take your role seriously.

4. Training and Personal Development

Training isn’t a one-time event. It’s a continuous journey. Product Prep graduates who attend monthly refreshers and Product Prep Live coaching sessions average 15-20% higher PVR compared to those who don’t.

Live role-playing, updated regulatory insights, and advanced objection-handling are just some of the tools available. And with Gerry Gould coaching in real-time, it’s like having an in-house performance strategist at your side.

5. Proactive Customer Engagement

F&I managers can no longer afford to wait until the deal lands on their desk. Today’s digital customers complete 90% of the buying journey online. By the time they arrive, they expect a smooth, consultative experience.

Top F&I managers initiate contact early. They review CRM notes, ask pre-qualifying questions, and build rapport before the customer walks into the finance office. This level of engagement leads to stronger trust and more successful product presentations.

Pro Tip: Ask sales to loop you into the deal as soon as numbers are being worked. Early insight = better outcomes.

6. CRM Utilization for Real Insight

Your CRM isn’t just a sales tool. It’s your roadmap to the customer’s needs and mindset. Reviewing CRM data lets F&I professionals tailor their approach, anticipate objections, and personalize presentations that resonate.

Product Prep emphasizes CRM mastery in its training. When one Florida-based group made CRM access a mandatory step for every F&I deal, customer satisfaction scores increased by 22%..

7. Consistency in Performance

One good month won’t save you from three bad ones. GMs want consistent performance—month over month, quarter over quarter.

The best F&I managers don’t rely on luck. They rely on process. From setting daily targets to reviewing results weekly, consistency becomes a habit. And with the right training and feedback, it becomes predictable.

8. Operational Efficiency: Contracts in Transit

At Product Prep, we call it "Cash It Today." Why? Because every day a contract sits in transit, it's dealership money sitting in limbo. Efficient F&I managers check their finance portal daily, fix funding issues proactively, and ensure all paperwork is accurate and complete.

Incomplete paperwork, re-signs, and missed signatures hurt CSI and cash flow. Efficiency eliminates these risks.

9. Integrity and Ethical Standards

Integrity isn’t negotiable. With regulatory oversight increasing, ethical F&I practices are essential to avoid chargebacks, legal issues, or reputational damage.

Top GMs want managers who are transparent, honest, and fully compliant. Product Prep training integrates ethics into every module, ensuring your practices protect both the customer and the store.

10. Professionalism: The Secret Sauce

Gerry Gould calls professionalism the "secret sauce" of F&I. It’s how you speak. How you listen. How you carry yourself. A professional F&I manager earns trust faster, closes stronger, and keeps their seat at the table.

Dealerships don’t want seat-fillers. They want brand ambassadors who reflect the values and goals of the store.

Why These Habits Matter to GMs and Dealer Principals

Your GM isn’t just looking at your PVR. They’re evaluating how you affect CSI, compliance, and team morale. F&I professionals are expected to mentor, train, and unify the sales process.

When you adopt these 10 habits, you show leadership that you’re not just filling a role—you’re elevating the store. That’s how careers grow and how dealerships scale.

“If you want to stay in the chair, start acting like the one who deserves it.” — Gerry Gould

1. How long does it take to build these 10 habits?

While every F&I professional is different, many start seeing tangible improvements within the first 30 to 60 days of consistent Product Prep training.

2. Can I track my progress with Product Prep?

Yes. Product Prep offers digital dashboards and progress reports that allow managers to monitor development and track improvements in KPIs like PVR, product penetration, and CSI.

3. Can realistic training sessions really change team habits?

Yes. Scenario-based learning, like in this video, mirrors real dealership tension and decision-making—helping staff quickly adapt their approach.

4. What’s the most common mistake that gets F&I managers fired?

Inconsistent performance. Leadership doesn’t trust unpredictability, no matter how high your best month was.

Conclusion

The habits outlined in this blog aren’t just recommendations—they’re expectations from dealership leaders who depend on F&I managers to drive profitability, compliance, and customer satisfaction.

When you embody these 10 traits, you don’t just secure your position—you expand your influence. You help build a store culture that values excellence, collaboration, and ethical growth.

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.