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F&I Tip of the Week: Update Your Interview

American Financial’s Dwayne Wiggins wants you to interview — but not interrogate — every F&I...

American Financial’s Dwayne Wiggins wants you to interview — but not interrogate — every F&I customer. Refresh your approach with smart, pointed questions that demonstrate value and preempt objections in this powerful Tip of the Week.

Video

HOT TIP: Do the Right Thing

F&I is a time-sensitive job, and you may sometimes feel pressure to do the easy or expedient...

F&I is a time-sensitive job, and you may sometimes feel pressure to do the easy or expedient thing — even if it isn’t the right thing. But the ultimate price far outweighs any short-term gain, and when customers are deceived, the F&I manager is often left holding the bag. Protect your dealer's integrity with this Hot Tip from UDS’s John Tabar.

Video

AE HOT TIP: What You Don't Know

A quick follow-up call to every sold F&I customer can clear up post-delivery misinformation and...

A quick follow-up call to every sold F&I customer can clear up post-delivery misinformation and concerns, reduce unwinds and chargebacks, and generate referrals. UDS’s John Tabar has the details you need to add this important component to your dealer's process today.

Video

F&I Tip of the Week: Just Tell Them What They Want

F&I Tip of the Week: Just Tell Them What They Want

Dale Carnegie called it ‘the sweetest and most important sound in any language.’ Add this powerful word to your F&I vocabulary and learn how to leverage it throughout your process — and truly make it your own — all in this can’t-miss Tip of the Week from UDS’s John Tabar.

Video

HOT TIP: Don't Ask Them to Decide

It’s easier to make a choice than a decision, but for some reason, many F&I managers force...

It’s easier to make a choice than a decision, but for some reason, many F&I managers force customers to make big decisions throughout the transaction. John Tabar of UDS suggests offering options and letting the customer choose, rather than decide, what to do. Choose to take your career to the next level with this AE Hot Tip.

Article

Got a Kink in the House?

Experienced agents know noncompliance isn’t limited to the F&I department. Help your dealers...

Experienced agents know noncompliance isn’t limited to the F&I department. Help your dealers avoid harming customers or running afoul of regulators by kicking their kinks out of the box, off the desk, and away from the showroom.

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HOT TIP: Risky Business

How are your dealers' callbacks going lately? Banks and finance companies want to lend money to...

How are your dealers' callbacks going lately? Banks and finance companies want to lend money to your customers, but the approval process is increasingly automated. UDS’s John Tabar has the process needed to negotiate with bank reps, find ways to reduce risk, and deliver the deal in this Hot Tip.

News

AutoNation Nears $2,000 PVR as Big Groups Grow F&I

Publicly traded dealer group Lithia Motors reported a segment-leading 11% improvement in F&I...

The nation’s six largest publicly traded dealer groups all increased F&I profit per vehicle retailed in the second quarter, led by AutoNation’s $1,926 per copy and Lithia Motors’ segment-leading 11% improvement.

Video

HOT TIP: One Better Question

You reach the end of your menu presentation and your customer declines every option. Now what?...

You dealer reaches the end of the menu presentation and the customer declines every option. Now what? In this Hot Tip, John Tabar of UDS walks you through a four-step process that helps cost-conscious car buyers discover the incredible value of the F&I products you dealers sell.