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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.

Article

How to Avoid Copyright Infringement

Trainers bring a lifetime of experience and know-how to the agencies and F&I product providers...

Trainers bring a lifetime of experience and know-how to the agencies and F&I product providers that hire them, and, in some cases, they also bring concepts and curricula another party could claim as their own. Do you know what to do if this happens in your dealership?

Article

Empower F&I and Turn Up Profits!

Use these three advanced strategies to put your dealers on the path to increased production and...

Do you want to put your dealers on the path to increased production and higher profitability? Check out these three advanced strategies from a training expert.

Article

Agents Must Offer More Than F&I Training

Deliver the unexpected to your dealer clients by going beyond F&I training and digging into the...

Deliver the unexpected to your dealer clients by going beyond F&I training and digging into the intricacies of dealer-arranged financing, cross-departmental cooperation, and the effects your work has on the personal lives of dealership personnel.

News

Study: Top Sales Performers Are Active Listeners

What’s the secret to a successful sales call? Active listening, according to a new dealership...

A new Marchex study of 6,200 dealership sales conversations by Marchex finds the top 25% of performers listened actively, asked engaging questions, offered contact information, requested names, and were unfailingly polite.

Article

Agency Competition and Competitive Targets

Agents are some of the toughest competitors around, but every business owner can benefit from a...

Agents are some of the toughest competitors around, but every business owner can benefit from a fresh look at whom they’re competing against — including partners who aren’t holding up their end of the bargain.

Article

There's Money In Training

Protect your agency and its clients by equipping yourself with answers to the three most common...

Protect your agency and its clients by equipping yourself with answers to the three most common objections to training and relying on proven best practices to maximize ROI.