Rick McCormick
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Success in F&I requires long hours and an unswerving commitment to improvement. Neither can be allowed to supersede quality time with loved ones.
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Top-producing F&I managers have learned to look at their presentations from the other side of the desk and build trust in the process — and themselves — to sell more products to more customers.
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Top trainer wants you to stop asking about average penetration rates and PRU and start challenging yourself to become a better F&I manager every day — particularly on slow days.
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Has your F&I luck run out? Top trainer gets back to the basics by breaking down the two core elements of success and how to turn them to your advantage.
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Top trainer shares three questions every F&I manager should be asking themselves, all of which have little to do with your choice of menu and everything to do with the way you’re using it.
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To improve your per-copy average and develop selling skills that will last the length of your F&I career, quit making excuses and start allowing customers to express the needs your products were designed to meet.
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Top trainer returns from a dealership tour on which he asked finance managers from across America why they chose F&I and the personal benefits they derive from their work.
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You have enough training and talent to make a living in F&I, but your PVR won’t budge. Get to the next level by asking why you do this work and how your success or failure affects your customers’ lives.
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Looking to kill some downtime? Top trainer urges F&I pros to hit the show floor, consult with service staff, and take care of your ‘other’ customers — including the ones you see every day.
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Top trainer lists the three cold, hard truths every F&I manager must one day face to reach the production levels enjoyed by those operating at the highest levels of the profession.
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