Ronald J. Reahard

President of Reahard & Associates

So Here's the Deal•by Ronald J. Reahard•April 4, 2018

Addressing F&I’s Internet Problem

A frustrated F&I manager poses an increasingly common question: How do you sell protection products to customers who demand the final price by phone and then show up with a bank check?

So Here's the Deal•by Ronald J. Reahard•March 12, 2018

(Video) Selling Eight Products Without Losing the Customer

Is offering eight products a bad idea? The magazine’s resident F&I pro says it depends on the producer and the presentation.

So Here's the Deal•by Ronald J. Reahard•March 9, 2018

He Had a Goal: Remembering David Ressler

Sometimes it’s not the teacher who leaves a lasting impression, it’s the student. The magazine’s resident F&I pro says goodbye to one trainee he will never forget.

So Here's the Deal•by Ronald J. Reahard•February 10, 2018

[Video] Selling to Short-Term Owners

The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

So Here's the Deal•by Ronald J. Reahard•January 9, 2018

(Video) Selling High-Mileage VSC Plans

How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

So Here's the Deal•by Ronald J. Reahard•December 5, 2017

Selling Warranty Compliance Plans

Do-it-yourself customers will tell you they prefer to save a few bucks by performing their own maintenance. F&I trainer has the perfect response for this common objection.

So Here's the Deal•by Ronald J. Reahard•November 14, 2017

Handling the ‘Last Car’ Objection

Older clients who say they are buying their last car need to be protected just as much as a first-time buyer. The magazine’s resident F&I pro explains.

So Here's the Deal•by Ronald J. Reahard•October 10, 2017

Sold But Not Closed

An F&I manager from Atlanta had a service contract sold to a cash customer — that’s until he went for more. The magazine’s resident F&I pro weighs in.

So Here's the Deal•by Ronald J. Reahard•September 18, 2017

(Video) Measuring Up

Top trainer has a three-part answer for an F&I newbie who wants to know how he measures up against his peers.

So Here's the Deal•by Ronald J. Reahard•August 17, 2017

It's OK to Be Nervous

Top trainer welcomes an anxious recruit to the F&I ranks with 10 pieces of practical, hard-earned advice.

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