Blogs

ACE Space

Gil Van Over of Automotive Compliance Education (ACE) tackles your most pressing regulatory concerns...

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Done Deal

F&I and Showroom editors go beyond the headlines to uncover new stories and emerging trends in the w...

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F&I Matters

Working F&I and compliance director Lori Church has the insights and advice you need to face any cha...

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Peak Performance

Rick McCormick pushes F&I professionals to the heights of success with a focus on training, complian...

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Peak Performance•by Rick McCormick•February 28, 2023

Have It Your Way!

The customer is speaking loudly, they want to have it their way, and it’s forward-thinking and profit-building when we do.

Peak Performance•by Rick McCormick•January 31, 2023

The Days of Making the Customer Wait Are Over

The F&I process provides us an opportunity to add value or aggravation to the customer’s purchase experience – choose value!

Peak Performance•from Rick McCormick•January 10, 2023

Three Powerful Truths of Consultative Selling!

When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high.

ACE Space•from Gil Van Over•December 29, 2022

Desking in a Rising Rate Environment

If a dealership is still buying Sharpies to complete paper Four Squares, you will probably find a higher percentage of packed payments or potentially discriminatory pricing.

Peak Performance•by Rick McCormick•December 27, 2022

The Path of People: The Power of Empathy

If we provide the path through the process that our customers enjoy, expect, and hope for, they will trust us and listen to the insight we offer.

Peak Performance•from Rick McCormick•October 27, 2022

The Path of People: Listening

Master the art of intentional and active listening and watch it change the outcome for you and your customers.

Peak Performance•by Rick McCormick•September 6, 2022

The Path of People: Emotional Attachment

Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned.

ACE Space•from Penelope Bell•August 9, 2022

What is a Compliance Management System?

A CMS is the method by which a dealer manages the entire compliance process, including not only a compliance program, but also an audit function.

Peak Performance•by Rick McCormick•July 28, 2022

The Path of People: Let them Lead

Third party confirmation is the most powerful tool to move people down the path of buying.

Peak Performance•from Rick McCormick•July 7, 2022

The Message from the Mess: Listen Up F&I!

Here are three parts of the message coming from the midst of the mess we have been living through for the last couple of years.

Peak Performance•from Rick McCormick•June 14, 2022

The Power of The Process

A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard.

ACE Space•by Gil Van Over•April 14, 2022

Unloading the Fair Credit Program

Compliance expert examines the Fair Credit Program and its influence on dealers.

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