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•April 12, 2022

Find the Onion!

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.

Peak Performance•by Rick McCormick•February 22, 2022

Close on Something Else

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.

Peak Performance•by Rick McCormick•January 25, 2022

F&I Customers Are Just Like Us!

Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.

Peak Performance•by Rick McCormick•January 4, 2022

Connecting Over Closing!

Here are a few ways to move your focus from closing to connecting.

ACE Space•from Gil Van Over•December 21, 2021

Why Implement a Compliance Checklist?

The effective and consistent use of a checklist improves the deal, improves your CITs and will help with your compliance controls.

Peak Performance•by Rick McCormick•November 23, 2021

Peace of Mind is at a Premium

Becoming skilled on helping each individual self-discover their needs and then motivating them to act on that discovery, is an amazing talent – That’s what we call an F&I professional.

Peak Performance•by Rick McCormick•October 14, 2021

Bishops, Badges, and Blenders!

True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.

ACE Space•by Gil Van Over•October 7, 2021

Manage the Red Flags Process, Not the Report

A dealership sold and financed a vehicle to an identity thief, even after seven red flags were identified. Truly managing the process means vetting and clearing any red flags before delivering the vehicle.

ACE Space•from James S. Ganther•September 23, 2021

How to Charge More Than MSRP Without Getting Sued

You may sell a vehicle for more than the MSRP, but just be sure you do it right.

Peak Performance•by Rick McCormick•September 21, 2021

Objection Overruled!

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

ACE Space•from Penelope Bell•September 2, 2021

The 5 Key Credit Determinants

There are five key credit determinants that lending institutions take into consideration when making the decision to extend credit.

Peak Performance•by Rick McCormick•August 17, 2021

The Four Corners of the F&I House

There are four definitive areas where F&I professionals can and should excel.

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