In the fast-paced world of finance and insurance (F&I) management, closing a deal is more than a transaction—it's about creating value and trust. Whether you own an automotive, marine, or recreational vehicle dealership, the key to success lies in how well you can drive your point...
In the competitive world of finance and insurance (F&I), staying ahead of the curve is crucial for success. For finance managers and F&I professionals, mastering the art of F&I can significantly impact a dealership's bottom line. Whether you are in marine, auto, recreational...
As an F&I manager, you’re in a unique position to impact the dealership’s bottom line. The difference between a decent F&I manager and a great one often comes down to how well you can hold gross on each deal. Here are three tried-and-true strategies that will help you...
In today’s dealership environment, every penny counts. Literally. Whether it’s saving a few cents on paperwork or adding an extra dollar to a financing deal, those small amounts quickly add up. As dealership owner-principals and F&I department managers, understanding the...
As an F&I manager, you’ve likely encountered a range of objections from customers. Addressing these concerns effectively can significantly improve your dealership's finance and insurance (F&I) department’s performance. Let’s explore the top three objections and how to...
Whether you’re an automotive, marine, powersport, commercial truck, commercial bus, or recreational vehicle dealer principal, chances are you’re constantly seeking ways to enhance not only gross profit but customer satisfaction and loyalty too. One way to do this is to ensure that...
Are you ready to transform your Finance & Insurance (F&I) strategies and elevate your dealership's performance? Then book your seat for the exclusive F&I Immersion 2024 event hosted by Adam Marburger, CEO of Ascent Dealer Services, taking place on July 10th and 11th at Ascent Dealer...
We all have a title on our business card. Most of the time, it’s Finance Manager or Business Manager.
I think titles are important because it lets the public know who we are and, in a general way, what we do within the dealership. But why not Finance Guy or Finance Gal? It’s because...
For those of you that have followed my journey, you know I’m an avid Martial Artist. I’ve been fighting in rings, cages, and on the mats my entire adult life. Martial Arts has not only changed my personal life but my business life as well. For that reason, I use many analogies in my...
The automotive industry from previous decades is almost unrecognizable from its current state. Fast-forward 50 years from now, and it will be unrecognizable again. In the late 90s, the internet age was a transition point for many dealers. Business thrived for those who adapted to the change....
Get Your Storytelling Basics Down
Most stories have a clear introduction, middle, and conclusion. This makes the story straightforward and easy to follow. Also, your story must focus on your customer. Create a scenario and put the customer in it.
Determine the Outcome
What is the key...
We have all been in this situation; we are in a closing with a customer, and they are really engaged in the process. We have built great rapport. They like us. They are engaged in the conversation about finance products. They are asking the right questions and giving us all the buying signals....