Every new F&I manager makes the same mistake: they bury themselves in the contracts.
Adrian Anania nearly lost his F&I job by drowning in contracts instead of focusing on what actually moves deals. He recommends spending five minutes after each sale noting what worked, reviewing patterns every ten deals, and tweaking your script one word at a time to see what sticks.
Chapters
More from Adrian
"What's it gonna take. When can we get you in this?" That's not closing, that's begging.
A high payment customer walks in with a pre-approval from their credit union. Most managers panic
You are the author of your own story. Every deal, every choice in the box is a page you're writing,
Every new manager walks toward the same hole. No real training. No loop. No one watching the deal
You bought the best training program in the country. Six months from now, it won't matter.
Someone drew a fancy graph on a whiteboard, capped the marker, and called that my F&I training.
Most of your PVR is won or lost in the first six minutes, before the customer ever sees the menu.
