Most dealers think they need a better F&I manager. They really need a better system
In this concise advisory video, Adrian Anania tells dealership principals that poor F&I performance is rarely a talent issue and is almost always a system issue. He argues that dealers mistakenly replace F&I managers without first establishing a clear, repeatable process. Anania recommends creating a simple, no‑more‑than‑six‑step system that every F&I manager can recite verbatim. Once the system is defined, he stresses the importance of weekly and monthly audits to ensure adherence. If the manager cannot follow the system, the problem is still the system; if the system exists but is not followed, then it becomes a personnel problem. He concludes that without a solid system, consistent departmental results are impossible.
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.
