Most F&I managers do not know if they have the deal until the customer says no.
Adrian Anania says F&I managers often don't know if they have a deal until the customer says no. He recommends asking customers upfront if they can put down an extra $1,000 to $2,000 to secure better loan terms, which lets managers confidently sell more protections later.
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.
