Someone drew a fancy graph on a whiteboard, capped the marker, and called that my F&I training.
Adrian Anania describes getting trained on F&I sales with just a whiteboard diagram of customer psychology. After coaching 200 stores, he found that fancy graphs don't work: you need actual scripts and repeatable steps that you can refine on every deal, especially when a tired customer wants to leave.
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.
Most of your PVR is won or lost in the first six minutes, before the customer ever sees the menu.
