The entire skill of F&I fits in one loop.
In this concise instructional video Adrian Anania presents a three‑step self‑coaching loop he developed for Finance & Insurance (F&I) deal‑making. The loop consists of: (1) a 5‑minute honest review after every individual deal, noting what worked, what didn’t, and any energy shifts; (2) a broader pattern reassessment after every ten deals to identify recurring themes; and (3) a systematic “one‑word‑change” experiment where a single element of the approach is altered to isolate its impact on outcomes. Anania emphasizes that he created and refined this loop on himself before teaching it, and that it has been applied across roughly 200 stores he has coached. He frames the loop as a practical, repeatable habit rather than a memorized script, urging viewers to start using a notes app to implement it on their next deal.
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.
