The fastest F&I managers in the building are leaving the most money on the table.
Adrian Anania argues that F&I managers who rush customers actually lose money. He recommends slowing down, using a showroom survey to gather information early, and greeting customers as a helpful facilitator instead of a pushy salesperson. This approach puts customers at ease and captures more profit.
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.
