Masters in Training

Rick McCormick preaches the wisdom of breaking into what he considers the top 3% of F&I managers with a stance of continuous development.

From Zero to Hero With 3 Simple Things

The only shot you miss is the one you don’t take – right or wrong?

Is it Fact or Fiction?

Do your homework, and you'll ring true in your sales presentation.

Facts or a Story

Painting a word picture for customers is much more effective than ticking off details.

Lessons From the Soviet Streets

Agents would do well to adapt a former teen black-market entrepreneur’s tactics to get into dealer principals’ offices.

F&I Meets Generation Y

Diagnosing Your Clients’ Needs

100 Percent Turnover (Here's How To Get It)

How Important are the First Impressions Customers Have of Your Dealership?

Addressing Client Concerns