We all have a title on our business card. Most of the time, it’s Finance Manager or Business Manager.

I think titles are important because it lets the public know who we are and, in a general way, what we do within the dealership. But why not Finance Guy or Finance Gal? It’s because...

For those of you that have followed my journey, you know I’m an avid Martial Artist. I’ve been fighting in rings, cages, and on the mats my entire adult life. Martial Arts has not only changed my personal life but my business life as well. For that reason, I use many analogies in my...

The automotive industry from previous decades is almost unrecognizable from its current state. Fast-forward 50 years from now, and it will be unrecognizable again. In the late 90s, the internet age was a transition point for many dealers. Business thrived for those who adapted to the change....

Get Your Storytelling Basics Down

Most stories have a clear introduction, middle, and conclusion. This makes the story straightforward and easy to follow. Also, your story must focus on your customer. Create a scenario and put the customer in it.

Determine the Outcome 

What is the key...

We have all been in this situation; we are in a closing with a customer, and they are really engaged in the process. We have built great rapport. They like us. They are engaged in the conversation about finance products. They are asking the right questions and giving us all the buying signals....

For years, we have been coaching our sales and F&I departments by telling them, “When value exceeds price, your customer will purchase from you”. Is that really the case? I have always believed that, but lately I have put my own spin on it. I think if value exceeds price, your...

For years, F&I managers have been successful at payment manipulation and repair scare. We have learned how to extend the term and use fancy closing techniques to close down the payment buyer. 

What happens when the customer gives us the hard no? When they shut us down immediately telling...

The relationship between the sales manager and the finance manager is directly tied to the profitability of the finance department. The sales manager is the architect of the deal, and it is the finance manager’s responsibility to get involved as early as possible to help facilitate the...