Blog

Are you ready to transform your Finance & Insurance (F&I) strategies and elevate your dealership's performance? Then book your seat for the exclusive F&I Immersion 2024 event hosted by Adam Marburger, CEO of Ascent Dealer Services, taking place on July 10th and 11th at Ascent Dealer Services HQ as well as Busch Stadium, home of Major League Baseball’s St. Louis Cardinals.  

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 coaching sessions related to my experience with martial Arts.

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.

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.

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...