image of f&i manager with customer

3 Ways to Be a Better F&I Manager

There are steps you can take to separate yourself from the herd as an F&I manager. It’s really just a thin line between being average and being top-notch. And it all comes down to the process you incorporate on a daily basis. Topnotch F&I managers that rise to the top follow a proven formula that results in a collectively big difference. As the economy continues to struggle from the pandemic, customers will start to scrutinize purchases and think twice before buying.  This makes it critical for F&I managers to hone their skills in order to create more revenue for a dealership. Here’ 3 smart steps to take to become the best F&I manager for your dealership.

Get the Best Professional Training

Think about it. The best professional athletes train with the best coaches. Ivy league universities employ brilliant professors to teach at their schools. Following that line, F&I managers should train with a world-class F&I training program. It primes you for the real world. Our world-class training programs have years of automotive experience. The best F&I training is the most important decision that an aspiring and current F&I manager can make for their whole career. Training will help you be the best F&I manager and Automotive Dealership Institute is here to help!

Follow a Formula

You’re only as good as the procedure in your playbook. And you’ve got to follow the given procedure. A proven and repeatable formula will lead to success. If you don’t follow the procedure, you’ll wind up with a different result. It’s just like a recipe for a dish. Change some of the ingredients, and you’ll get a different dish. Often, it won’t taste that as good, and it’s just mediocre. The formula to follow is straightforward. A professional environment plus a proper explanation of benefits plus unbiased information equals a profit in the finance office. Don’t deviate from the formula, and you’ll yield good results.

Unbiased information is all about how the customer feels about your selling methods. Are you selling them or informing them? A proper explanation of benefits centers on the features and benefits of what you’re selling. Are you more focused on the features than the benefits for the customer? A benefit is how the product affects the customer. It’s benefits that sell not the features. People want to know what a product can do for them.

Keep it Professional and Positive

Maintain a Professional Environment and get rid of all the sales gimmicks. Ditch them all. The atmosphere of your dealership shouldn’t resemble that of a timeshare sale. The formula to use is unbiased information, proper explanation of benefits and a professional atmosphere.

Keep it positive. Both negativity and positivity are contagious. You’ll definitely want to go with positivity. Research has shown that happiness spreads like a virus. Infect your customers with happiness. Even if you’ve been down from a stroke of some bad luck, keep it positive with both colleagues and customers. Speak positive thoughts, uplift your coworkers and even take the sales team out for a good lunch. All of these actions will positively affect those around you. It will also affect you in your attitude.

So, how do you become the very best F&I manager? Get professional training to hone your craft, follow the proven formula and be a positive voice at work. Others will certainly notice the vibe.