F&I Articles, News & Information
Your source for automotive industry and F&I related articles, news, and information. Stay up-to-date with the latest news and information from ADI.

Post 9/11 GI bill benefits to pay for auto finance manager training Course

Post 9/11 GI bill benefits to pay for auto finance manager training Course

There is so much discussion regarding the benefits of Post 9/11 GI bill for our nation’s veterans. The Post-9/11 GI Bill helps our heroes to pay for school or job training. If you’ve served on active duty after September 10, 2001, you may qualify for the Post-9/11 GI Bill to train for a career, trade, or industry. So what fees are covered by the Post-9/11 GI Bill and does this cover formal training to become an auto dealership finance manager?

The Post-9/11 GI Bill includes payment of tuition and fees, a monthly housing allowance and a stipend for textbooks and supplies.

Top Earning Potential for Post 9/11 GI Bill Veterans: F&I Training

So, the next obvious question you may have is: Am I eligible for Post-9/11 GI Bill benefits?

You may be eligible for the benefits if you meet at least one of these requirements.


At least one of these must be true:

  • You served at least 90 days on active duty (either all at once or with breaks in service) on or after September 11, 2001, or
  • You received a Purple Heart on or after September 11, 2001, and were honorably discharged after any amount of service, or
  • You served for at least 30 continuous days (all at once, without a break in service) on or after September 11, 2001, and were honorably discharged with a service-connected disability, or
  • You’re a dependent child using benefits transferred by a qualifying Veteran or service member


Note: If you’re a member of the Reserves who lost education benefits when the Reserve Educational Assistance Program (REAP) ended in November 2015, you may qualify to receive restored benefits under the Post-9/11 GI Bill.

You may be able to get a maximum of 48 months of VA education benefits—not including Veteran Readiness and Employment (VR&E) benefits. But many applicants are eligible for only 36 months.

Why Veterans are interested in Automotive F&I Manager training course?

Auto dealerships work in often stressful situations and can benefit from hiring Veterans. Military personnel are great under pressure, focus on the task at hand, often cross-trained in multiple skills and have experience in varied tasks and responsibilities.

Discipline is the core value of our Veteran heroes. Many Veterans have learned what it means to put in a hard day’s work and appreciate the challenges and satisfaction of a job well done. Much of this experience can translate to their participation in the workforce making the Veteran an asset on the job for any car dealership.


Training for Post 9/11 GI Bill Veterans: F&I Manager Online Training New York

Veterans can bring many positive traits to a dealership environment

– Working well in a team is what they had to do all the time. Teamwork is considered an essential part of daily life of a solider and is the foundation on which safe military operations are built.

– Having a sense of duty to serve country with honor. Responsibility for job performance and accountability for completing missions are something to take pride in and is part of the core values of being a solider.

– Experiencing self-confidence under pressure and in stressful situations. Holding a realistic estimation of self and ability based on experiences is expected of each Service Member and this can help enormously F&I Managers that have many tasks to complete from working with lenders to bridging the financing with the car buyers needs.

– Needless to say, our Veterans needed to be highly organized and disciplined to do their tasks.

– Possessing a strong work ethic is part of every aspect of military training to make sure that the mission always comes first.

– Having the ability to think out of the box, improvise, adapt, and to follow through on assignments, even under difficult or stressful circumstances.

– Possessing a variety of cross-functional skills, such as extensive training on computer programs and systems, interacting with various people with different skills to accomplish a task, and coordinating and troubleshooting problems in novel and known conditions – all of these help a Veteran to become an highly valuable and essential part of the finance team in an auto dealership.

Veteran often become a dedicated employee who develops valuable teamwork, leadership, and job skills, with the ability to problem solve quickly, adapt to changing situations, and able to follow rules and schedules.

Why dealerships are so keen in leveraging Veterans’ core skills

Much like car buyers, every member in a car dealership team has a different background, knowledge base and set of skills. Dealership management hope to leverage a Veteran’s individual strengths and values utilized as an F&I Manager to improve and complement the team in both day-to-day productivity, as well as to help sales managers and sales representatives to ensure a focus on key business objectives.

such as:

  • Upholding high standards of customer service
  • Building positive and profitable relationships
  • Developing sales and F&I strategies
  • Communicating new ideas and business opportunities

As the borders around dealership positions continue to fade a little, managers will increasingly rely on individual team members with strong discipline and devotion to take on specific roles based on their skill sets.

In the case of Veterans who have extensive knowledge and experience working in a team, have utilized technology, and have strong personalities – they may be the best option for motivating and keeping a team productive.

If you are a Veteran and are interesting in becoming an F&I Manager, the Automotive Dealership Institute is the only licensed and government-approved F&I school to accept Post 9/11 GI Bill® benefits. Veterans interested in pursuing a career in auto F&I can reach out directly to the VA Liaison at Automotive Dealership Institute, today!

Additional resources/reading material:


Finance Manager Training Courses Online in New York City, New York (Auto F&I)

New York F&I managers are among the highest paid in the US

Finance and Insurance Manager (F&I Manager) offers finance and/or insurance options to clients at auto dealerships at the time of purchasing a vehicle. The F&I Manager reviews credit options, discusses credit decisions, offers aftermarket products or warranties, and submits deals to lenders for approval and helps bridge the lender of financing with the car buyer (like reviewing lender requirements and approvals and handling the paperwork process). While these individuals often have $100,000+ or more salaries, in New York F&I Managers are among the highest paid in the nation – some get paid as much as $350,000 or more.

The relationship between businesses and their employees is undergoing a profound shift since COVID. Employees are demanding better working conditions and higher salaries. For the first time in a generation, workers are gaining the upper hand.

New York F&I Training Courses (Auto Finance Manager Training Courses Online)

The change is broader than the pandemic-related signing bonuses. Employers are asking themselves if they will be able to create conditions attractive enough to find the staff they need to operate their business.

Companies are going to have to work harder to attract and retain talent. Before we talk in more detail regarding changes in law, let’s take a look at a few current jobs being offered for Auto F&I Managers in the New York area.

Acura of Westchester (Larchmont, NY) is in need of a finance manager for their growing business, and are offering up to $350,000 annually (plus 401k plan, Medical, dental, and vision insurance, Vacation pay, and Family-oriented work environment).

The job involves: acting as liaison between the dealership and the lending partners utilization of a menu-based selling process, presenting financial services products in a transparent way to every customer, ensuring adherence to F&I reporting requirements of company, and be an example of professional morals, ethics and excellent customer service.

While New Country Motor Car Group (of Lexus of Great Neck – Great Neck, NY) is offering up to $120,000, but they offer incredible benefits including paid training and long term job security. The responsibility of their F&I Manager is to help customers arrange the financing of their purchases and also present them with additional products that enhance their vehicle and ownership experience.

Garden State Honda (Clifton, NJ) is offering $150,000.00 – $200,000.00 per year for an F&I Manager to sell finance, aftermarket products and extended service contracts to all customers, obtain finance approval from lending institutions on all finance/lease deals, build and maintain positive relationships with all bank and lending institutions, and prepare and maintain F&I daily operating control.

The Automotive Hyundai/Kia Brooklyn dealership (Plaza Auto Mall – Brooklyn, NY) is currently seeking a dedicated F&I individual who wants an opportunity for professional and financial growth. They are in need of an Automotive Finance & Insurance Manager, offering up to $200,000 plus benefits, to someone who can meet dealership sales and F&I goals while maintaining high customer satisfaction Index scores, processing loan/titling and miscellaneous documents efficiently.

Darcars Lexus of Englewood (Englewood, NJ) offers up to $250,000 Annually (plus benefits) as they are currently looking to hire an automotive Finance and Insurance Manager, who would be responsible for managing the financial transaction of the vehicle buying experience for each customer of the dealership in person and virtually using online digital buy software.

Town & Country JCDR (Levittown, NY) is offering Full-time $150,000-$200,000 a year for an Automotive Finance Manager (plus benefits). This Jeep Chrysler Dodge Ram dealership is looking for a computer savvy F&I Manager who is well versed in banking deals, DMV, and aftermarket products.

Tri-County Lexus (Little Falls, NJ), as well as Empire Chevrolet Of Hicksville (Hicksville, NY), are both offering as much as $200,000 per year to hire an F&I Manager for their finance and insurance department.

Why suddenly, F&I Managers are offered 30%-100% increase in paid salary, and in some cases, even more?
Partly because of COVID, and partly because some dealerships have introduced an aspect of remote management (at least potentially).

For instance, Planet Honda is looking for Finance Managers who will be responsible for many aspects of a traditional F&I position with more focus on remote customers, not just walk-ins. These customers will never enter the dealership, so all paperwork will be sent digitally or mailed. So the Finance Manager will be involved in selecting and describing the lender programs and help facilitate the paperwork signing.

But apart from COVID, and remote management, there is a new law in New York regarding transparency of salaries. This has opened up salary comparisons more than before. Not just in New York City but also surrounding areas where commuters can also compete for job vacancies.

New York City businesses are now faced with a law that would require them to publish salary ranges on job ads, intended to close the racial and gender wage gaps. This is meant to create more transparency.

The legislation was approved by New York City Council in December 2021, became a law when Mayor Eric Adams declined to veto it by January 2022.

New York City is the second jurisdiction behind Colorado, requiring wage transparency in job posting ads. Eight other jurisdictions: California, Connecticut, Maryland, Nevada, Rhode Island, Washington, Cincinnati, Ohio, and Toledo, Ohio, require that employers disclose wage ranges upon request, and may entirely opt to join New York City and specifically request salary range. Several other jurisdictions are considering similar legislation this year, to disclose upon request.

In today’s tough labor market, dealerships are faced with the challenge of not being able to hire the candidates they are looking for, or have to pay higher salaries.

Auto F&I Manager, is an essential role in a car dealership and paying a higher salary is a palatable option (may by even unavoidable) for dealership owners.

But probably more importantly, dealership owners know how important the role of a F&I Manager has become.

As the auto dealership industry becomes highly competitive due to decreasing inventory resulting from supply chain issues and semiconductor shortage problems, amid continuing vehicle purchases, the F&I manager holds the important role that separates a dealership store from the rest of its competitors. Aware of various financing and insurance options, programs, profit-margins, and promotions, the auto finance manager can craft an attractive financial package for prospective car buyers and help dealerships earn more and achieve profitability despite inventory shortages. This certainly justifies salary increase to help keep dealerships profitable.

If you are considering becoming an F&I Manager and work for a car dealership, Auto Dealer Institute can help. We provide Auto F&I Manager Training courses and we are the only licensed, independent F&I Training center in US with more than 32 years of experience. We help you with job placement as well as ensuring that our comprehensive sales training courses can provide you with what you need to learn to grow and adapt in a rapidly changing marketplace.


How to Be a Great Auto Sales Professional

How to Be a Great Auto Sales Professional: 5 Keys to Success

Businesses thrive on making sales, and the quality of the sales representatives matter enormously. What makes a salesperson great? First and foremost, the training. But there are also characteristics and strategies that matter too. If you’re making a career in auto sales, what can you do to improve the quality of your work, improve performance, sell more cars, and how can you be the great auto sales professional that you wish to be? What skill-set is required?

Since sales professionals are the face of an organization, they have the responsibility of making the brand popular and promoting the products to customers.

The qualities that turn a salesperson into a highly successful and effective sales professional, include:

1. A good listener

Listening to you customers is a great way to build rapport with your customers. Even better, proving to them that you were listening and totally understood them and their needs, is priceless.

Customers these days don’t need, nor appreciate an aggressive, fast-talking salesperson who is forcing them to buy a car and hurry up and not waste time. What they expect is empathy, understanding, and support.

It is your job to convey all these, and while conversational skills are crucial to a car salesperson’s job, knowing when to listen is perhaps even more important and this makes you stand out and become a great auto sales professional over time.
Nobody wants to be pushed into making a decision. After purchasing a house, car buying is the most challenging and emotionally exhausting process.

Instead of overwhelming customers to rush and make a decision, or offering a long list of features and vehicle information, or detailed financing options and time-sensitive deals – you should instead focus on making the customer comfortable.

It’s important to create an atmosphere of calmness and even fun (if you can), so that you can have a relaxing and open discussion on what they want, what experiences they had with the previous car purchase, and what they are really hoping to achieve with this car purchase.

A great sales professional focuses on making customers feel comfortable and, more importantly, heard. This is not easy. You probably have a few deals that you are working on in the back of your mind, you get phone calls and interruptions, and still you have to focus on the customers’ wants and needs.
Listening is the simplest and yet most effective way to build rapport and credibility with potential customers. Listen as intently as possible to make sure you understand the customer and their decision-making criteria.

2. Goal-oriented

The entire auto sales process in a dealership, even before a customer even walks into the showroom, starts from planning and goal-setting. Sales is not about just meeting a customer, closing deals, and focusing on the next sale. It depends on understanding performance, constant quality improvement, and measuring success based on a set of goals.

A great auto sales professional monitors their sales performance but even more so, focuses on their progress based on a set of goals to strive to perform better and more effectively, each time.

Greatness comes from pushing yourself to perform more effectively and become better at every aspect of what you do. A general standard goal of doing certain number of cars sales per month just won’t do it. You will need to improve everything you do, and stretch your goals to motivate you to analyze your performance, set yourself higher aspirational goals each time, and exceed your expectations. It is about constantly setting goals and using quality improvement to excel at what you do.

3. Know your customers’ researching tools

This is really about being tech savvy and knowing what tools (on the Internet) your customers use to do their research. You need to know where your customers get their information from. What sources do they rely on? Then you can relate and communicate at the level they are comfortable with.

Let’s face it. Thanks to the Internet and countless number of consumer report websites and car ads and promotions on YouTube or other social networks, today’s car buyers have a near-limitless amount of information and comparison websites at their fingertips, about car models, features, colors, and so much more.

Historically, auto sales professionals were the primary point of contact for consumers looking to get information about a car or a truck, but in many cases, this is no longer the norm.

Customers’ access to so much information about brands, pricing, and options today makes it necessary to offer transparency they now expect from dealership websites. A great car salesperson knows how important this is and expects potential buyers to have researched makes and models, sticker prices and features.

For most car salespeople, especially the older ones, adapting to this new car sales landscape has been difficult and they have been resistant to it. This is where you can shine.

Now you have a chance to exploit this shopping transformation and use of digital tools for car shopping and perform as a great auto sales professional in this shifting marketplace.

4. Interpersonal and communication skills

Throughout ages, all sales people had to be good communicators and have an approachable and friendly personality. For the last 50 years or so, as personal interaction with car buyers became a dominant trend in the car retail industry, car salespeople relied on their interpersonal skills to help customers with selecting the best car for their needs and their budget.

But today, there are many websites offering independent research for consumers. Great auto sales professionals now use such studies to help car buyers while simultaneously build trust with car buyers and help them all the way to the end of the purchase.

In any sales and negotiation process, smart sales reps use closing strategies to help car buyers think through the options and features often influenced by pricing differences. This is normal and expected.

Here interpersonal and communication skills are very much essential as car salespeople need to focus on creating sales processes that appeal to car buyers on a more personal level, addressing their needs which consumer reports or website offering comparisons between car model, cannot.

Great auto sales professionals know that a pool of diverse range of car buyers with different wants, needs and expectations are looking for genuine help who can communicate effectively while listening and understanding the customer’s body language and tone. These interactions can, and often do, reveal the car buyers’ likelihood of being happy and accepting the deal.

Maintaining eye contact is also important, as it can help a sales professional demonstrate that they’re listening intently and engaged with the conversation.

Being this good communicator depends on a sales professional’s patience, customer-centric attitude, displaying sense of commitment, reliability, flexibility, transparency, and due diligence.

5. Knowledgeable and passionate about the auto industry

As mentioned above, consumer sites that specialize on vehicle information and pricing is widely available to car buyers but there are many questions that cannot be addressed through websites offering technical comparisons between vehicles.

While taking a test drive and going through the decision making process to buy a car, buyers look to sales professionals who can discuss application of these technical comparisons as it relates to car buyers, during in-person conversations.

Auto sales training and applicable real-life comparisons between vehicles as it relates to users is far more significant than just reading out a list of specifications and memorizing car features.

Offering clear and accurate answers filled with knowledgeable and relevant information is critical and potential car buyers regard this as a very valuable insight offered by a sales profession. This is how you build credibility.

Training is the key, as work experience alone cannot always provide the insightful answers to car buyers’ questions. But training and thoughtful industry research can provide the knowledge or F&I expertise needed to address complex car buyers’ questions.

Great auto salespeople spend enough time to know the products, the industry, F&I issues, as well as customer needs and expectations. This will also include options, features, usage, and benefits these provide to car buyers.

Here’s a simple list of what to focus on with regards to industry knowledge:

– Learn and know the unique selling points of your cars and options

– Learn and understand competitive comparisons and options as they relate to customers

– Learn how you can help car buyers understand the context of the comparisons

– Learn and discuss with car buyers the state of technological transformation and car market

– Learn and engage car buyers with what is popular and commercially viable to help them decide

– Learn and discuss safety features, investment issues, insurance issues, and cost of ownership

Great sales representatives invest in knowledge as this empowers them to become a very successful salesperson using insight into the customer needs and expectations to help car buyers purchase what they need quickly, as time is a valuable resource to most car buyers. They want to be done with their purchase as reasonably quickly as possible.

Finally, great auto sales professionals aren’t born – they’re made. Yes, that is indeed the case.

You need to have some essential personality traits such as positivity, energy, optimism, and persistence. But even these can be acquired and worked on. One can certainly build good habits in any profession.

What you cannot be without, is the desire to be the best at what you do. This will entice you to constantly learn, adapt, improve, and grow.

If you are already a great car sales professional and want to grow and become an F&I Manager for a car dealership, Auto Dealer Institute can help. We provide Auto F&I Manager Training courses and we are the only licensed, independent F&I Training center in US with more than 32 years of experience. We help you with job placement as well as ensuring that our comprehensive sales training courses can provide you with what you need to learn to grow and adapt in a rapidly changing marketplace.

Vocational Training vs. Traditional College Education

Vocational Training vs. Traditional College Education

With ‘job creation’ acknowledged as an urgent need by every industrialized nation, millions of new jobs are waiting for trained professionals. While college education costs an arm and a leg and takes a long time to get a worker ready to join the workforce, vocational training provide an immediate solution to fulfilling the job vacancies we continue to experience now and for the next decade.

Additionally, according to UNESCO, at least 475 million new jobs need to be created over the next decade in the industrialized nations, to continue having a vibrant workforce. Vocational education and training delivers practical hands-on skills for students to use immediately once they complete their course, with many offering immediate job placement opportunities.

Here’s a list showing some of the more popular vocational jobs and their median annual (2022) salaries, here in U.S.:

Auto finance manager (F&I Manager): $142,855

Air traffic controller: $122,990

Power plant operator: $84,287

Construction manager: $95,260

Electric Lineman: $75,115

Dental hygienist: $77,307

Medical Sonographer: $62,923

MRI Tech: $74,655

Nuclear Technician: $84,482

Electrician: $56,180

Licensed practical nurse: $47,480

Radiology Tech: $61,910

Cardiovascular Tech: $58,469

Respiratory Therapist: $62,844

Electronics Technician: $67,439

Industrial Engineering Technician: $57,497

Industrial Mechanic: $55,413

IT Support Specialist: $52,941

Graphic Designer: $53,572

Cable / Fiber Optics Tech: $61,363

Aircraft Mechanic: $66,728

Police Officer: $65,646

Criminal Investigator: $85,762

Real Estate Appraiser: $58,582

Heavy Equipment Mechanic: $55,452

Despite rapid changes resulting from automation and information technology, the world will always need professionals that take on the roles of air traffic controllers, construction managers, dental hygienists, logistics managers, web developers and many other such skill-based training that acquire their knowledge and education in a trade school.

Almost all four-year college degrees or even postgraduate degrees focus more on knowledge rather than hands-on training. Hence these do not offer career-based training that focus solely on practical skills, for instance auto-repair, carpentry, cosmetology, welding, catering and culinary arts, paralegal studies, factory equipment assembly, industrial manufacturing tools, plant automation tools repair, and many others.

Benefits that can’t be matched

Vocational training offers practical training and hands-on experience versus years of studying in a college course to obtain a general degree.

Deciding between these two will shape an individual’s entire career and, hence, future and lifestyle.

Workforce is getting more and more competitive, and the current economic climate is seeing many college graduates sitting on the sidelines waiting to get into their chosen industry to gain valuable job experience embark on a career of their choice.

At the same time, there is a very high demand for trained professionals as there are large numbers of vacancies in U.S. for specialized professions. Many job seekers have been encouraged to begin weighing their options to opt for a vocational training program instead of a long costly college education and the subsequent challenges associated to getting into an entry-level job to gain experience.

Another deciding factor is that professional training schools and institutions are indeed less expensive than the cost of attending a college or university. A four-year college degree, on average, can cost anywhere between $120k to $200k and more for some marketing and management courses. A vocational training offered by a licensed and reputable institution costs start around $20k.

In addition to the cost benefits, a vocational training course can take only a few months, although some can take one or two years, while college degrees are four or more years.

When it comes to specialized trade professions, there are many benefits associated to vocational training versus a traditional college degree. One of the most significant advantages of vocational training is that instructors are often industry professionals, which gives students the opportunity to learn from an experienced professional in the field.

This is essential because students obtain deep insight into the profession or trade and what it takes to be successful on the job.

Classes are also usually smaller with teachers providing more customized hands-on instructions in a smaller group. There is more direct participation, more engagement, and practical skills often come with individualized attention from trainers, and hence a better opportunity to learn from and get to know your peers.

This practical insight and a deep understanding of the profession, often leads directly to a job offer.

Flexibility when faced with a busy schedule

Many students also choose vocational training since their circumstances demand that they go to school while juggling other responsibilities. Options such as evening, weekend, and online learning make this option beneficial for those who are trying to develop new skills and expertise to pursue a new career to increase their future income, while working full-time in their current job.

While working in their current job, students can often complete their training in a short period of time, on flexible time or part-time basis. Training courses offer varying duration, but most can be completed quickly compared to a traditional college degree, with little or no time wasted. For example, emergency medical technicians are ready to begin their careers after just 2 months. Auto finance managers (F&I Managers) at Automobile Dealership Institute can be ready in a little as four weeks.

Additionally, Automotive Dealership Institute offers job placements to inform prospective students about employment opportunities upon graduation as well as guiding them to get into a new job opening with a success rate of about 90%. Vocational job placement for graduates is generally high and even have the potential to get a six-figure salary with the right training and job placement support.

A list of major benefits of vocational training:

Cost-efficiency of vocational education

Vocational schools offer unique insight and training

Join the workforce quickly after a flexible training

Hands-on environment

Well-paying career opportunities

Vocational schools have higher employment rate

The student transitions to their career choice directly

Relevant skills in less time

The chances of graduating are high

The future for vocational trade is bright


Considering the cost, time commitment and lack of direct path to a job, more and more individuals are foregoing traditional college degree and are taking the vocational training route. This option is especially useful for those who are looking to gain hands-on training through a specialized training course (or may be online course) which can quickly lead to a job offer.

Finance Manager Training (F&I Manager)

ADI Finance Manager Training, the only licensed, independent F&I school in the USA

ADI Finance Manager Training program has been teaching students the necessary skills to become a successful automotive finance and insurance manager (F&I Manager) for more than 32 years.

Proudly, as the ONLY Department of Education Approved and independent Automotive Finance and Insurance Management training course in USA, we are delighted to say that we have a 90% or better audited and verifiable job placement (through networking, decades of working relationship with dealerships nationwide and strong and continued support), unmatched by any other organization.

Now you probably know that there are few so-called online schools popped up on the internet within the last couple of years, they are only interested to take a few hundred dollars of your money and have you watch some cheaply put together videos of F&I product sales the internet. Product sales is less than 10 percent of ADI’s F&I Management Course.

When a student enrolls in ADI’s F&I Management Program, classroom, virtual or Online Classes are only the first step in our relationship with that student. The hard part comes after graduation.

We prepare him/her for a smooth flawless interview for F&I Position, we also prepare a professional resume especially designed for dealership finance manager position and help set up job interviews immediately upon graduation and continue this service until he/she starts as a finance manager at a franchised new car dealership at his/her city and state.

This service continued for a lifetime. We still have our graduates from 1980s and 90s calling us to update their resumes or start a new job search.

Those other so called Finance Manager Training Schools’ attitudes are more like a: “watch these videos, go home and study, pay, and get your computer printed certificate or some kind a plaque bought from a trophy store”.

They are often referred to in the industry as, “pay-print-go” online courses. Pay, get a Printed-certificate, and Go.

We on the other hand, have to protect a 32 year reputation for being the BEST IN THE INDUSTRY, the leading training institute in the Automotive Dealership F&I in all of USA.

Our Chancellor, Dr. Robert Serum, who was the vice president and professor at Northwood University prior to his retirement in 2007. Northwood University is the only degree granting college in Automotive Management in the USA and the world. Dr. Serum helped develop Northwood’s Automotive Programs and International Programs until his retirement. ADI has always relied on his guidance and high standards as it does today.

ADI Finance Manager Training program delivers practical, current and up-to-date knowledge, and proven hands-on skills for students to use on the job immediately after graduation. Although there are a wide variety of Automotive training courses and career options available, we only focus on Automotive Finance and Insurance Management training, or often referred to as Finance Manager Training course.

Most of our past student, when interviewed, stated that these are the main reasons they selected ADI Finance Manager Training program:


  •     ADI offers a unique course with strong job market and career growth
  •     ADI offers a program with the best investment value compared to others
  •     ADI school offers hands-on knowledge and leading industry teachers
  •     ADI school offers more direct training and better classroom engagement
  •     ADI school has some of the best industry-leading instructors with automotive management experience and teaching credentials.
  •     ADI school offers individualized attention from these experienced instructors
  •     ADI school offers highest quality, lower overall cost and better investment value
  •     ADI school offers classes with flexible schedules throughout the year
  •     ADI school is the ONLY licensed independent and Department of Education Approved F&I School in USA for over 30 years
  •     ADI school genuinely offers job placement networking and support, over 90 percent audited verified Job placement as F&I Manager.
  •     ADI finance manager training offers multiple start dates for their programs
  •     ADI reputation in industry provides easier path to successful careers
  •     ADI finance manager training courses come with flexible student loan options

ADI school provides hands-on knowledge and practical experience

While other finance manager training courses focus more on showing you some online product sale videos , ADI Finance Manager Training course focuses on direct, hands-on, practical training and even the online courses are filled with insightful knowledge and training that every automotive dealership employer in U.S. would expect. ADI also trains students on DMS system (Dealership Management System) computer software used in all new car dealerships across United States. No other school evet offered or can offer this software training. This closely guarded dealership only software is served from our in-house server. We have a huge sample new and used car inventory with vehicle information including factory invoices and serial numbers, sample customer database to pull credit reports, products and underwriting lender guidelines all programmed for classroom use and print finance and lease contracts, DMV Paperwork and other supporting documents for sale of a car.

This type of deep understanding of the entire role of F&I Manager as offered by ADI, gives our students an advantage at the time of job interview. Being highly knowledgeable is why our graduates achieve a 90% job placement as compared to candidates who completed an online course by a one-man business who offers primarily some sales videos and charts as training for F&I.


Our graduates also use their knowledge and insightful training to demand higher salaries, justified by their understanding without needing additional on the job training.

With regards to hands-on knowledge and training, ADI finance manager training offers a stronger balance between background knowledge, practical application, day-to-day tasks, and hands-on training.

As a result of this deep insightful training, you’re much more likely to be better prepared for the day-to-day tasks of F&I manager than someone whose training has emphasized some short F&I Sales videos, offered by a “pay-print-go” business.

ADI F&I Manager course offers direct training

ADI finance manager training focuses solely on the training you need for your job as an F&I Manager. You learn the practical skills, the well-rounded knowledge, day-to-day use and application, real industry scenarios, and excellent detailed information from your instructors. Everything you need in your day-to-day career as an auto finance manager.

With other general courses offered through some online low-cost quick course, you don’t really get any skills to get an F&I job. The real problem with these courses is that you are expected to “pay-print-go” and get a printed certificate and have little to show for it and at the time of your job interview, you are less able to shine like a star for your prospective employer. It has been said many times, that some of these courses are quite silly and offer little direct training and practical knowledge as applied in the day-to-day role of a M&I Manager.

ADI is known for its individualized attention from highly experienced instructors

At ADI finance manager training classes, you will learn from experienced F&I practitioners and auto finance instructors with teaching credentials who serve as mentors and trainers, allowing each student direct supervision and guidance. This is invaluable when it comes to your job interview and even more when you start your new career with your new employer.

ADI class sizes allow for much better teacher-to-student ratio as compared to other schools, and your instructors are industry professionals, prepared not only to train you in specific techniques and skills but guide you to overall success in your field with follow-on job placement networking and support. ADI instructors are active members of the Automotive F&I Management industry, and hence they are well-placed to provide job placement networking and opportunities.

ADI finance manager training offers a lower cost and a better investment value

Training to become an F&I Finance Manager is about devoting both time and money towards your personal growth and building your new career. Students who attend ADI finance manager training course benefit from higher employment levels, increased wages, and increased job satisfaction rates.

As we all know, students often go into some amount of debt when they invest in their further education and/or job training. However, graduating from ADI finance manager training course is far more cost-effective compared to other similar F&I training options.

ADI offers various programs for financial aid and student loans as well as military financial aid for Post 9/11 Veterans. As a result, you can start your career with far less debt and enjoy the profits of your higher income potential much sooner. Contact one of our representatives, and we’ll be happy to discuss all the different options that are available to you.


If you are looking for the best finance manager training in U.S. with specialized training and job placement support, ADI finance manager training is the only option worth exploring. Flexible scheduling throughout the year, incredible leading-industry instructors, individualized training, job placement support, and financing options make ADI finance manager (F&I Manager) training more affordable and manageable than ever.

2022 U.S. Vehicle Sales Forecast

What can auto sales professionals expect for sales forecasts during this year’s Memorial Day and the rest of 2022?

Auto sales forecasts for this year’s Memorial Day is fast becoming a popular topic of discussion, as historically, Memorial Day (May 30th) has been one of the best times to sell cars and find a fantastic deal. Auto sales professionals are now looking at the market to prepare for one of the biggest car sales weekend of the year. They are looking carefully to see what they can expect in terms of good deals offered by carmakers, as well as consumer sentiments, as this affects their sales performance and their income.

Six major automakers, during United Nations Climate Change Conference, have recently agreed to provisionally end manufacturing of gas and diesel cars by 2040. Within 3 days of this agreement, they modified their statement and suggested this would only be true for leading markets, and will not apply to markets in the developing countries.

Upon the revised statement, 30 countries made a pledge to phase out sales of those vehicles (gas and diesel cars) by 2035 in what is described as “leading markets”.

Ford, General Motors, Mercedes-Benz, Jaguar Land Rover, Chinese automaker BYD, and Volvo were the six auto makers that made the pledge, and suggested they are restructuring their manufacturing from 2022 to 2027, during which time they will focus on manufacturing and sales of both traditional electric vehicles and/or hydrogen fuel-cell vehicles.

This does make sense, as sales of electric vehicles have skyrocketed, not just here in U.S. but also globally, during the first quarter of 2022, ending in March 31st.

Among the 30 counties that made the pledge, Norway, Sweden, the Netherlands, and the United Kingdom are already seeing a huge increase in sales of electric vehicles during Q1 2022. Even in U.S., sales of electric vehicles have increased quite dramatically.

Tesla’s sales of electric cars maintained its momentum from last year even as automakers continue to struggle with parts shortages.

Tesla reported a steep increase in sales in Q1 2022. It appears that it has overcome supply chain problems and moved closer to production levels on par with the like of BMW and Mercedes-Benz.

Tesla said it delivered 310,000 vehicles from January through March, in Q1 2022.

This is up from 185,000 cars during the same period in 2021, nearly 70% increase. However other major carmakers like General Motors and Toyota, reported big sales declines during Q1, as a result of shortages of key components.

Volvo sales of electric cars in U.S. almost doubled in Q1 2022, while overall it saw a reduction. Volvo reported 22,757 car sales in the US during the first quarter of 2022, which is 16.5% less than a year ago. In March, sales decreased by 5.0% to 9,428. In contrast, Volvo electric car sales increased quickly reaching 6,018 in Q1 2022 (up 93% year-over-year), including 2,430 in March (up 92%). Volvo intends to achieve a 100% share of electric vehicle sales by 2030, and discontinue all piston car manufacturing.

In U.S., some analysts believe that the market for electric cars is becoming more crowded as established carmakers are manufacturing newer models and offer more battery-powered electric vehicles that address the demand increase expected with buyers, like the Ford Mustang Mach E or Volkswagen ID.4.

The FCA (Fiat Chrysler Automobiles) reported U.S. total sales declined by 14%, while retail sales were down by 13%, during Q1 2022. Still, FCA had sales of 405,221 vehicles in the first quarter, outperforming the industry.


  • U.S. total sales decline 14%; retail sales down 13%
  • Jeep® brand retail sales even versus the previous first quarter
  • Jeep Grand Cherokee notches its best-ever Q1 total and retail sales, with total sales up 36% and retail sales up 44%
  • Total U.S. sales for the Jeep Compass rise 22%, and retail sales increase 23% versus the previous first quarter
  • Ram brand records its best Q1 retail sales year ever for the ProMaster van, up 27% versus the previous first quarter
  • Total commercial shipments in Q1 rise 13% versus same quarter last year


The global chip shortage, now dragging into its second year, has shaken the electronics industry to its core, crippling the world’s ability to build everything from cars to consumer goods.

As a result, consumers are experiencing raising prices.

Add to this, China’s subsidies decreasing by 30% in early 2022 and stopping altogether by end of 2022, or beginning of 2023.

The implications of reduction of these subsidies are still not quite apparent, but it is expected that the cost of many parts will go up dramatically (if sourced through China) and the supply chain will see problems for most of 2022.

Chip makers themselves are hit directly by sourcing problems, adding to the problems in the semiconductor industry as it attempts to solve the chip shortages.

Applied Materials, the world’s largest maker of the high-end machinery used to manufacture chips, said in January that it has been unable to get its hands on some of the chips used in its products due to problems in its supply chain.

Auto manufacturing is hugely affected by these shortages.

Despite this vicious cycle, U.S. based automakers and supply chain experts are confident that the semiconductor shortage will ease later in the year.

A few semiconductor market leaders disagree with automakers and they suggest that the industry constraints will not be resolved for some time. Global Foundries, the largest U.S.-based contract chip maker, has recently said that wafer capacity is completely sold out through 2023 even as it plans to boost its production capacity by 50% in the same period.

Despite near-term uncertainty, there are many reasons to be optimistic about long-term car sales and consumer demand in U.S.

2022 U.S. Vehicle Sales Forecast

Automakers, generally, expect a more favorable operating environment should materialize in the second half as the production issues and the supply chain stabilizes, although still at lower than pre-pandemic levels.

They see more reasons to be optimistic long term on U.S. demand and although the chip shortage, inflation, and the pandemic bring much uncertainty, most automakers strongly believe there is massive demand still to be exploited. The fleet remains old, electric vehicles bring an exciting change to consumers as well as superior driving performance versus combustion vehicles, credit access remains healthy, and there is no evidence of a subprime auto lending bubble, as was the case in 2008 with home mortgages.

There are no logical or reasonable market indicators that point to another crash or constant starts/stops of the economy caused by COVID-19. Gas prices remain below their June 2008 high in real dollar terms. And the U.S. Energy Information Administration, latest report at the end of March suggests that prices are likely to stay elevated in the short run as a result of Russia’s invasion of Ukraine, but fuel economy on light trucks is notably better than in 2008 and hence forecasts are mostly optimistic.

Additionally, used-vehicle pricing is very high, which could be a positive for new-vehicle demand in 2022, but it eventually will come down later this year as new-vehicle inventory rises.


How Can I Become an F&I Manager, and what can F&I Certification achieve?

Have you been thinking about making big career moves in 2022? One of the career opportunities with the best overall income as well as a higher than average growth rate for the coming year is F&I Manager Training in the automotive dealership industry. AutoDealerInstitute.com is glad to offer F&I Management Training, the only licensed F&I School in USA, with more than 32 years of continued experience as the Nation’s most trusted F&I Management Training Program.

What’s the first step you should take if you’re ready to start your F&I Manager Training today?

You need to reach out to a trusted F&I school with a solid job placement record, once that issues a diploma, and that can teach you everything from the basics to the advanced techniques of being an F&I Manager. Most importantly, one that assists with job placement to find a Finance and Insurance Manager job quickly upon graduation.

Get in touch with us today to start your F&I training.

Call Ray today, 1-877-592-6313, and ask about your new career as an F&I Manager, and how F&I certification can help you with job placement.


online training f&i certification

f&i manager training courses online

F&I Manager Training (the only licensed F&I Certification in USA)

Have you been thinking about making big career moves in 2022? One of the career opportunities with the best starting salary as well as a higher than average growth rate for the coming year is F&I manager training in the automotive dealership industry. AutoDealerInstitute.com is glad to offer F&I Manager Training, the only licensed F&I Certification in USA, with more than 32 years of experience.

We put together this guide on how much in F&I manager makes, what F&I managers do on a day-to-day basis, and how you can start your career as an F&I manager to get you started.

Let’s jump right into how you can become an F&I manager.

How Can I Become an F&I Manager, and what can F&I Certification achieve?

Unlike other jobs, the path to becoming an F&I manager is very clear. It all starts with getting experience working in the automotive dealership industry and then working your way toward specializing in F&I manager. Here’s how it all starts.

Some of the most promising candidates for becoming an F&I manager have a positive background in sales at an automotive dealership.

This is a great way to get a sense of the industry you will be working in as well as build up the core experiences that you’ll be using as an F&I manager.

It’s also common for an F&I manager to have a degree in accounting or related field. This can help give you a broader knowledge of sales, finance, and related topics.


f&i certification manager training course

A career in making dreams come true: the excitement of financing their first car


Well this isn’t strictly necessary for becoming an F&I manager, many jobs are starting to require at least a bachelor’s degree for this particular career.

You can become an F&I manager by taking our in-person or online F&I management courses.

These courses are divided into four modules that cover everything you need to know to become an F&I manager.

Our classes range from teaching you the local and federal laws that cover financing and leasing to developing your own sales tactics.

Our support for your career as an F&I manager doesn’t stop in the classroom. We also offer an unbeatable job placement service for our graduates.

To date, we boast a 90% job placement rate for students who graduate from our program.

How Much Does an F&I Manager Make 2022

Now let’s get to the heart of the issue. If you’re looking for a way of expanding your career in automotive dealerships or jumping into a new industry altogether, one of the first things you need to consider is how much you’re going to make as an F&I manager.

The median salary for F&I managers is $134,180. This means that half of F&I managers make more than this amount while another half make less than this amount. That comes out to nearly $65 an hour! The statistical average salary for an F&I manager is around $100,000!

There are many F&I managers who make under six figures a year while there are some F&I managers who can make upwards of $160,000 a year. A lot of this variance comes down to the automotive dealership you work at, the region you’re selling vehicles in, and other industry specifics.

What does an F&I Manager Training Do for me?

F&I managers have one of the most challenging jobs at an automotive dealership. They’re responsible for helping potential customers to secure funding in order to purchase a new or a used vehicle. They have the challenging task of balancing finding a customer the best possible financing for their purchase while still making sure that the dealership makes money.

Here’s a few of the key responsibilities an F&I manager is going to have to balance.

  • Providing customers with financing options
  • Explaining dealership financing policies
  • Helping customers with aftermarket products and extended warranty contracts
  • Processing financing, leasing, and other financial transactions
  • Understanding the State, Local, and Federal laws that govern automotive financing
  • Supporting the sales team and providing them with training on financing and leasing topics
  • Helping the dealership improve revenue

Selling After Products

Selling after products is a big part of an F&I manager’s job. However, a lot of people don’t know about this particular side of being an F&I manager.

Let’s take a closer look at selling after products and how this impacts your day-to-day work.

The first thing we should talk about is what are after products.

F&I managers are responsible for helping customers and clients get insurance, and other coverage options, that they need when they’re purchasing a vehicle.

This includes everything from gap coverage, that covers the cost of the difference between the outstanding loan balance and the value of the vehicle if the vehicle is totaled, and other Insurance options like coverage for fabric and paint.

After products also feature combo deals that can come with a vehicle. This can include a set number of oil changes or a maintenance warranty. Selling after products is a vital part of an F&I manager’s job.

Job Growth for F&I Managers in 2022

There is great news for potential job growth if you’re looking to become an F&I manager in 2022. According to the Bureau of Labor Statistics, job growth for F&I managers is growing faster than average.

There is an expected 17% growth for F&I Management jobs next year. This means that there’s going to be more F&I management jobs opening up over the course of the next year.

What does this mean in practical terms for people looking to get into this industry?

Over the course of the next decade, we’re expecting to see over 100,000 new F&I jobs opening up across the country.

Starting your F&I career today is going to set you up to do well in a rapidly growing arena. Not only will there be plenty of jobs in F&I management, but there will also be room for advancement as this field expands.

Start Your F&I Training Today

What’s the first step you should take if you’re ready to start your F&I training today? You need to reach out to an experienced and accredited school that can teach you everything from the basics to the advanced techniques of being an F&I manager.

Get in touch with us today to start your F&I training.

Call Ray today, 1-877-592-6313, and ask about your new career as an F&I Manager.

f&i certification in auto finance manager online training course

How To Sell More Cars In 2022

As the auto industry continues to rebound following the COVID-19 pandemic, auto manufacturers and consumers alike are looking to move beyond the tough year that was 2021. The question asked by many auto sales professionals is: How To Sell More Cars?

While a surge in electric vehicles saw an increasing shift toward proactive energy consumption, other trends made it less clear what was in store for 2022.

As shortages continue to impact the auto industry, including shortages of semiconductor chips, prices are expected to rise as dealerships struggle to keep their lots full.

For professionals or aspiring professionals in the auto industry, learning how to sell more cars in 2022 can require a more proactive approach than ever before.

Today, we are going to use some tips and guidelines put in place by the Automotive Dealership Institute to better prepare for the 2022 automotive sales season.

Practice Makes Perfect – Especially in Sales

In the constantly changing and evolving world of automotive sales, it is more important than ever to stay abreast of current changes in the marketplace.

This means that we have to be proactive in how we practice and perfect our skills to make sales.

Athletes need to simulate games to better prepare themselves and sales professionals need to simulate interactions with customers to properly navigate potential outcomes.

When a salesperson practices, they prepare themselves for potential outcomes. The more we train, the more we familiarize ourselves with potential problems that could manifest.

When we are prepared for potential problems through a training regime, we can be ready to overcome them in the moment.

Aspiring sales professionals should practice calls, simulate interactions at the dealership, and practice any techniques that they plan to implement during their career.

In order to find some guidance for your training and practicing efforts, consider reaching out to the team at the Automotive Dealership Institute.

The Automotive Dealership Institute is the only licensed and independent F&I school in the United States. With more than 32 years of experience, the F&I program at ADI is ideal for preparing any professional for the field.

Automotive F&I Management School

Building a Foundation of Trust

Working in a position of sales comes with it a degree of earned distrust. After all, your clients are coming to you to make a purchase, they have to trust that you have their best interests in mind.

In order to reach across this gulf of distrust, a sales person must be able to impart significant knowledge in a digestible way, all while knowing what they are talking about.

In order to build a foundation of trust with your clients today and for years to come, make sure that you present yourself as an authority.

You should either be able to answer questions or find out the answers to any questions your customers may ask, even if you feel like those questions are absurd.

To better prepare for the questions that may come, consider undergoing training with ADI.

Trust isn’t only about supplying someone with something. Trust is also about learning how to communicate so that both parties end up feeling heard.

Practice active listening to show your clients that you hear, understand, and intend to help them as best you can.

F&I Is Important As Well

While most of our focus is directed toward what happens on the showroom floor, it is far from the only thing that matters. Whether you are working in front or in the finance office, learning to talk about money is of the utmost importance.

You should be able to connect with clients while discussing contracts and financing while maintaining an air of comfort. You should be as interested in your client’s BMW as your next client’s old Pontiac.

Of course, offering better service is about more than just knowing what you are talking about. Treat customers with the respect that they are owed and work within the paradigm that they establish.

If you know their budget is only so large, then offer options that can match their income. Discussing trade-in value while discussing potential deals is another great way to foster trust, build a rapport, and develop a better sales record.

You don’t have to be Tom Cruise, but you do need to play the role of a professional at every step of the journey.

Embrace Modern Sales Changes

Selling a car thirty years ago versus selling one today will reveal major differences. Despite these major changes, the core experience still needs to remain the same: informed guidance fueled by a professional demeanor.

With that being said, there are some changes that we have to acknowledge before we can overcome them.

First and foremost, the traditional car buying experience has changed forever. People are no longer looking to spend an entire day at the dealership while test driving a dozen cars.

Now, people do their research ahead of time and on the internet, often using email and text messaging to begin their journey.

Before customers ever step foot onto your lot, they are often more informed than ever. Understanding this change is core to success.

Next, you need to embrace change by pivoting to technology. We live in a world of instant communication and information overload. Make communicating key information as easy and accessible as possible, often through the use of video.

Videos embedded in emails have an increased response rate when compared to non-video embedded emails.

Video learning is a great way to connect with audiences while providing them with essential information.

Finally, understand your core goal is to get a customer onto your lot and into the showroom. While scheduling appointments is great,  the true goal of communication with a client is to inspire them to visit you in-person.

Understanding this mindset will allow you to communicate through calls, emails, and chats with more clarified goals.


Automotive Finance and Insurance Management training program

Get Started With the Automotive Dealership Institute

Are you ready to take your career to the next level? If you want to fulfill your goals in the automotive field, the Automotive Dealership Institute can help.

Based out of Scottsdale, AZ, the Automotive Dealership Institute offers an industry-leading F&I training program with more than 90% of graduates finding job placement within 90 days of graduation.

Get started on your path to the top by reaching out to ADI today to ask questions regarding F&I Training program.


Call Ray today, 1-877-592-6313, and ask about your new career as an F&I Manager.

f&i training online course from licensed school

How To Choose The Best F&I Training Program For You

Finance and insurance management is one of the biggest sectors of the automotive industry. No wonder why so many people ask, how to choose the best F&I training program for their next career.

There are many paths to becoming a finance and insurance management professional. The most successful and proven way to become an F&I manager is through a licensed F&I training program.

AutoDealerInstitute.com offers training program that will earn you an F&I certificate, the ONLY licensed independent school, recognized throughout the nation for its successful training programs.

Let’s take a look at how you can find the best F&I training program for you.

What is an F&I Training Program

An F&I training program prepares you to work as a finance and insurance manager at an automotive dealership.

The program covers everything you’ll need to know when it comes to the ins and outs of auto sales. You learn the basics like pulling a credit report and preparing the financial paperwork for car sales And you’ll also learn the nuances that push people to the top of this field.

The idea F&I training program offers you certification from a licensed and accredited Institution. This will give you an official accreditation that you can use to access jobs as you move forward in your auto dealership career.

The training program also prepares you for real-world job conditions. You’ll be working with the same equipment that finance and insurance managers are using today.

So, how do you pick the right F&I training school?


automotive finance and insurance manager

How to Pick an F&I School

Here’s the number one thing you need to look for in an F&I school.

Licensing accreditation is the most important thing to find in any Institution. Without these independent certifications, it’s just another business offering you training programs. Licensed programs are actual schools who meet nationally and locally certified standards for teaching and excellence. Before you start asking about features and job placement, make sure that the program you’re talking to is licensed or accredited.

After that, you want to find a program that lets you learn your skills using real-world technology. It’s one thing to learn the technicalities of pulling a credit  report, but it’s another entirely to actually do one of the software that people use in the field today.

You also want to make sure that the program offers you job placement. An F&I training institute is here to further your career and they should be able to help you find work that will put your freshly earned skills to the test.

The F&I Software Advantage

What’s going to be the biggest hurdle you face when you enter the real world of automotive sales?

Most people don’t realize this, but the technology you use everyday for this job is all specialty equipment. From the software that runs credit checks to other vital programs, you want to find an F&I training program that uses the technology you’ll be working on in real life in the classroom.

Institutions like the automotive dealership Institute use real world automotive sales technology. You’ll be using the latest technology just like you would find in any dealership across the country. You’ll be pulling credit reports, looking vehicle histories, and using every bit of Technology you’ll see out there in your day-to-day job.

One of the most important things to find in an F&I training program is being able to learn your skills on the same equipment you’ll be using on the job.

Do You Need an F&I Training Program?

There are countless benefits to kick starting your career in an F&I training program. Even experienced management are sending their staff to F&I training programs in order to improve they’re on the job skills.

Whether you’re just getting started in your career or you’re the leader of an automotive dealership looking to improve your sales and empower your team, F&I training is the best place to start.

Find a Licensed Program

It’s important that you find a licensed F&I training program.

Did you know that most F&I training programs are not licensed? Those programs might be able to offer you some training, but they’re not going to be able to offer you the formal education that a licensed F&I program can provide.

Licensed F&I programs, like the automotive dealership Institute, are held to a higher standard of Education. Earning their licensing means that they’re independently accredited and their educational methods are tried-and-true.

When it comes to taking your education to a new level, you want to work with people who are experienced and proven. Your education is the seed that’s going to grow the future of your career. You want to make sure that the institute you’re working with has the experience you need to realize your potential.


Call us today: 1-877-592-6313, to learn more about AutoDealerInstitute.com


Make Sure They Offer Job Placement Programs

When it comes to F&I, one of the most important things that you can find in your training program is a job placement program.

The automotive industry is one of the most competitive fields out there. There are countless job opportunities, but there are also plenty of people racing to the top of this industry. You want to make sure that you have every advantage in securing your career. Whether you’ve been in auto sales for years or you’re considering the exciting, and lucrative, field of auto sales for the first time, the job placement program helps you achieve success quicker.

F&I training programs, like the one offered by the Automotive Dealership Institute, come with an F&I  job placement program. They can help you push your newly learned skills to the test in real world auto dealerships. You’ll be able to hone your craft side-by-side with experienced salespeople as well as get a strong start to your career.

The certification you got from the Automotive Dealership Institute connects you to real-world job placement.

Contact an F&I Training School Today

Are you ready to take your career in the automotive dealership industry to the next level? Get in touch with one of the certified F&I training programs today. The Automotive Dealership Institute is here to ensure that your career gets off to a strong and successful start.


Call Ray today, 1-877-592-6313, and ask about your new career as an F&I Manager.

Priceless Lessons to F&I Success

While everyone defines success differently, all successful people have certain things in common. They have a constant drive to better themselves, to provide value to a team, and to set attainable goals for themselves. F&I managers are tasked with helping an automotive dealership maximize profits and helping their team members flourish.

Whether you are a seasoned veteran or new to the F&I space, there are some key lessons you can always consider when you are striving to improve your performance.

Having the humility to recognize your imperfections is the first step to overcoming them. Think about what you can take away from the following principles and how you can apply them to your sales strategies moving forward.

Listen Actively to Your Customers

There is a difference between listening to what a person says and understanding the meaning behind it. If you are not aware of what your customers truly want or need, you will not be able to satisfy their demands. Active listening involves letting the other person know how you’ve interpreted their words so that they can clarify their needs if you’ve not understood them.

Use statements such as “what you told me earlier” or “I understand that you” when you are communicating. You can then connect the dots between their needs and certain products that you may be able to offer them that fill those needs. Also, try to understand what may be holding a customer back.

Is it that the customer cannot afford the product or that he or she doesn’t understand the value?

Make sure also that you are talking with your customers rather than at them. The most successful approach is to let them do most of the talking and simply to confirm with them that you understand.

Open-ended questions accomplish this goal because it puts the conversation back in their hands and presents you with more opportunities to determine if you have a product that suits their needs.

Do Not Oversell

One of the stereotypes that you need to get past is that of the overly pushy salesman. Many customers will arrive with their guards up, determined not to spend a single dollar more than they deem necessary.

The perfect way to make them even more uncomfortable is to push a product that they did not express interest in.

This is where active listening can assist you, but you also need to recognize an opportunity when it presents itself. Making assumptions is another thing that hurts F&I managers.

Do not be afraid to ask for the close if you have listened to the customer and successfully conveyed the value of your product.

Befriend Your Customers

People are more likely to purchase things from people that they trust. While you are talking with them, do not focus solely on the sale. Doing so can make you seem cold and robotic.

When your customer reveals something that he and she may have in common with you, take that opportunity to build rapport.

Don’t be afraid to crack a joke. If you are likable, your customer will begin to see you as more than an F&I manager behind your desk.

The more you can get your customers to smile and laugh, the more you will find that the close comes more easily and without the tension that normally accompanies automotive sales closings.


Finance Manager Training F&I Online Courses


Use Visual Aids

Not everyone processes information the same way. While some people can understand when you give a verbal rebuttal to an objection, others need to see examples.

Instead of explaining the math, you can find a way to show the person instead, such as explaining the cost of vehicle repairs by putting a recent work order from the service department on your desk for them to read.

Visualization is a powerful tool. From the beginning of an automotive sale until the end, it can be effective in making a customer feel as though something belongs to them.

They take test drives so that they can visualize driving the car to or from work or parked in their garages.

If you show them the possible downfall of not having warranty coverage via that bill, they will understand what they are risking. That may be what it takes to turn a “no” into a “yes.”

Review Your Work

Take some time every day to review every one of the deals that you worked on. Even if it went smoothly, there was something you could have done to improve it.

Investing this time will help prevent you from falling into the same routine with every single customer. When this happens, you can come across as monotone, disinterested, and insincere.

Did you tailor your approach to the customer and properly access his or her needs? What could you have said differently? What opportunities did you miss?

Making yourself aware of all these things will allow you to brainstorm ways that you can tackle the next day more effectively.

This step is especially important if you have found yourself in a slump. Every F&I manager will experience droughts.

Sometimes, it has nothing to do with what you are saying or doing, but as frustration builds, you may begin to do things differently. If you are aware of these mistakes, you can correct your course.

Continue Your Training

Successful F&I managers are humble enough to know that there is always something to learn. If you are finding yourself in a long-term slump or just want to continue to become better at your job, you should consider ways to add tools to your skill-set.

Bouncing ideas off of others who are in the field can help you while also improving their performance— providing a benefit to each party.

You can also take classes to hone and improve your skills. Sometimes, the information you learn will shake off some of the rust that has gathered since you last attended a training course.

In other cases, you may learn something that completely transforms your business and makes all the difference for you.

The Automotive Dealership Institute has been training F&I managers for over 32 years. We provide classes in person as well as online.

Our online courses make it easy to learn at your own schedule without needing to attend a school. If you are looking to take the next step in your career, learn more by filling out our online contact form or giving us a call at 877-998-7200.