Automotive Finance & Insurance Management Program

Automotive Finance Management (F&I)

ADI Graduation Diploma

Course Details

Tuition: $12,000 (including all materials)

Classes start monthly

Monday through Friday, 8:30 a.m. to 5:30 p.m.

Expert nationwide job placement included in tuition.

Course Description

A good percentage of any auto dealership’s profits are derived from its Finance and Insurance Department. The Automotive Dealership Institute’s Automotive Finance Management curriculum has been carefully crafted to include all aspects of the subject, from automotive, motor sports and recreational vehicle dealership operations to deal structuring, lender relations and Internet Department management.

State Motor Vehicle Department forms are taught along with all the federal requirements, students from other states may find only minor differences in their own state laws. There are hours of supervised lab time on authentic automotive F&I software, and testing is frequent so instructors can track each student’s progress. We believe there is no finer course of study for automotive F&I management anywhere in the world. The car college course is divided into four weeklong modules.

Prof. Cheryl Piantedosi presenting Module 3 of the F&I Management course at ADI

Automotive Service Advisor (ASA)

The car college course at ADI

Course Details

Tuition: $6,000 (including all materials)

Classes start monthly

Monday through Friday, 8:30 a.m. to 5:30 p.m.

Expert nationwide job placement included in tuition.

Course Description

Automotive Service Advisor prepares students to handle all the duties and responsibilities inherent in the position. Students will learn how to interact with customers and keep customer satisfaction to its highest levels. In addition to franchised new-car dealerships, there is a growing demand for graduates in the independent service sector.

A good auto service advisor is not only an asset to a dealership or repair center, but also to the customer. Our expert course teaches students the proper forms of communication, from greeting the customer to following up after service. Being able to interpret customer concerns regarding vehicle mechanical problems, discussing maintenance issues and completing work orders are also covered in depth. The car college course consists of two comprehensive modules.


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F&I Course Layout


Module 1

Dealership Retail Operating Systems. Vehicle Sales Transaction. Finance Software. Retail Leasing. Lease Calculations. Lease Agreements. Lease Disclosures. Practicing With Deals.


Module 2

Finance and Insurance – Prime. Finance Products. Laws, Rules and Regulations Mandated by Federal and State Legislation. MVD and Forms. Interest and Finance Charge Calculations. Credit and Prime Lending. Loan Structuring. Loan Process and Funding, Practicing With Real Deals.


Module 3

Finance and Insurance – Non-Prime. Overview of Non-Prime Finance Lenders. Credit Bureaus, Budgeting and Deal Structuring for Non-Prime Lenders. Practicing With Real Deals. Special Finance Department Organization. Setting Up Procedures. Structuring Special Finance Deals, Introduction to Internet Finance.


Module 4

F&I Menu Selling Process/Objection Handling. The F&I Menu Selling Process. Finance Menu Presentation. Objection Handling. Practicing Menu Presentation. Videotape Presentations.

ASA Course Layout


Module 1

Introduction and General Description of What Is a Service Advisor. Identifying the Advisor’s Responsibilities. Understanding the Bureau of Automotive Repair and Writing a Repair Order. Telephone Procedures and Objectives. Customer Interview Procedures. The Value of Building Rapport and Providing Solutions.


Module 2

The Sales Process. Steps and Definitions of a Sale Cycle. Steps to the After Sale Process. Overcoming Objections. Learning to Fact Find and Isolate the Objective. Realizing Value and Profit. Customer Satisfaction. The Walk Around Presentation. Interview Techniques.

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