The Front Seat

notes from the drive

Practical thinking on Dealership Leadership, F&I Performance, and running the Overdrive Operating System.

Topics

F&I desk with deal jackets and menu presentation

The Menu Is Built Before You Open It

September 10, 2026/F&I Performance

Direct questions in F&I get guarded answers. Learn how eliciting gets customers to volunteer the facts that sell service contracts, GAP, and tire & wheel without running an interview.