If I Could, Would You?
If I Could, Would You?
October 22, 2026/F&I Performance
The fastest way to give away F&I margin is the discount game. Why "if I could take five hundred off, would you?" costs dealers money, and what to ask instead.
The Front Seat
notes from the drive
Practical thinking on Dealership Leadership, F&I Performance, and running the Overdrive™ Business Operating System.
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What GAP Covers That Your Insurance Company Won't
What GAP Covers That Your Insurance Company Won't
October 19, 2026/F&I Performance
GAP pays the difference between what a car is worth and what's owed. Why dealership GAP covers rolled-in negative equity, who needs it, who doesn't, and how to explain it.
Meet the Customer Like You Just Met Your Future Spouse
Meet the Customer Like You Just Met Your Future Spouse
October 5, 2026/F&I Performance
The service contract is sold or lost before the menu comes out. A step-by-step look at the F&I customer interview: the handoff, the opening question, seventy-thirty talking, and the summary.
It's Not an Extended Warranty
It's Not an Extended Warranty
October 2, 2026/F&I Performance
A warranty is free. A vehicle service contract is not. Why coverage matters more now that customers keep their cars six or seven years, and what a repair really costs them.
The Menu Is Built Before You Open It
September 25, 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.