Dealership Training

Last Updated: 10/12/2024

Improve F&I Manager PVR in 30 Days!

Dealership Training

Create sustainable, long-lasting change in your F&I Office with our world-class Dealership training, exclusively online. Increase PVR, Learn Compliance, and build an F&I Certified™ department.

Improve Your Dealerships PVR in 30 Days!

Dealership Training

Dealership Training is an essential investment for any business looking to enhance its F&I profitability and customer satisfaction. Our comprehensive program is designed to equip your F&I Managers with the skills needed to excel in today’s competitive market.

Transparent Dealership Pricing
Transparent Dealership Pricing

F&I Certified Department

Bring greater credibility to your Dealership by equipping your F&I Managers with the latest in F&I sales techniques, F&I menu presentation, quicker funding, better CSI, and more. Proudly display certifications on dealership walls for instant respect from customers.

Why Dealership Training Is Important

The Importance of F&I Training

Use this calculator to gain a better understanding of the importance of Dealership Training. By investing in your F&I department and giving them the tools to become better at their job, you increase your odds of profitable months.

Use this calculator to gain a better understanding of the importance of F&I Dealership Training. By investing in your F&I department and giving them the tools to become better at their job, you increase your odds of profitable months.

30 Days to Higher PVR

Empower your F&I Managers with immediate access to our comprehensive suite of Dealership Training lessons and access to F&I Trainers.  

Dealer Training Center

Dealership employees receive access to F&I Trainers, hundreds of F&I lessons, tools, software and engagement with F&I mentors. Our goal is to help your employees learn new skills, gain confidence, and succeed in the F&I office. 

Dealership employees receive access to live F&I Trainers, hundreds of F&I lessons, tools, software and engagement. Our goal is to help your employees learn new skills, gain confidence, and succeed in the F&I office. 

Dealership Training Modules

View our Dealership Training curriculum below:

Module One

Introduction to F&I Management

Module Objective: Equip F&I managers with a foundational understanding of their roles, responsibilities, and the importance of maintaining professionalism and credibility in the F&I office.


  • Protect the Dealership: Ensure all deals comply with legal and financial regulations to mitigate risks.

  • Maintain High CSI Scores: Deliver exceptional customer service to enhance the dealership's reputation and customer satisfaction.

  • Generate Revenue: Use informed decision-making to drive profitability through the sale of F&I products.

  • Knowledge and Confidence: Build extensive knowledge about F&I products and processes to confidently inform customers.

  • Positive Experience: F&I managers are often the last dealership representatives customers interact with; ensure they leave with a favorable impression.

    • Module One

    Introduction to F&I Management

    Module Two

    F&I Building Blocks

    Module Objective: Learn new approaches, create profitable habits, and build your F&I Foundation


  • Assumptive Approach: Adopt a mindset that assumes every customer will purchase:

  • Genuine Concern: Show authentic concern when customers decline products, reinforcing belief in their value.

  • Confidence in Products: Communicate confidence in the benefits and necessity of F&I products.

  • Key Financial Terms: Essential terms like PVR (Per Vehicle Retailed), LTV (Loan to Value), and others.

  • Ethical Practices: The importance of ethical behavior, following federal regulations, and documenting all agreements in writing to protect the dealership.

    • Module Two

    F&I Building Blocks

    Module Three

    Sales without Selling

    Module Objective: Transition F&I managers from traditional sales techniques to an information-centric approach, enhancing customer interactions and increasing trust.


  • Customer Interaction Techniques: Effective methods for engaging with customers:

  • Meet-and-Greet: Conduct brief, professional introductions to set a positive tone.

  • Buffer Documents: Use legal and necessary documents to transition customers smoothly from the sales process to the finance office.

  • Separation of Sales and Finance: Clearly differentiate the roles of sales and finance to reduce sales resistance.

  • Real-Life Examples: We case studies and anecdotes to illustrate the practical benefits of F&I products, making them more relatable and appealing.

  • Customer Benefits: Focus on how these features translate into tangible benefits for the customer, such as peace of mind and financial protection.

  • Real-Life Examples: Use case studies and anecdotes to illustrate the practical benefits of F&I products.

    • Module Three

    Sales without Selling

    Module Four

    F&I Menu Training

    Module Objective: Teach F&I managers effective methods for presenting and explaining F&I menu options to customers, maximizing sales while ensuring transparency.


  • Rope-a-dope: Learn Finance Manager Training's highly-desired rope-a-dope technique of presenting the F&I Menu that leads to skyrocketing PVR numbers.

  • Visual Aids: Learn how and when (and when not) use visual aids to help customers understand their options.

  • PVR increasing phrases: Develop phrases that increase PVR and engender trust.

  • Value Explanation: Explain what customers would forfeit by choosing lower-tier packages.

    • Module Four

    F&I Menu Training

    Module Five

    F&I Compliance

    Module Objective: Ensure F&I managers are knowledgeable about regulatory requirements and legal standards, maintaining compliance and protecting the dealership.


  • Federal Law: Comprehensive training on legal requirements governing automotive finance, emphasizing the importance of staying current with changes. Everything from Form 8300 to Regulation Z and everything inbetween.

  • Consumer Protection: Understanding consumer protection laws and how they apply to F&I transactions to safeguard customer interests and dealership reputation.

  • Documentation: Accurate Records: Maintaining accurate and detailed records of all transactions and customer interactions to ensure transparency and accountability.

  • Audit Preparedness: Preparing for audits and compliance checks by ensuring all documentation is in order and meets legal standards.

  • Legal Protections: Using written agreements to protect the dealership from legal disputes and enhance customer trust.

    • Module Five

    F&I Compliance

    Module Six

    F&I Closes

    Module Objective: Build strong closing skills by practicing with our library of dozens of F&I closes

  • Identifying Objections: Techniques for identifying and understanding the underlying reasons for customer objections.

  • Timing the Close: Recognizing the right moment to initiate the close during the customer interaction.

  • Effective Responses: Strategies for responding to objections in a way that addresses customer concerns and reinforces the value of F&I products.

  • Building Confidence: Building personal confidence in closing through practice and understanding of F&I products.

  • Assumptive Close, Ben Franklin Close, Alternate Choice Close, 99% Close, Summary Close, Straight Punch Close, Needs-Based Close, Testimonial Close, Puppy Dog Close, and many more.

    • Module Six

    F&I Closes

    Module Seven

    Live From The F&I Office

    Module Objective: Provide practical training through real-world scenarios and interactive simulations to enhance F&I managers' daily operations and problem-solving skills.

  • Case Studies: Analyzing real-world case studies to apply theoretical knowledge to practical situations.

  • Problem-Solving: Techniques for solving common problems encountered in the F&I office, enhancing problem-solving abilities.

  • Time Management: Best practices for managing daily tasks efficiently to maximize productivity and minimize stress.

  • Organization Skills: Methods for keeping the F&I office organized and ensuring all necessary documents are readily available.

    • Module Seven

    Live From The F&I Office

    Module Eight

    F&I Psychology

    Module Objective: Equip F&I managers with advanced skills in leveraging technology and understanding customer psychology to improve sales and customer interactions.

  • Psychological Barriers: Identifying common psychological barriers that lead to objections and learning how to address them effectively.

  • Influence Techniques: Using psychological principles to influence customer decisions ethically and effectively.

  • Emotion vs. Logic: Balancing emotional appeals with logical arguments to create a compelling case for F&I products.

  • Mirroring and Matching: Using subtle mirroring and matching techniques to build subconscious rapport with customers.

  • Building Rapport: Methods for building rapport and trust with customers to create positive and lasting relationships.

    • Module Eight

    F&I Psychology

    Module Nine

    Advanced F&I

    Module Objective: Develop advanced skills in structuring deals, analyzing credit reports, and understanding lender rate sheets to enhance F&I performance.

  • Upselling and Cross-Selling: Techniques for effectively upselling and cross-selling F&I products to maximize revenue.

  • Advanced Negotiation Skills: Developing advanced negotiation skills to handle complex customer interactions and close high-value deals.

  • Data Analysis: Techniques for analyzing data from software tools to identify trends and make informed decisions.

  • Balancing Profitability and Customer Satisfaction: Techniques for structuring deals that maximize dealership profitability while ensuring customer satisfaction.

  • Analyzing Credit History: Techniques for analyzing a customer's credit history to assess risk and justify loan approvals to lenders.

  • Communicating with Lenders: Best practices for communicating with lenders, building a compelling case for subprime customers, and addressing lender concerns.

  • Adjusting Deal Terms: Techniques for adjusting deal terms to meet lender requirements and secure loan approvals.

  • Closing Complex Deals: Advanced strategies for closing complex deals involving multiple products and services.

    • Module Nine

    Advanced F&I

    Module Ten

    Overcoming Objections

    Module Objective: Equip F&I managers with strategies and techniques to handle and overcome customer objections effectively while maintaining professionalism and credibility.

  • Misplaced Focus: Traditional training often emphasizes isolating and overcoming objections, which may not address the root cause.

  • Customer Framework: The real reason for objections often lies in the lack of a fundamental framework that includes unbiased information, proper explanation of benefits, and a professional environment.

  • Problem-Solving Scenarios: Engaging in problem-solving scenarios to apply advanced F&I techniques in practical situations.

  • Ego Management: Avoid letting ego interfere with the sales process. The goal is to win the sale, not the argument.

  • Acknowledge the Concern: Validate the customer's concern about the higher payment and share that it is a common concern.

  • Provide Additional Information: Continue providing more information about the product and its benefits, focusing on how it can save money in the long run.

  • Reframe the Objection: Instead of proving the customer wrong, show empathy and provide a logical explanation of the benefits.

    • Module Ten

    Overcoming Objections

    Access Proprietary Dealership Software

    Our dealership partners receive access to exclusive dealership F&I Software. Build F&I Menu's with our drag-and-drop F&I Menu builder, Log F&I Deals, view performance, analyze charts, create warranty sheets and more.

    Dealership Training

    Build your F&I Department by investing in training that was engineered to increase profit and decrease customer complaints.

    Build A Certified Staff

    Earn the trust of your customers by having a fully certified F&I staff. Proudly display F&I Dealership Certification Plaques on your wall.

    Create Long-lasting Change

    Your F&I Staff receives access to our recorded F&I Lessons for life. You don't have to worry about rebound syndrome,  because we never leave!

    What is Dealership Training?

    Put simply, Dealership Training helps dealerships increase profitability, enhance customer satisfaction, create sustainable habits, and driving higher PVR. These improvements are made possible by a specialized program designed to equip automotive dealerships, and their staff, with the skills and knowledge necessary to increase revenue and PVR. This training is especially crucial for the Finance and Insurance department, where a large portion of dealership revenue is earned. The training focuses on customer psychology, improving sales strategies, understanding financing options, and offering F&I products effectively and profitably, while maintaining stellar CSI scores.

     

    Dealership Training Includes:

     

    • Sales Mastery: Develop persuasive F&I sales techniques, understand financing options, and confidently present F&I products to maximize PVR.
    • Industry Insights: Stay ahead of the curve with in-depth understanding of automotive financing trends, compliance regulations, and best practices for customer interactions.
    • Real-World Application: Practical training using case studies, interactive simulations, and real-life scenarios ensures you can apply your knowledge directly in the dealership.
    • Digital Sales Fluency: Learn how to leverage online sales platforms, digital marketing, and CRM tools to streamline your workflow, attract customers, and boost sales in the digital age.
    • Career Advancement: The training fosters professional growth, leadership skills, and team management.

    Dealership training unlocks a dealerships potential, by helping their F&I professionals to overcome the unique challenges faced by dealerships in 2024. Training helps staff to learn how to navigate complex financing scenarios, present F&I options with confidence, and handle customer objections with finesse. Our program is not a one-size-fits-all solution; it offers personalized strategies to address your dealerships individual weakness, helping to boost your revenue and PVR.

    We have helped Dealership employees from 46 different States

    We have trained and certified F&I Managers and F&I hopefuls in nearly every state in the USA, as well as Canada.

    f&i certification map
    f&i certification map

    We have helped Dealership employees from 46 different States

    We have trained and certified F&I Managers and F&I hopefuls in nearly every state in the USA, as well as Canada.

    Why do Dealerships choose your F&I Training over others?

    Dealerships choose us to help their F&I department because we are different! There is no shortage of cookie-cutter F&I services available, but they often lack the key ingredient that makes Finance Manager Training so special.

    Put succinctly; We leave the past in the past.

    • Traditional F&I tactics are no longer effective in today's market, which demands transparency, customer respect, and innovative strategies.
    • Our dealership training program is built around a modern, customer-centered approach, emphasizing trust-building, ethical practices, and advanced sales techniques that align with current consumer expectations.
    • Unlike other programs, this training provides tailored solutions that cater to the evolving needs of dealerships and their customers, ensuring that F&I professionals are well-equipped to navigate the modern automotive landscape. 

    This focus on adapting to new buying behaviors, coupled with a commitment to continuous improvement and support, makes the program a preferred choice for dealerships aiming for sustainable growth and customer satisfaction.

    Earning the trust, respect and dollars of todays automotive buyer requires a much different approach. This new approach is at the center of what we teach and it is why we are so successful. 

    What type of dealerships do you train?

    We work with dealerships of all sizes, manufacturers, and locations. Our F&I Dealership Training has helped dealership employees in 46 states (plus Canada!) and among all different brands.

    Do dealerships have to fly their employees to your school?

    Dealerships do not have to fly their F&I staff to Finance Manager Training. Our program was engineered to be taught completely online. The advantages of this method is:

    1. No time away from the dealership for F&I employees.
    2. Reduced cost for the dealership.
    3. Constant access to F&I Trainers. Wherever your F&I staff has internet, they will have access to our trainings staff.  This is a large improvement over access to a trainer every few weeks or months (if they even show up).

    Will our dealership receive an F&I Plaque?

    Dealership employees that complete our program will receive an F&I Certification plaque to place on their desk or wall. Dealerships with at least 85% of their F&I Managers completing our program will also receive an F&I Distinguished Dealership plaque that may be placed in common customer areas for added trust and recognition.

    What is Dealership Rebound Syndrome?

    Dealership Rebound Syndrome (DRS) was coined by Finance Manage Training. Rebound syndrome is when a dealership has a temporary increase in revenue, profitability and beneficial work habits due to training, but then experiences a rebound back to old habits and lesser revenue once the F&I Trainers have left. This is a common problem as many training companies only send F&I Trainers for one week at a time and there is often months between visits. Finance Manager Training doesn't have this problem as our F&I lessons are available forever and we have F&I Trainers available for live video-conference at a moments notice.

    Why choose FMT for Dealership Training?

    Finance Manager Training is Government Licensed as an F&I School! Our NYS Department of Education BPSS curriculum includes:

    Access to F&I Trainers

    Don't wait for the next time your warranty rep comes in. Book live appointments with an F&I Trainer any time.

    F&I Web Portal

    F&I Members receive access to an F&I Web Portal that connects them to hundreds of training lessons.

    Learn From Others

    Connect with other Dealerships and F&I Managers around the Country within the portal. It's like a personal 20-Group!

    F&I Textbook

    Online access to our 150+ page F&I Textbook that is the "cheat sheet" for all things F&I, both veterans and green peas.

    AI Roleplaying

    Use our Artifical Intelligence roleplay simulation system to get better at responding to objections.

    Customer Support

    No-one offers better customer support - And we mean that! Calls are answered by a real human, in under 10 seconds.

    Transparent Dealership Pricing

    Each employee (F&I Manager) will receive their own account and login. Review our transparent pricing packages below to find the option that best fits your organization.

    Truly Transparent Dealership Pricing

    We pride ourselves on our transparent dealership pricing. There are no required "demo" appointments or sales calls. Pricing is determined by the number of F&I Staff that will be enrolled. There are no hidden fees or costs. Each employee (F&I Manager) will receive their own account and login. You will have access to review their progress and training at any time.

    Up to 10 Employees

    $ 6,797 One Time Fee
    • Online Dealership Training
    • F&I Trainers Available 7 Days Per Week
    • 1 on 1 Training Sessions
    • Access to 100+ Training Lessons
    • Track Your Employees Progress
    • Distinguished Dealer Plaque when 85% of F&I Staff complete their training
    Call 855-212-1765

    11-20 Employees

    $ 9,797 One Time Fee
    • Online Dealership Training
    • F&I Trainers Available 7 Days Per Week
    • 1 on 1 Training Sessions
    • Access to 100+ Training Lessons
    • Track Your Employees Progress
    • Distinguished Dealer Plaque when 85% of F&I Staff complete their training
    Call 855-212-1765
    Popular

    Seeking an Enterprise solution for more than 20 employees? Call us at 855-212-1765.