F&I Training & Certification School
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Learn The Following & Much More
Platform Features
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📊

Deal Structuring

Interactive deal simulators with realistic lender rate sheets and credit tiers.

🛡

Product Presentation

VSC, GAP, tire and wheel with proven word tracks that close.

💬

Menu Selling & Compliance

Menu process, objection handling, and federal compliance training.

🖥

F&I Software

RouteOne, DealerTrack, and DMS hands-on training.

🎓

Certification Exam

The Final Exam after completing your training. Pass and receive your official F&I diploma.

🤝

Job Assistance

Our team networks with dealerships across the nation, scheduling F&I interviews for you.

12-Module Curriculum
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01

Introduction

Platform overview, F&I career intro, and getting started.
02

F&I Beginner Basics

Day-to-day expectations, rate sheets, assumptive approach.
03

Selling F&I Products

Features vs benefits, credibility, objection handling.
04

Presenting Products

Menu presentation, VSC, GAP, tire and wheel.
05

Live from the F&I Office

Guest presentations, cash deals, CITs, two-tier menu.
06

F&I Closes & More

Closing techniques, compliance, psychology, advanced F&I, and leasing.

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Finance Manager Training Official Curriculum Guide financemanagertraining.com
Vocational School Serving USA and Canada
Finance
Manager
Training
F&I Training and Certification Course
FormatFully Asynchronous Online
Modules12 Total Modules
Credit Hours36 Credit Hours
CredentialF&I Certification
Curriculum Overview — Confidential financemanagertraining.com
I.

About
the Program

Finance Manager Training is a vocational school serving students across the USA and Canada, providing comprehensive career training to aspiring and current Finance & Insurance professionals at automotive dealerships. Students engage with readings, professional training videos, interactive tools, and live practice software, progressing through a structured, results-driven curriculum at their own pace.

12Training Modules
150+Total Lessons
36Credit Hours
USA+ Canada
  • Asynchronous learning — complete on your schedule, from any device
  • Mobile app access for learning on the go
  • Module-gated quizzes and tests ensure comprehension before advancement
  • Dedicated workbook included with every module
  • Interactive tools: conversation simulator, lender decision tool, practice software
  • Real-world instruction from active F&I professionals
  • Verified F&I diploma and final certification test upon completion
Program Structure — All 12 Modules
Curriculum at a Glance
# Module Title Credit Hrs Lessons Workbook
01Intro to the Program3 hrs8Included
02F&I Beginner Basics3 hrs24Included
03Sales Without Selling3 hrs10Included
04F&I Menu Training3 hrs9Included
05Deal Structuring3 hrs11Included
06F&I Closes3 hrs11Included
07Avoiding Problems3 hrs7Included
08Compliance3 hrs10Included
09F&I Software & Psychology3 hrs11Included
10Advanced F&I3 hrs31Included
11Leasing3 hrs5Included
12Final Certification Test3 hrs2—
Module 01 of 12

Intro to the Program

3 Credit Hours · 8 Lessons
2 Quizzes2 TestsWorkbook Included
Objectives
  • Navigate the platform, tools, and mobile app
  • Understand program structure and glossary
  • Learn diploma issuance and fraud consequences
  • Overview of the F&I Manager role and the new age of F&I
Lessons8
Module Workbook Reinforces key program concepts, glossary terms, and F&I Manager role overview.
Lessons
01Introduction to Finance Manager Training
02The F&I Training App for Your Phone
03Structure of the Program & Glossary
04Navigating the Members Area
05Your F&I Diploma & Verification
06Fraud & the Consequences
07Responsibilities of an F&I Manager
08The New Age of F&I
Gold border = quiz follows
Dark border = test follows
Module 02 of 12

F&I Beginner Basics

3 Credit Hours · 24 Lessons
1 Quiz1 TestWorkbook Included
Objectives
  • Understand how vehicle electronics drive F&I product value
  • Experience a full day-in-the-life walkthrough
  • Develop mindset, tone, and professional approach
  • Gain product knowledge across all major F&I offerings
  • Analyze lender offers and understand F&I pay plans
Lessons24
Module Workbook Product knowledge summaries, lender decision exercises, and day-in-the-life checklists.
Lessons
Vehicle Electronics & Product Value Lessons 1–6
01The Money Is in the Electronics
02Intro to Electronics & Using Them to Sell VSCs
03The ECM
04ADAS
05HVAC Module
06Setting the Value for Your F&I Products
A Day in the Life of an F&I Manager Lessons 7–15
07Day in the Life — Introduction
08Starting the Day
09The Delivery Process
10Priming the Office
11Fixed Mindset vs. Growth Mindset
12End of the Day
13Tone & Approach — The Assumptive Approach
14Dress for Success
15Getting Back on Track
F&I Product Introductions & Pay Plans Lessons 16–24
16F&I Products — VSC
17F&I Products — GAP Insurance
18F&I Products — Exterior Protection
19F&I Products — Paint Protection
20F&I Products — RISC Finance Contract
21F&I Products — Maintenance
22F&I Pay Plans — How F&I Managers Get Paid
23Analyzing Lender Offers
24Interactive Tool: Test Your Lender Decision Knowledge
Module 03 of 12

Sales Without Selling

3 Credit Hours · 10 Lessons
1 Quiz1 TestWorkbook Included
Objectives
  • Reframe F&I as information management, not sales pressure
  • Master features vs. benefits communication
  • Build a framework for objections without confrontation
  • Practice live with the F&I Conversation Tool
Lessons10
Module Workbook Objection handling scripts, features vs. benefits worksheets, and conversation practice guides.
Lessons
01Your New Title: "Information Manager"
02Should You Conduct a Customer Interview?
03Features vs. Benefits
04Credibility Trumps Rapport
05Separating Price & Product
06Part 1: Win the Argument, Lose the Sale
07Part 2: Setting the Framework
08Part 3: Bringing It All Together
09How to Use the Conversation Tool
10F&I Conversation Tool
Module 04 of 12

F&I Menu Training

3 Credit Hours · 9 Lessons
1 Quiz1 TestWorkbook Included
Objectives
  • Master the F&I Menu Framework and Push-Pull Method
  • Set product value before presenting price
  • Understand two-tier menus and ask-for-the-sale techniques
  • Build and customize your own F&I Menu
Lessons9
Module Workbook Menu build worksheet, push-pull practice scenarios, and value-setting scripts.
Lessons
01The F&I Menu Framework
02The Push-Pull Method
03Just Answer the Question
04Setting the Value for Your F&I Products
05F&I Manager Tip: Two Tier Menus
06Value Training
07Ask for the Sale
08Building Your Own F&I Menu
09Create Your Own F&I Menu
Module 05 of 12

Deal Structuring

3 Credit Hours · 11 Lessons
1 TestWorkbook Included
Objectives
  • Structure deals by matching customers to lender parameters
  • Leverage the service department for cash flow
  • Maximize CITs, cash deal turns, and product coupling
  • Understand sales team compensation dynamics
Lessons11
Module Workbook Deal parameter worksheets, coupling strategy guides, and CIT tracking templates.
Lessons
01Introduction to Structuring F&I Deals
02Assign Deal Parameters to Customers — Part 1
03Reviewing Your Deal Structure Analysis
04Assign Deal Parameters to Customers — Part 2
05Be on the Desk
06Service Department Cash Flow
07Coupling Products
08Sales Team Compensation
09Know How Much You Can Get
10CITs
11Cash Deal Turn
Module 06 of 12

F&I Closes

3 Credit Hours · 11 Lessons
1 TestWorkbook Included
Objectives
  • Master seven distinct closing techniques for every customer type
  • Handle flat refusals and "I want to think about it"
  • Apply the Life Insurance Close and Parable of F&I
  • Convert cash deals to financed transactions
Lessons11
Module Workbook Close-selection framework, scripted late-stage objection responses, and scenario practice.
Lessons
01The Value Close
02The Dollar Bill Close
03The Trial Close
04The 99% Close
05Fixed Payment vs. Variable Payment
06Agreement to Buy in Principle
07Converting a Cash Deal to Finance
08"I Want to Think About It"
09"NO! I Don't Want It."
10The Life Insurance Close
11The Parable of F&I
Module 07 of 12

Avoiding Problems

3 Credit Hours · 7 Lessons
Workbook Included
Objectives
  • Build repeatable processes that prevent common F&I errors
  • Leverage lender relationships to solve deal problems
  • Verify discharged bankruptcies and handle trade-ins
  • Address brand-specific objections (Honda, Toyota)
Lessons7
Module Workbook Process checklists, bankruptcy verification steps, and brand-specific objection response guides.
Lessons
01The Process of Success
02Leveraging Your Lenders
03Do You Believe in Your Products?
04Fixing the CIT Problem
05Properly Verifying a Discharged Bankruptcy
06Selling Trade-Ins
07Honda and Toyota Objection Handling
Module 08 of 12

Compliance

3 Credit Hours · 10 Lessons
1 QuizWorkbook Included
Objectives
  • Understand why compliance is non-negotiable in F&I
  • Study all major federal regulations governing vehicle financing
  • Know customer rights and dealership obligations under law
Lessons10
Module Workbook Federal regulation reference sheets, compliance checklists, and buyer's guide guidance.
Lessons
01The Importance of Compliance
02Regulation Z
03The Magnuson-Moss Act
04Form 8300
05OFAC
06Gramm-Leach-Bliley FTC Privacy Act
07The Used Car Rule & Buyer's Guides
08Regulation B
09The Red Flags Rule
10The FACT Act
Module 09 of 12

F&I Software & Psychology

3 Credit Hours · 11 Lessons
Workbook Included
Objectives
  • Apply behavioral psychology to improve customer outcomes
  • Use authority-increasing phrases and reciprocity principles
  • Leverage window sticker, warranty, and service records
  • Operate Route One software for credit submission
Lessons11
Module Workbook Psychology guides, Route One walkthroughs, and authority phrase reference cards.
Lessons
Psychology of F&I Lessons 1–5
01Intro to F&I Psychology
02Authority Increasing Phrases
03Obligation and Reciprocity
04Flip the Script
05Time is an Illusion
F&I Tips & Route One Software Lessons 6–11
06Intro to F&I Tips
07The Window Sticker
08The Manufacturer's Warranty
09The Vehicle Service Records
10Route One Software — Part 1
11Route One Software — Part 2
Module 10 of 12

Advanced F&I

3 Credit Hours · 31 Lessons
1 Quiz4 TestsWorkbook Included
Objectives
  • Read Experian credit reports and interpret LTV sheets
  • Analyze rate sheets, structure deals, fund correctly
  • Master subprime F&I from stips to red flags policy
  • General Manager-level techniques and rope-a-dope strategies
  • Operate DealerTrack and DMS software end-to-end
  • Prepare to interview and land F&I positions
Lessons31Largest module in the program
Module Workbook Credit report exercises, LTV practice, subprime checklist, DMS walkthroughs, and interview prep.
Lessons
Part I — Credit Reports & Lenders Lessons 1–10
01Intro to Credit Reports & Lenders
02Reading a Credit Report
03Reading a Credit Report — Part II
04Test Your Credit Report Knowledge — 1
05Test Your Credit Report Knowledge — 2
06Test Your Credit Report Knowledge — 3
07Understanding LTV and LTV Sheets
08Using the LTV Sheet
09Structuring Deals
10Analyzing a Lender Rate Sheet
Part II — General Manager Training Lessons 11–15
11Intro to General Manager Training
12"None of My F&I Managers Make Less Than $200K"
13Overcoming "No" — The Rope-a-Dope
14Licking the Deal
15Cash Conversion & Digital Menus
Part III — Subprime F&I Lessons 16–21
16Introduction to Subprime F&I
17All Stips Before Delivery
18Instant Approvals & Talking to Underwriters
19Everything in Writing
20Red Flags Subprime Policy
21Using the Subprime Checklist
Part IV — F&I Software Lessons 22–31
22Introduction to F&I Software
23Submitting Credit Applications
24Funded vs. Non-Funded Deals
25Lender Documents & Rates
26DMS Software Overview
27How to Use the Practice Software
28Printing Deals in the DMS
29Searching Inventory & Title Problems
30DealerTrack Software Recap
31How to Interview for F&I Jobs
Module 11 of 12

Leasing

3 Credit Hours · 5 Lessons
1 TestWorkbook Included
Objectives
  • Understand leasing mechanics vs. financing
  • Navigate common leasing difficulties
  • Structure lease deals correctly from the start
  • Present and sell F&I products to lease customers
Lessons5
Module Workbook Lease structure worksheets, product eligibility guide for lease customers, and difficulty practice scenarios.
Lessons
01Intro to Leasing
02What is Leasing?
03Leasing Difficulties
04Structuring Lease Deals
05Selling Products to Lease Customers
12

Final F&I
Certification
Test

The culminating assessment of the Finance Manager Training program. Students must demonstrate mastery across all 11 modules to earn their F&I Certification — the credential recognized by dealerships nationwide.

PrerequisiteCompletion of all 11 training modules
Credit Hours3 Credit Hours (36 Total)
Lessons2 Final Lessons + Certification Test
Credential AwardedF&I Certification — Finance Manager Training
ServingUSA and Canada

Begin your career in
Finance & Insurance.

financemanagertraining.com
Vocational School — USA & Canada 36 Credit Hours · 139 Lessons F&I Certification Program