October 1, 2014

Why Be Certified? And Why AFIP?

In order to answer these questions, let’s begin with who the Association of Finance and Insurance Professionals (AFIP) are. AFIP was the vision of an F&I executive who saw the need for the F&I industry to govern their own business practices and have an active voice regarding the laws that were to impact and define them. With her direction, AFIP was founded in 1989 by Ford Motor Credit Company, GMAC, Bank of America, and many others. AFIP is run by Executive Director David Robertson, wh...

July 1, 2014

Featured F&I Product: GAP

With only a few exceptions it appears that GAP coverage isn’t being embraced by F&I Managers as much as in the past—customers rolling negative equity into their new loan not withstanding. That’s worth reconsidering for a number of reasons not the least of which is that you are doing your customer a disservice by not fully explaining all that GAP does for them. First, consider their down payment. When put into percentages, is it really as much as it looks to be on the surface? U...

July 1, 2014

Training Tip: Train Yourself!

Who wants to sign up for some homework? Someone? Anyone? Bueller? No? Who wants to drive or fly somewhere for a few days of training? Again, I hear crickets. Okay, who wants to sit in their office after their initial training and never have to sit through another class or be video-taped one more time? I hear several of you saying yes to this. Most of us hate to leave our comfort zones for training and many of us know that we will come back to a mess that we have to clean up. How then do you st...


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