Reahard & Associates, Inc.

06/21/2026

PRO TIP:

One of the easiest ways to protect dealership profitability starts during the trade appraisal.

Train your sales team to ask:
"Will you be providing us with both key fobs today?"
If the customer only has one fob, make note of it so F&I can follow up naturally:

"I noticed Jimmy mentioned you only have one key fob today. Would it be possible to get the additional one? The reason I ask is because replacement fobs have become incredibly expensive, and we try to address that upfront whenever possible."

If they provide two fobs, take it a step further:
"I noticed you brought both key fobs with you today. Were those the original fobs that came with the vehicle? Thank you. They're very expensive to replace because of the proximity sensor technology in today's vehicles."

Small questions like these create awareness, uncover potential reconditioning costs, and demonstrate attention to detail. Sometimes the little things make a big difference in a deal's profitability.

Are your salespeople asking about key fobs during every appraisal, or are you finding out after the trade is already booked?

06/18/2026

Why do some F&I departments consistently outperform the rest?

Exceptional departments aren't created by a single great class. They’re built through ongoing, intentional coaching.

High performers don't just practice until they get the process right, they practice until they can't get it wrong.

By focusing on a customer-first mindset and building value around the buyer's specific needs, sales and profits naturally improve month over month.

06/11/2026

Should you train different generations of F&I managers differently?

Age shouldn't dictate your training strategy; experience levels and skill gaps should.

Whether a manager is 25 or 60, if they are new to F&I, they are new to the specialized skills required to sell intangible protection products.

Success depends on four quadrants: Mindset, Skillset, Ex*****on, and Practice.

Identify which quadrant is limiting performance and focus your training there.

06/04/2026

How do you hold F&I managers accountable for effort, not just results?

While every dealership tracks monthly numbers, far fewer track the actual effort that drives them.

One of the most effective tools for this today is video review. Reviewing recorded deal transactions allows leaders to identify training opportunities and confirm that the sales process is actually being followed.

In a professional environment, performance review shouldn't be the exception; it should be the standard.

05/28/2026

05/28/2026

"I don't need any of that crap."

How does your team handle this classic F&I interruption?

Justin Gasman’s tip of the week is simple: Don't fight it. Lower the tension immediately by giving the customer total control over their options.

Try this exact response pattern:

"No problem. These are entirely your options. You can take some, all, or none of them. But here at the store, we feel a responsibility to review what's available and answer any questions. Would that be okay?"

Acknowledge their background, slow the pace of the presentation, and shift from a rigid sales pitch to a meaningful, customer-driven conversation.

05/21/2026

We do what we do because of you! Nominations for the 2026 Dealers' Choice Awards are now open.

For our team, this recognition has always been about the professionals who are dedicated to serving customers, delivering real value, and building a higher level of performance every day.

Following our Diamond win for F&I Training and Platinum win for Compliance Training last year, we remain committed to helping you achieve excellence.

If you’ve found value in our training, insights, or support, we’d be deeply honored to earn your consideration and your vote!

Cast your vote here: https://autodealertoday.net/adt-2026-dealers-choice-awards/

ADT 2026 Dealers' Choice Awards Your vote counts! Show your support for your third-party vendors and suppliers, and you could win one of two $200 Amazon eGift Cards! Welcome to the 22nd annual Dealers’ Choice Awards! Dealers and dealership personnel are

05/14/2026

F&I training should never be a one-time event.

Sending a manager to a single initial class and leaving them on their own rarely produces long-term success. Behavior only changes through a consistent reinforcement regimen.

We recommend a foundation built on weekly online assignments, monthly coaching with role-play, and quarterly objection-handling reviews.

The goal isn't constant retraining; it’s consistent reinforcement to ensure habits don’t fade.

05/07/2026

Is your F&I PVR slipping because of bad habits?

In F&I, shortcuts often reappear the moment a customer raises an objection due to compliance fatigue and high customer volume.

Most managers don't realize they are slipping until it shows up in the numbers, but the red flags start much earlier.

Watch for telltale signs: skipping steps like needs-discovery, presenting the menu too early, or prejudging “tough” customers.

Don't wait for a slump to fix the process!

04/30/2026

Want better results? Ask better questions!