In this blog post, we’re going to talk about how to switch a customer from paying upfront or paying cash for a vehicle to financing the vehicle on an installment loan at your dealership.

There seems to be a disconnect between many finance managers and reality when it comes to dealing with banks, and I’m going to give you just one example.

Most mainstream car dealerships sell the majority of their cars on a finance contract with the bank.

Many people and dealers look at prime finance and non-prime finance as black and white. You either are prime or you’re not.

I am going to tell you one common mistake made by many finance managers at many car dealerships.

Good work habits make good managers. We all know that. I'm going to show you one good work habit that can help make you a great finance manager.

I'm going to tell you how the car industry has ruined the reputation of these products, and maybe how you can help fix that.

If you’re like most finance managers in most dealerships your training for the position was a lot like learning to swim by being thrown in the river. Sink or swim.

There are a lot of amazing and dramatic changes happening in automotive retail right now.

If you’re very fortunate, you have a stable staff of quality salespeople. You don’t often find yourself in the position of having to hire new ones.

I’ve been in the car business for 30 years. Ten years ago, I discovered third party lead generation and thought I had found the holy grail of marketing.

Artificial Intelligence in sales presents both opportunities and challenges for salespeople.

In this video, I’m going to tell you a story about how I learned to sell life insurance from a banker.

Perhaps you’re new to the business office or you’ve been at it a while. Maybe you’re a sales manager or dealer who has funding issues in your business office and are struggling to fix them.

If you’re a Finance Manager in a car dealership, I’m going to give you one little secret that is a key ingredient to your success selling aftermarket products.

Non-prime might just be the fastest growing segment in automotive retail. Moving from a seedy gas station lot on the corner to billion-dollar finance institutions.

I’m going to take a few moments now and just talk about aged inventory in your used car department, and one potential solution about how you might be able to fix it. 

If you’re thinking about having a sale, or special event, it’s much more than a bunch of signs and flags. More than buying some additional inventory. A sale is all about the plan.