So I was in a store today and had a rather new F&I manager look at me and say “I just want to know how to sell more F&I products.” An F&I manager is obviously compensated by the profit they generate so this, on the surface is a fair question. This is a question that you hear often and I think the answer is just as important. I responded to our new F&I manager very simply, “by putting your customer in an environment where they are relaxed and engaged allowing you, the F&I professional, to provide your customer with the right amount of information for them to make a better, more informed decision.” This happens with a true F&I selling process, where the explanation of the product benefits is separated from the closing of the products and the figures.