Problems & Prospects: Interacting
with the Modern F&I Customer 


The F&I department offers a host of opportunities for ongoing sales and long-term relationships which increase earning potential if managed correctly. The modern F&I customer has a wealth of information at their disposal, but still needs to be guided through this to ensure they make the right choices.

Problems & Prospects teaches students how to interact with and understand the 4 different types of customer communication styles and how to respond to each effectively . The course shows you how to prospect for new opportunities and incremental sales in F&I, while also highlighting the do’s and don’ts. Those enrolled will also develop practical strategies to handle complaints and deal with difficult customers.