The F&IQ Blog
F&I Manager Insights from the Box
Practical, trust-first F&I advice — no word-track promotion, no pressure tactics. Real strategies from 30 years in the F&I box, as published in F&I and Showroom magazine.
All Articles
Sales Philosophy
Why Word Tracks Are Costing You Sales (And What to Do Instead)
92% of car buyers know what a vehicle service contract is. Only 37% purchase one. That's not an awareness problem — that's a trust gap. And if your F&I team is still running scripts, they're making it wider.
Sales Philosophy · April 2018
The '90s Called: They Want Their F&I Presentations Back
Someone needs to tell your trainer that the '90s called. The NASCAR close and scripted word-tracks were developed for a different era — and using them today is costing you deals.
Industry Trends · August 2019
Is Amazon Really a Threat to the Car Business?
Carvana surprised a lot of people when they entered the list of top pre-owned units sold. The big box revolution has changed every industry it touched — will auto retail be next?
F&I Culture · February 2019
Is the Art of F&I Dead?
When Lloyd began his career, F&I was the best job in the store. Then something shifted. How the F&I office lost its power — and what it takes to reclaim it.
Training · May 2019
Break Out of Your Shackles
Like the circus elephant chained to a stake as a calf, many F&I managers are trapped by habits they could break. A three-part process for getting unstuck.
Performance · March 2018
Finding Greatness in the Box
What separates consistently great F&I managers from average ones? After 30 years in the F&I box across hundreds of dealerships, Lloyd shares what they all have in common.
Customer Trust · February 2020
How Transparent Are You?
Everyone claims transparency — but transparency means different things to different people. There are thousands of different levels, varying widely from one dealership to another. Where does yours fall?
Career · December 2019
Law School vs. F&I: An Objective Analysis
Would you rather be 10 years into a career at a law firm or a dealership? Both paths lead to a six-figure income — but only one can make you a young millionaire without six-figure debt.
Philosophy · July 2018
F&I's Need for Nobility
With 78% of Americans living paycheck to paycheck, F&I managers have a genuine opportunity to serve their customers — not exploit them. The case for a higher standard.
Industry Trends · July 2020
F&I in a Post-COVID-19 World
Coca-Cola's primary ingredient was made illegal in 1918. They adapted. The last few months have been strange — we aren't sure what next week looks like. The quicker we adapt, the better.
Customer Experience · October 2020
Sell the Experience
Do you ever have a customer who says "no" right away — before you've even started? They don't trust you, so your words have no meaning. The goal is a dialogue, not a monologue.
Industry Trends · October 2017
The Past, Present and Shifting Future of F&I
Your future will be filled with people trying to convince you there's no need for F&I — that an app or vending machine can replace you. They're wrong. Here's why F&I is irreplaceable.
Customer Psychology · Industry Summit 2018
Some People Just Want to Fight
Some customers arrive in the F&I office with armor on — adversarial before you've said a word. Here's how to recognize it, reset the dynamic, and keep the conversation alive.
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