The F&IQ Blog

F&I Manager Insights from the Box

Practical, trust-first F&I advice — no word-track promotion, no pressure tactics. Just real strategies from 30 years on the floor.

All Articles

Two people in a genuine conversation — trust-based F&I selling

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.

Lloyd Trushel April 2026 Read Article →

Career Development

Your First 90 Days as an F&I Manager: A Practical Guide

New to the box? The first 90 days are critical — and most new F&I managers waste them on objection scripts. Here's a better plan.

Lloyd Trushel Coming Soon

Performance

The Hidden Reason Your F&I Penetration Rate Is Stuck

If you've tried better scripts and better training and your numbers still aren't moving — the problem is upstream. Here's what it actually is.

Lloyd Trushel Coming Soon

Customer Psychology

How to Handle the Customer Who Says "I Don't Want Anything"

This objection is a symptom, not the problem. Answering it with a rebuttal sequence makes it worse. Here's the trust-based approach.

Lloyd Trushel Coming Soon

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