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    • Lesson 8

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What's inside The Art of F&I - Conversations from The Box?

Chapter 1 - Behaviors

Some Observations 

Methodology 

Laws 

Naturally Competitive People 

The Cost Vs. Value Myth 

The Impossible "F" Customer 

Bad F&I Training 

Word-Tracks Won't Save You

Meet the Sales Prevention Manager 

Low Commitment to Training? 

High Level Problem Solving 

Confessions of an F&I Trainer  

Chapter 2 - Communication

The Trust Alarm 

Being Trustworthy 

The Possibility of Possibility 

Building Trust 

Can You Be Trusted? 

Competency 

Character 

Is It in Our DNA To Lie? 

Yellow Lights 

Perception Is Reality 

Types of Truth 

Conversation Is Not Comprehension 

Framing Your Conversation 

The Science of Framing 

GOOD  

Chapter 3 - Factors

How We Got Here 

The Truth About People 

Willpower and Marshmallows 

The Lowest Payment Conundrum 

The Truth About Vehicles 

Follow the Money 

Do Your Customers Actually Need Coverage? 

What Your Customers Actually Need 

Fake News  

Chapter 4 - Purpose

Finding Purpose 

Storytelling 

The Art Of F&I 

Cui Bono 

Authenticity 

You 2.0 

S.O.S. 

A Culture of Excellence  

Chapter 5 - Final Thoughts

Objections

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