In F&I, use emotion, then logic, suggests Rick McCormick of Reahard & Associates. "The only people that master the F&I craft are the people who use emotion at a very high level. Logic is only used to wrap up the sale," he said.
F&I masters employ emotion
Send us a letter
Have an opinion about this story? Click here to submit a Letter to the Editor, and we may publish it in print.
Recommended for You