F&I tip: Make a connection before you start your pitch

Finance and insurance managers should try to get to know the customer before they start selling, said Jimmy Magee, general manager of Audi Turnersville in New Jersey.

"You can find out what the most important things will be to them by having a short 10- to 15-minute conversation about that person, about life and who they are," Magee said.

Every dealership has the same vehicles and types of F&I products for sale, Magee said. F&I managers need to find out which products make the most sense for each individual customer to make a sale in today's competitive market, he said.

"I might not need the tire-and-wheel package, but somebody else may need it because they are always in the city," Magee said. "Sitting down and learning and talking to customers, that's the biggest part."

Have a good auto finance and insurance tip to share? Email Automotive News F&I reporters John Huetter at [email protected] and Paige Hodder at [email protected]. See more F&I tips at autonews.com/topic/fi-tips.