F&I Buyology

Authentic F&I Conversations That Drive Profit and Customer Satisfaction

Course Overview

The Finance and Insurance (F&I) department remains a cornerstone of dealership profitability, however, success today demands more than just offering products; it requires mastering the art of authentic, value-driven conversations.
F&I Buyology empowers sales teams and transaction managers to avoid the common mistakes that even experienced professionals make.
Through smarter, more collaborative dialogue, you’ll learn how to position F&I products naturally, build greater trust with customers, and drive higher F&I penetration rates.

Course Objectives

• Understand the three different types of finance prospects - Identify key customer profiles; cash buyers, direct lender customers, and dealership finance users, and tailor your approach to maximise opportunities with each.
• Make a compelling case for dealership finance to direct lender and cash prospects - Learn how to confidently position dealership finance options as smarter, more valuable solutions, winning more conversions without pressure.
• Discover initial deposit levels and payment budgets without eroding margin - Master the art of guiding finance conversations to uncover key budget details, while maintaining strong profitability and protecting dealership value.
• Gain confident leadership of the offer sheet presentation - Control the flow of the finance conversation by presenting the offer sheet clearly, professionally, and in a way that builds trust and agreement.
• Invite customers to register their interest in additional F&I products - Use subtle, value-driven techniques that encourage customers to engage with protection products, warranties, and add-ons without feeling sold to.
• Handle objections with structure, confidence, and clarity - Apply a simple, proven objection-handling process that keeps conversations positive, addresses concerns, and protects your F&I margins.
• Introduce a structured resolicitation process to recover missed F&I opportunities - Learn how to professionally revisit F&I conversations when initial agreement isn't reached; turning second chances into additional sales.

What's Included?

• Event leadership by an expert facilitator
• Delegate workbook and course materials