F & I Training for the Automotive, RV and Marine Industries

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Most of the articles archived here were written by Jan Kelly, President of Kelly Enterprises. Ms. Kelly is a well-known F&I/sales trainer and consultant, an in-demand speaker, and a featured writer for industry publications. Additional articles were written by Kelly Enterprises consultants and trainers. Find out more about Jan Kelly.

You are welcome to reprint any of the articles you read on this site. Please attribute the article author and source publication, and send a copy of the publication containing your reprint to: Kelly Enterprises, P. O. Box 821665, Vancouver, WA 98682.

Jan wants to write about what you most need to know. Please use this space to send your request so that Jan can write an article on a topic of particular interest to you.

Aftermarket Sales
4/1/2008	Do You Want to Make More Money? Sell Accessories!
7/1/2007	Using IT in F&I
4/1/2007	Kelly's Korner - To Tape or Not To Tape?
3/1/2007	An F&I S.O.S.
3/1/2007	Kelly's Korner - Going For The Goals
3/1/2007	Dealing With Compliance
2/1/2007	F&I Is More Than Finance
2/1/2007	Profit Quest
2/1/2007	Kelly's Korner - Add Products to Increase Profits
2/1/2007	Preventive Medicine for the F&I Department
1/1/2007	Preparing for the New Year
1/1/2007	Kelly's Korner - Privacy Policy Pointers
1/1/2007	Plan Well To Finish Well
12/1/2006	Kelly's Korner - Meeting of the Minds
12/1/2006	Winning By The "No's"
11/1/2006	Shaping Up
11/1/2006	High Credit Balances / Low Credit Scores
11/1/2006	Thanks for the Lemon Aid
11/1/2006	Prospecting: Are You Hunting or Farming?
10/1/2006	F&I Rules
10/1/2006	The Anatomy Of An F&I Presentation
9/1/2006	Exercise Your Option$
9/1/2006	A Change Of Face Pay$
9/1/2006	Lots of Deals - Part II
9/1/2006	Kelly's Korner - Concerning Your Area Of Influence
8/1/2006	Puzzled By The Patriot Act?
8/1/2006	A License To Drive
8/1/2006	Data That Delivers
7/1/2006	Fresh Start F&I Production
7/1/2006	Kelly's Korner - Unforgettable Appointments
7/1/2006	The Web and F&I
6/1/2006	When Business Slows, Train To Grow
6/1/2006	Internal Auditing for the F&I Department
6/1/2006	Kelly's Korner - F&I Assurance: What If Solution
6/1/2006	Dog-Gone Good Deals!
5/1/2006	Kelly's Korner - Physical Damage Insurance
5/1/2006	Protection With A Buy Here, Pay Here Operation
5/1/2006	Managing Sales to Make the Most of Special Finance
4/1/2006	Improving Bottom Line In Competitive Marketplace
4/1/2006	Operating In A Bilingual Market
4/1/2006	Selling Value: Priceless
3/1/2006	Driving Ideas To Work
3/1/2006	Timing Of The Turn To F&I
3/1/2006	Compliance: Boundaries For The Wise F&I Manager
3/1/2006	The Mind is Like a Parachute . . .
3/1/2006	Kelly's Korner - Is Off-site Training Valuable?
2/1/2006	Where Have We Been, Where Are We Going . . .
2/1/2006	A Financial Center Fitness Plan
2/1/2006	Driving Customer Retention
2/1/2006	Watts Up? Shed Light On Aftermkt Profitability
1/1/2006	Strategies To Make Deals Stick in 2006
1/1/2006	Customize The Bottom Line
12/1/2005	Getting Down To Basics: The F&I Audit Trail
11/1/2005	Tap the Market for Aftermarket Parts/Accessories
11/1/2005	Safeguards Rule At Your Dealership
5/1/2005	Kelly's Korner - Time It Takes To Make (F&I) Case
9/1/2003	Etching Ethics into Retail Pricing
3/1/2003	Aftermarket Accessorizes F&I
10/5/2001	Gaining AfterMarket $ales
5/1/2001	Kelly's Korner: Advantages of Aftermarket Desk
Article Series - F&I
1/1/2008	The F&I Express – Station #12 - Watch for Hazards
12/1/2007	F&I Express–Station#11-Staffing the F&I Department
11/1/2007	F&I Express Station#10-Part of the Management Team
10/1/2007	F&I Express - Station # 9 – Follow-Up Strategy
8/1/2007	The F&I Express – Station #8 - Compliance
7/1/2007	F&I Express-Station#7 Documentation:
6/1/2007	F&I Express - Station #6 -Asking for the Order
5/1/2007	F&I Expres-Station#5-Building Value In Your
4/1/2007	F&I Express-Station #4-Boarding the Presentation
3/1/2007	F&I Express - Station #3 - Office Visit(s)
2/1/2007	F&I Express-Station #2-Process Between Sales/F&I
1/1/2007	F&I Express - Station #1 - Gearing Up
9/1/2005	12 Steps to F&I Succe$$ - Step XII Review/Revise
7/1/2005	12 Steps to F&I Succe$$ - Step XI Track Perform.
4/1/2005	12 Steps to F&I Succe$$ - Step X Follow Up
2/1/2005	12 Steps to F&I Succe$$ - Step IX Verify Funding
12/1/2004	12 Steps to F&I Succe$$ - Step VIII Funding
9/1/2004	12 Steps to F&I Succe$$ - Step VII Document
9/1/2004	12 Steps to F&I Succe$$ - Step VI Use a Menu
6/1/2004	12 Steps to F&I Succe$$ - Step V Negotiation
2/1/2004	12 Steps to F&I Succe$$ - Step IV The Presentation
2/1/2004	12 Steps to F&I Succe$$ - Step III Product Cues
11/1/2003	12 Steps to F&I Succe$$ - Step II Build Rapport
8/1/2003	12 Steps to F&I Succe$$ - Step I Meeting
Article Series - Sales
8/1/2006	Lots of Deals - Part I
6/1/2004	The Selling Cycle - Part XII World Class Delivery
5/1/2004	The Selling Cycle - Part XI F&I Process
4/1/2004	The Selling Cycle - Part X Close the $ale
3/1/2004	The Selling Cycle - Part IX Negotiate the Deal
2/1/2004	The Selling Cycle - Part VIII The Write Up
1/1/2004	The Selling Cycle - Part VII Product Demo
12/1/2003	The Selling Cycle - Part VI Product Presentation
11/1/2003	The Selling Cycle - Part V Product Selection
10/1/2003	The Selling Cycle - Part IV Needs Interview
9/1/2003	The Selling Cycle - Part III Greeting
8/1/2003	The Selling Cycle - Part II The Appointment
7/1/2003	The Selling Cycle - Part I Prospecting
Credit Insurance
5/1/2004	Changing the Landscape of F&I
2/1/2004	Kelly's Korner Credit Insurance - Born Yesterday?
2/1/2001	Kelly's Korner: Insurance Licenses
1/1/2001	Selling Loan Protection
Interviews
5/1/2006	Did You Want an Extension With That Warranty?
Lending
11/1/2007	Avoiding Bank Fraud
10/1/2006	A Primer on Non-Prime Lending
6/1/2006	Effect of Long-Term Financing On RV Industry...
2/1/2006	Kelly's Korner - The Rule of 78
4/1/2005	Credit Unions: Friend or Foe?
10/1/2004	What Does a FICO Score Mean On a Credit Bureau?
6/1/2004	Interview - Secrets To Successful Financing
2/1/2004	The F&I Center: Final Stop & Last Impression
2/1/2004	Dealing with Negative Equity
12/1/2003	Kelly's Korner: How do you rate?
11/1/2003	Finance Reserve Good News - Bad News
10/5/2003	The Importance of Dealer Facilitated Financing
9/1/2003	Do We Need A Special Finance Department?
2/1/2003	Credit Application - Cornerstone of Making Deals
11/1/2002	Kelly's Korner-Finding used car lenders.
8/9/2002	Sharing Lender Insights
7/1/2002	Kelly's Korner: Sending False Records to Lender
5/9/2002	Special Finance in the Mainstream
12/1/2001	Kelly's Korner: The Car Dealer's Secret
10/5/2001	Strengthening Lender Relationships
10/5/2001	Opening the Door to Profits
10/5/2001	The Challenge of the New Millennium
6/1/2001	Kelly's Korner: Handling Sub-Prime Financing
6/1/2001	Kelly's Korner: Credit Application Retention
4/1/2001	Kelly's Korner: Repercussions of Straw Purchase
4/1/2001	Kelly's Korner: Liability of Down Payment Loan
Management
6/1/2008	Education Plan for New Sales Associates
4/1/2008	Streamlining the F&I Process
3/1/2008	Are Conventions An Expense Or an Investment?
3/1/2008	The Magic of a Change of Face
1/1/2008	What are Your Numbers?
1/1/2008	The Value of Cross-Training
12/1/2007	The Seven “P”s of Progress
12/1/2007	Types of Insurance Licenses
11/1/2007	Staying out of the News
8/22/2007	The Future of Sub-prime Paper
7/1/2007	Dead Or Live, Record Retention And
7/1/2007	Kelly's Korner: Essence of an F&I 20 Group
6/1/2007	Who Pulls the Credit Bureau?
6/1/2007	Kelly's Korner: Salesmen Keep F&I Profitability?
4/1/2007	Technology Is Changing...You Ready For The Avatar?
12/1/2006	Learning To Lead
10/1/2006	Kelly's Korner - Overturning Turnover
7/1/2006	Hiring and Training an F&I Assistant
1/1/2006	New Beginnings For 2006
12/1/2005	Set Your Sites On Credit
11/1/2005	Customer Care In The Red Zone
11/1/2005	Negative Equity Second Verse
9/1/2005	Why F&I?
8/1/2005	Who Is Your F&I Manager Working For?
8/1/2005	Asleep At The Deal? The True Cost of Protection
8/1/2005	Put It In Writing
6/1/2005	Don't Shoot The Messenger
5/1/2005	Follow The Money!
4/1/2005	Regulation Z Equals Disclosures
3/1/2005	FYI: F&I At NADA New Orleans 2005
3/1/2005	With all the negative press about F&I....
2/1/2005	Four Keys To F&I Formula
2/1/2005	The Truth About Disclosures
1/1/2005	Moving From Good To Great
1/1/2005	F&I Potential
12/1/2004	Outsourcing Profits
11/1/2004	Schooling The Sales Team On F&I
11/1/2004	Kelly's Korner - Some Things Old & Some Things New
11/1/2004	The F&I Score for 2004
10/1/2004	Timely Matter$
9/1/2004	Kelly's Korner
9/1/2004	Leasing In The Linelight...Again
8/1/2004	Kelly's Korner - Privacy notice & customer's app.
7/1/2004	An "I" for Industry Education
7/1/2004	Protecting your Customer from Collateral Damage
7/1/2004	Did You Meet the May Date?
6/1/2004	F&I In The Line of Fire - Can You Take The Heat?
5/1/2004	Kelly's Korner - The value of Tracking Performance
5/1/2004	Sales and Finance: Making Time Pay
4/1/2004	Desking Deals From the Same Page
3/1/2004	Kelly's Korner: The Right to Reserve
3/1/2004	(A)mending the Customer's Perception of F&I
1/1/2004	X-ercising Your Business
1/1/2004	Lining for Time
11/1/2003	The Case for F&I 20 Groups
10/1/2003	F&I And The Safeguards Rule
1/1/2003	Training: Expense or Investment?
1/1/2003	Kelly's Korner: Spiffing up F&I Sales
12/1/2002	Trading 50% of the profit for 100% of the Liabilty
6/10/2002	Passing the Buck: Pay Plan Pitfalls
10/1/2001	Kelly's Korner: Managing Information
10/1/2001	Kelly's Korner: Consistency & Changing Personnel
8/1/2001	Kelly's Korner: F&I 20 Groups
3/1/2001	Kelly's Korner: Increase Profits in Slow Market
2/1/2001	Maintaining a Motivated Sales Force
1/1/2001	Kelly's Korner: Setting Goals
10/5/1999	Ability without Opportunity is of Little Value
10/5/1999	Positioning for $ucce$$
Opening Article
1/16/2006	Process Based • Results Driven
Sales
9/1/2007	F&I Is A $elling Position
8/1/2007	Benefits Before Buck$
5/1/2007	F&I For A Buy Here-Pay Here Operation
11/1/2006	Kelly's Korner - Creating Team Environment (Sales)
4/1/2006	Kelly's Korner - Fearless Selling
4/1/2006	Sales On The Line
12/1/2005	The Focus Factor
10/1/2005	Making Special Finance Score
10/1/2005	The Performance Track
10/1/2005	The Right Start To A Successful F&I Sale
10/1/2005	Clearing the Way for Trades
10/1/2005	Making Space For The Special Finance Case
9/1/2005	Negative Equity: Handle with Care
9/1/2005	Tuning Up Service
7/1/2005	Kelly's Korner - Turn Signals
7/1/2005	Why "I" Will Miss Sales
7/1/2005	Down Payment Dollars and Sense
7/1/2005	Prospecting For a Bumper Customer Crop
6/1/2005	Kelly Korner - High Tech Route to Q.T. w/Customers
5/1/2005	The Rate Wars: Fight Or Switch?
4/1/2005	Service Agreements Down?
3/1/2005	Tie Downs Gain Yes Responses
2/1/2005	F&I Imprints
1/1/2005	Presenting By The Book
1/1/2005	The Right Time to Sign on the Dotted Line
12/1/2004	Kelly's Korner - Drumming Up Business
10/1/2004	Menu MoJo
8/30/2004	The Most Profitable Sqare Footage in a Dealership
7/1/2004	Kelly's Korner-insurance license for F&I?
6/1/2004	Taking the Pressure Out of F&I
4/1/2004	Q&A with Jan Kelly: Sales to Service $olutions
12/1/2003	Making Your Web Site Work
10/1/2003	Kelly's Korner: Step Selling
10/1/2003	A "Cure" for the Common "We offer" Syndrome
9/1/2003	Kelly's Korner: Holding on to the Front End GP
8/1/2003	Kelly's Korner: Declining CSI Score
8/1/2003	Tie Down Questions to Tie Up the Sale
7/1/2003	AD-ing Up the Scores
7/1/2003	Lost & Found: Revitalizing F&I Profit Centers
6/1/2003	What's New in the Used Auto Business
6/1/2003	Kelly's Korner - Disclosing the APR
6/1/2003	Straw Purchase
5/1/2003	Selling Loan Protection
4/1/2003	Looking for Lenders
4/1/2003	Products, Work, Planning: Keys to Success
4/1/2003	Quoting Payments at the Desk
3/1/2003	Kelly's Korner: Trade interview
3/1/2003	Patriot Act Alters America's Business
2/1/2003	Extra Sales Without a Spec. Fin. Dept. - Part III
12/1/2002	Extra Sales Without Spec. Fin. Dept.- Part II
11/1/2002	Service Agreements
10/1/2002	Addressing the Customer's Inquiry about Rate
10/1/2002	Svc. Agreements - High Profit, Low Aggravation
10/1/2002	F&I 20 Group Offers Insights from Lenders
9/1/2002	Extra Sales Without Spec. Fin. Dept.
9/1/2002	10 Steps to a More Productive F&I Process
8/1/2002	Customer Service = Higher Profits
8/1/2002	How does the F&I Manager see every customer?
6/1/2002	Making Your Web Site Work
6/1/2002	Lots of Product Training, No Performance
6/1/2002	What Should a Typical Day in F&I Include?
5/1/2002	What should a typical day in F&I include?
4/1/2002	F&I Q&A with Jan Kelly
1/1/2002	Internet Quote Requests
12/1/2001	Kelly's Korner: Customer's View of Satisfied
12/1/2001	Kelly's Korner: Length of F&I Presentation
11/1/2001	Kelly's Korner: Securing Larger Downpayment
10/5/2001	300% Rule
10/5/2001	I Am New to F&I - Where Do I Begin?
10/5/2001	Non-Confrontational Sales
8/1/2001	Kelly's Korner: Tracking Policy Cancellations
8/1/2001	Kelly's Korner: Selling All F&I Products
6/11/2001	The Key to Selling More Service Agreements
5/1/2001	Kelly's Korner: Number of Products to Present
3/1/2001	Kelly's Korner: Softer Sales in F&I
3/1/2001	Kelly's Korner: Improving F&I Production
2/1/2001	Kelly's Korner: Prospecting
1/1/2001	Kelly's Korner: Define Sales Business Manager
3/7/1999	Increasing Income with the Same Number of Deals
Service Agreements
11/1/2003	Sorting Out Service Obligations
6/1/2001	The Key to Selling More Service Agreements
5/1/2001	Kelly's Korner: Service Agreements & Lenders
10/5/1999	Ten Tips for Service Agreements


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