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© kelly enterprises 2002?

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 Kelly's Korner - Add Products to Increase Profits
  2/1/2007 Preventive Medicine for the F&I Department
  2/1/2007 F&I Is More Than Finance
  2/1/2007 Profit Quest
  1/1/2007 Preparing for the New Year
  1/1/2007 Kelly's Korner - Privacy Policy Pointers
  More Aftermarket Sales articles

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
  More Article Series - F&I articles

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
  More Article Series - Sales articles

Ask Jan

  5/1/2009 Customer wants to sell his home to buy a Motorhome
  5/1/2009 If we Run Credit on Someone......
  2/1/2009 Should we Outsource F&I Until the Economy Turns?
  10/1/2008 Where do we go to get “Joe Plummer” funded?
  10/1/2008 “Empower Programs” are they a thing of the past?

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


  9/1/2009 Q&A with Jan Kelly of Kelly Enterprises
  5/1/2006 Did You Want an Extension With That Warranty?


  3/9/2010 Lending: What are your prospects?
  11/1/2008 Kelly's Korner: Lenders
  11/1/2008 Strengthening Relationships With Local Lenders
  10/1/2008 Lending Is The Key To Growth
  8/1/2008 Negative Equity
  6/1/2008 Powerbooking: A Dangerous Game
  5/1/2008 FICO 2008: What Does It Mean?
  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?
  More Lending articles


  3/2/2010 What Can You Do to Improve Business?
  11/1/2009 Compliance Issues and the Dealership
  7/1/2009 Needing More, While Working With Less
  3/1/2009 Kelly’s Korner: Compliance Issues
  1/9/2009 Stretching Your Educational Dollars
  1/1/2009 Where Is The Income In F&I?
  11/26/2008 Red Flag Rules And The Dealership
  9/1/2008 F&I – The Key to $UCCE$$
  9/1/2008 Compliance Issues for the Independent Dealership
  8/1/2008 Finding the ‘Income’ in F&I
  6/1/2008 Education Plan for New Sales Associates
  5/1/2008 Compliance and the Dealership
  More Management articles

Opening Article

  1/16/2015 Process Based • Results Driven


  3/15/2010 In the Absence of Value...
  2/1/2010 F&I Income Opportunities
  1/1/2010 The Changing Landscape of F&I
  12/1/2009 Changing the F&I Line-Up
  10/1/2009 Three Keys to Turning an Objection into a $ale
  6/1/2009 The Value Of Consistency
  5/1/2009 New Ways Of Creating Income For F&I
  4/1/2009 Who Is $elling Whom?
  3/1/2009 What Can You Do to Improve Business?
  2/1/2009 Taking Stock and Planning for Success
  2/1/2009 The Adventures Of A Shopper
  2/1/2009 Expanding the “I” in F&I
  More Sales articles

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
  Kelly Enterprises  P. O. Box 821665 Vancouver, WA 98682
Corporate Office Ph: (800) 336-4275 Fax: (800) 980-9420

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