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F&I Management Certification

June 7, 2022 @ 8:00 am - June 10, 2022 @ 5:00 pm



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June 7, 2022 @ 8:00 am
June 10, 2022 @ 5:00 pm
Event Category:


ADG Corporate Office
5810 W. 78th St, Suite 300
Bloomington, MN 55439 United States
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Brown & Brown Dealer Services is dedicated to developing F & I professionals in the RV and Automotive retail space by utilizing the Proactive Development System.

After this four-day F&I Certification Course, the participant will be able to:

  • Complete the Brown & Brown Dealer Services ethics and compliance exam with a score of 80% or higher
  • Conduct themselves in an ethical and compliant manner.
  • Understand the role of F & I Manager
  • Gain an understanding of Change Management
  • Learn how F & I is a business within a business and that it requires an entrepreneurial approach
  • Understand their job description and why it is important to embrace technology
  • Get organized and how to manage the challenges
  • Gain a basic knowledge of all products offered in F & I
  • Understand the difference between product features and product benefits and how to become a product knowledge expert
  • Gain an understanding why training is one of the primary responsibilities in F & I
  • Learn basic techniques to train and coach other F & I stakeholders
  • Learn how to gather information about customers
  • Model needs analysis process
  • Learn the process of preparing deal documents
  • Learn how to transition to a menu disclosure
  • Expertly deliver a menu disclosure
  • Learn to handle any objection
  • Deliver a menu disclosure on video
  • Maximize the use of an accept / decline doc
  • Learn how to transition customer back to sales
  • Adapt process to remote environment and develop best practices and gain understanding of compliance challenges in remote deliveries
  • Gain an understanding of how leases are structured
  • Learn common lease terminology
  • Gaining product enrollment on a lease
  • How to calculate a lease
  • Learn how to manage lender relationships
  • Know the three C’s of credit
  • Learn how to read a credit bureau
  • Gain insight into deal structure
  • Follow up as part of a daily routine
  • Learn how to market F & I products outside of the F & I office
  • Create a business plan