F&I Today: Are you Ready to Be a Game-Changer?

When I was first promoted to F&I, I had one vision: to become the highest-performing F&I manager in the country. I wasn't just looking for success — I was determined to dominate. To stay sharp, I would have my workbook by my side, and read Think and Grow Rich daily. Those principles shaped my mindset and gave me the discipline to focus on the bigger picture. But make no mistake — success wasn't handed to me. I earned it by understanding every aspect of my role, putting in the work, and doing what others weren't willing to do.

I knew the inventory inside and out —so I could flip a customer to another vehicle on the spot if necessary. A times deals would land in my office with the customer on the wrong car. Instead of letting the deal falter or collapse, I took control, found a car the lender would approve, and maximized the sale. I enjoyed every aspect of it, it's called the "art of the deal." Back then, this wasn't done with a fancy tool or algorithm; it was done by knowing your craft, understanding lending criteria, and using every bit of expertise.

Today, technology can do this in a fraction of the time. But here's the question: Are we fully leveraging it? Or are we complacent — relying on tools without fully understanding how to use them to maximize every opportunity? Imagine what your team could accomplish if they truly mastered this skill set, pairing cutting-edge technology with an F&I strategy that's second to none.

Complacency: The Silent Profit Killer

The reality is, that many F&I offices are running on autopilot. The overreliance on technology has made it easier to skip the steps — the nuanced conversations, the deep understanding of lender criteria, and the ability to adapt on the fly. It's not enough to simply "check the box," If you're relying on technology to do the heavy lifting, are you truly maximizing your F&I department's potential?

Dealers, ask yourselves:

• When was the last time you or your team took a hard look at your process?
• Are you aware of the profit leaks slipping through the cracks?
• Do you know your lenders' buying criteria without shotgunning deals on a whim and a prayer?
• Do you know the cost of sale attributed to every lender's decisions?

Technology should enhance performance, not enable mediocrity. But if you let complacency creep in, you're not just losing deals —you're leaving significant profit on the table.

The Superstar Attitude: Do You Have It?

Here's a tough question: Are you willing to do what it takes to become the best? Achieving top-tier results requires sacrifice, discipline, and an unwavering commitment to excellence. Are you willing to stick to a process, remain disciplined, and meet the customer on their terms? Or have you settled into letting technology or bad habits dictate your outcomes?

The road to success isn't about shortcuts or winging it. It's about following a proven process, refining it, and executing it consistently. You'd never tell your sales team to "wing it," so why allow it in the F&I office?

Tech + Talent = Results

Let's be clear: technology isn't the enemy. It's a powerful ally—if you use it correctly. When combined with a disciplined approach, technology can unlock opportunities you didn't even know existed. But the secret is in the combination: leveraging tech while mastering the fundamentals of F&I.

Knowing the terms of the sale, understanding lender expectations, and having the confidence to pivot when necessary are what make a difference. It's not enough to simply follow the script—you need to own it! When you pair expertise with the right tools, the results is unbeatable.

Chernek Consulting: Driving F&I Success Since 2001

At Chernek Consulting, we've spent over two decades helping dealerships just like yours break free from complacency. Our hands-on, in-dealership training transforms teams—from sales, desking, to F&I. We teach strategies that aren't just effective—they're game-changing.

Coming soon: our two-day immersive Bootcamp—Back to F&I Fundamentals! This isn't just another workshop—it's a wake-up call for dealers who are ready to stop settling and start excelling. Open to both franchise and independent dealers, this interactive Bootcamp will challenge you to rethink your processes, refine your skills, and blow the doors off your F&I.

What's Your Plan for 2025?

Dealers, this is your moment of truth. Have you allowed complacency to take root in your business? Are you willing to step up, challenge the status quo, and do what's necessary to achieve results that others only dream of?

Excellence doesn't happen by accident. It happens when you commit to the process, refine your strategy, and execute with discipline. Success in F&I isn't just about selling products—it's about building trust, solving problems, and delivering value every single time.

So, I'll ask again: Are you ready to become a true F&I Superstar?