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This essential course is designed for dealership staff looking to better understand the Finance & Insurance (F&I) process and improve their ability to support F&I goals. Whether you work in sales, service, or the BDC, having a strong grasp of how F&I works is key to creating a smoother customer experience and increasing dealership profitability.

Attendees will learn how to effectively introduce the value of F&I products, identify opportunities to support the F&I department, and communicate with customers in a way that builds trust and eases the transition into the business office.

Attendees will learn:

• The role of F&I in the dealership and the customer journey
• How to create a strong handoff to the F&I manager
• Understanding common F&I products (service contracts, GAP, etc.)
• Overcoming early objections and setting up the F&I conversation
• Supporting compliance and transparency throughout the process

About the Instructor: Judy Vann Karstadt has four decades’ experience in the retail automotive industry and specializes in training for sales, marketing, F&I, and management. She is an accredited Mentor and Proctor for the Association of F&I Professionals Certification and has certified over 3,000 Automotive Managers. Her customized training programs have enabled dealers to maintain ethical standards necessary in today’s ever-changing regulatory environment.

GNYADA Seminars, held in person, are developed by qualified dealership experts to meet the highest possible standards and deliver the latest information and effective solutions for your most pressing business needs. Our programs train new and seasoned dealership professionals to improve operations and profitability within each department.