Automotive F&I Training Program

Online Course Bundle

Course Objectives

  • Learn to identify the 13 most common F&I profit leaks at any dealership and implement proven solutions
  • Proprietary F&I Process designed to handle ANY F&I situation like a PRO including: Customers in a Hurry, Cash Paying Customers, and Short Term Lease Customers!
  • An F&I Process that ensures 100% VERIFIED Sales and F&I Department CSI 100% of the time BEFORE customers leave the dealership
  • An F&I Process that ensures all administrative details are complete before the customer leaves to reduce contracts in transit (CIT's) and costly rewrites (including loan underwriting, stipulation reviews, insurance/income/residence verifications, and required federal disclosures)
  • Extensive product knowledge training on popular F&I products to increase value in the F&I manager's mind
  • Pricing policies that are compliant and designed to achieve 50% or higher penetration on all F&I products to eligible customers and avoid unfair business practices
  • Interactive "Role Play" events and multiple video presentation reviews to develop new skills
  • How/Why to address Credit Application, Credit Bureau and Loan Underwriting Abnormalities
  • Contracts in Transit (CIT) Management
  • Loan Underwriting and Lending Guideline Interpretation for A/B Paper
  • Credit Bureau Analysis and Interpretation by Lenders
  • Common DMV Forms and Federal Disclosure Documents
  • Various Interest Rate and Rate Participation Calculation Methods Used by Lenders
  • Loan Packaging for Fast Funding
  • Lender Selection, Relations and F&I Director Skill Development
  • Advanced Subprime Lender Guideline Interpretation Skills - Choose the Best Lender for Every Situation
  • The Reverse Sales Process - Lining Up Customers for the Right Vehicles From the Start
  • 100% CSI with All Subprime Customers to Obtain Unprecedented Referrals from Friends
  • Skills for Obtaining and Interpreting Proof of Income, Proof of Residence, Time on Job and Residence Verifications, Tax Return Interpretations used by Lenders prior to Final Delivery of Vehicle
  • Better Manage Bankruptcy, Charge-offs, Judgements, First Time Buyers, Self Employed, and Other Loan Underwriting Challenges that Provide Exceptional Profit and Relationship Opportunities!
  • Faster Funding of Subprime Loans for Maximum Cash Flow
  • Maximize Lease Penetration at Your Dealership
  • Ensure More Repeat Business (Future Lease Return/Resell Strategy)
  • Achieve Higher Profits Per Transaction by Providing More Options (Lease vs. Buy and One Pay Lease vs. Cash Purchase Options)
  • Leasing Terminologies, Lease Calculations
  • Lease Presentations, Required Federal Disclosures including Regulation M, Common Objections and Responses to Leasing
  • Leasing Department Strategies
  • Learn not to be just an F&I Manager, but rather how to be a Record-Setting F&I Manager/Director Master!
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Courses Included

The coveted diploma earned at the College of Automotive Management is respected by dealers nationwide.
Adrian B., Finance Manager, Galpin Motors


CAM F&I Management Graduates are MORE THAN Qualified and Hit the Ground Running!


"I was promoted from the sales department after taking ALL of CAM's online training courses and within 90 days I became the #1 F&I Manager throughout our large dealer group (Earnhardt TX)! i maintain a PVR over $2000 and work in a store where many of our customers lease or pay cash (Cadillac). I'm 23 years old. The College changed my life."

Derek Spady - F&I Manager/Director

"I had no sales experience in the auto industry. After taking all 8 online courses provided by the College of Automotive Management I was promoted from the Business Office at my dealership and quickly achieved a PVR of approximately $1500 and become our top producing F&I Manager - group wide (4 KIA stores)"

Michael Morris - F&I Manager

Experienced F&I Managers Also Increase Their Income with CAM & Rate the Training Excellent!


"The training at the College has been critical with my new position as Finance with Galpin Kia. My PVR is a lot higher -- I increased my average by $288.00. So far, this course has been one of the most valuable training courses and is an excellent resource. I will highly recommend it to others."

Elizabeth Palacios, Finance Manager

"I am the COO of Aloha Auto Group. This is an excellent course and provides real life examples of how to effectively handle the F&I process from start to finish. It is important to verify sales department CSI so that you know your customer is happy and you will eliminate sales issues in your F&I presentation. If you build rapport and a relationship the customer will have more confidence and trust in the benefits you are presenting because he knows you care about him. The presentation is excellent. Nice, clean, non-confrontational..."

Russel Wong, COO

"I was not employed with a dealer, nor did I have any prior automotive experience (I was a dealer at a casino), when I first enrolled at College of Automotive Management. During my online training, I received employment in F&I at a Land Rover/Jaquar dealership! This course has really made me understand that I need to be honest and truthful in all deals. By taking these courses at the College of Automotive Management I am taking the first step to achieving my passion and goal I set 10 years ago. Thank you College of Automotive Management for making it convenient and fast to learn what my goals are and that my dreams are not that far out of reach!"

Tammy Semon, Finance Manager

"I have been a Finance Manager at Galpin Ford for 12 years. I was able to increase my PVR over $230 over my previous 60-day average and maintain that increase for two consecutive months, qualifying me to be honored with the Master's Certification on my diploma. The finance product sales process developed by the College has many valuable tools and techniques. I enjoyed the amount of detail that went into each course, the provided examples on the specific processes and procedures, and how it took you through the beginning to the end of the entire process. Even after many years in the finance department this is the first course that I have been exposed to with this material that represents such a successful explanation."

Janet Lazar, Finance Manager

"The F&I Products and Presentation courses are excellent. Last month my income per unit increased $130 over my yearly average. I am finding this course very useful and a great source for learning new things to which I trust as it is coming from the best of the best. I find our customers really appreciate that fact that we care about their experience..."

Jeremy Chick, F&I Manager

"I have been a Finance Manager for 5 years at Galpin Ford and have done many other courses, but this F&I one is certainly the best. I give it an Excellent rating. Since I graduated the College, I have increased my PVR by $70.00. I firmly agree with the processes taught and believe respecting your customer and loving them brings more business through them."

Sam Malik, Finance Manager

"I rate the F&I Course at the College excellent. There is a lot of great information in the course and the processes are solid. This process promotes getting the customer thru the buying experience with confidence, making sure that they have all the information, great deal, and an excellent experience. Because of this training, I increased my PVR at least $200. The CSI form provided in the course is a great guideline to ensure the customer experience and address any issues before going through the finance process. It offers you a good guideline to use and adapt for your process with your customers."

Jim Knight, Finance Manager

"The F&I course is excellent. I definitely would highly recommend this training class to everyone who is in the Car Business. I think it is one of the best courses I ever had. It will help me to improve and bring in more gross for the dealer. After I completed the training, I raised my PVR by 29%, increasing it $250 per copy. Thank you very much for all your help."

Fernando Bolanos, Finance Manager

"I have worked as a Finance Manager for 16 years. I have had many training programs and courses over that time, and my goal for this training was to honestly represent my products and the company I work for, increase my per car average, and have fun while doing it. The College's Proprietary F&I Sales Process course is excellent, and I would highly recommend it to other people in the field, either looking to learn the trade or get better at it. By using these methods and since I have graduated the College, I have increased my income $219 per unit. It is a clear straight forward process that if done properly and systematically, it will eliminate issues, keeping customers happy, the dealer protected, and lead you to the end without any problems, increasing profits mostly every time. Thank you for everything."

Alex Elias, Finance Manager

"I have more than 10 years of automotive experience, and even worked for an F&I product company that conducted F&I training for dealers that sold their products (Southwest Dealer Services). I decided to enroll in the College of Automotive Management to increase my skill level at Tuttle Click Ford in Irvine, CA. The online course provided by the College was more detailed and provided much more explanation than any other F&I training I had ever experienced (or delivered) and has helped me maintain a per car average over $1,200 per unit, with happy customers."

Joseph Claytor, Finance Manager

"I have been in Finance for the past 5 years at Galpin Ford (#1 Ford Dealership in the World for 29 consecutive years). I rate the F&I Course excellent. By following these procedures, every single time a customer comes in to finance every detail will be explained. Customer are then happy, feel comfortable, and will trust you in a way that they know you are looking for their best interest. After I completed the training, I increased my PVR by $125 per unit. I loved the scripts, thought it was a great course, and felt it really benefited me. This training helped, and I would recommend it to others."

Carlos Alfaro, Finance Manager

"Because of CAM I have much less stress, a much higher level of customer service, and have had an increase to $2,701 PVR. Now I am going for the "Elite" award recognition at my current dealership (Crown Kia)."

Derric Pettiway, Finance Manager

"I have been a Finance Manager for 10 years at Galpin Premier (highline dealership) and have been one of the top-producing managers for the Company over the past 6 years. This is a really great course, and I believe everyone should take it. I increased my PVR $100 after completing it, and it truly benefited me and my business. I love how compliant it is, how it helps to have repeat customers, a better relationship with them, and higher CSI. It also helped me to understand and work subprime deals better. I have had a lot of F&I training over the years, and this one was really good. I rate it excellent, and I would highly recommend this course to others."

Tony Samyee, Finance Manager

"2.5 years into my F&I position at the Auto Gallery (Porsche) I decided to enroll into CAM's online program. At the time I was making $100K per year. I am making over double what I once was... (about $250,000 per year) and I owe much of it to the help of CAM. I loved that CAM taught me how to sell because no one ever had. No one taught me about leasing or subprime or anything of the like -- except CAM. From my experience and success, I recommend that this training be for ALL F&I managers, and even salespersons."

Kaye Lammy, Finance Manager

"I have been employed by Galpin Honda for 3 years and have been in Finance for 2. My goal was to increase my PVR by $200, and ever since I set that goal, I believe that I have exceeded it. When I compare this course to others I believe that College of Automotive Management courses are more realistic and down to the point, and it covers real story examples that are much better than just theories. I rate this course excellent."

Artin Mardiroos, Finance Manager

"I started working at Galpin in 1999, and have been in Finance for the past 5 years. I rate the F&I Course excellent. By following these procedures, every single time a customer comes in to finance every detail will be explained. Customer are then happy, feel comfortable, and will trust you in a way that they know you are looking for their best interest. After I completed the training, I increased by PVR by $125 per unit. I loved the scripts, thought it was a great course, and felt it really benefited me. This training helped, and I would recommend it to others."

Carlos Alfaro, Finance Manager

"I rate this course as 'Excellent' and would highly recommend it to others. I rated the course the way I did because I believe it to be a very important aspect to the overall sale of a car. All parties involved, including the customer, the sales person, the finance manager and the dealership win! The sales person can have confidence that their customer will be protected and will also give great referrals and repeat business after the sale. The finance manager benefits because they are helping the sales staff retain a valued customer for future business and referrals, generating greater profits for the dealership and themselves personally while also protecting the customer. It is a win win for everyone. The course was very helpful to me as it showed alternative ways to present and overcome challenges when offering additional service products to a customer. It allows me to really have confidence and peace of mind when presenting these products because they are for the greater good for the customer."

Herby C. Heiney III, Finance Manager