Introducing
The Complete F&I Leadership Programme
by Octane High Performance Training
Tailored Training Courses for Every F&I Level
Tailored Training Courses for Every F&I Level
We know that every F&I professional is at a different stage in their journey. That’s why our courses are tailored to meet the needs of aspiring talents, experienced professionals, and veterans of the industry.
For Aspiring F&I Professionals
- What You’ll Gain: Learn the fundamentals of how F&I fits into the dealership’s bigger picture and build the confidence to succeed.
- Ideal For: Salespeople looking to transition into F&I or anyone with less than 1 year of experience in the field.
For Experienced F&I Managers
- What You’ll Gain: Boost your efficiency, close more deals, and increase revenue for your dealership.
- Ideal For: F&I Managers looking to level up their expertise and stay competitive in a dynamic market.
For Veteran F&I Leaders
- Maximise your team’s performance.
- Expand into new revenue streams.
- Position yourself as a leader within the dealership.
Are You Ready to Take Your F&I Management Skills to the Next Level?
Designed by industry veteran Greig Hains, with over 30 years of expertise in the South African motor industry, this groundbreaking programme is the result of three years of focused development. Supported by a team of 18 top professionals—including copywriters, graphic designers, videographers, multimedia experts, tech support, and numerous industry advisors—Greig has created a cutting-edge training experience specifically tailored to meet the challenges faced by F&I managers and Dealer Principals across South Africa.
This programme is not just about improving skills—it’s about supercharging F&I departments, maximising revenue, and positioning you as a true leader within your dealership. While RE and CPD training are essential, they are simply not enough to truly perform at the highest level. This programme equips you with advanced tools and strategies to excel in a highly competitive market, whether you’re navigating compliance regulations, refining sales techniques, or mastering advanced product knowledge. Prepare to elevate your expertise and drive real, measurable success for your dealership.
Supercharge Your F&I Leadership - Don't Get Left Behind
Supercharge Your F&I Leadership - Don't Get Left Behind
These courses take F&I managers beyond the basics of the minimum requirements of RE5 and annual CPD requirements. This program will supercharge F&I managers and make them invaluable to dealerships. This program also invites the entire dealership to do the Part 1 Free starter course which will help F&I managers obtain better collaboration from the entire dealership.
A First for South Africa
This is not just another training course. The Complete F&I Leadership Programme is a world-first, offering a revolutionary approach to F&I training. Delivered through dynamic video presentations with multiple voice-over artists, it ensures an engaging, immersive learning experience like no other.
Supercharge Your Dealership's Success
By completing this programme, F&I managers will gain unparalleled skills, confidence, and strategic insight. This is not just about compliance; it’s about transforming F&I departments into powerful profit centres that boost both customer satisfaction and dealership profitability. Graduates of the programme will leave empowered, ready to lead with renewed confidence and effectiveness.
Join the Movement - Aiming for Growth
With a target to sign up 2,000 F&I managers within the next 12 months, Octane High Performance Training is set to revolutionise F&I management in South Africa. Join us and be part of a wave of change that will redefine how dealerships approach F&I, delivering sustainable growth, enhanced performance, and a competitive edge.
A South African First
Supercharge Your Dealership's F&I Success
Join the Movement - Aiming for Growth
Inside Our Upcoming Courses
Inside Our Upcoming Courses
Part 1: Free Starter Course for Every F&I Manager
Understanding F&I: A Guide for Dealership Success
F&I Managers should complete it first, then encourage their entire team—salespeople, sales managers, and Dealer Principals—to join. This course is a must for every dealership staff member. This course fosters collaboration, synchronizes dealership strategies, and enhances customer experience and profitability.
Key Highlights
- F&I responsibilities and goals
- Collaborative selling between sales and F&I
- Introduction to key F&I products like warranties and service plans
- Communication and problem-solving tactics
Part 2: Foundations of F&I Skills
Who Should Do This:
If you’re new to F&I or have less than 3 years of experience working on their own, you should complete both Part 1 and Part 2. This is also ideal if you only have your RE 5 qualification.
While you are busy with your training, sign up your entire dealership staff to complete Part 1 (For Free), as their cooperation is essential for your success. A well-aligned team helps boost performance and dealership profitability.
Courses in Part 2
1. Introduction to Finance and Insurance – Building Foundations for Success
Master the fundamentals of F&I, from compliance to financing strategies, with a focus on how these elements contribute to profitability. By understanding the core principles of F&I management, you’ll be able to structure deals that not only benefit customers but also generate higher revenue for the dealership—leading to greater earning potential for you as an F&I manager.
2. Customer Service Excellence in F&I
Exceptional customer service can lead to repeat business and increased referrals, directly impacting your earning potential. This course teaches you how to build strong, long-term relationships with customers by providing personalized solutions that enhance loyalty. Satisfied customers are more likely to invest in additional F&I products, boosting your commissions and overall dealership profitability.
3. Cutting-edge Sales Techniques for F&I Managers
Maximize your earning potential by mastering advanced sales techniques that close deals faster and with higher margins. This course teaches you how to handle objections effectively, upsell additional products, and structure deals that increase profit per transaction. The better you are at closing high-value deals, the more you stand to earn in commissions and bonuses.
4. Ethical Leadership in F&I
Build trust with customers and your dealership team by leading with integrity. Ethical practices not only protect the dealership from legal issues but also lead to higher customer satisfaction and long-term loyalty. As customers trust your recommendations, they’re more likely to purchase additional products, boosting your sales and increasing your earnings.
5. The Right Sales Process
An efficient sales process that aligns F&I and sales teams results in quicker deal closures and higher profit margins. This course teaches you how to streamline the sales process to reduce cycle times and increase dealership profits. The faster and more efficiently you close deals, the more opportunities you’ll have to boost your commission earnings.
Specialized F&I Product Training courses 6 to 16
Deep Dive into Essential F&I Products
To truly maximize your earning potential, it’s crucial to understand how each F&I product contributes to the dealership’s bottom line. This in-depth product training series gives you the knowledge to confidently offer the right solutions to customers, driving higher sales and, therefore, higher earnings for you.
6. Warranty & Warranty Gap: Become the dealership’s go-to expert on extended warranties, offering exceptional solutions that boost customer satisfaction and dramatically increase your dealership’s profit margins.
7. Scratch and Dent Protection: Master this highly sought-after product and discover a proven way to increase average per unit (APU) profit by helping customers protect their vehicle’s value with profitable upsell opportunities.
8. Tyre Insurance: Be the genius of tyre insurance sales, showing customers how peace of mind with tyre coverage can protect their investment, while you significantly increase your revenue stream with every deal.
9. Comprehensive Insurance: Position yourself as the expert on full coverage solutions, offering high-margin comprehensive insurance products that maximize dealership profit and ensure customer loyalty.
10. Theft and Excess Cover: Lead the charge in protecting your customers from theft-related financial burdens by offering these high-value products, all while enhancing dealership revenue through security solutions that are easy to sell.
11. Service & Maintenance Plans: Unlock the secrets of long-term profitability by mastering service and maintenance plans that create lasting customer loyalty and deliver consistent dealership income, translating into steady commissions for you.
12. Key Insurance: Become the dealership’s key insurance specialist, leveraging this simple yet highly profitable product to effortlessly enhance your personal earnings with every transaction.
13. Credit Life Insurance: Become the expert who safeguards your customers’ finances, increasing both customer trust and your own earning potential by offering essential financial protection through credit life insurance.
14. GAP/Shortfall Insurance: Master the art of selling GAP insurance, helping customers avoid financial pitfalls while adding substantial profit margins to every deal you close.
15. Vehicle Protection Products: Elevate your dealership’s revenue streams by becoming the go-to expert in vehicle protection products like paint protection and rustproofing, driving significant additional income for the dealership and increasing your commissions.
16. Vehicle Accessories: Turn customization into your secret weapon by expertly selling high-margin vehicle accessories that not only enhance customer satisfaction but also supercharge your personal commission and dealership profits.
Each course is designed to make you an indispensable asset at your dealership, positioning you as an expert in F&I products that drive profitability and personal success.
By mastering these F&I products and understanding how to sell them effectively, you’ll not only boost dealership profits but also increase your own earning potential, as many of these products carry high margins and generous commissions for top-performing F&I managers.
Part 3: Advanced Skills and Strategic Development for F&I Managers
Who Should Do This:
This section is tailored for seasoned F&I (Finance and Insurance) managers who have at least three years of independent experience. It’s designed to deepen your skills with advanced techniques and strategies, pushing your expertise to the next level. While you’re engaging in this intensive training, ensure your dealership staff completes Part 1 (available for free), as seamless collaboration between F&I, sales teams, and Dealer Principals is crucial to your department’s success.
Courses in Part 3
- Strategic F&I Management
Learn how to align your F&I department’s objectives with the broader goals of your dealership. This training covers setting measurable targets, tracking progress, and using performance metrics to drive continuous improvement. By mastering these skills, you’ll be better positioned to contribute to the dealership’s long-term profitability.
- F&I Performance Metrics and Analysis
This module provides a deep dive into the key performance metrics unique to F&I management, teaching you to analyze data, understand revenue drivers, and pinpoint areas for improvement. Additionally, you’ll learn how to conduct a comprehensive F&I review meeting, focusing on best practices for presenting data, discussing progress toward goals, and identifying actionable steps for ongoing success. Mastering these skills will enable you to lead impactful review sessions, fostering a culture of continuous improvement within your department and setting the foundation for strategic growth.
- Corporate Finance for F&I Managers
Learn the critical differences between corporate and individual financing. This module guides you through business financing essentials, including fleet financing options and tax implications. You’ll be equipped to offer tailored solutions for both corporate and individual clients, making you a versatile asset in complex financial transactions.
- Stress Management and Resilience Building
The high-pressure nature of F&I management requires resilience. This module introduces you to effective stress-management techniques, helping you stay focused, maintain productivity, and succeed under pressure. These tools are designed to foster both personal well-being and professional endurance.
- High-Level Negotiation Tactics
Master advanced negotiation tactics for high-stakes deals, particularly in areas like luxury car sales and intricate financing structures. This training prepares you to handle even the most challenging negotiations with confidence, enabling you to secure deals that benefit both your clients and dealership.
- Advanced Strategies for Managing Month-End
Month-end pressures can be daunting, but with the right strategies, you can excel. This module provides techniques to stay organized, meet sales targets, and close deals, even with tight deadlines. You’ll learn to maintain peak performance and keep stress levels manageable during these critical times.
- Fraud Detection and Prevention in F&I
Safeguard your dealership by learning to identify and prevent fraud in F&I transactions. This module teaches essential fraud-detection techniques, helping you protect your operations and build a reputation for integrity and trustworthiness among clients and financial institutions alike.
- The Art of the Deal: Master F&I Specific Objections
Gain expertise in handling common F&I objections and turning challenging interactions into successful deals. This training provides you with strategies to overcome objections effectively, empowering you to close more deals with confidence and finesse.
- Strategies to Get More Deals Approved
Improve approval rates by understanding lender criteria and presenting stronger applications. This module offers insights into lender expectations and guidance on tailoring financing solutions to increase the likelihood of deal approval, enhancing your value to both clients and the dealership.
- 100 Pre-Prepared Objections and Answers
Access a comprehensive playbook of 100 common objections and well-crafted responses. This module equips you with ready-to-use answers, ensuring you can handle challenging customer conversations effectively and close more deals with ease.
These advanced training courses are designed to solidify your skills, enhance your strategic impact, and position you as a high-performing F&I manager, fully capable of driving growth and profitability for your dealership.
Part 4: Advanced Leadership and Expansion Strategies for F&I
Who Should Do This:
This advanced training is for F&I managers with at least 5 years of experience or those who have completed the previous 3 parts. It’s also ideal for those leading F&I departments for dealer groups. To maximize your impact, make sure that all dealership staff, including sales and management teams, have completed Part 1 (For Free). Their collaboration is essential for you to drive scalable growth and lead with confidence across the dealership.
Courses in Part 4
- Building a Scalable F&I Department for Multi-Dealerships
Learn how to expand and streamline F&I operations across multiple brands and locations. This course provides strategies for creating a consistent and scalable approach that ensures profitability and efficiency, no matter the size or scope of the dealership.
- Developing Custom F&I Packages for Niche Markets
Tailor F&I solutions to meet the specific needs of niche markets such as fleet buyers, electric vehicle customers, and high-net-worth clients. This course helps you create personalized packages that enhance customer satisfaction and boost sales in specialized market segments.
- Leadership and Team Development for F&I Managers
Become a stronger leader by learning advanced techniques for building and developing high-performance F&I teams. This course covers key leadership strategies, from mentoring to team motivation, ensuring you can cultivate a cohesive and effective F&I department.
- Maximizing F&I Revenue Through Cross-Selling and Upselling
Master the art of cross-selling and upselling to increase product penetration and maximize dealership profitability. This course focuses on sophisticated sales strategies that will help you offer customers the right products at the right time, driving higher revenue and customer satisfaction.
- Strategic Partnerships with Lenders and Insurers
Learn how to build and maintain strong relationships with lenders and insurers. This course explores ways to expand your F&I offerings by securing better terms, diversifying products, and working closely with financial institutions to increase deal flexibility and appeal.
- Navigating Economic Downturns: F&I Resilience Strategies
This course teaches you how to maintain profitability even during tough economic conditions. Learn how to adapt your F&I department’s strategies to navigate downturns, ensuring long-term resilience and stability in uncertain markets.
- Build Solid Professional Relationships
Leverage both internal and external networks to strengthen your professional standing. This course covers how to build relationships within your dealership and with external stakeholders, including how to effectively use platforms like LinkedIn to grow your influence and opportunities.
- Advanced F&I Salary Negotiation Strategies
Learn how to negotiate competitive salary and compensation packages. This course provides advanced strategies to ensure you are fairly compensated, covering both monetary and non-monetary benefits, while also helping dealer principals conduct fair and transparent salary discussions.
- F&I Leadership Dynamics
This course explores the essential leadership skills needed to effectively manage and motivate F&I teams, focusing on communication, conflict resolution, and performance management. By understanding the dynamics of leadership within the F&I environment, you will be equipped to foster a high-performing team that drives dealership success and profitability.
- Crafting Your Personal Value Proposition
Develop a clear personal value proposition that highlights your unique skills, leadership abilities, and contributions to dealership success. This course helps you define your professional brand, positioning you for growth opportunities within the dealership and the broader F&I industry.
This comprehensive training suite is designed to transform F&I Managers into industry leaders, driving both dealership growth and customer satisfaction. Join now and gain the competitive edge!
