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F&I Training & Coaching

Train for the F&I Office of Today

The F&IQ program was built for a world where buyers arrive with research, book values, and payment calculators already in hand. Your managers need psychology — not outdated word tracks.

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The Challenge

Why Old-School F&I Training Fails Today

The automotive buyer has fundamentally changed. The playbook most F&I managers learned was written for a world that no longer exists — and it costs dealerships money every single day.

Today's buyer arrives at the F&I desk armed with data — TrueCar pricing, Edmunds book values, online payment calculators, and YouTube videos about "F&I secrets." When a finance manager fires off a rehearsed objection-handler, the buyer hears manipulation. Trust collapses. Products go unsold. Traditional scripts don't just fail — they actively damage the relationship your sales team spent hours building.

Today's Buyer Has Done the Research

They know the invoice, the book value, and the bank rate before they sit down. Fighting the data creates friction, not sales. The manager who acknowledges what the customer knows — and builds on top of it — is the one who closes protection products consistently.

Generic Scripts Kill Trust

Cookie-cutter word tracks signal manipulation to modern buyers. The moment a customer recognizes a rehearsed line, they disengage — and trust, once lost, cannot be recovered in the F&I office. Every forced close costs far more than the product it fails to sell.

Product Knowledge = Closed Deals

The manager who truly understands why a VSC matters to this specific customer — based on their driving habits, their vehicle, their budget, their risk tolerance — wins every time. Real product mastery is not feature-listing. It's storytelling that connects to the buyer's actual life.

The Solution

Introducing the F&IQ Training Program

The F&IQ method was created by Lloyd Trushel after 25+ years in the F&I box. It teaches managers to read the buyer, adapt their approach in real time, and build genuine value for protection products — without ever feeling like a "pitch."

Consumer Psychology

Understanding how modern buyers think, what they fear, and what motivates them to say yes. F&IQ teaches managers to identify buyer psychology in real time — and adjust their entire approach to match the customer in front of them, not the customer they expected.

Core F&IQ Pillar

Product Mastery

Deep knowledge of every product in the menu — not just what it covers, but how it applies to real-world customer scenarios. Managers who can speak naturally to why a VSC or GAP product matters to this specific buyer — not just any buyer — close more, and close more confidently.

Core F&IQ Pillar

Ethical Selling

Building trust through radical transparency — the compliance-forward approach that protects the dealership and the customer equally. F&IQ rejects pressure tactics and teaches managers to present products in a way that feels honest, because it is. Compliance isn't a constraint — it's a competitive advantage.

Core F&IQ Pillar

Real-World Practice

Live role-play, actual deal scenarios, and coaching sessions with someone who is still actively working the F&I desk. Lloyd doesn't teach theory in isolation — every concept is reinforced with the kind of practical application that only comes from years of real deals with real customers.

Core F&IQ Pillar
Explore the F&IQ Program →
Why Learn from Lloyd?

A Trainer Who Still Works the Desk

The F&I industry is full of trainers who stopped working deals years ago. Lloyd Trushel is not one of them. He is still actively in the F&I office, which means everything he teaches reflects what works today — not what worked in 2005.

Lloyd built the F&IQ program from the ground up because he saw a gap: a training methodology that could meet the modern buyer where they actually are, rather than fighting them with tactics designed for a pre-internet customer.

  • 30+ years in the automotive industry
  • 25+ years focused exclusively on F&I
  • Author of The Art of F&I
  • Designer of multiple industry F&I products
  • Former Account Manager at Assurant (Nasdaq: AIZ)
  • International trainer — US & Canada
  • Still actively working F&I deals today
Explore F&IQ.com Meet Lloyd
Lloyd W. Trushel — F&I Coach and Trainer Still Working the Desk

The best F&I managers aren't closers — they're trusted advisors. That's what we teach.

Lloyd W. Trushel Founder, The Consator Group & F&IQ
30+
Years in Automotive
25+
Years in F&I
US & CA
Markets Served
Active
Still in the Box
How We Work

Training Options for Every Dealership

No two F&I departments are the same. We offer multiple engagement models so the right training reaches the right team in the right format.

In-Dealership Training

Multi-day on-site sessions where Lloyd works directly with your finance managers in your environment, using your deals, your DMS, and your product mix. Nothing is theoretical — every session is built around the actual customers walking through your door.

  • → Customized to your store's specific situation
  • → Live deal reviews with actual customers
  • → Product presentation coaching
  • → Available US & Canada
Inquire About On-Site Training →

Remote Coaching

Ongoing video coaching sessions, deal reviews, and access to the F&IQ curriculum through the F&IQ.com platform. Perfect for continuous development between on-site visits, or for dealerships that prefer a consistent remote engagement model.

  • → Regular scheduled video sessions
  • → Deal log reviews and feedback
  • → F&IQ platform curriculum access
  • → Scalable for multi-store groups
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F&I Manager Development

A complete program for new or transitioning finance managers — from compliance fundamentals and product knowledge through advanced menu presentation and deal structuring. Built for stores that are promoting from within or bringing in someone new to the F&I office.

  • → Compliance fundamentals from day one
  • → Full product training across entire menu
  • → Role-play and mock deal sessions
  • → Advanced menu strategy and PVR growth
Inquire About Manager Development →
What Dealers Say

Results That Speak for Themselves

Lloyd doesn't just teach theory — he understands what happens in the box in real time. Our PVR climbed over $400 per copy within 90 days of his training. The difference wasn't scripts — it was how he taught our managers to actually listen to the customer.

Dealer Principal Franchise Dealership — Southeast US

We had worked with several training companies before. None of them had the product knowledge that Consator brings. The F&IQ process is different — it works with today's internet-savvy buyer instead of fighting them.

Finance Director Independent Group — Midwest

What impressed me most was that Lloyd is still actively working deals. Everything he teaches comes from real experience — not a textbook. Our new F&I manager went from zero to consistently hitting $1,400 PVR in under four months.

General Manager Multi-Store Group — Texas

Ready to Build a World-Class F&I Team?

Visit F&IQ.com to explore the full training curriculum — or book a free F&I Department Analysis to see where your office stands today.

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