Training For F&I Professionals

No matter what training format you prefer, what device you use, or what location you’re in, UDS has the Training and Development options to meet your needs. UDS provides a full suite of Performance Support products and services to deliver the numbers you expect.




The foundation for a successful career and the basis for all UDS training sessions lies within the framework of these core modules.

One of the most critical factors in determining the success and profitability of any F&I Department is Finance Penetration. Statistics tell us that, on average, 80% of all F&I protection products and services are sold in conjunction with finance deals. We will not only lay down the guidelines for proper bank/lender relationships, but how to create an advantage when negotiating a deal. This module is designed to provide the learner with the essential ingredients to maximizing finance penetrations.

Did you know a customer will buy more than we could ever sell them? Mastering a basic menu presentation is one thing, but this module takes it to the next level, with advanced techniques that go beyond your basic ‘presentation’. We will share techniques that eliminate most objections before they occur. Proper menu setup will provide a streamlined, no-nonsense approach that will provide you with a more powerful presentation that will improve your product sales and profits.

The F&I Manager is the liaison between the lending institution and the retail customer. When operating in this capacity, the F&I Manager is responsible for dealing with the lender in an upfront and ethical manner while attempting to get all they can get. This module will provide you with an understanding on how to build better lender relations that will provide for the maximum profit potential on each deal.

There is more to F&I than just selling. Without question, the position of the F&I Manager in today’s dealership is the most detail-oriented role in the dealership’s front end. As the manager of this critical department, the development of specific administrative and management skills is required for any level of success. This Module will address all the primary aspects of becoming a detailed administrator as well as review the management traits it takes to becoming a sound leader.

Product knowledge creates confidence, which creates enthusiasm…and enthusiasm sells! This module will review the common features of each F&I protection product available for sale in the F&I office, as well as provide a feature presentation for each.

Too many F&I Departments are unprepared when handling customer concerns. They often “wing it” or use “one-liners” to try and persuade their customers into purchasing. Many do not have a consistent process for bringing out and properly handling objections. Some can handle one “no”, but lack the knowledge to handle the second or even third “no”. This module is designed to provide you with a rational means to gaining customers commitment to enroll in the F&I protection products you are offering.

Automotive leasing is as viable a method of driving a new vehicle as is standard financing or paying cash. This module will examine the pros and cons of automotive leasing as well as explain the fairly simple logic and common terminology behind a consumer lease. This module is also designed to enlighten you to the F&I profit potential often overlooked on a lease transaction.


UDS offers two certifications that will enhance any resume and are highly regarded throughout the industry.


Upon completion of this course participants will be certified and qualified to perform at a high level in F&I. This interactive course is challenging, fun and packed with practical up to date content relevant in today’s automotive retail environment.

Click here to read our course description >>>


All employees in sales, F&I and the BDC should take this online certification course. Many of our clients use this course to certify and recertify employees on a regular basis. Meet your compliance program obligations easily with this convenient online certification.

Click here to Get Certified in Ethics Compliance online >>>



We realize that the level of F&I success you achieve is directly affected by the actions and words of your sales consultants and managers. These two sessions aim to provide a solid understanding of F&I operations and provide word tracks and processes designed to alleviate some of the common mistakes made out front that can adversely affect F&I productivity and profitability. Putting the spotlight on these two aspects often make an immediate impact with F&I getting cleaner deals with a more receptive customer.


This training program will give your sales staff and sales managers the tools and skills they need to succeed and thrive in retail automotive sales. We teach an entrepreneurial approach to car sales. SalesPro goes way beyond sales process and closing. The foundation of SalesPro is creating business versus waiting for business. Participants will learn to master the activities that create opportunities, increase profit and retain customers.

Sales Pro Highlights

Today’s Sales Processes, Business Planning and Goals, Knowing Your Numbers, Creating a Chain of Accountability, Communication Skills, Prioritization Management, Marketing Opportunities and Prospect Development, Customer Retention, Professional Discipline.


Beyond the UDS core modules and certification programs, we recognized the need for some additional topics that address front-end operations. These sessions aim to share best practices, discuss looking the part, as well as providing leadership training to your management staff. These additions have proven to be an invaluable complement to our core training over the years.

Why Train With UDS?


United Development Systems, a division of Brown & Brown Dealer Services, is a retail performance company based in Clearwater, Florida. For over 38 years, UDS has partnered with retail sellers of automotive protection products with a focus on maximizing sales and profits, while maintaining the highest CSI levels. The cornerstone of our operations has always been training. This involves attention in all phases of the Client relationship – beginning with orientation, and continuing with targeted sales training on a regular basis.

We’ve been voted the Top F&I Training Company for sixteen consecutive years!

UDS is a division of Brown & Brown Insurance.

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