Class Schedule

This advanced training builds on foundational F&I skills to transform you into a proactive dealmaker. By working closely with the Sales Department and mastering deal structuring, F&I Managers and F&I Representatives can enhance both front-end gross and back-end profit potential. Learn the qualities of a true ‘dealmaker’ while building strong relationships with lenders, Sales Managers, and sales teams to drive dealership success.

Attendees will learn how to:

• Be proactive in the sales process and focus on areas within their control
• Build trust and collaborate effectively with the Sales Department
• Work with lenders to structure deals for approval and maximize profitability
• Rework deals using needs analysis and closing techniques
• Master emotional state management to achieve peak performance

About the Instructor: Heather McFadden is the Manager of Training and Development with the JM&A Group. Heather’s twenty-three-year automotive career started as an F&I Manager at a Boston area high-line automotive group. She joined the JM&A Group in field sales as a District Manager in the Southern Los Angeles area, focusing on account acquisition and development of JM&A dealer partners. Heather leads the facilitation team and Dealer Talent Services which focus on development solutions for JM&A dealer partners and their associates. Heather is a certified Predictive Index Practitioner, and Vital Smarts Crucial Conversations and Crucial Influence trainer.

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.