Why Sales to F&I Collaboration Matters
- Estephanie
- Sep 26
- 3 min read
In my work with dealers across the country, one thing has become crystal clear: the most successful F&I departments are not operating solo. They are part of a dealership where all departments work together in unison, from the sales floor to the business office. And that success often starts with one powerful process: the T/O! (turnover).
Let’s talk about why it matters, how to get buy in from the whole team, and what a solid T/O can do for your customers, your profits, and your peace of mind.
Success in F&I Starts on the Sales Floor
I can already hear some Business Managers saying:
“Our sales guys like to handle their own deals from start to finish.”
“They have their own way of doing things; they won’t change.”
And, trust me, I get it. Breaking old habits isn’t easy. For many of us, including Sales professionals, we are often used to doing things a certain way. BUT here’s the truth:
Being open to a new perspective, one that enhances customer experience AND profitability, can set a dealership apart.
That shift begins with a willingness to collaborate, and sometimes, it requires leadership to step in. Business Managers aren’t in charge of the sales team. That’s where Sales Managers and Dealer Principals must come alongside F&I to help support and enforce the dealership’s overall sales process.
Why a Smooth Turnover Process Matters
A strong turnover isn’t just about handing a file or credit application off. It’s about setting the tone for a clean, compliant, and professional closing experience. A bumpy T/O can create confusion, delay funding, or even lose the customer’s trust. A seamless one? It builds confidence and accelerates success.
From my experience, both sitting in the chair and coaching Business Managers across dozens of dealerships, I’ve found that when sales and F&I work together, it leads to:
Smoother customer transitions
More complete documentation
Higher product penetrations
Fewer compliance issues
Better overall CSI scores
Key Moments to Bring in F&I Early
You don’t have to wait until the customer signs off on the deal to introduce your F&I Manager. In fact, here are some great early entry moments:
"What are the terms for the monthly payment on this boat?”
"Are taxes included in that quote?”
"What are your interest rates like?”
While sales professionals can answer these questions, they’re also the perfect opportunities to bring in the expert, someone who can handle sensitive financial discussions, clarify realistic options, and protect the dealership from overpromising and underdelivering.
Protecting the Dealership (and the Customer)
Let’s not forget, part of F&I’s job is to dot the i’s and cross the t’s. That includes:
Verifying customer IDs
Prequalifying buyers
Handling private financial info
Quoting realistic payment structures
Ensuring compliance across the board
If a sales professional quotes incorrect figures without knowing credit scores, down payment expectations, or other crucial info, it can backfire fast! That’s why your F&I expert needs to be looped in before the numbers are firm.
I'll leave you with some Real Results from Real Dealerships
Over the last five years, I’ve had the opportunity to coach, mentor, and train F&I teams, and sales teams, at dealerships across the country. I’ve sat in on stand-up meetings, led role-play sessions, and built customized T/O processes based on each store’s specific needs.
The result?
Immediate improvement in profitability, professionalism, and customer satisfaction.
Because when F&I and Sales operate as one team, everyone wins.
Yes, my expertise is in F&I. But I’m always happy to collaborate with entire teams to build dealership wide processes that work. If you’re ready to strengthen your turnover process and align your departments for greater results, don’t hesitate to reach out.
We can build a process that works for your people, for your customers, and your bottom line.
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