Question 1

MODULE ONE: Introduction to the NEXT LEVEL

Accepted Answer

Get introduced to the NEXT LEVEL F&I way of thinking—what makes our process
different and why it works in today’s market
• Understand exactly how the online training program flows, how to pace yourself, and
what support resources are available to you
• Learn what to expect from each module and how to get the most out of your time and
effort

Question 2

MODULE TWO: Grass Roots – Understanding the Business

Accepted Answer

• Understand the true role of an F&I Manager—not just what the job is, but why it exists
and how it impacts the dealership’s success
• Learn how most F&I pay plans work (and more importantly—how to maximize your
income on any pay plan)
• Discover the difference between landing just “a job” vs. building a high-paying,
high-respect F&I career
• Understand exactly who you’re working for and with: Your customers, your lenders, and
your dealership
• Learn how to track and study your own performance using your personal deal log as a
growth tool
• Get mentally prepared to take this role seriously and build a long-term career in F&I
• Begin your personal and professional transformation into an F&I professional people
trust and buy from

Question 3

MODULE THREE: Products – What We Sell and Why

Accepted Answer

• Take a deep dive into every major F&I product, including Service Contracts, GAP, Tire &
Wheel, Appearance Protection, and more
• Learn how each product actually works—not just surface-level sales points
• Understand why customers really need these products and how they protect both the
buyer and the dealership
• Build value in every product by connecting features and benefits to customer needs and concerns
• Gain confidence explaining even the most technical coverages without sounding robotic or pushy

Question 4

MODULE FOUR: Deal Types – Understanding the Paperwork

Accepted Answer

• Understand the key differences between Retail, Cash, Subprime, and Lease deals
• Learn how each deal type changes your paperwork, presentation, lender
communication, and product eligibility
• Recognize where your money and your opportunities come from in each type of deal
• Build confidence knowing how to present products and structure deals, no matter what
deal type comes across your desk

Question 5

MODULE FIVE: Lenders – Understanding the Money Flow

Accepted Answer

• Learn how to choose the right lender for each deal—based on credit, structure, and
dealership goals
• Understand how key factors like credit score, job time, LTV, and DTI affect your
approvals
• Get hands-on with real-world examples of lender rate sheets, program guidelines, and
callback notes
• Learn how to structure deals for faster approvals and better terms
• Get inside info from an exclusive interview with a real lending manager—what they look
for and how they make decisions

Question 6

MODULE SIX: Meeting the Customer – Setting the Stage

Accepted Answer

• Master the art of the customer introduction—this is where deals are won or lost
• Learn the A’s, B’s, C’s (and D’s and E’s) of effective F&I conversations: Approach, Build
Rapport, Control the Flow, Demonstrate Value, and Engage with Confidence
• Shift from being an “information giver” to becoming a true F&I Sales Professional who
helps customers make informed decisions
• Learn how to present the factory warranty the right way to set up your product
presentation
• Build trust fast, reduce resistance, and deliver your menu presentation with authority

Question 7

MODULE SEVEN: Objections – Handling Them the NEXT LEVEL Way

Accepted Answer

• Learn the NEXT LEVEL approach to eliminating objections before they happen
• Master our signature “EXPOSURE” technique—a powerful way to help customers see
the risks of saying no
• Get specific, word-for-word closes for the most common objections you’ll hear in the box:
• “It’s a good car, I shouldn’t need that.”
• “I don’t want GAP.”
• “I don’t want to pay that much more per month.”
• “I don’t need prepaid maintenance.”
• “I don’t care about ceramic protection.”
• Build your mental toughness and learn how to stay cool, focused, and persuasive under
pressure

Question 8

MODULE EIGHT: Compliance – Staying Legal, Staying Employed

Accepted Answer

• Understand the key legal requirements and regulations that affect every F&I Manager
• Learn directly from a real dealership Compliance Officer—get the perspective of
someone who audits real deals every day
• Cover the most important compliance topics: 8300 Form, OFAC, Red Flags, Privacy
Notices, Regulation B, RBPN, Reg Z, and more
• Protect yourself, your dealership, and your customers from legal trouble
• Learn how to document deals properly and avoid putting yourself on the radar of
auditors and regulators

Question 9

MODULE NINE: Contracts in Transit – Getting Paid

Accepted Answer

• Understand what “Contracts in Transit” (CITs) really means and why they’re a huge deal
for your dealership
• Learn how to shorten funding delays and avoid having deals stuck in limbo
• Recognize the most common things that hold up deals—and how to fix them quickly
• Learn the daily and weekly routines that professional F&I Managers use to stay on top of their CITs and keep the cash flowing

Question 10

MODULE TEN: Your F&I Job Awaits – Taking the Next Step

Accepted Answer

• Get specific, actionable steps for landing your first F&I job after graduation
• Learn how to build and present a resume that makes you stand out—even if you’ve
never been in F&I before
• Discover how to position yourself as the type of F&I candidate dealerships are desperate to hire
• Learn how to turn an entry-level opportunity into a stepping stone toward higher-paying roles
• Find out how NEXT LEVEL F&I can continue to help you with ongoing support and job
placement resources

Question 11

MODULE ELEVEN: Your Exit Exam – Time to Prove It

Accepted Answer

• Test your knowledge across all 10 previous modules with a professional-level exam
• Make sure you’re truly ready—both in knowledge and mindset—to step into an F&I office and produce results
• Earn your NEXT LEVEL F&I Certificate of Completion—something real you can show
potential employers

F&I Certification Program

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