Virtual F&I Done Right: Adaptive Training, Compliance, and a Better Customer Experience

I joined my friend Paul Meijer on Sunday Night Live to talk about what’s changing inside the finance office and what still matters most: the customer experience.

We covered three areas that dealers are actively navigating right now: Virtual F&I, adaptive training, and dealer reinsurance. The common thread is simple—performance improves when process, product knowledge, and accountability come together, whether your team is in-store, remote, or hybrid.

In the conversation, I share how my background in dealership operations and building early finance tools shaped the way we train today. We talked through what I consider the three pillars of a high-performing finance department: product knowledge, process execution, and compliance. Not “training once,” but building a system that holds up after the trainer leaves—because consistency is what creates trust, and trust is what drives results.

Paul and I also dug into why Virtual F&I is accelerating. Done correctly, it isn’t “sending a deal to a bank.” It’s a true extension of the dealership—real finance managers, real menu presentations, strong compliance habits, and a repeatable customer-first experience that protects the dealership and improves penetration. For stores that have staffing gaps, inconsistent performance, or a need to scale across rooftops, Virtual F&I can be a practical lever when it’s built the right way.

If you’re working to strengthen your menu presentations, modernize your finance office training programs, or evaluate dealer reinsurance options with clarity, this interview will give you actionable insights you can implement immediately.

Watch the full episode here: https://youtu.be/mMbB4wv1pIY

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