F&I Training & Certification School
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Learn The Following & Much More
Platform Features
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📊

Deal Structuring

Interactive deal simulators with realistic lender rate sheets and credit tiers.

🛡

Product Presentation

VSC, GAP, tire and wheel with proven word tracks that close.

💬

Menu Selling & Compliance

Menu process, objection handling, and federal compliance training.

🖥

F&I Software

RouteOne, DealerTrack, and DMS hands-on training.

🎓

Certification Exam

The Final Exam after completing your training. Pass and receive your official F&I diploma.

🤝

Job Assistance

Our team networks with dealerships across the nation, scheduling F&I interviews for you.

12-Module Curriculum
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01

Introduction

Platform overview, F&I career intro, and getting started.
02

F&I Beginner Basics

Day-to-day expectations, rate sheets, assumptive approach.
03

Selling F&I Products

Features vs benefits, credibility, objection handling.
04

Presenting Products

Menu presentation, VSC, GAP, tire and wheel.
05

Live from the F&I Office

Guest presentations, cash deals, CITs, two-tier menu.
06

F&I Closes & More

Closing techniques, compliance, psychology, advanced F&I, and leasing.

Welcome to FMT

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F&I Training and Job Assistance
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Pricing & Enrollment
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Platform Features
Deal Structuring

Deal Structuring ▾

Interactive simulators with realistic lender rate sheets and credit tiers.

Our interactive deal simulator lets you practice structuring real deals with actual lender rate sheets. You will learn to read credit tiers, calculate reserve, and optimize deal profitability before you ever sit in the box.
  • Credit tier analysis and lender selection
  • Buy rate, sell rate, and reserve calculations
  • Real rate sheet practice scenarios
  • Subprime and prime deal packaging
Product Presentation

Product Presentation ▾

VSC, GAP, tire and wheel with proven word tracks that close.

Master the art of presenting F&I products with confidence. Our training covers every product in the F&I suite with scripted and adaptive word tracks that top-producing managers use daily.
  • VSC, GAP, tire and wheel, appearance
  • Menu presentation and payment quoting
  • Objection handling for every product
  • Features vs. benefits selling framework
Compliance

Compliance Training ▾

TILA, ECOA, FCRA, GLBA, Red Flags, Safeguards Rule.

Stay protected while you produce. Our compliance modules cover every federal regulation that applies to vehicle financing, with interactive quizzes after each section.
  • TILA / Regulation Z disclosure requirements
  • ECOA, FCRA, and Red Flags Rule
  • Gramm-Leach-Bliley (Privacy & Safeguards)
  • Adverse action notices and documentation
F&I Software

F&I Software ▾

Hands-on with RouteOne, DealerTrack, and DMS systems.

Get hands-on experience with the software you will use every day. Our platform walks you through credit application submissions, deal structuring, and contract printing so you are desk-ready on day one.
  • RouteOne credit app submissions
  • DealerTrack deal structuring
  • DMS contract printing and funding
  • Lender portal navigation
Job Assistance

Job Assistance ▾

Resume builder, interview coaching, and dealer introductions.

Our Career Development team personally calls dealerships in your area, introduces you by name, advocates for your qualifications, and schedules interviews on your behalf. You are not doing this alone.
  • Team advocates for you with dealerships
  • Professional F&I resume built for you
  • Mock interview preparation with trainers
  • Ongoing support after placement
F&I Certification Pricing Demo Reviews Verify Diplomas
4.7
★★★★★
Google
4.7
★★★★★
Indeed
A+
★★★★★
BBB
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Updated January 2026

Everything You Need to Know About the F&I Manager Position

What is F&I? What does an F&I Manager do? How much do they make? And how do you become one?

The Basics

What is a Dealership F&I Manager?

F&I is an acronym that stands for Finance and Insurance. Therefore, an F&I Manager is a Finance and Insurance Manager. While there are Finance Managers in many industries, when you hear the term "F&I Manager," you are likely hearing about an automotive F&I Manager that works in dealerships.

F&I = Finance & Insurance
F&I Manager = Finance & Insurance Manager
F&I Managers work in dealerships
Responsibilities

What does a Finance and Insurance Manager do?

An F&I Manager is responsible for the finance department of an automotive, power sports or RV dealership. Approximately 85% of new vehicles purchased in the United States are financed. This makes the Finance and Insurance Manager one of the most important people in a dealership's operations.

In order to finance a vehicle, the purchaser must fill out a credit application. The F&I Manager reviews this credit application and then enters the information into special software that simultaneously speaks to multiple banks and lenders. Before submitting the credit application to lenders, the Finance and Insurance Manager will examine the purchaser's credit report.

Some of the information the F&I Manager will review includes: the amount of debt on the purchaser's credit report, the amount of income in relation to debt (DTI), past auto loans and whether they were paid on time, any late payments or derogatory credit remarks, and job status and length of employment.

After reviewing this information, the F&I Manager will choose lenders to submit the credit application based on their analysis, review the responses from each lender and choose the best option, present the loan terms to the customer, collect the downpayment and any lender stipulations, explain valuable protection options, present all legal documents for signing, and authorize the vehicle for delivery.

Did You Know? Only one F&I School in the entire world was ever regulated by the Education Department (BPSS) of NY. When choosing an F&I program, check to see if they were ever regulated before signing up!
Salary

What is the average salary of an F&I Manager?

The average salary of an F&I manager is $200,472 according to a study conducted by the National Automobile Dealers Association. Keep in mind that this is an average, and the actual amount depends on what city and state the F&I Manager works in, how busy their dealership is, and how good they are at their job.

Top F&I Managers earn significantly more money than the average and it is not uncommon for top F&I performers to exceed $250,000 per year. In fact, 58% of F&I Directors, which is the next step up from F&I Manager, earn more than $151,000 annually according to a poll by Finance Manager Training. Top F&I Managers are highly skilled and take continuing education very seriously.

Compensation

How are F&I Managers paid?

The majority of F&I Managers are commission-based employees paid via a pay plan. A pay-plan details the methodology and numerical goals on which an F&I Manager will be paid. This is typically a mixture of salary, draw, demo car allowance, and commission.

Example Pay Plan
$400 per week salary (guaranteed, never paid back)
$600 per week draw (pre-payment of commission, deducted later)
$300 per month demo car allowance
12% of back-end profit, minus product cancellations
Earnings StatementFMT Auto Group · Monthly
Position
F&I Manager
Volume
75 deals
Avg PVR
$1,200
Back-end
$87,000
EarningsBasisAmount
Salary$400 / wk$1,600.00
Draw$600 / wk advance$2,400.00
Demo allowanceMonthly$300.00
Commission12% of $87,000$10,440.00
Gross earnings$14,740.00
Less: draw recoveryAdvance repaid-$2,400.00
Net Pay$12,340.00
Illustrative example. Actual pay varies by dealership, deal volume, and performance.
Getting Started

How do you become an F&I Manager?

The F&I career path typically starts as a salesperson in a dealership. The quickest and most convenient way to become an F&I Manager is by enrolling in an F&I School. An F&I School will enable you to drastically decrease the deep learning curve that most salespeople will experience when transitioning from the sales floor to the F&I Office.

For decades, enrolling in an F&I School meant getting on a plane, flying to another city, staying in a hotel for up to a month, and sitting in a classroom. Today, some F&I Schools offer 100% online training, which allows those who want to become an F&I Manager to do so from the comfort of their home.

F&I Training ranges from $297 per month with Finance Manager Training's online education platform, up to $15,000 for some F&I Institutes' in-person classrooms. Since "F&I is F&I" regardless of the price you pay, many students choose the more affordable F&I Manager training offered by Finance Manager Training.

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