The Future of Automotive Finance and Insurance

About The Future of Automotive Finance and Insurance

In The Future of Automotive Finance & Insurance, industry veteran Joel Kansanback delivers a transformative approach to automotive retail that addresses the industry’s most pressing challenges: high employee turnover, outdated sales processes, compliance issues, and customer expectations that have fundamentally changed.
Drawing on over three decades of experience and insights from the nation’s top-performing dealerships, Kansanback reveals how creating a positive dealership culture is the foundation for increasing F&I profits, improving customer satisfaction, reducing turnover, and building a continuous loop of repeat business.

The book outlines a practical road map for dealership transformation, beginning with the critical mindset shift needed in management. Readers will learn how to transition from reactive or neutral management styles to the visionary/proactive approach that characterizes the highest-earning automotive retail operations.

Kansanback addresses how modern consumers expect a streamlined, transparent buying process—what he calls the 45-minute in-store experience—and provides strategies for meeting these expectations while maximizing profitability. The book details:

• How to find and retain visionary staff using the ROCK method (Recruit, Onboard, Coach, Keep)
• Ten proven strategies from the highest-performing managers that create unity and boost productivity
• The critical role of world-class training in transforming dealership culture
• How to navigate compliance challenges by building a culture of compliance
• Selecting and properly utilizing digital retail tools that integrate the online-to-showroom experience
• Five innovative approaches to F&I presentation that boost profits and customer satisfaction

Whether you’re a dealer principal, general manager, F&I director, or sales manager, this book provides the strategies and tactical guidance needed to transform your dealership for long-term success in today’s rapidly evolving automotive retail environment.