The Future of Automotive Finance and Insurance

The traditional car dealership is dying—but innovative F&I approaches are creating record profits for those willing to evolve.

Today's car buyers want a 45-minute in-store process, transparent pricing, and digital options—and they'll go elsewhere if you can't deliver. In The Future of Automotive Finance & Insurance, industry veteran Joel Kansanback reveals how forward-thinking dealerships are meeting these demands while significantly increasing their F&I profits.

Drawing on insights from the highest-performing dealerships in America, Kansanback provides a practical framework for transforming your business. You'll discover how positive culture reduces the 73 percent turnover rate plaguing dealerships, how to train teams for consultative rather than transactional sales, and how to create an ecosystem of repeat business.

This essential guide shows dealership leaders how to:

• Build a visionary management team that inspires productivity
• Implement digital retail tools that customers actually use
• Navigate compliance challenges with confidence
• Present F&I products earlier and more effectively
• Create the 45-minute in-store process modern buyers demand

For dealership owners, GMs, and F&I professionals ready to thrive in tomorrow's market, this book delivers the strategies proven to work in today's most successful automotive retail operations.

JOEL KANSANBACK is a recognized leader in automotive finance and insurance with over 35 years of industry experience. He founded Automotive Development Group (ADG) in 2002, building it into one of the nation's largest F&I agencies operating across 17 states. After ADG's acquisition in 2018, he served as Executive Vice President at Brown and Brown Dealer Services, overseeing Midwest and Texas operations and leading national training initiatives. A frequent speaker at Agent Summit and Industry Summit, Kansanback is passionate about talent acquisition, training, team building, and creating winning dealership cultures.