Most dealerships are seeking ways to motivate their F&I department to become high-performing employees who generate substantial profits, while taking great care of their customers. But many are unsure how to achieve this. Believe it or not, the structure of your F&I pay plan is one of the most significant indicators of whether your managers are set up for success or complacency. This is because pay plans are more than just a method for calculating commissions; they are, in fact, an F&I job description that can attract top talent if implemented correctly. Let’s discover why your F&I pay plan is crucial to your dealership’s success and how EFG can help you MAKE MORE MONEY IN 2025 with our complimentary Pay Plan Review Voucher*.
If you’re looking to attract a high-performing F&I manager, you need more than just a list of responsibilities; you must be able to show them exactly how their excellent performance will allow them to earn more, and make sure their customers are protecting their investments at the same time. Top F&I talent are naturally ambitious, and having compensation structures that are confusing or too small could leave your dealership with subpar performance, high turnover, and excessive chargebacks. That is why your pay plan is shaping your F&I team’s behaviors and motivations, even before your manager starts their first day on the job. The first step your dealership can take to attract top F&I performers is to make a pay plan that rewards them for what they do best.
As we’ve learned, the way you structure your F&I pay plan can directly influence how motivated and energized your employees are to bring real results to your dealership. There are a number of different F&I pay structures: salary-based plans, straight percentage commissions, percentage penetration-based plans, and product-based pay plans.
Engaging an outside expert like EFG Companies provides the unbiased perspective needed to evaluate your current F&I pay plan and design the optimal structure for your dealership’s success. Speak with our team today to see which is best for you.
The best F&I teams don’t work just for paychecks; they are motivated by a commission structure that rewards effort and performance while making sure your customers walk away with the right protection products for their purchase. If you’re a struggling dealership or one that’s doing well but seeking to maximize profits, a pay plan review is the first step in a broader effort to assess team performance, compliance, and training. Working with an unbiased outside expert can help you see how your dealership is stacking up against industry standards and regional markets so you can make adjustments that actually attract top new talent and energize your current team. Because in the end, a properly structured pay plan will foster accountability, teamwork, and an environment where success is shared and celebrated throughout the dealership.
If you’re looking to take the first steps to motivate your employees to Make More Money in 2025, now is the best time to do so. At EFG, we’re offering a complimentary, no-pressure Pay Plan Review Voucher* to help your dealership identify ways to maximize long-term performance. This non-intrusive assessment reviews your dealership’s current compensation structure against industry standards to identify ways to improve your F&I pay plan. Let’s work together to create Energized Employees for your dealership today.
