F&I
Training
At F&I Specialists, we are passionate about developing skilled, confident, and compliant Finance and Insurance (F&I) professionals who add measurable value to dealerships across South Africa.
Empowering the Next Generation of F&I Professionals
Our Director, Retha Lewis, brings decades of hands-on experience — having personally overseen and mentored over 400 F&I professionals. Retha’s philosophy remains grounded in the “old-fashioned” fundamentals of F&I excellence, mastering the art of dealmaking, building relationships, and understanding the customer beyond the paperwork.
Our Comprehensive F&I Training Programme
Our F&I Training Programme covers every aspect of the Finance and Insurance role, from foundational compliance principles to advanced deal-closing techniques. We combine theory, practical case studies, and real-world dealership experience to prepare participants to become fully qualified, FAIS-compliant F&I professionals.
Core Training Modules Include:
1. Becoming Fully Qualified
Understand the steps to becoming a fit and proper F&I, including compliance, regulatory exams, and professional development pathways.
2. The Role of a Brilliant Business Manager
Explore the responsibilities and influence of an F&I professional within the dealership — from deal structuring to relationship management and teamwork.
3. The Handover Process and Teamwork
Learn the importance of seamless handover procedures, communication, and collaboration between sales, management, and the F&I office.
4. Ethical and Legal “Grey Areas”
Develop skills to protect your dealership, act ethically, and navigate complex customer situations with professionalism and transparency.
5. Application and Affordability Insights
Master the details of application form completion, equity assessment, affordability, and stability scoring based on bank credit models.
6. Validation and Decision Interpretation
Understand how to interpret podium approvals, declines, and validations — and how to respond effectively to different outcomes.
7. Fraud Prevention Training
Identify red flags, understand fraud detection processes, and learn how to safeguard both your dealership and clients from risk.
8. Advanced Selling Techniques
Develop a toolbox of sales strategies and objection-handling techniques, including package presentation, quoting across repayment terms, and explaining residual value (R/V) and rate options (fixed vs. linked).
9. Financial and Credit Fundamentals
Gain a working understanding of ITC credit scoring, repayment calculations, and how to communicate financial products clearly and compliantly.
10. Compliance and Regulatory Framework
Stay up to date with all key compliance areas:
ROA, LOA, FIC, Due Diligence, TFS, TCF, and POPIA.
Learn how each regulation affects daily dealership operations and documentation.
11. Deal Structuring and Split Invoicing
Understand how split invoices work, their impact on profitability, and how to maintain transparency and compliance during deal preparation.
12. Personal Development and Communication Skills
We believe great F&I professionals are not just knowledgeable — they’re influential.
Our personal development modules include:
The Power of the Mind
Positive Linguistics and Communication
Goal Setting and Motivation
These lessons empower F&I professionals to perform confidently, ethically, and effectively.
Training Designed for Real-World Dealership Success
Our programme blends classroom-style learning, interactive workshops, and one-on-one coaching to ensure participants gain practical, hands-on experience. Each session is designed to equip trainees with the tools to increase dealership profitability, enhance customer satisfaction, and ensure compliance with financial and legal standards.
Frequently
Asked Questions
What is an F&I training programme?
An F&I training programme prepares individuals to become qualified Finance and Insurance (F&I) professionals in the motor industry. It covers essential topics such as compliance, deal structuring, customer engagement, and the financial principles that drive dealership profitability.
Who should attend this F&I training course?
Our training is ideal for:
Aspiring F&I Assistants or individuals wanting to become fully qualified F&I professionals
Current F&I Managers who wish to sharpen their skills and stay updated on compliance regulations
Dealerships that want to develop their in-house F&I team to improve performance and compliance.
Who facilitates the training at F&I Specialists?
The programme is led by Retha Lewis, our Director, who has over 30 years of experience and has personally overseen more than 400 F&I professionals across South Africa. Retha’s hands-on mentorship and focus on “back-to-basics” dealmaking ensure participants gain practical, real-world knowledge.
What does the F&I training programme cover?
Our comprehensive F&I training covers both technical and soft skills, including:
F&I compliance and regulatory requirements
Sales techniques and objection handling
Deal structuring and finance validation
Fraud awareness and risk management
Personal development, communication, and goal setting
Each module is designed to produce confident, compliant, and high-performing F&I professionals.
Is the F&I training FAIS-compliant?
Yes. Our training includes guidance on FAIS, FICA, TCF, and POPIA regulations to ensure participants meet the fit and proper requirements set by the Financial Sector Conduct Authority (FSCA) in South Africa.
How long does it take to complete the training?
Training duration can vary based on the participant’s experience level and dealership requirements. We offer structured group sessions, custom dealership workshops, and ongoing mentorship, ensuring flexibility and practical learning outcomes.
Does the training include practical, real-world experience?
Absolutely. Our approach combines theory with dealership-based simulations and case studies, giving trainees hands-on exposure to real F&I scenarios. This ensures they are job-ready and confident in applying their skills immediately.
What makes F&I Specialists’ training unique?
Our programme is developed and delivered by industry veterans who understand the realities of dealership operations.
We focus on:
Practical application, not just theory
Old-fashioned dealmaking skills combined with modern compliance standards
Personal development to build confidence, communication, and performance.
Do you offer virtual or on-site training?
Yes, we offer both virtual and on-site training options. Dealerships can choose to have their team trained on location or remotely via interactive online sessions, depending on their operational needs.
How can I enrol in the F&I training programme?
To enrol, simply contact our team through our website or email. We’ll guide you through the registration process, discuss your career or dealership needs, and recommend the right training path for your goals.
Join Our F&I Training Programme
Whether you’re an aspiring F&I professional or a dealership looking to upskill your team, our training delivers measurable results. Contact us today to learn more about upcoming training sessions, mentorship opportunities, and how we can help your F&I team reach its full potential.