The future of F&I in the automotive industry demands speed, efficiency, and customer-first strategies. On the latest episode of Training Camp with Adam Marburger.

Adam Marburger, CEO of Ascent Dealer Services and best-selling author of You Are the  Problem and The Servant Leading F&I Manager: Leadership Redefined, welcomes Joe St. John, Head of Digital Retail at AutoFi.

In this dynamic conversation, St. John and Marburger—both industry leaders and Brazilian Jiu-Jitsu practitioners—discuss how discipline, preparation, and adaptability fuel success in F&I and dealership operations.

The Future of F&I: Why Speed Matters in Automotive Retail

“Time kills deals, and inefficient dealership processes kill profits,” said Marburger. “If you’re not streamlining your F&I and sales processes, you’re losing revenue.”

St. John, who has spent years refining digital retail strategies, emphasized that dealerships need to eliminate wasted time and friction in the car-buying process.

“The future of dealership profitability is optimizing every step of the sale—from test drive to financing—to create a seamless, customer-friendly experience,” said St. John.

Key Takeaways from the Interview:

• F&I training must be an ongoing process – Just like martial arts, mastery comes from consistent training and adaptation.
• Dealerships must eliminate wasted time – Streamlining the sales-to-F&I transition increases revenue.
• Speed and customer experience are the new competitive edge. Reducing the friction in financing leads to higher product penetration and profitability.

Marburger, who has helped thousands of dealership professionals increase their F&I performance, emphasizes that training is not something you did; it’s something you do.

About Adam Marburger & Ascent Dealer Services

Adam Marburger is a best-selling author, F&I strategist, and CEO of Ascent Dealer Services. His books—You Are the Problem and The Servant Leading F&I Manager: Leadership Redefined—have transformed how dealerships approach leadership, sales training, and profitability. His work is now being translated into Russian, expanding his influence on the global stage.

At Ascent Dealer Services, Marburger and his team help dealerships maximize their F&I performance, improve training, and create high-performing sales teams. His expertise has positioned him as one of the most sought-after voices in automotive leadership and profitability.

Watch the Full Interview:

Automotive professionals, dealership owners, and F&I leaders can watch the full episode of Training Camp with Adam Marburger on CBT News here.

For elite F&I consulting and dealership growth strategies, visit Ascent Dealer Services.