EP 11:12 The Modern F&I Manager: Skills Every Leader Needs in 2026 and Beyond

In this powerful conversation on the Millionaire Car Salesman Podcast, LA Williams and Sean V. Bradley sit down with F&I leader, author, and performance coach Adam Marburger to explore what’s really happening inside today’s finance departments… and where the industry is headed next!

"The days where the F&I department is kind of on their own island are slowly fading." - Adam Marburger

Adam brings a fresh, servant-leadership perspective to automotive F&I, sharing key lessons from decades in the business along with insights shaped by years of training, coaching, and martial arts discipline. Together, the trio breaks down the real challenges facing dealerships, the evolving role of F&I managers, and the cultural shifts required to build stronger, more profitable teams.

"So the question is, why aren't more F and I managers doing the things that we're talking about now? Why are they not taking more tos? Why are they not getting involved? Why are they not being more present?" - Adam Marburger

From leadership to communication, from customer experience to the rise of new technologies, this episode offers a forward-looking discussion that every dealer, manager, and aspiring leader will want to hear…without giving away the strategies you’ll discover inside.

"Jiu-Jitsu helps with every aspect of life—physically, mentally, spiritually." - Adam Marburger

Tune in for a conversation that’s equal parts mindset, mastery, and modern automotive leadership!

 

Key Takeaways:

✅ Evolving Role of F&I Managers: Adam Marburger emphasizes the shift in the F\&I role from being strictly transactional to focusing on building customer relationships and trust.

✅ Importance of Servant Leadership: A core theme is the necessity for F\&I managers and leaders to adopt a servant leadership mindset, focusing on the needs and growth of their team members.

✅ Continuous Training and Development: Effective onboarding and ongoing training are critical to minimizing mistakes and empowering staff to excel in customer interactions and sales success.

✅ Integration of Technology: Embracing digital tools and AI is vital for future-proofing operations and enhancing customer experience in automotive sales.

✅ Value of Jiu-Jitsu in Leadership: Adam draws parallels between his discipline in martial arts and his professional life, highlighting how the principles of perseverance and strategic thinking apply to business success.

About Adam Marburger
Adam Marburger is an award-winning automotive leader, author of The Servant-Leading F&I Manager: Leadership Refined, and performance coach dedicated to redefining leadership in the car business. With over two decades of experience, Adam teaches teams how to lead with empathy, emotional intelligence, and purpose. His mission is to help professionals create cultures of excellence through mindset, mentorship, and servant leadership.

 

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Redefining F&I Management: Transformative Leadership in Automotive for 2026

Key Takeaways

• The evolution of F&I has seen a shift from traditional transactional roles to a more integrated, holistic customer-centric approach driven by effective leadership.

• Understanding the relationship between technology, proper training, and servant leadership can significantly influence dealership success.

• The application of martial arts philosophies in business, such as Jiu Jitsu, provides unique insights into persistence and strategic growth in the automotive industry.

The Evolving Role of F&I Managers: From Transactional to Transformative

The landscape of Finance and Insurance (F&I) in the automotive industry is undergoing a significant transformation. Historically viewed as a transactional role focused on maximizing profits through product sales, the F&I manager's position is increasingly seen as an integral part of a cohesive dealership strategy. According to the conversation between Sean V. Bradley and Adam Marburger, modern F&I managers need to embody "servant leadership," where they prioritize the long-term satisfaction and well-being of customers and employees over immediate financial gain.

The adoption of a servant leadership model within F&I suggests a profound cultural shift within the automotive industry. As defined in the transcript, "Servant leadership, it is kind of like everybody talks about it. It's action. It's not words." Marburger emphasizes that successful F&I managers actively assist sales teams, engage with service departments, and contribute to the overall dealership ecosystem.

Implementing a servant leadership approach involves concrete actions rather than mere rhetoric. F&I managers need to actively engage with clients and colleagues, fostering an environment where all team members feel valued and supported. It's about "truly connecting with people on a daily basis with one common goal: to make them feel special, to make them feel heard, to make them feel valued, to make them feel safe."

The Power of Training and Collaboration in Automotive Retail

Training and collaboration emerge as pivotal themes for achieving success in automotive sales. As Marburger suggests, training should go beyond basic knowledge transfer, aiming to create a more integrated network of roles within the dealership. A robust training process allows staff to understand various dealership functions, ultimately improving communication and operational efficiency.

"A lot of these conversations are flying, conversations where you might be walking back to the conference room together," Marburger notes, highlighting the importance of informal learning exchanges. For F&I managers, this means not only understanding their product offerings but also becoming well-versed in sales strategies and client management techniques. The ultimate goal is to craft a seamless customer experience where value is consistently delivered.

Creating synergy between departments, especially between F&I and sales, is critical. The training should focus on equipping salespeople with the ability to introduce products effectively to clients before entering the F&I office. "Our customers actually enjoy buying if you try not to sell them; they actually buy them," Marburger explains, suggesting a subtle yet powerful shift in the sales approach.

Martial Arts Philosophy: Persistence and Strategic Thinking in Business

The discussion also explores how martial arts philosophies, particularly Brazilian Jiu Jitsu, can influence business strategies within the automotive industry. Practicing Jiu Jitsu requires perseverance, resilience, and strategic thinking—qualities that translate seamlessly into the demands of automotive sales.

Both Bradley and Marburger, as Brazilian Jiu Jitsu black belts, draw parallels between their martial arts training and business experiences. Marburger states, "The black belt was one of the few things outside of my daughters being born that did give me a sense of accomplishment because I know what it's like. Like, it was hard." This sentiment reveals the patience and determination required in both fields.

Incorporating these philosophies into a dealership's operational ethos can foster a culture of continuous improvement and strategic foresight. Employees can learn to maneuver challenges with the patience and precision demanded on the Jiu Jitsu mat. "It added something. It's like, as most people won't ever get that," says Marburger, acknowledging the rare and valuable perspective that martial arts training offers.

Throughout this enlightening dialogue, the future of automotive leadership is painted as a dynamic interplay of servant leadership, comprehensive training, and strategic resilience. No longer confined to traditional roles, F&I managers are encouraged to embrace a broader vision—one that harmonizes various aspects of the dealership to create a superior customer experience. The lessons of martial arts underline the perseverance and strategic acumen necessary to thrive in this evolving landscape, reflecting an industry poised for transformation.

 

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