The Best F&I Menu Presentation [FULL TEMPLATE]

In F&I, the problem usually isn’t that you can’t sell.

It’s that every menu presentation feels a little different – different path, different length, different message about what happens to the customer’s payment.

That inconsistency kills trust, drags out time in F&I, and makes your numbers unpredictable. One customer sits through a 25-minute product lecture, the next gets a three-minute sprint, and leadership has no real way to coach because everyone “does it their own way.”

The fix isn’t a new magic close. It’s a simple, repeatable 8-step F&I menu presentation that fits inside a 7-minute process, protects the agreed payment, and feels fair and consistent whether the customer buys everything, something, or nothing.

In this article, you’ll get that 8-step structure with script snippets and timing you can plug in today:

The 8-step F&I menu presentation (script + timing)

This is the core of the visit: a fast, repeatable F&I menu presentation you can run in about 5–6 minutes inside a broader 7-minute process.

If you want the minute-by-minute version of the entire visit (from greeting to signatures), use this section as your “cheat sheet” and then dive into your full guide.

Below you’ll find 8 steps, each with:

• A clear goal

• Recommended time

• A short, conversational word track you can adapt to your own style

Step 1: Reset the room and protect the payment (≈ 45–60 seconds)

Goal: Lower defenses, clarify what’s about to happen, and reassure the customer their approved payment isn’t under attack.

Keep this short. You’re not selling anything yet; you’re setting the rules for a clean, calm conversation.

Sample word track:

“Thanks for your patience today, and congratulations again on the new vehicle. My job is simple: I’ll keep this quick, I’ll protect the payment you already agreed to, and I’ll walk you through the protection options that come with owning this vehicle. Nothing changes on your deal unless you choose to add extra protection. Sound fair?”

Key points:

• Use words like “quick”, “simple”, and “protect the payment” early.

• Make “nothing changes unless you choose to add protection” a non-negotiable line every time.

• No product talk yet. Just safety, time, and clarity.

Step 2: Confirm the deal and ownership plans (≈ 60–90 seconds)

Goal: Confirm facts and personalize the conversation without a long “interview.”

You’re not re-working the deal. You’re just making sure you know how they’ll actually use the vehicle so your menu walk makes sense.

Sample word track:

“Just to make sure my screen matches your paperwork: you’re at $___ per month for ___ months with $___ down, correct?Perfect.A couple of quick questions so I don’t waste your time: • About how many miles do you think you’ll drive each year? • How long do you usually keep your vehicles? • Mostly highway, city, or a mix? • Anyone else driving it regularly – spouse, kids, work drivers?”

Then close the loop:

“That helps. I’ll use those answers to narrow this menu so we only talk about what actually fits how you’ll use the vehicle.”

Key points:

• Have the same 4–5 questions every time.

• Don’t drift into a 10-minute needs analysis. This is quick personalization, not a therapy session.

Step 3: Show the full menu and explain how to read it (≈ 60 seconds)

Goal: Put a full, consistent menu in front of every customer and quickly explain the layout.

You’re teaching them how to read the menu, not selling each line item yet.

Sample word track:

“Here’s the full protection menu for your vehicle.We’ve laid it out in columns to keep things simple: • This column is the Most Protection – it stacks everything our customers commonly use to protect a purchase like yours. • The middle column is a lighter package with the main items people choose. • This column over here is a bare-minimum option. And at the end, you always have the option to leave everything as-is and decline all protection.”

Finish with:

“I’ll walk you through the first column so you understand what’s available, then you can decide which column, if any, fits you best.”

Key points:

• Physically point to each column as you describe it.

• Keep this to about one minute – orientation, not explanation.

• Make “Decline All” visible but neutral; it should feel like a legitimate option, not a guilt trip.

Step 4: Walk the top package using needs-based stories (≈ 90 seconds)

Goal: Explain the “Most Protection” column in simple, customer-centric terms using their answers from Step 2.

Stay out of jargon. Tie each product to a real-world problem it solves.

Sample word track:

“Let me start with the Most Protection column and I’ll connect it to what you told me. You mentioned you drive about ___ miles a year and keep your vehicles for around ___ years, mostly [city/highway/mix]. • This first piece is your vehicle service coverage – if a major component fails after the factory warranty, this is what keeps you from paying thousands out of pocket for repairs. • Next is gap protection – if you have a total loss early in the loan, this helps cover the difference between what insurance pays and what you still owe. • And this one is [tire & wheel / appearance / whatever fits] – with the roads and parking lots around here, this helps with the most common dents, dings, and wheel damage we see.”

Close the step:

“Together, this column is built for somebody who wants the vehicle and the payment protected for the full time they plan to keep it.”

Key points:

• Tie features to one or two outcomes: “pays for repairs,” “pays the difference,” “protects resale/appearance,” etc.

• Avoid stacking long technical explanations – keep each product to 20–30 seconds.

Step 5: Step down to the lighter package and bare minimum (≈ 60 seconds)

Goal: Show that they have flexible options, not a “take it or leave it” top package.

You’re using contrast to make the decision easier, not pressuring them to buy.

Sample word track:

“If that’s more protection than you want, this middle column trims it down. You still get the service coverage to protect you from major repair bills, but we drop [product X] and [product Y] to keep the payment lower. And this basic column is the bare minimum – usually just one key item people worry about most. Like I mentioned earlier, you also have the option to decline everything and keep the deal exactly as it is.”

Key points:

• Highlight what’s included and what’s removed as you move left to right (or top to bottom).

• Keep it neutral: you’re not judging their choice, just explaining differences.

Step 6: Ask for the decision with a clean, simple question (≈ 30–45 seconds)

Goal: Shift from talking at them to inviting a clear decision.

Avoid vague questions like “What do you think?” – they lead to long, unfocused conversations.

Sample word track:

“Based on how you’ll use the vehicle, which column makes the most sense for you – the Most Protection, the middle option, the basic one, or no additional protection at all?”

If you want to reduce pressure even more:

“You’re completely free to say ‘none of this’ – my job is just to make sure you understand how people typically protect a purchase like yours.”

Key points:

• Ask one clear, binary question that leads to a choice.

• Then be quiet. Let them think and answer.

Step 7: Handle objections without derailing the clock (≈ 60–90 seconds)

Goal: Address concerns, not start a 20-minute debate.

Use a simple, repeatable objection framework like:

1. Acknowledge

2. Clarify

3. Re-align to their stated needs

Example – “The payment is too high.”

“I understand – most people have a number in mind they want to stay close to. When you say ‘too high,’ are you talking about the overall payment, or just adding protection on top of it?[Let them answer.] Based on how long you plan to keep the vehicle and the miles you’ll drive, this coverage is what keeps surprise repair bills from blowing that budget later. With that in mind, does the [top/middle] column still make sense, or would you rather step down or decline it?”

Example – “I never buy warranties.”

“Totally fair – a lot of people feel that way at first. Out of curiosity, is that because you’ve never needed one, or because you’ve had a bad experience with one before? [Listen.] The reason we still show this is that modern vehicles are more complex and expensive to fix than they used to be. This coverage is designed so one major repair can more than pay for it.”

Then always circle back to a choice:

“Knowing that, do you want to keep this coverage, step down, or decline it?”

Key points:

• Limit yourself to one or two follow-up exchanges per objection.

• If they firmly say no, respect it and move on. The clock matters.

Step 8: Confirm selections and transition to paperwork (≈ 60 seconds)

Goal: Lock in their choices, restate the payment, and close the menu portion smoothly.

This is where you show you listened and that there are no surprises.

Sample word track:

“Just to confirm, you’re choosing the [column name]: that includes [product A] and [product B], and you’re declining [product C] and [product D], correct? With that choice, your payment is $___ per month for ___ months, just as we discussed. I’ll print the final paperwork now and we’ll knock out the signatures so you can start enjoying the vehicle.”

Key points:

• Read back exactly what they chose and what they declined.

• Restate the final payment clearly.

• Transition immediately into paperwork to keep the visit around seven minutes total when combined with your full process.

This 8-step sequence is your core F&I menu “engine”. In the next sections of the article, you’ll connect it to the full F&I process, and see how to adjust the script slightly for finance, lease, and cash deals while keeping the structure and timing exactly the same.

How this 8-step menu fits your 7-minute F&I process

Before we plug the 8 steps into place, here’s the quick version of the 7-minute F&I menu process we teach at Vision:

• Prep happens before the customer ever sits down. The deal is verified, the lender is set, and the menu is pre-built based on the actual structure.

• The F&I visit itself is time-boxed to about seven minutes. That window includes: a quick reset, the menu presentation, handling a few questions, and moving straight into signatures.

• Every customer sees the same structure. The only thing that changes is which products make sense for their situation, not the process you run.

Within that framework, your 8-step menu presentation is the core “engine” of the visit:

• Steps 1–2 (reset + confirm) – ~2 minutes to lower defenses and personalize the conversation.

• Steps 3–6 (show, explain, ask) – ~2–3 minutes to walk the menu, explain options, and ask for a decision.

• Steps 7–8 (handle objections + confirm) – ~1–2 minutes to cleanly address concerns and lock in choices.

What’s left – usually about a minute – is simply printing, signing, and a clean handoff back to delivery.

Because the same 7-minute structure runs on every deal, leadership can coach to a clear standard instead of “everyone has their own way,” and managers know exactly where they’re gaining or losing time.

If you want the minute-by-minute breakdown of everything that happens before and after the 8-step menu, take a look at our in-depth guide.

Adjusting the F&I menu presentation for finance, lease, and cash deals

The good news: the 8-step structure doesn’t change.

Whether it’s a finance, lease, or cash deal, you still run the same play:

1. Reset and protect the payment / purchase

2. Confirm the deal and ownership plans

3–6. Show the full menu, explain options, and ask for a decision

7–8. Handle objections, confirm, and move to paperwork

What changes is the emphasis in your word track.

Finance deals: protect the payment

On a standard finance deal, your language leans heavily on:

• Payment integrity: “Your payment won’t change unless you choose added protection.”

• Budget protection: “This is what keeps big repair bills from blowing up that monthly number we just worked so hard to get right.”

• Equity and payoff: Gap, service contracts, and other coverages framed as protecting the loan and your budget.

You’re always anchoring back to the monthly payment and term they just agreed to.

Lease deals: protect the turn-in

On a lease, the script shifts toward:

• Wear and tear: “This is what keeps turn-in from becoming an expensive surprise.”

• Mileage and usage: “Based on the miles you plan to drive, here’s what we see most lessees needing.”

• Condition at turn-in: Appearance and wheel/tire products framed as protecting you from end-of-lease charges.

The focus isn’t “own it forever,” it’s “hand it back without pain.”

Cash deals: protect the investment

With cash buyers, you’re not protecting a payment – you’re protecting a large, one-time outlay:

• Lump-sum protection: “You’re putting a lot of cash into this vehicle today; this coverage is what keeps a big repair from erasing that.”

• Resale value and flexibility: Appearance and mechanical coverage as tools to protect value and make the vehicle easier to sell later.

• Same full menu: You still show the full menu; you just talk in terms of protecting a cash purchase, not financing.

Same 8 steps. Same timing. Just a few words adjusted so the menu feels tailor-made for the way they’re buying the vehicle.

Common F&I menu mistakes that slow you down or kill trust

If your F&I numbers are inconsistent, it’s usually not because of “bad customers.” It’s because of a few repeatable mistakes in how the menu is presented.

Here are the big ones to call out and coach against:

1. Turning the menu into a 15-minute seminar: Over-explaining every product, every feature, and every clause. The customer forgets half of what you said and just wants out of the office.

2. Hiding or skipping products: Cherry-picking what you show based on how someone looks or what they drive. It’s unfair to the customer and impossible to coach or measure.

3. Moving the payment after it’s “set”: Springing a new payment on them after they thought the deal was finished. That single move can nuke trust for the entire store.

4. Letting everyone “do their own thing”: Five managers, five different processes. Leadership can’t tell what’s working and training never really sticks.

5. Arguing objections instead of managing them: Taking “no” personally, debating, or getting defensive. It drags out the visit and makes the whole experience feel adversarial.

The 8-step, time-boxed menu process replaces all of this with something simple, predictable, and easy to coach.

FAQ: How to present the F&I menu (and do it in under 7 minutes)

How long should an F&I menu presentation take?

If your prep is done before the customer sits down, the menu portion itself should take about 5–6 minutes, inside a 7-minute total visit. That includes resetting the room, walking the menu, handling a couple of objections, and confirming choices – not a 20-minute sales pitch.

What is a good F&I menu script?

A good script is simple, repeatable, and easy to coach. It reassures the customer about their payment, explains how to read the menu, connects products to their real-life use, and ends with a clear decision question. The 8-step structure in this article gives you that skeleton; your word choice just “skins” it.

Do I really have to show every F&I product to every customer?

You should show a full, consistent menu to every customer, every time. That’s how you stay fair, compliant, and coachable. What changes is which products you spend time emphasizing based on how they’ll use the vehicle – not which ones you hide.

How do I present the F&I menu without being pushy?

Lead with time and payment protection, not pressure. Explain the options in plain language, ask one clear decision question (“Which column makes the most sense for you?”), and respect “no” when it’s firm. Confidence plus transparency sells far more than theatrics.

What’s different about presenting the F&I menu to cash customers?

The structure stays the same; the language shifts. Instead of protecting a payment, you’re protecting a large cash investment and future resale value. You still show the full menu – you just frame coverage as preventing big, unexpected bills from erasing the cash they just laid out.

How many F&I products should be on the menu?

Enough to be complete but not overwhelming. Most dealers do best with 3–4 logical packages that group the main protections, plus a clear “decline all” option. The key is clarity: the customer should be able to understand the difference between columns in under a minute.

Can I use the same F&I menu process for remote or digital deals?

Yes. The same 8 steps work over phone, video, or screen-share, as long as the menu is visible and you walk it in order. Your timing and structure don’t change – you just swap the desk for a screen.

How do I train my team to follow a 7-minute menu process?

Start by standardizing the 8 steps and timing expectations, then role-play the script until it’s second nature. Track each manager’s average time, product penetration, and PVR against that framework. For a deeper rollout blueprint, pair this article with Vision’s full 7-minute F&I process guide and use it as your training manual.