Leadership

Adam Marburger: Shaping F&I Leadership with a New Approach

January 16, 2025
5:26 pm

By: Alena Wiese

In the competitive world of automotive dealerships, Adam Marburger has emerged as a notable figure. While he is gaining recognition for his approach to the Finance and Insurance (F&I) office, his leadership style emphasizes a focus on relationships, profitability, and customer loyalty.

As CEO of Ascent Dealer Services, host of Training Camp with Adam Marburger on CBT News, and author of The Servant Leading F&I Manager: Leadership Redefined, Marburger has dedicated much of his career to evolving practices within the industry. This January, he will present his perspectives at NADA 2025 in New Orleans, discussing leadership and customer engagement.

Refining F&I Leadership

For years, the F&I office has often been associated with aggressive sales techniques, but Marburger advocates for a shift in approach.

“The F&I office is not solely about margins—it’s also about building relationships,” says Marburger. “When customers feel valued, they return because they trust you, not because they feel obligated.”

This philosophy forms the foundation of his book, The Servant Leading F&I Manager, which outlines ways to cultivate cultures of trust and excellence. Featuring a foreword by Jonathan W. Dawson, founder of Sellchology, the book is positioned as a helpful resource for industry professionals.

“Adam’s approach offers practical ideas and has resonated with many in the industry,” Dawson writes.

Marburger emphasizes the book’s potential impact. “For me, it’s about encouraging a conversation,” he explains. “Leadership centered on trust and integrity has the power to positively influence the industry.”

Adam Marburger: Shaping F&I Leadership with a New Approach — Photo Courtesy: AJ Stotler / Adam Marburger

Training Camp: Leadership Insights in Practice

Marburger brings his ideas to life through his series, Training Camp with Adam Marburger, available on CBT News’ YouTube channel. The show provides practical strategies for dealership leaders, tackling challenges such as customer retention, profitability, and team development.

In one episode, Marburger examines how retention-focused F&I products can create lasting customer relationships. “It’s about offering meaningful value to customers,” he says. “When solutions align with their needs, the relationship becomes more enduring.”

The show’s actionable content has been acknowledged by industry professionals. Jim Fitzpatrick, co-founder of CBT News, describes Marburger’s contributions as “valuable insights for F&I training.”

NADA 2025: Advancing Industry Conversations

At NADA 2025, Marburger will lead the session “Building Loyalty and Driving Profits in F&I” on Friday, January 24. The session will explore how leadership principles can enhance customer loyalty and profitability.

“This session is an opportunity to reconsider how we approach leadership,” Marburger explains.

Attendees can also meet Marburger at a book signing for The Servant Leading F&I Manager.

A Legacy of Leadership

Marburger attributes much of his growth to mentors like Bill Haegele, who gave him his first leadership role at 22. “Bill showed me that effective leadership is rooted in service, and that lesson remains central to my work,” Marburger reflects.

Today, he continues to mentor dealership leaders. His strategies have reportedly contributed to improvements in F&I performance, including increased profitability and employee engagement.

“Adam’s dedication to empowering others is commendable,” says Shannon Robertson, executive director of the Association of Finance & Insurance Professionals (AFIP). “His efforts are creating meaningful shifts in the industry.”

Looking Ahead

As the automotive industry evolves with technological advancements and shifting customer expectations, Marburger underscores the enduring importance of human connection.

“Technology improves efficiency, but relationships build trust,” he says. “Leadership bridges the two.”

Through his work, Marburger seeks to equip professionals with tools to lead with purpose and adaptability. He aims to prepare the industry for the challenges of the future with a balanced approach to leadership.

Event Details

Session: “Building Loyalty and Driving Profits in F&I”
Time: 3:15 p.m., Friday, January 24, 2025
Location: Dealer Learning Lab, NADA 2025, New Orleans