The role of Finance and Insurance (F&I) Managers in automotive dealerships has increasingly become one of the most lucrative and appealing career paths within the industry.

A comprehensive study conducted by Finance Manager Training (FMT) in 2023 underscores the significant financial rewards that accompany this profession. Here’s a closer look at the earning potential of F&I Managers and the factors driving their impressive salaries.

Soaring Salaries in F&I Management

In 2023, the average salary for an F&I Manager at a dealership exceeded $150,000 annually, with a substantial portion of professionals in this field earning even higher wages:

  • 63% of F&I Managers earned at least $150,000.
  • Over 30% achieved salaries of $200,000 or more.
  • Remarkably, more than a quarter reported incomes surpassing $250,000 annually.

This marks a dramatic increase from previous years. For instance, data from the National Automobile Dealers Association (NADA) in 2016 placed the average F&I Manager salary at approximately $132,786. By comparison, the mid-2000s saw average earnings around $61,000, highlighting a significant salary growth over the decades.

The Rising Demand and Skill Set Required

F&I Managers are compensated handsomely due to the unique and complex skill set required for the role. Their responsibilities include:

  • Protecting the dealership from potential litigation.
  • Structuring loans that benefit both the dealership and customers.
  • Negotiating with lenders and customers effectively.
  • Managing long working hours.

Moreover, one of the enticing aspects of this career is the accessibility. Many F&I Managers achieve their position without a college degree, entering the field through specialized F&I training programs that equip them with the necessary expertise.

F&I Managers vs. Other Dealership Roles

When compared to other managerial roles within a dealership, F&I Managers typically earn about 4% more. This rate of increase significantly outpaces the general salary growth across dealership managerial positions, which averages around 1% per year. Such statistics solidify the position of F&I Manager not just as a profitable choice but as one of the most financially rewarding managerial roles in the automotive industry.

Why Choose F&I Management?

The substantial income potential combined with the high demand for skilled F&I Managers makes this career path increasingly attractive. For individuals looking for a lucrative job that offers desk-based work and lacks the traditional barriers of entry associated with high-paying roles, F&I Management stands out as a prime choice.


As we move into 2024 and beyond, the role of F&I Managers remains a beacon for those seeking a rewarding career in the automotive industry. The blend of high compensation, critical responsibilities, and the relatively accessible nature of the role continues to attract top talent, driving the ongoing success and profitability of automotive dealerships across the nation.

For anyone considering a career in this dynamic field, now is an opportune time to explore F&I training and step into a role that promises not only financial rewards but also a stable and impactful career.

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