F&I Professionals
Dealerships
F&I Senior Certification
Looking to get your team AFIC Certified? For enterprise pricing and more information.
Ethics
F&I Senior Certification
In this course
This course is designed for experienced automotive F&I and dealership professionals who are responsible for setting ethical standards, guiding decision-making, and reinforcing consumer trust across dealership operations.
The advanced certification focuses on ethical conduct, fair treatment principles, and responsible sales leadership in real-world dealership environments.
Your path to Senior includes:
- Foundation Compliance (Available Online or In-Class): Compliance-first F&I fundamentals and regulatory execution.
- Ethics (Available Online Only): Ethical decision-making, fair treatment, and responsible F&I leadership.
Skills you’ll gain
Curriculum
Unit 1: AFIC Ethics Program 24 topics
The Compliance Environment
Integrity Drives Trust. This lesson reviews the compliance environment and the F&I Manager’s duty to meet legal standards, while emphasizing that true ethical behavior goes beyond minimum requirements.
The Role of the F&I Manager
An F&I Manager may violate laws if ethical and legal standards aren’t followed. Whether intentional or not, the law still applies.
The Bigger Picture
This lesson provides an overview of automotive finance and insurance by connecting key elements and explaining why each topic matters.
Legal Terminology
Highlights the importance of legal literacy for F&I Managers. In a dynamic, regulated industry, understanding legal terms and regulations isn’t just helpful—it’s essential.
Truth in Vehicle Advertising
This lesson reviews situations where mishandling retail promotions can put the F&I Manager or dealership at risk.
Adverse Action Notices-Transparency in Difficult Decisions
In this lesson we will introduce some scenarios to help you to better distinguish when an Adverse Action Notice is required.
Handling Negative Equity Transparently
Handling negative equity in a trade isn’t illegal, but it must be done ethically and legally. This lesson covers situations where misapplying negative equity can put the F&I Manager or dealership at risk.
Cash Transaction Reporting
F&I Managers must follow cash‑reporting rules, including AML, IRS, and legal requirements. This lesson presents scenarios you must navigate correctly to stay compliant.
Introduction to the Four FTC Rules
We introduce the four key FTC rules that every F&I Manager must understand to protect customer privacy and prevent identity theft.
FTC Safeguards Rule-Protecting Customer NPI
The Safeguards Rule requires a security program to protect customers’ Non‑Public Information, with policies ensuring its security, confidentiality, and integrity.
Red Flags Rule & Identity Theft Protection
F&I Managers must follow the FTC’s Red Flags Rule and identity‑theft protections. This lesson introduces scenarios you must navigate correctly to stay compliant.
FTC Credit Practice Rule
The FTC Credit Practices Rule bans unfair contract terms. The FTC’s Holder Rule protects consumers buying vehicles on credit by limiting creditor liability and ensuring fair contract practices.
FTC Cooling-Off Rule
A brief review of the FTC Cooling-Off Rule and where it has relevance for F&I Managers.
OFAC Compliance-National Security Meets the Dealership Desk
Selling or leasing a vehicle to a criminal is illegal. OFAC checks are critical to avoid violations. This lesson provides guidance and scenarios to reinforce the key do’s and don’ts for F&I Managers.
Military Lending Act (MLA)
The Military Lending Act protects active‑duty servicemembers and their families. This lesson also covers SCRA rules and scenarios where improper decisions can put the F&I Manager or dealership at risk.
UDAP/UDAAP
In this lesson, we delve into the critical regulations designed to protect consumers from unfair and deceptive practices.
F&I Menu Compliance
In this lesson, we will refocus on the F&I Menu from different perspectives, taking into account both the compliance environment and our ethical responsibilities as well.
FTC Used Car Rule & Buyers Guide
The FTC Used Car Rule requires dealers to display a Buyers Guide on all used vehicles and provide the buyer with the original or an exact copy reflecting the final agreed‑upon warranty terms.
Magnuson-Moss Warranty Act (MMWA)
This lesson reviews the Magnuson‑Moss Warranty Act, including the ban on tie‑in sales, and shows how clear, ethical warranty explanations build trust and protect dealerships from liability.
Dealer-Lender Relationship & Agreement
Ethical discipline in rate quoting, paperwork, funding, and post‑sale duties maintains lender trust and access to credit. This lesson shows how relationships fail—and how ethical leadership prevents it.
Truth in Lending Act (TILA) & Regulation Z - 'On the Hook'
F&I Managers must follow TILA Box disclosure rules. This lesson presents scenarios showing how improper handling of these requirements can lead to serious trouble for the F&I Manager.
Consumer Leasing Act (Regulation M)
The Consumer Leasing Act (Reg M) protects customers entering vehicle leases. This lesson covers scenarios where improper decisions about Reg M can put the F&I Manager or dealership at risk.
Spot Delivery-Beware the Bad Scenario
F&I Managers must abide by certain requirements as it relates to Spot Delivery. In this lesson we introduce various situations which you must navigate successfully to proceed.
The F&I Compliance Audit
Understand the F&I compliance audit, ensuring the dealership adheres to all relevant federal and state regulations.
Outcome
- Apply ethical decision-making frameworks to real-world F&I and dealership scenarios.
- Identify ethical risks within sales, finance, and product 
presentation practices.
- Promote fair treatment, transparency, and consumer trust across customer interactions.
- Address ethical conflicts and gray areas while protecting both the customer and the dealership.
- Reinforce ethical standards across teams through leadership, consistency, and accountability.
- Earn an F&I Senior Certificate* upon successful completion, validating advanced ethics knowledge and leadership-level conduct.
