By: Alena Wiese
In today’s auto industry, everyone is chasing numbers—units sold, margins squeezed, compliance metrics, CSI scores. But behind those stats is a more powerful driver of dealership net worth: people.
Adam Marburger, CEO of Ascent Dealer Services, and James Mercer, the firm’s Vice President of Sales, are shifting the narrative. Their message? True wealth in a dealership doesn’t come from transactional wins—it comes from relational strategy, culture-building, and long-term leadership investment.
“If your people don’t grow, your profit can’t either,” says Marburger. “F&I is one of the most misunderstood levers of value in this entire industry—and we’re showing what’s possible when you build leaders, not just closers.”
Driving Results Through the Leadership Lens
Marburger, a former MMA champion and Brazilian Jiu-Jitsu black belt, knows the importance of discipline, stamina, and consistency. But it’s his mindset around emotional intelligence and people-centered growth that’s caught the attention of dealer principals across the country.
As the author of The Servant-Leading F&I Manager: Leadership Redefined and host of the podcast Training Camp with Adam Marburger, he’s laid out a replicable framework that turns F&I departments into performance hubs rooted in trust and accountability.
“Servant leadership isn’t just feel-good talk—it’s performance strategy,” Marburger emphasizes. “It creates teams that don’t just sell—they scale.”
His book has quickly become a reference tool for GMs and finance directors looking to stabilize turnover, boost per vehicle retail (PVR), and cultivate leaders who inspire, not intimidate.
James Mercer: A Strategic Asset in Motion
James Mercer’s career spans nearly two decades of dealership consulting and national F&I growth roles. Prior to joining Ascent, he served as Divisional Sales Director for Protective Life, where he was known for market expansion, dealer training, and revenue optimization.
Mercer joined Ascent in 2025 with a clear mission: expand the company’s footprint while protecting its people-first DNA.
“The industry’s result doesn’t come from pushing more product—it comes from pulling out potential,” Mercer says. “That’s what we’re doing at Ascent.”
Now leading four regional managers, Mercer focuses on coaching, onboarding, and results-based consulting—all with a view to building F&I departments that elevate team culture as much as they increase PVR.
Financial Strength Rooted in Emotional Intelligence
Under Marburger and Mercer, Ascent’s clients are learning that soft skills drive hard numbers. Through customized training systems and scalable leadership principles, dealerships are seeing measurable returns:
- Lower turnover in the F&I office
- Higher product penetration rates
- Increased retention of the right talent
- Improved CSI and internal culture metrics
These results aren’t just anecdotal. Dealerships using Ascent’s training protocols report month-over-month growth in profitability and employee satisfaction.
“Net worth isn’t just a financial measurement,” says Marburger. “It’s a leadership indicator. And when you invest in the right people, the returns are exponential.”
The Book That Started a Movement
The Servant-Leading F&I Manager: Leadership Redefined is more than a philosophy—it’s a documented system backed by real-world dealership case studies. Topics covered include:
- Leading high-pressure teams without micromanagement
- Cultivating emotionally intelligent leadership in transactional environments
- Coaching up underperformers without burning them out
- Transforming F&I culture to drive long-term wealth
The book, now used by dealership groups across the U.S., debuted at NADA 2025 and will be the centerpiece of Adam Marburger’s presentation at NADA 2026.
Why This Matters to Dealership Owners Now
With electric vehicle transitions, evolving finance laws, and tighter inventory pipelines, owners are reevaluating where the true value of their operations lies. For Marburger and Mercer, the answer is clear: value lives in the culture you create and the leaders you empower.
That’s why Ascent isn’t just offering training. They’re helping dealerships build legacy.
“We’re not in the transaction business—we’re in the transformation business,” Mercer says. “And transformation builds wealth.”
A Strategic Partner for Long-Term Value
Ascent Dealer Services combines boutique-style service with nationwide reach. Their offerings include:
- On-site and remote F&I team development
- Compliance-based product strategy
- Performance coaching and mentorship programs
- Data-driven leadership tracking tools
Their clientele ranges from independent rooftops to large auto groups—and the feedback is consistent: better leaders mean better numbers.
About the Leaders
Adam Marburger is a nationally recognized speaker, strategist, and F&I innovator. His training systems and book are helping reshape how the industry views leadership, profitability, and performance.
- Website: www.AdamMarburger.com
- LinkedIn: linkedin.com/in/adam-marburger
- Instagram: @adampmarburger
James Mercer is the Vice President of Sales at Ascent Dealer Services. With a deep background in coaching, consulting, and national dealership partnerships, he helps bring values-based training to every level of the F&I process.
- LinkedIn: linkedin.com/in/james-mercer
Disclaimer: The information provided in this article is for general informational purposes only. The views and opinions expressed are those of the author and do not necessarily reflect the official policy or position of Ascent Dealer Services, Adam Marburger, James Mercer, or any associated individuals. While every effort has been made to ensure the accuracy of the information, no guarantees are made regarding its completeness, accuracy, or timeliness. Readers are encouraged to verify any details independently before making decisions based on the content presented.
