As a "retired" auto finance exec; 38 years + in 6 figure jobs, let me share my thoughts of F&I Departments ...... make money, make money and make more money.
There are some great F&I people out there. Work hard every day (and evening).... BUT, their job is to enhance the profits of the dealership.
Always have your finances lined up before walking into a dealership. If you feel you need "insurance"; ie, credit life; price a short term (term based) policy to cover your purchase amount for the length of your loan, keeping in mind your balance is declining with payments made. You DO NOT , for example, need a $30,000 policy in the last part of your loan...price it accordingly.
Never sign up for "fabric guard" and other "stuff" ... you can buy "Scotchguard" at WalMart or CW..
And, it goes on and on....be aware. One thing F&I Departments have is all information on manufacturer rebates and low interest (or free) options. Or you can say; "no thank you" if you know you have the best deal.
Last year I was "forced" to go through the F&I experience. Ford Credit was offering zero percent financing for "highly qualified" customers. Being retired from Ford Credit, I paid xx% down on a new Escape and took the balance free...it's in my name only. Why not use their money versus our savings. Otherwise have to cash out taxable rate investments... that's my point here. Figure out what works best for you and be "prepared"... isn't that a Boy Scout motto??!!
p.s....Wife will NOT, under any circumstance, walk into any finance office..after 45 years of marriage, I absolutely believe her on that one....never has...