Rate Doesn't Always Win. So What Does?
Every lender thinks rate is what wins the deal. From inside the F&I office, it looks completely different.
In this Leaders in Lending crossover with Leadership in the Dealership, Barry Roach sits down with Philip Greer, who manages dealer relationships for Upstart across the western US and has walked into over 600 dealerships. He breaks down what actually determines where the deal goes from inside the F&I office.
This episode covers:
- What the F&I manager is really thinking when they choose a lender
- Why speed beats rate more often than lenders expect
- The iceberg below the surface of…
The skinny
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