Do lender reps typically show up when your dealership is at its busiest? Offer to take them to lunch on your day off, Ralph Larson, finance director for Dick Hannah Dealerships in Vancouver, Wash., advised during an Automotive News Webinar last week. “It goes a long way to build a sort-of friendship,” he said. “At some point, you’re going to have to ask for favors, exceptions, things like that.”
Reverse roles with lender reps. Ask them to lunch
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