The Secret to Surviving the F&I Squeeze

Monthly payments are soaring. Interest rates are climbing. And approval rates? Dropping fast. In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer unpack what today’s affordability crunch means for both car buyers and dealers, and why transparency is the most undervalued tool in a dealership’s arsenal.You’ll hear:

• A hilarious Ferrari mishap from Phillip’s early days on the lot
• The psychology behind buyer mistrust—and how to reverse it
• Why digital tools like online pre-approvals and transparent financing calculators are non-negotiable
• The real reason some customers follow a salesperson across brands

If you’ve ever wondered where the car buying experience breaks down (and how to rebuild it), this one’s for you.