Every F&I manager dreads three little letters that can derail a deal: DTI, APR, and LTV. Collins explains why these financial metrics are so problematic and how to navigate around them without misleading customers. By understanding how lenders view these measures, managers can better prepare buyers for realistic financing terms. He provides strategies for turning potential deal-breakers into opportunities for education and trust-building. Rather than seeing these letters as roadblocks, Collins encourages F&I professionals to treat them as conversation starters. The result is more approvals, stronger relationships, and a reputation for integrity.
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