Why Trade-Ins Are Killing Your Deals (And What Dealers Are Missing)

2.4 Million Lease Returns Are Coming. Now What?

Not every lease return is a problem. In fact, some dealers are hoping those vehicles come back. Low-mileage, well-maintained lease returns can be some of the most attractive used vehicles on the lot. The challenge is what happens when millions of them hit the market at the same time. In the latest episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down what dealers should be thinking about as lease returns continue to rise, how EV leases factor into the equation, and why structure matters just as much as credit when it comes to getting deals done. "The problem wasn't the buyer. The problem was the structure." The dealers preparing for this shift now will have more options when those vehicles start showing up.

The Future of Car Buying Isn’t One Offer

Most dealerships still structure deals around a single approval and a single offer. But customers don’t shop that way anymore. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer sit down with Ben Atkinson, VP of Auto Lending at Upstart, to break down why multi-offer financing is changing the dealership experience and what it means for dealers moving forward. They get into: • Why “single-single” financing feels outdated • How multi-offer lending creates more flexibility • Why choice changes the customer experience • The trust problem still hurting dealerships today • How AI and modern lending tools are reshaping approvals • Why the future is about working with the customer, not against them Because at the end of the day, “the customer and the dealer should feel like they’re working together.  The dealers adapting to this shift are already closing more deals.

From $198 to $1,000… Why Does Everything Feel So Expensive Right Now?

In 2016, you could lease a vehicle for under $200 a month. Today, that same payment is pushing $1,000. And it’s not just one thing driving it. Inventory is stacking. Tariffs are quietly working their way into costs. Gas prices have jumped fast. And OEMs are still reacting to where the market was, not where it’s going. Your customers are feeling all of it. They’re hesitating more. Looking harder at used. Taking longer to make decisions. “People are hesitating in ways they didn’t before.” In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down how these forces are colliding and what it means for how deals are getting done right now.  Because this isn’t just about higher prices. It’s about how those prices are changing behavior at the desk. Catch it early, or you’ll feel it in your deals.

Stop Using AI Like This (Start Winning More Deals)

Most dealerships are already using AI in their CRM. But they’re using it to do more of the same thing, faster. More follow-ups. More templates. More “just checking in” emails. And customers can tell. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down where AI follow-up goes wrong and how dealers are actually using it to improve communication, not just automate it. They get into: • Why most CRM emails feel generic • How to use AI without sounding like AI • The “be me, but better” approach to communication • Where automation helps and where it hurts • How AI can improve speed without killing authenticity • How it’s changing F&I, lending and approvals “If you’re not contacting them well, they’re not telling their friends about you.” This isn’t about using more AI. It’s about using it where it actually works. Stop being "that guy" at the airport talking to his phone like a crazy person and start winning at the dealership. Here is how to use the "AI touch" to get them in the door without sounding like a robot.

Why Trade-Ins Are Killing Your Deals (And What Dealers Are Missing)

The trade-in process is slowing deals down and costing dealerships opportunities they should be closing. This episode breaks down the math, the friction and what dealers can do to improve the process. Phillip Greer and Danielle Mills Walden unpack why trade-ins have become one of the most challenging parts of the modern car deal and how dealerships can approach them differently. In this episode: • The impact of negative equity and how it shows up in today’s deals • How instant appraisal models are reshaping customer expectations • The cost of longer deal times and what it means for the customer experience • Why incremental improvements can drive better results • Why experience matters more than ever in the dealership process Connect: Website: www.leadershipinthedealership.ai LinkedIn: Danielle Mills Walden LinkedIn: Phillip Greer #dealership #automotive #autoretail #cardealer This podcast is powered by Upstart.