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 every car deal
- Dealer loyalty to lenders and what breaks it
- Why friction is the silent deal killer
- How the best dealer groups build trust that transcends generations
- Where Upstart Auto fits alongside existing indirect programs
- The soft pull advantage and why look-to-book is disappearing

If you run an indirect auto program or manage dealer relationships, this is the conversation from the other side of the desk.

Leaders in Lending is powered by Upstart and features conversations with banking and credit union leaders navigating the future of consumer lending. Leadership in the Dealership is powered by Upstart and built for the automotive retail world.

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