You have 200–500 deals sitting in your CRM. With current lender programs, 30–40% would fund TODAY. See how many.
Customers you quoted but didn't close because: couldn't approve them on your A-lender, needed a larger down payment than they had, didn't want the payment, or "wanted to think about it." They're still in your CRM. Still real people who wanted vehicles.
Most dead deals fail because the original lender said no — but today's matrix is different. Lenders have changed approval criteria. Credit union programs launched. BHPH options expanded. Subprime lenders are hungry. That deal that didn't work in January might work in June.
273 dead deals × 35% recovery rate × $1,500 PVR = $143,325 in recovered revenue from customers who already want to be here.
That's not new customers. That's deals you already lost that you can win back.