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Most F&I managers treat the client survey like paperwork. That is why they are guessing on every deal. The survey is not a form. It is a diagnostic. Every question is designed to tell you something about the deal before you ever open the menu. Mother's maiden name? That is not security. That is a litmus test. If the customer will not answer it, you have not earned enough trust to present protections yet. You are not where you need to be. Cash investment question? That tells you their liquidity a
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