Navigating Negative Equity Challenges

Lance Helgeson hosts a discussion on the challenges and opportunities surrounding negative equity in vehicle trade-ins, featuring Micah Tinder from Cox Automotive. They explore the current state of negative equity, revealing that 30% of consumers arrive at dealerships with negative equity averaging $7,000, a significant increase from previous years. Micah explains the factors contributing to this trend, including rising vehicle prices and consumer behavior during and after the COVID-19 pandemic. Listeners gain insights into effectively navigating negative equity conversations to turn challenges into opportunities for sales.