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Purchasing a car is the second largest investment most people will make. And, unfortunately, many compare the experience to a visit with the dentist. John Krafcik, Hyundai Motor America CEO stated “Americans would rather go to the dentist than visit a car dealer.”  So many things can go wrong from the time a prospect sets foot on the lot to the time they roll off in their new car. Many deals fall apart during one fatal stage, the uncomfortable transition to F&I.  During this time period many prospects are likely to change their mind.