Author: Robert Christini
I just got back from CBA Live, and the conversations around auto finance trends were eye-opening. If you’re a lender, banker, or finance professional, you’re navigating a market that’s changing fast. From shifting consumer behavior to rising delinquencies and a surge in EV leasing, here are three major trends that should be on every lender’s radar. 1. Cash is King, but Financing is Shifting Toward Older Vehicles One of the biggest surprises in today’s market? More consumers are using cash for vehicle purchases. Historically, about 12-13% of new car buyers paid in cash, but now that number is up to 20% for new cars and nearly 50% for used vehicles. But here’s the bigger shift: consumers…
March Madness is here, and if there’s one thing we can count on, it’s that speed changes everything. Every year, we see fast-paced teams run their opponents off the court. They push the tempo, force turnovers, and capitalize on opportunities before the other team even knows what hit them. The teams that play slow, hesitate, or take too long to adjust? They’re the ones packing their bags early. The same thing is happening in auto finance. Speed matters—maybe now more than ever. Lenders who move too slowly in approving deals, funding loans, and adapting to market shifts are getting left…
Why Lenders Need the Same Lien Placement Options as Dealers In auto finance, speed and efficiency matter at every step—from loan approvals to funding and lien placement. But here’s the issue: dealers have multiple options when it comes to placing liens, while many lenders are still stuck with limited choices, slow processing, and outdated workflows. That needs to change. Think about it—dealers have access to electronic lien and title (ELT) systems, digital submission tools, and fast-track processing that allow them to place liens quickly and seamlessly. Lenders, on the other hand, often deal with manual paperwork, inconsistent state regulations, and fragmented lien placement options that slow down…
If you’ve ever watched a basketball game where a team loses because of a technical foul, you know the frustration of seeing a game slip away over avoidable mistakes. That’s compliance in auto finance. You can have the best lending strategy, the most competitive rates, and strong dealer relationships, but if your compliance game is weak, you’re setting yourself up for penalties, funding delays, and unnecessary risk. I’ve been in this space long enough to see lenders get burned—not because they had bad loans, but because they didn’t have the right processes in place to catch small compliance issues before they became big…
Welcome to Auto Finance Trends! 🚀 The auto finance industry is evolving faster than ever, and staying ahead is no longer optional. That’s why I created Auto Finance Trends—a place where lenders, dealers, and finance professionals can get quick, insightful updates on digital transformation, AI-driven lending, compliance, fintech, and everything shaping the future of auto finance. 📌 What You Can Expect from This Channel:✅ 180-second Shorts breaking down key trends in auto finance✅ Insights on digital contracting, AI underwriting, and fraud prevention✅ The latest on compliance, fintech solutions, and automation✅ Real-world solutions that help lenders fund faster and reduce risk The game is changing. Are you ready? Subscribe now and let’s navigate the…
Back in the day, quarterbacks called their own plays. No headsets, no instant replays, just gut instinct. But the game evolved. Now, coaches relay plays through the headset, analytics drive decision-making, and instant replay makes sure there’s no room for error. Auto finance is going through the same evolution. The days of paper contracts and wet signatures are over. Digital contracting isn’t just a trend it’s the future. And just like in sports, if you don’t adjust to the new playbook, you’ll find yourself falling behind fast. I’ve seen it happen too many times. A lender funds a deal, only…
The Future of Auto Financing – What Lenders Need to Know in 2025 If auto finance were a football game, we’d be in the fourth quarter with two minutes left—high stakes, fast-paced, and no room for errors. The industry is moving at a speed we haven’t seen before, and lenders who are still playing by last season’s playbook are about to get left behind. I’ve spent years in this space, watching lenders, dealers, and fintech players try to keep up. And right now? The game is shifting in ways that will separate the contenders from the pretenders. AI, digital contracting,…
https://dealertrack.hubs.vidyard.com/watch/EyP1EDYZeyxXA2V1XhiS3M?
In this episode of CloseMode, host Brian Dietmeyer sits down with Robert Christini , senior director of solution sales at Cox Automotive, to discuss the challenges of dealing with deal slippage and getting deals closed. They delve into the root causes of this issue, the increasing complexities in the sales process, and the impact on forecast accuracy. Robert shares valuable insights into the steps taken to ensure deals move forward and provides practical tips for managing the sales process effectively. This episode offers a wealth of knowledge for sales professionals and leaders looking to improve their forecast accuracy and navigate…