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Explaining bank rates to customers provides opportunity

"Always check bank rates and discuss them, advises Mike Walsh, new-car manager at Soerens Ford in Brookfield, Wis. Customers don’t always know the latest rate information or don’t understand the details. For example, they might know their bank offers a 3 percent rate, but not know a specific down payment is required. “When we give them that information, they often say, ‘I didn’t realize that,’ and it opens a door for us.”May 24, 9:07 am ET

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