What Lenders Look for in Dealer Finance Submissions
When a finance proposal reaches a lender, the decision is rarely based on customer credit alone. Lenders assess the overall quality of the submission — including how the deal has been prepared, structured and presented.
Understanding what lenders look for helps dealers improve acceptance rates and reduce unnecessary delays.
Clear, Accurate Information
Accuracy is critical. Lenders expect submissions to be:
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Complete
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Consistent across all fields
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Supported by relevant documentation
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Free from avoidable errors
Missing or conflicting information often results in delays, additional queries or outright declines.
Realistic Affordability Alignment
Lenders assess whether the proposed finance terms align with the customer’s financial position.
This includes:
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Vehicle value relative to income
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Deposit levels
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Term length
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Monthly affordability
Deals that push boundaries unnecessarily are less likely to succeed.
Evidence of Consideration
Lenders respond positively to submissions that show the dealer has:
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Considered the case carefully
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Structured the deal appropriately
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Set realistic expectations with the customer
Rushed or poorly considered submissions reduce lender confidence.
Dealer Credibility
Over time, lenders build confidence in dealers who submit consistently clean, realistic proposals.
This trust can influence:
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Speed of decisions
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Willingness to review marginal cases
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Openness to manual underwriting
Quality submissions build long-term lender confidence.
Final Thought
Lenders don’t just assess customers — they assess deals.
Dealers who focus on submission quality, realism and clarity often see stronger acceptance outcomes and faster decisions.
