In negotiation training, you will hear about finding “win, win” solutions. These are solutions where your side and the other side both feel like they have gained from the solution. Indirect lending solutions are about “win, win, win” solutions. The credit union (or all of the members) gains, the dealership gains, and the individual member gains. Look for opportunities to build these solutions to tough deals that the dealer needs help finding financing. If you get a call from a dealership on a tough deal, don’t look at it as a bad thing. They are asking for help! Look at it as an opportunity to be creative! Maybe the member has additional collateral that you could use to secure yourself better? Maybe the dealer really needs to move this unit and they are willing to cut the price by a few thousand $$ to make it happen? Maybe you can help the member restructure their existing debt so that they can afford the new payment? LOOK for opportunities and TAKE apporpriate risk. If you can do these two things your program will grow and your relationships with members and dealers will deepen.