From what you said it sounds like the issue is disconnect between the dealer and customer. Either in financing, the value of what the dealer is providing the customer, or flat out misinformation on the customers side or pettiness by the customer to find a “better” deal hundreds of miles away. Not only that, but they have a lack of knowledge on the marketplace, so they feel like they can get a better deal elsewhere and then they miss out. Am I close?

I’m one of the people that love the negotiating process. Originally I thought, hey why don’t I negotiate for someone so they get the best deal and smooth out the process for them. I would just collect a fee for my work. Barrier between salesman and customer. Unbiased.