LOST DEAL FORENSICSFeb 2026 · 84 lost deals analyzed

February: $1.2M in lost gross

Top 5 root causes account for 78% of lost deals

#1 · Slow follow-up (28 deals · $384k)
Avg time-to-second-touch: 31 hrs. Buyers bought elsewhere by hr 18.
Action: Mandatory 4-hr second-touch rule, enforced via Closer Bot

#2 · Color/trim not in stock (19 deals · $266k)
14 of 19 were specific colors we ordered as Pure White (4 weeks out).
Action: Pre-conversion: offer factory order discount + lock in price

#3 · Trade undervalued by buyer perception (14 deals · $196k)
Buyers thought we lowballed but our offers averaged $400 above market.
Action: Send Manheim MMR proof with offer (transparency)

#4 · Financing terms with bank-direct (12 deals · $168k)
Buyers came in pre-approved at competing rate, F&I didn't beat it.

#5 · Price not matched on internet leads (7 deals · $98k)

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