A house deal is a sale credited to the dealership instead of an individual salesperson. It happens with leads worked by the BDC, walk-ins handled on point rotation, or deals where no single rep owns the customer. Nobody earns the commission, so nobody feels responsible afterward.
Why it matters for follow-up
Reps often ignore house-deal customers because there is no commission in the follow-up. That is exactly backwards. These customers still bought a car, still need service, and still know people who buy cars. The rep who follows up on house deals anyway, a thank-you text costs nothing, builds a book for free while everyone else lets those customers drift.
"It was a house deal so nobody owned it. I sent a thank-you text anyway, and he sent his brother in last month."
Nobody owns house deals. You can.
PocketRep is an AI-assisted follow-up app for individual automotive salespeople. Add every customer to your book, even the ones nobody claimed, and Rex helps you stay in touch. You review every message. You send every message.
Written by Eddie Ponce, founder of PocketRep and automotive sales professional with nine years of experience.