Originally Posted By: ClapperZapper
....I don’t believe this phenomenon is as common as other people believe. I think it mostly an urban myth.
It takes but a couple minutes to determine if a prospect can actually purchase the car. Socsec number and an electronic filing for approval....

This could be a timing thing, do you roll out the 'sosec' up front or after the sales person ties up a little time in you? Maybe, over the phone when making a service appointment? I would keep first names only on the option list, at least until a decent deal looked doable.