ha ha. Reminds of going to a BMW dealer and no one approached me! I didn't look like a customer, I wasn't "their type". I went next door and bought a Jaguar from a very nice black guy who didn't mind talking to me. I still remember his name and his willingness to see me as human beyond the scraggly appearance I had that day, from working 7 days a week. God bless you Vernon!
@@linanicolia1363 Having lived in a car for three years I found the luxury of that car to be a special blessing, like a private joke between God and me. But it was only the baby jag, less expensive than the BMW. Anyway, my portfolio is 1.75 times what it was a year ago. So all that hard work paid off, as does obedience to God Almighty. Have a good day. Thanks for the comment.
One of my favorite memories is the look of shock on a sales manager's face when I told him "we're done" and headed for the door to leave. He was trying to BS me on the cost of the vehicle, my trade-in, etc. He knew I was serious about wanting the car but made the mistake of thinking I HAD TO HAVE that particular car. I knew I was going to be getting a new car but time was on my side. I knew what features my future new vehicle had to have and there were plenty of models/dealerships that fit the bill. A week or two later I get a phone call from that same dealer wanting to renegotiate, I delightedly told him that he was 'a day late & a dollar short' as I had just purchased a different model a couple of days earlier.
good for you! I had a similar experience with a stealership in my area. They had an advertised price for a Scion TC I liked with the features I wanted and in a color i was okay with. I test drove it. Went fine, nothing wild happened. We get down to the money, they bring out this flier with the advertised price, a bunch of markups for shit I didn't ask to be installed that were not annotated in the ad and markups for shit that comes standard on that model as well as markups for features listed in the advertisement that logically would be accounted for in an advertised price, then they offered a "deep" dealer discount bringing the total price to about 10k above the advertised price. I looked him dead in the face and said, "do you think I'm some kind of idiot?" I explained exactly what they were doing and how it was false advertising and deceptive marketing, how their subsequent offer to lower the interest rate if i go along with this scheme is illegal, and grabbed my keys and left. They went up the entire foodchain getting people to call me trying to bring me back in. I finally got tired of it and texted them the picture of the BMW I bought from one of their competitors who did NONE of that, had the car listed for one price (comparable to the listed price of the Scion) and what they advertised is what I paid and not a penny more. haven't heard from them since and that was three years ago. I'll never go back to that place or any other under their umbrella again. So it makes me happy to see other folks tell these fools enough is enough when they try this nonsense on us.
@@safersephiroth943 Yep! In my case the car was new but had been used as a demo so had mileage on it. It had been on the lot a long time. The sales mgr. was doing a song & dance about what they paid for the car, etc. This was all as I was walking to the door (I had also told him to talk fast because I was out of there. lol). By the time I got to the door I let him know that what they paid for it, the mileage on it & their inability to sell it w/i a year was not my problem.
@@Lynn-kh5rs I’ve only bought new one other time and I went with my dad who handled it all. I think I was 19 or 20 and he went with me to make sure I didn’t get taken advantage of. I graduate law school in April with no debt and I’m looking to trade in and get something fun so these videos have been really helpful. Seeing comments about how they help/work is great.
@@motorcycleartist that’s a common term used to describe the chain of command in a business structure. In this case, the sales people up through management to the owner of the stealership.
To be honest, the car buying process depresses me. The more I watch these car edge videos, the more I dread going to the dealership. I'm glad to be informed, but I just feel like this industry is even more sleazy than I already thought it was.
@@oldcop18 76 years old here and just bought a new Tacoma pu. Traded in my old pu and knew the trade in value, they insulted me with their first two offers. I finally got what it was worth and refused all the add on junk and extended warranty. Turned out to be a fairly good experience.
I used to work for a Ford Dealership in New Zealand. One day a Ford Granada two door appeared on the used car lot and I thought, " Hey, this would be ideal to put in a small block V8 and flip ". So I took the car from the Used car lot and into the garage and told my team to check it out. Front discs with 3/8" deep grooves, worn out front shock absorbers, worn out water pump, rusted panels under the hood from where the car had overheated and sprayed the interior, drivers window fell out of it's mounting and the auto transmission kickdown jammed if used. This car had been approved for sale in that condition. I took it back and told them if they dropped the price by $2,000, I'd take it. They nearly had a fit and accused me of trying to rip THEM off. My reply was that any customer would sue the heck out them if they sold it like that. I got the car at my price, fixed the issues, dropped in a 308 and sold it for 4 grand profit to a young go faster. Trust no-one !
If the salesperson says they don't know why a policy is a certain way, flip it on them and ask, "Why do you work for an employer who purposely withholds necessary information that would make your job easier and lead to more satisfied customers? Doesn't it bother you that you're kept in the dark about basic things?"
They used to pull #3 on me all the time. Their pitch was always the same: "If you get ext warranty, alarm, Lojack, paint protectant, window etch, etc. your payments will be the same because of the lower APR." When I would do my own calculations, it would always be $100 MORE! The best way to deal with this is to tell them to print out both contracts with different APR so you see if that's true. If they start stammering or refuse to do so, there's your answer.
next time you'll know...that lower APR is FREE and yours already...so ask for it and nothing else....leave if they don;t give you the lower quoted amount...guarantee they'll come running through the door to sell you the car at the lower rate without all those options.
Never buy a car on finance esp a used car ,only buy one owner low miles nothing above 30,000 , never buy extended warranty of any kind on any car they are all a con save the money towards repair
@KnowstheFuture the only thing is in Canada at least most banks do have a lower rate if you borrow over a certain amount, $30,000 for example if you get over 30k total amount financed the rate will drop to %7.99 compared to %8.99
I've been buying cars for 50 years, and just want to say thank you. Not so much for myself but for all those purchasers out there. Personally, I think the best advice you delivered was the unsaid, but quite evident advice of "Keep it non-adversarial". It is very easy to fall into the trap and lose reasonable control during, what can become, a very stressful and even heated event. Be prepared, be educated, be reasonable. This is not a purchase from your neighbor or some guy down the road. Dealership costs are high, they have a considerable overhead cost, employees that need paid, and almost daily changing government costs and rules they must follow. However, that said, they do not need to make all their money off one sale. It has never been easier to become educated and informed. Just don't fall into the online traps of information overload and confirmation bias bubbles leading you to be stuck in "analysis paralysis" . Oh yea, never fall into the "How much do you want to pay per month trap." 😄
I work in the industry and yes they are all crooks. They laugh at customers everytime we sell a KIA with 5 grand front gross. And it happens everyday. Suckers never learn. Now they buy crappy KIAs at huge mark up. Customers do it to themselves though. Poor education.
Had a dealer pull out one of those 4-quadrant pages where they have different aspects of the deal in different quarters of the page. What they do is fast talk each section and say "well for this we can do this, for that we can do that" and play connect the dots but try to sneak things around so you get confused and lose track of it. I took the page, turned it over and said "here's what's going to happen. This page will not turn over. You're going to start with step 1. When we've got a hard deal on step 1, that will NOT change and then we will move on to step 2. We won't be going back, we won't be changing anything, every step will be written down on a second piece of paper I am holding here and if anything changes without my permission, I walk out that door." Every time a previous step was brought up, I made sure to reference my paper and you could see the guy getting more visibly annoyed but tough shit. If you want me to buy a car, we're doing it on my terms and by my rules. Nothing I asked for was unreasonable, I just don't feel like dealing with that crap.
I’d refuse to sell to him lmao, there’s plenty of people looking for cars, I’d tell him to have a nice day, write a mean review and get off the lot with them smart remarks 🤡😂
@@mintchevvv1834 Why? BEcause he is a savvy shopper? He knows the questions to ask? Because he makes you EARN your commission? DOn't think you would last anyway!
I once bought a car from a used car dealer. I took it to another used car dealer, down the street, that also did mechanical work. I paid him $100 to check it out. He found a couple of minor things wrong. He told me the other dealer was a good guy, buy the car, but for $500 less than offered. I took it back and told the first dealer what his competition said, he laughed and said OK after a bit of haggling. My brother, a master Tech, fixed the issues for next to nothing. I ran the car to about 275,000 miles. I bought other cars from the dealer over the years.
Excellent video!! The amount of BS heard at car dealers is nauseating! Halfway through this video I felt too nauseous to continue watching..... I try not to buy cars from dealers but in case I have to, I make it clear that I know about cars and I've heard all the BS before. I test drive and go in with a number "out the door" and leave. 90% call you back the next day with an offer much better than the lot price. Oh, and NEVER give them the keys to your car "in case you want to trade it"..... They'll try to keep you hostage until you buy their car.....ask me how I know, had to make a lot of noise once to get my key back. As somebody pointed out below, show them you are not marrying the car, there are many more out there.
If you go through small private dealers you tend to have a decent experience, but I refuse to go to big dealers with scummy sales tactics. My wife, before we were married bought a car for a decent deal, except they sold her on an extended warranty, which didn't actually cover anything unless your engine blew up.
It’s no different than buying any consumer goods, like a washing machine or fridge freezer. The car has an emotional tag to the deal which clouds the senses of many people. The salesman is not your friend. Remember Time Share. That went well.
I dealt with the pre-inspection checklist by asking to see the checklist for the vehicle. I pointed out that the inspection was focused on cosmetics. The only things they looked at mechanically were fluid levels and tire pressure. There was nothing on the list about inspecting very easy things like tie rods. There was nothing about issues I was concerned with, such as the pressure differential between cylinders. There was back and forth between various managers. I think the bottom line was they had heard the same roughness in the engine that I had heard. That may have been why they had such a good price on the car. I think what the dealer did not want to have happen is for someone to officially point out to them that there was a serious engine problem. They had plausible deniability that they were selling a car with a serious problem. But if someone came back from a certified mechanic saying there was a problem they would have to acknowledge it. It is also a lesson in getting suspicious when the price is too good. They were not making that deal because they liked me. They were not making the offer because I am a super-good negotiator. They thought I was a bit of a sucker. On my part, I was hoping that an honest inspection from a mechanic I trusted would show the roughness was due to something easy like a bad spark plug wire. I would have snapped at their price if I had found that type of thing to be the problem. But at that point in the negotiation neither of us knew if an engine rebuild was going to be required.
UK here. I bought a 2nd hand some years back, and the dealer was perfectly happy with me getting an independent inspection. Car passed all the checks, happy customer, happy dealer. If they dont want you to do a inspection, they're hiding something aren;t they?
Thank you for what you do. It's so sad that even major dealerships are so underhanded. Even after the torturous negotiations, then you have to escape the credit manager pushing HARD for you to get an extended warrantee. I bought a car advertised as certified and then the Manager said it was "Ready to be certified for an additional $2000. I said "That's bait and switch!" and was ready to walk. She said, "Ok we'll give it to you free." Luckily I know the game. No wonder CarMax and Carvana (if it ever gets it's act together) should do well long term (if they survive their current mess of expensive inventory.) But I digress...... Buyer, be aware!
It's because as a customer you feel that you are being scammed. Cars are the only thing that people spend a ton of money on and want to brag about how little they paid for it. They will also tell everyone that they got a better deal than they actually did. This creates stress because it makes you feel like you were ripped off if you couldn't knock $4000 off of the price.
"Ask for Lieutenant Jacobs in Bunco. He'll be interested in in the way Moore does businees." -- Officer Malloy, talking to Moore's former secretary in the _Adam-12_ episode "Anniversary".
Well, my kia purchase back to 2017, the finance "manager" tried the exact same way to sell me a "lower" rate with an extended warranty. I said no, and she was pissed. LOL. Still got my purchase done with $8000 off from the sticker price. The simple rule is to say no to everything, because we know that the dealership isn't there to "help" people, so it's pretty safe to assume everything coming out from their mouth that needs more money, is SCAM! 99% at least.
I was actually asked for a credit app once for a test drive. I walked out and never returned to the dealership again. Reedman Toll in PA, they’re a thin husk of what they used to be. I wouldn’t be surprised if they close up all together due to their own incompetence.
@@gwot It’s a way for a dealership to ensure a buyer will qualify for an auto loan before talking to them. It’s an extremely scummy tactic and can negatively impact your credit. If a dealership ever asks to run your credit before agreeing to purchase then walk out, they’re wasting your time.
I've done the following and have been banned from dealerships. 1. I say I have no trade in. 2. I let them assume I am financing with them. 3. I get the best price for the vehicle with no trade and with their assumption I am financing with them in writing. I then say, well, what would you give me for this trade in. I already have a written price. So, now we haggle on the trade in value. I am willing to give a little, but they think they will make money on the vehicle being sold, a little on the trade and the financing. I get that final price for trade in on the new (to me) vehicle and say let me think about it. Go to the bank, get the check, go back and buy the vehicle. The want to make money on the front end (the vehicle you are buying, the middle or trade and on the back end on the financing. So, I get what I want for the vehicle, they get hosed on the trade and financing. I am a dealerships worst nightmare and thats why I shop 70 miles from home. For the record the dealerships also get a bonus from the manufacturer for every vehicle over 10 sold a month. (on new vehicles) So, don't feel bad about screwing them over. Yes. I used to sell used cars for one summer just to learn how to defeat them. EDIT: the look on their face when they fully realize they have been owned makes the entire process well worth it.
So let me see if I got this correct with an example. You go in, negotiate for 20k without trade in Then mention trade in Let’s say they get it down to 17k (they take car for 10k and you pay 7k) And then you go back and pay them 17k? Did I get that right?
Yeah that sounds like a good story but you aren't being banned for negotiating or buying. If you are being banned it's because you are being an asshole not because you are a super prepared negotiator. I sold cars and trust me, the adversarial customer always paid more. Dealers very rarely sell a vehicle at a loss. If it's a new vehicle it can be transferred to another dealer who sells it to another customer. Ever heard "we can locate one for you"? If it is a used car it will be sold at auction, likely where they bought it themselves. As a car salesman I could always hand you off to someone else, ignore you, I could even send you on your way by refusing your offer. I may not even want your old car. Customers would bring in cars that were on their last mile (falling apart) and think that they would be able to get blue book above high retail price. One guy agreed to pay $100 for us to get rid of his old car. We didn't want it, told him we didn't want it but if he paid us we would take it. If you are looking for a "distressed sale" where the vehicle sells for less than book, take your time and find a luxury or high end vehicle on a used car lot that is a different vehicle than the dealer brand. Toyota dealers are a good place to start because Toyota buyers don't want anything but a Toyota. If the Toyota dealer has a Lincoln, Escalade, Rover, Infinity, etc, that's one to watch for a price cut. After a month of little or no interest in the vehicle they will drop the price. After 6 weeks they will auction it. Typically but there are exceptions. Know however that being a combative asshole customer is not the best way to get the best price. The best deal is to be patient, keep negotiating. Don't "split the difference" at 50/50, split at 25/75 in your favor. Keep negotiating and if you don't feel good about the deal walk away. Typically I could close a deal in 2 hours. 30 mins to "sell" the vehicle by asking questions and talking about the best features (while not bad mouthing the competition). Then I would ask the question - If I can get you a good enough deal on this car would you buy it today? 90% of customers would say yes. 30 mins to get your trade appraised, 20 mins of negotiation, 20 mins to get all of the papers signed, 20 mins of wait time. My job was done when I handed you the keys. The last car I sold took 6 hours. They customer was a very patient and persistent negotiator. He wanted the car, I wanted the sale and I was not about to let him walk out without a car (only way for me to win). The dealer didn't lose money on the deal but I am sure that they didn't make a lot either. My commission was just $40 but was the most fun that I ever had selling a car. Why? The guy knew what he wanted and was a very good negotiator not an asshole. 40 years later and I still admire that fellow's approach. Be prepared, be nice. Unfortunately the new business model (carmax) is to not negotiate the price. This is preferable to many people because it takes the way the feeling of being ripped off. Not for me. I would prefer to negotiate in good faith and with a smile.
You'd be shown the door if you tried that crap at my dealership, i promise you. Especially that hold-the-trade nonsense and throwing Kelley Blue Book numbers around which fools nobody. I have a creed that I live by - we treat potential buyers with the same respect that I expect when i buy something. Fair and honest. Never had a warranty dispute, bad review or a lawsuit in 38 years of doing business. We're also in the business of earning money, so you can expect to be charged a fair profit for that quality vehicle you'll be getting. That's how it works. That's the ONLY way it works here, and has since 1986.
I love that you two have been in the industry so long that you don’t sugarcoat anything. I can imagine a salesman saying everything Zach is telling you.
I’m a service member stationed in Tampa. I purchased a certified pre-owned Porsche Boxster S from a dealership in CA. The car arrived with a large scratch on the driver’s side door that had not been properly disclosed. Even more concerning, was the extremely poor clutch engagement. This being my 3rd Porsche, I was quite familiar with how the clutch engagement should feel. I brought the CA car to a trusted local dealership for an inspection; their inspection of the transmission verified my concerns. The dealership in CA refused to compensate me for the necessary repairs. Thankfully, when Porsche of NA got involved they not only paid to get the issues addressed but also gave me a gift card for $2000.00. I’ve had to contact Porsche of NA a few times, and each time, they have went above and beyond to make things right. Thank you for your informative videos.
There was a dealer local to me that wouldn't even give you the price of a vehicle unless you filled out a credit application! I went to the next dealer and bought a brand new truck the next day and of course brought it by the first dealer to show them the sale they lost
They secretly work together so that either A. Someone let's them run an unnecessary credit check or B. They sell a car at the next dealership so someone will drive by the 1st to show they can't be manipulated
I sold cars for a year to get one on one sales experience. Had a guy come in one night and was working with another salesman. He was fighting tooth and nail at every turn on price for literally 2 hours. When they finally came to terms they ran his credit- 457. I heard the salesman come back to the buyer and say- "we have this special Chinese financing for you- one lump sum..." Never forget that...
I’m 73 and intend to order a 2025 Subaru as soon as it comes available. Am having a ball educating myself on the buying process with CarEdge, The Homework Guy, and Auto Finance Sense as my educators. This is so much fun! My son worked for a shady dealership for a short time and told me one day that he feels sorry for my salesman! 🤣
@@karlwithak. Gee, why not think about your words. Maybe YOU wouldn't go to a dealership, but there are plenty of good reasons for somone who is 73 to do so. Let's start off with the idea that this will probably be the last car the gentleman will purchase and it will probably last him the rest of his driving career. At that age, maybe he just doesn't want to worry about car repairs; new cars do tend to have fewer repairs than older cars. Add on the idea that there is a good chance he may want specific options and colors, etc, which may not be available on the used car market.
My son was denied a test drive because the dealer thought he couldn’t afford the car because he was young. He would have been a cash buyer but walked off the lot after this conversation because he felt the man had insulted him. I agree
We just had a similar experience at a Kia dealership, we weren't told no on the test drive or anything, but the constant asking for "what's your budget" and "are you sure this is in your range" over and over had the insinuation that we seem like we can't afford it, which is insulting. Despite the fact that we repeatedly said that we weren't giving a specific number on price and were simply looking at cars we know we can afford, on the advice of this channel in fact! Glad to have some of the advice from these guys though, I feel like it certainly helped keep those salespeople at bay.
Best way to test drive a vehicle is to rent it. My son came for a visit over Christmas. He rented a car that he was thinking of buying. It was last year’s model but it was close enough. He drove it for a week. This allowed him to drive it at night, in the rain, load and unload luggage from the trunk. And piled his friends in the car to go to a restaurant. When a dealer lets you test drive a car, you get maybe 20 minutes in the car.
Buying a car should be fun and enjoyable. You're getting a new(at least to you) car to drive. But the entire process is so depressing. The only time I've enjoyed buying a vehicle was either 3rd party(here's what I can pay and I want a PPI...good...cool) and when I bought a brand new truck in 2021. The latter only because at that time, the used car market was insane and a new truck was only a couple grand more than one with 10-15k miles on it, so it only made sense. There was no haggling because the dealership knew is I didn't buy it, someone else def would so it strangely took the pressure off me to try and work a great deal.
Hello! Wanted to say thank you! I had used the resources you guys provide to get a new 2024 Buick Encore GX OTD for $24,000 (Window MSRP $27,480) for my wife. It was a courtesy car and has 1,200 miles on it. Also qualified for GM Financing with 1.9% APR. Plus we got a good deal on our trade-in as well. Thank you guys for you content. You guys helped me save my family about $6,000 on this car purchase not including the extra $1000 i got on the trade. Original OTD was a bit under $30,000. Thank you so much guy! Just know your content makes a difference. That money saved will go a long way with my family. :)
I would have paid cash and not paid any interest at all. We've bought two $24,000 cars and a $29,000 car with cash. My son paid cash for his $10,000 car. Gotta save up.
I like paying it all with a check too, but have to admit if a special fiance rate is super low, I might let my cash work for me earning 5% interest or whatever. @@jimroscovius
@@jimroscovius okay? Good for you? I'm not sure what on earth your comment has to do with Alex and why you can't just be happy for him getting a good deal. "saving up" in this economy is stupid when you can get a loan at 1.9%. He's actually going to pay less money than you when you calculate inflation. So maybe don't come in here all superior and just be happy for people when they get something good for themselves instead of.. whatever tf you're doing with this comment.
@@jimroscovius I totally agree with you that cash is 100% preferred. However, my outlook on it was that 1.9% is nothing. I can take that money and put it in my IRA, stocks, etc. It would have a higher ROR than the 1.9%. I could have paid cash but didn't seem worth it especially since there was no loan origination fee. The total interest expenses over 3 years was like $500.
Here's one for you that's probably new. My husband and I bought a truck and we told them that the first name on the registration was to be his, but somehow it ended up being mine. But to top that after we had signed they told us that they didn't have the pink slip and would have to send it to us as it hadn't actually been signed off on yet. Where as one of the best that we had was when we were buying a truck that we needed quickly as our other vehicle had broken down and he had to have something to use to get to work. We found a used vehicle that we got payments of $100.00 every two weeks on my husband's payday and it was paid off within 2 years 7 months. But before they would let us take it off of the lot they insisted that they put a new (rebuilt) transmission in it.
THANK YOU CarEdge! Just purchased a 2024 Honda Civic Ex-L Hatchback. Because of your channel, I felt comfortable with the process and felt like I had the upper hand the whole time. Honda dealers are overflowing with inventory and Honda Finance is offering very good rates until the end of February on new models. My sticker price (with add-ons and destination fee): $34425 My out the door price: $30400 EVERYTHING is negotiable and they're desperate to sell.
I find great sport in negotiating new car deals. In 2018 we bought a new SUV. I had a price in mind, and we got within $100. The "sales manager" wouldn’t budge, so I stood up, shook his hand and thanked him for his time. He said…"You’re going to walk out of here over $100?" I replied…"No, YOU'RE going to let me walk out over $100.” We drove the new car home later that day, WITHOUT any dealer badges or license plate rings. I offered to allow them to put their name on MY car to advertise for them, at the rate of $100 per year for five years…they weren’t interested in my offer!😂 This was my mandate AFTER they dropped the last $100!
Atta boy. I too find great sport in negotiating pretty much everything. You are spot on with reminding the dealer that they are risking the deal for $100.
LOL The sport of haggling is a part of the car business; we expect it. I haggle myself when it comes to buying my inventory so no problem there. Two comments - 1, I've walked people for less than $100 and 2, while I don't put badges and tag frames on my units, if I did and someone asked me to remove them I would - but a demand to remove them or get invoiced $100 a year for advertising would result in your driving home in the same old heap you arrived in. That's just me - I happen to be one of those honest dealers who won't do business with someone who lumps me in with all the shysters and tries to screw with me as some form of payback.
One of the main offense they left out is the question shady salesmen will ask " What do you want your monthly payment to be?" If you didn't ask if it's 24, 48, or 72 months you can bet it'll be the maximum monthly loan of 84 or even 96 months!!!!
It isn't mentioned because you should never talk payments with a salesman. Only in finance. Tell the shady salesman that you will only talk about the out the door price.
There’s nothing shady about asking what you want your monthly payment to be. People’s time is valuable. Why waste 3 hours showing and test driving a 70K vehicle when you need your payment at $700/mo? Your time can be better served showing a vehicle you can actually afford. Most people are delusional about what a vehicle actually costs. $700/mo = 35K out the door.
"$200. for 36 months, no more than 36 months"....was always my standard reply....used to be you could buy really nice 1 to 3 year old used cars for that.
I have been watching your videos and learned a lot. I want to thank you for letting people how to negotiate a car sale. I took your advice and did my homework and purchased a new vehicle for a good price. I knew i was doing a good job when the salesman had to keep running back to his manager. They stayed over hours just to make a sale. Thank you guys!!!
The last vehicle I bought was after putting in 3 offers (contingent on looking at them) with the computer on a model I was looking at. 2 were sold within 3 days, but the 3 was countered just above what we were willing to pay. Huge time saver using this method.
THANK YOU! I just want to thank you for your videos and how to buy an automobile! I used your "scheme" and saved $8,000 on the purchase! If you are watching this video and buying a car (used or new) watch these guys. I watched almost ten videos and the buying process, and saved so much money! Thank you! Thank you! Thank you!
I've walked out on several dealerships in the past. The only unfortunate part is they've already wasted a couple hours of my time. I have started immediately telling them what i want and what I'll pay including a trade in if I intend to trade in. At that point I say if you can do that you have a deal. If you come back with add ons etc after "talking to your boss" I'm walking. You have a half hour to write it up and get approval.
I sold cars. Your approach is one based on fear and your desire to control the negotiation. You are an easy mark. I would always get more out of customers like you. Why? Because I wasn't selling the car I was selling you on the feeling that you got a great deal. Spending a lot of money is an emotional event. When you walked in the door and give me your demands I knew exactly what your emotional state was. Fear of losing out. I will bet that you bought the car at the first dealer you went to because the price you were given was "lower" than you expected. You walked out relieved and ready to brag to everyone about how tough of a negotiator you are. Walk in with fear, walk out with relief. You weren't sold a car you were sold relief. An easy mark.
@@counciousstream really? I suppose you thought selling feelings and smirking about it was more important to your ego than being a true representative of the dealership. That’s just sad. You made your commission, you worked on someone’s emotion, and could brag to the other sales force how you snookered another unsuspecting customer.
@@BW12149 yes it is sad. Sad because you have assumed that I was dishonest and "ripping someone off". When I sold cars I never misled anyone, never misrepresented the product, never lied to anyone. Nobody was tricked into buying anything. I didn't have to. Either you wanted the car or not, either you could afford it or not. If you aren't sure you want the car then there is no point in negotiating a price. Your apparent emotional response clearly shows how much of an emotional purchase a car is. You are convinced simply by reading my post that a car salesman will rip you off. You admonish me for not being a true representative of the dealership. Representing the dealer? Are you kidding? The dealer wants to squeeze every penny they can out of the deal and every customer pays a different price. Why do you think that the salesperson always has to talk with the manager? The dealer wants you to buy extras whether you want or need them or not. I can't tell you how many customers I steered away from paint conditioner or undercoating, both completely BS and both highly profitable for the dealer. 90% of customers asked about it, 90% of those bought it. The Mr. give me your best price I'm outta here would pay more because "free" undercoat was part of the deal. The "give me your best price I'm out of here" approach guarantees that you are going to pay (give) more than someone who is willing to take time to negotiate. The lowest price game is easy. Customers will almost always lie and say that they already have a price that is $1,000 or more less somewhere else. Most of the time I advised them to take that deal because I couldn't come close. That always surprised them. Many then wanted to find out how close I could come. That's called negotiation. Most of those customers bought a car from me that day and felt good about the deal. A fair deal is one that the buyer and the seller accept. In the case of cars, houses, appliances, services, loans, airline tickets, hotels, and many other things a customer will pay a different price. What matters is that you feel the price is fair. Could you have done better? Maybe. Does it mean you were ripped off? No. Maybe you found a 10 percent off coupon on a new washing machine (because you took the time to look), maybe you negotiated the fees on a lease, maybe you paid the seller of a house more than they were asking for so that you could out-bid someone else. Customers rarely pay the same price. For example, do you ask for a discount when you purchase a new refrigerator? Is this on sale next week? Is there a Veteran Discount? AAA discount? Can you include the water hook up? How about free delivery? All of these things mean that you and another customer will pay a different price. If you walk into a dealer and are so afraid of being "ripped off" that you have one hand on the exit door the whole time then I know that you really want the car. I don't have to "sell" the features or explain why it is a good vehicle. All I have to do is get you a price that you are comfortable with. I also know that you will buy a car within 3 days because the process is so stressful. Maybe you'll get a better "deal" but not likely. What you will get is a deal that enables you to get out of that stressful situation and the "sad" fact is that you will end up paying more for it. Naturally I would like to be the one who you buy the car from. Negotiation doesn't have to be adversarial or about one person sticking it to the other. If a customer comes in and wants to be a dick when negotiating then I can be a dick about it too. And yeah my ego will ensure that I win but the ONLY way that I can win is when you buy the car. If you take your time and are willing to negotiate in good faith then there is a good chance that you will get a better price. If you are in a hurry I'll still sell the car but will get more out of you (Give a lower discount) because you want to get out of what is a stressful situation for you. BWBW your disgust is based on your fear of being ripped off. A good negotiator will sense that and be able to defuse that emotion not because they like you or are being nice, but because by doing so you buy the car. The more stressful the negotiation, the more you will pay to get out of it. And when you get home you will brag to everyone about how great of a deal you negotiated. That's your ego at work.
@@counciousstream wow. I really triggered you! Fantastic…. So maybe out of several hundred thousand car sales people, you were the only one who was honest, for that, you have my deepest admiration and congratulations. However, a car purchase isn’t like anything else you can buy. It’s about the only place where you go to a multi-million dollar facility, get zeroed in by several sales people and the first one to make contact is the winner. Then you look at many vehicles with prices taped on a window. Then you test drive it. Then back at the dealer the sales rep starts in with the memorized sales pitch, and the potential buyer has to make sure he/she doesn’t say something that the salesman will latch on to. Then you sit at a desk, you on one side, the salesman on other and then the negotiations begin. Back and forth, and then you arrive at a price, the salesman gets up and says I have to run this by the sales manager. That’s mostly because the dealership doesn’t trust the lowly salesman to make a deal, someone else above the food chain does that. Then the lowly salesman comes back with a counter offer, and it goes on and on until you get a price the sales manager approves of. Now comes the Finance Manager, where the real money is made. Additional warranties, value added packages, credit insurance, dealer prep fees, delivery charges, port fees, advertising fees, disability insurance, theft etch protection, anti theft fees, scholarship fees, gap insurance, additional dealer markups, and the dreaded document fees. The Finance god tells you all this is required by law, which is baloney. Many car buyers fall for this because by that time they are worn down from 3-4 hours in the dealership. If you try to say no to these fees, the Finance god applies more pressure. The refrigerator comparison you made is an apples and oranges comparison. Every one I bought came with free delivery, hookup and haul off the old one. So that’s a bogus comparison, so is the house comparison. , but I digress. I have never asked for a veterans discount, but I have been offered one….once. I put forth what I’m willing to pay for the vehicle, what my research tells what my trade in is worth, and we go from there. I didn’t learn how to do this overnight, it took a lot a visits to dealerships to finally figure it out. I don’t try to haggle because I am aware that the dealership exists to make a profit. I am there to try and not let them make a bigger profit from me, now that I’ve learned what is going on. But in the past (I’m 74 now) I have had horrible experiences at dealerships to the point I feared going to one. Today it’s different, not the dealerships but my knowledge of the game. They change the rules constantly so we buyer must keep our continuing education up so we can get a reasonable deal. I don’t begrudge a dealership making a profit, I just don’t like the dishonesty many sales people and especially the Finance God pressure you with. And your insulting comment that I would go somewhere and gloat about the “ great deal I made from that dealership” is just nuts. I don’t gloat about the washing machine, refrigerator, house or other stuff bought. Since you havent a clue of who I am, or have met me, then that comment deserves to be placed in a garbage disposal. So,let’s dive into that. Say I want to buy the refrigerator you mentioned. I make an appointment at Lowe’s, and meet the appliance sales employee. I look at refrigerators and pick out the one best suited for our house. I tell the employee I want that one, so he/she writes up a price, including delivery fees, and other fees like dealerships do. Then he says I need to run this past my store manager. 10-15 minutes later the employee comes back with a paper with different numbers on it from what the employee and I had agreed on. And this goes on for three or four times. Finally I accept the price, then am sent to the cashier. She starts adding up additional fees, and costs above what the agreed upon price was. So I leave and the refrigerator gets delivered and I finally have the appliance, but the bad taste lingers on. All I want from dealership is to be treated fairly. I don’t want the secret add ons, and fees, and whatever else they can think of and then tell me it’s necessary to add those in. Why not just hand the list of possible fees, add ons and such to the customer, let them look at them and they decide what they want or don’t want without being pressures and lied to. The last car we bought, we financed a portion of the price, and I asked if we could pay it off in a month it so. She said, no, that’s against the law. You have to pay at least 6 months of payments before you pay it off. I called the loan company and they said that I could pay it off fully tomorrow, there’s no law or rule that says you have to make X amount of payments. Then I find out that by making up to 6 months payments, there’s funds that are returned to the dealer! Wow, does that sound like honesty to you? OK, I’m off the soap box, let me have it again! Woooo hoooooo!!!!!!!!😀
@@BW12149 thanks for your reply. The trigger has apparently gone both ways. Clearly the subject is one in which we both share great interest! There are more than two sides to the coin here so allow me to flip it again and see if that pushes a button. Then you can get another turn to do the same. I know the dealership that you describe. I was trained there. Very well trained. "The Catterson 29 point Sales Technique" it came with a training video and little flash cards to reference. It's been a while so I'm probably going to broad brush it here. The training consisted of classroom style training and role playing. We even taped the role play and it was critiqued by the "old salt" sales guy and reviewed by the owner of the dealership. That facial expression you just made? Don't do that any more. Don't touch your face, do this better, don't do that. They invested 3 days in training me. At the end I got a certificate and a little prism shaped thing from the car brand with my name engraved on it. This was for my desk. I was "certified". The Catterson technique definitely worked. If you followed it and didn't skip steps then you had a pretty good, maybe 8 out of 10 chance, that you would close the deal. This is why it feels like a journey to you the customer. The whole process started with sizing up the customer and finding out if they had money. It's called qualifying. Actually it was step zero because Catterson said not to qualify until step three or something. Nevertheless, if you didn't look like you had the money then you were either told to bring your husband back in to talk or were encouraged to look at the used car lot. Appearance had a lot to do with this. You can read between the lines here. Your description of the entire process is pretty much spot on. The behind the scenes part is worse than you probably know. Very adversarial and disrespectful. The F & I cesspool is the worst. The person with the least personal integrity is the F & I "manager". If I wanted to make sure that I never had a repeat customer I would leave them with the F & I guy. I've got to run. It's been fun.
Because of this channel, I literally called them out on the "extended warranty" giving me a lower interest rate scam! They went ahead and gave me that lower rate withOUT the extended warranty! They also tried to tie in gap ins. on me too, I said NO! I could tell the finance lady was ticked!
You guys kept me from wasting time and bs’ing with salesmen who were going to come in over budget despite advertised price and they were FLOORED because I looked like my usual doofy self and they thought they had a mark. Felt so good to say “if you can’t meet my OTD price I’m going to have to go look at some other options but it’s a great car and I appreciate your time” 😁
1) "I have in hand my check from my bank (or credit union) no need for a credit app! 2) "I have my mechanic with me, put it on the lift so he (or she) can check it out. If they give their stamp of approval, we can move forward" 3) "I may consider an extended warranty when the factory warranty gets close to expiring, not at this time, thank you!"
I call BS on 1 and 2. How could you have a "check in hand" when you don't have a final price yet? And no dealer or any car shop for that matter is going to let a non-employee in any service area. They will say it's an insurnace issue. lol, nice try.
@@GFSwinger1693as a car salesman, I’ve let people into the shop to see the car on the lift. Some people are skeptical because they got screwed over and some actually know what to look at. When you have a solid service dept and techs, it’s no prob showing customers the car on the lift
@@GFSwinger1693 Gee, it's called a "figure of speech". Maybe his bank is across the street, and he can simply walk across and get a certified check. Also, if a car is something like $30 k, he can probably come in with a check for a bit less than what he expects to pay , and pay the final different with a CC or a personal check
@GFSwinger1693 I talked to my banker about purchasing a truck over the weekend and he said just write them the check for whatever you buy and we will have a note to clear your check so it goes through and then come in on Monday to iron out the details. I already knew the interest rate they were gonna give me too
@@GFSwinger1693 Actually, not true at all. I used to be a used vehicle inspector for a local Toyota dealer. We never had an issue putting vehicles on a lift and allowing someone to look them over. As for allowing a customer to take a vehicle off the lot to another shop for a pre-purchase inspection, there are liability issues at play. Once another shop touches the vehicle, if the sale falls through, it should be re-inspected before being put back on the lot for sale to ensure that the other shop didn't tamper with it.
i really could have used your help when i bought my first car. i was 19 at the time and just bought a small pickup truck. after several hours of dealing it finally came down to the usual "if we sell you this vehicle for this much down and this much a month will you drive it out of here tonight?" we agreed, i bought the truck and drove it home. three days later the dealership calls me and say their bank won't go the loan unless i come up with more cash. i scramble to get them the money which took every penny had. i was not aware at the time that i could take the car back and get my money back because they didn't hold up their end of the deal.
This should be required viewing before going to buy a vehicle. This back and forth should be a video game/app on smarthphones so people can practice. =)
Love these videos. Was a GSM for 10 years 25 years ago and am still amazed some dealers haven't evolved. Bought a 4Runner recently from a Mercedes dealership and was treated like gold so there are some good ones.
At my age of 76 here in the UK I have bought a lot of cars mostly brand new some second hand nearly all from dealers and I have never come across the jumps and hoops you fellas have to go through over there. Been offered upsale but have politely refused no problem. Once back in the 1990's one dealer asked me to come back a week later for a rest drive I went to another dealer and bought brand new from them no problem.
I worked at a Cadillac dealership for years. We never treated people like this video portrays. We never ask for a credit application before a test drive. Now on the other side. I had so many people that wasted my time. When our finance manager ran their credit report, they couldn't buy anything on credit.
I sold cars at a dealership and never treated customers like this. The dealership knew better. Yeah a few washed out at F&I but it was very infrequent.
I had located a car I wanted from CarMax on the Web site. I spoke to a salesman off and on throughout the day. I arranged financing through my bank. When I went to buy the car, the same salesman I had been talking to all day claimed there were problems with the brakes and tried to sell me something different. I said, "No, we're not doing bait and switch, and the car I want better be ready since I've talked to you about it since 9:30 this morning. Do you want to sell me the car I told you I was going to buy, or do you want me to call a cab and leave? Those are the options available to you. Pick one." I bought this 10-year-old Saturn "with bad brakes" in 2012. IT STILL RUNS GREAT, AND I HAVE NEVER HAD A SINGLE PROBLEM WITH THE BRAKES.
I totally had a finance officer try to convince me to buy an extended warranty to bring down my rate. But unfortunately for them I knew this trick because of Ray & Zach and showed him the interest rate from the manufacturer for 72 payments and told him, I get this rate no matter what and that's the only way I'm leaving with
EchoPark charges an Appearance Protection fee of $700 and tells you it’s mandatory then try to get you to sign a form stating it’s optional and that you agreed to it. When I stated that was illegal the manager threw me out. This happened last week in Grand Prairie TX
Worked for a Chevy dealer years ago, had a lady agree on a price on a new Chevy, when we pulled a credit report on her her credit was not very good, she insisted her credit was very good. Found out she pulled out of another deal a month earlier at another Chevy dealer in town because they insisted on getting an insurance policy to get a lower rate on her loan . That salesperson ran a credit check on her everyday for a month which drove her credit rating down.
That story is made up. That isn't how inquiries through the major credit bureaus work. Additional inquiries made within 30 days (or even 45 days for some bureaus) of the first "pull," do not negatively affect your score.
only 15 seconds of extending a video and the rest was quality direct material. Awesome. not trying to waste 2 more minutes of my time for the youtube algorithm? Thank you. keep up with with the great content
Hahahaha. Yup I had a dealer try to do this (credit app) to me several years back. I walked out on that dealer and never went back also told everyone I knew to not go there
Thank you for breaking this all down for us. I live in NYC and haven't had (or needed) a car since 2007. Finding parking is nye on near impossible; the cost of car insurance is sky-high due to the prevalence of ambulance chasing lawyers not to mention the cost of cars is as well - and sales tax is nearly 10 percent. But, if I move to Florida - as I likely ultimately will - I will be turning to you guys.
I have walked away from several dealerships over the years. One time in Salinas, California, they took the keys to my trade in and refused to give them back when I said “ no deal”. After 45 minutes and threat of serious bodily injury to their sales staff, I got my keys back and my wife and I left . I was a soldier at Fort Ord at the time.
45 minutes is too long. I'd have called the local police's non-emergency line, explained the situation, and said "obviously I'm not going anywhere until I get my keys back since I'm effectively being carjacked and I'd like an officer to come here since I'd like to press charges."
@@donaldmartin4980 We're in Canada so I'm not up on these things. While I have you. It's becoming more common up here that veterans are tired of hearing "thank you for your service" from people who just say it but don't understand it. My parents were liberated by US troops in the spring of 45. For that I am eternally grateful. Dinner time, then gone for 3 days.
Just bought a 2024 Equinox in October. The list was 30679. With the GM discount was able to get it for 22679 plus tax before my trade out the door. They pulled the lower rate if I got the extended warranty and gap insurance. I already knew that the rate wasn’t tied to anything but I just said sure go ahead. They lowered the rate 3 points to 6.9, which is what my credit union was going to give me. One week later, I called the dealer to cancel the warranty and gap insurance because I knew they couldn’t raise the rate and in Texas at least you can cancel these items for any reason within the first 30 days. I probably would have made a bigger stink if I knew it was illegal, but this Equinox was the only one in a 100 mile radius that had the exact color and options I wanted. So the first payment made on the car was the $3700 from the dealer when they refunded the two items and I now only have 49 months on the loan vs 60.
We did the exact same thing, only here in indiana, we can cancel warranties any time. So it's east not to argue, take the rate, then get the refund.....people need to know!
Woow I'm so proud of you guys, Haven't visit the channel in a while.I've been a subscriber since day 1.Hopefully my son and I can recreate what you a Robbie has on a smaller scale.Thanks for the infrastructure you guys has created for us it was much needed.Now I can big money without the big car dealerships headaches.Look forward to partnering up with you guys(Concierge) real soon
When I bought my Highlander, they tried to give me a “great deal” 11.25% interest rate. At the very end, before we signed the finals, I pretended to have forgotten, and asked him to verify the interest rate. When he did, I asked him about the 2.99% on Toyota’s website, and he acted like he had no idea what I was talking about. Huh??? How would the sales manager not know?!
Thank you for sharing this video. Buying a new vehicle is a high intensity situation for the salesman and the customer. I like the excitement of buying and selling.
Went to my local toyota dealership after work for a paint pen for minor scratches on my car, got held up by salesman until their repair department "closed" then got denied entrance to check for myself, got told to come back later on, only to be asked to sign up for a 2024 corolla... I just wanted a damn paint pen
You can check the National Insurance Crime Bureau for free, look at the VIN for branded title information. But in general don’t trust any dealer who doesn’t provide this information upfront on paper. Because guaranteed THEY looked it up when they bought the car. Still, also, if a car is suspiciously low priced there’s a good reason. You likely didn’t find the deal of a century.
In 2005 I was looking for a vehicle for my wife. The dealer I worked at as a Toyota MDT, refused to give me a price on a matrix. I went to another dealer, told them I am paying cash and asked for their best price. After several minutes of them insisting on me giving them a credit app, I was told list. I wend across the street and purchased a Suzuki Aerio SX. I made sure to go back over and show the salesman he lost the sale. The following week the owner of my dealership found out I had purchased a vehicle elsewhere and asked why. I told him that the salesman assigned to me refused to give me a price after I told him I needed the vehicle right away. He was fired on the spot.
HARLEY Davidson did that to me a few years back n THEY STILL DIDNT GIVE ME THE INVOICE😂😂😂😂.... never went back...they called n texted....left them HANGING😂
Incredible and straight forward information for those of us who want to do our due diligence and be ready for battle...that ' car buying is these days right...a battle to keep your money that dealers want to "steal"? Thank you Ray and Zach!
great video and greetings from the UK. A process I use here is to simply declare that I'm a cash buyer and then state the price I'm willing to pay for the car. If they reject then leave, simple as that. This worked for me at a time when the garage was seeking quarterly sales figures to qualify for bulk purchase discount from the manufacturer. At the time the garage let me go ... but guess what, they called me back within an hour and agreed my offer. It wasn't a stupid offer as I'd done my homework on prices elsewhere. It's YOUR money and you are in charge, the dealership is not.
yeah - same ownership here - Toyota and Nissan both said their policy was for the business office to suggest the "right vehicle" as "they all cost the same - literally $20 to $40 difference in payment; but we need to know your credit to know how much car you deserve".
I never buy new, I never deal with dealers, and I ALWAYS buy private party and pay cash. Oh yeah, I always insist on a full inspection, including under the interior carpets looking for indications the car was in a flood.
i remember when i was in my early 20s and the 350z had just came out. a local dealer wanted a 500.00 deposit before they would even allow a test drive. i look back and laugh now.
You should laugh....I owned a 350z. They are junk. The motor in mine failed catastrophically at 96,000 babied miles. I will never own another Nissan product.
Wow these videos are great. I remember going to car dealerships and mechanics with my dad when I was younger and I learned a lot about things like this, even though I wasn't able to drive yet, or to even apply for a license. There are a lot of people now a days, especially women who are never taught these things because they have always had their fathers, brothers, boyfriends/husbands, or sons do this kind of stuff for them. So when they need to do it they are at a loss, because they don't have the skills to know where to start. I have also seen men in this industry and many others try to intimidate women, or over sell them things because they know that they don't know much about things of this nature and think that they can take advantage of them. Not all, but a lot of them. Going on my own personal experiences here, even when I went to buy a new VCR back in the day. Just wild. Thanks again for the videos these are good to know.
Thank you for these videos! First, I’m a lady. Known to not stand up good with car salesmen(most will only speak to a man if both are looking). Second, times have changed since I bought my last car almost 20 years ago(Toyota Corolla great cars). Third, these salespeople will lie right to your face! I’m so stressed that I go looking when I know the lots are closed. Uggghhhh. So thank you.
I'm with you. I have had trouble even getting a salesman to talk to me (and I could pay cash, unbeknownst to them!) If I owned a car lot, I'd teach my salespeople: "Look, if a single woman comes in, she is SERIOUS about buying a car. Make sure she wants to buy it here - all she wants is honesty, respect, and a fair price for a great vehicle."
Just had a customer come in to my busy and we were talking about dealerships and here works next to two big dealerships here in Suffolk county Long Island, south shore Bohemia area , anyway the customer was a finance person at the dealership and was mentioning to my customer that work at the pizzeria and saying how here loves taking money from people buying new cars and the whole experience that you guys talk about, buying a new car from them is like your worst nightmare
Oh my gosh you guys make the best team! I love watching y’all I learn so much and the energy exchanged between you 2 gets me going! I just love it. 😁 and thank you.
Recently went through the vehicle purchasing process. I agree with these being red flags. We were paying in full with cash. one dealership tried to get that credit info from us and we noped the hell out. However, since we were looking at new to barely used, we kinda skipped the PPI. I do however recommend getting an extended warranty IF it is something you can afford. It covers the vehicle for several years and you can usually take it to any mechanic and have the warranty cover it. But this is really only worth getting on vehicles that are fairly new (within 2-3 years old)
"Pay cash" doesn't matter at all to the car seller. They actually make more money if you finance. It's funny that people think the same when it comes to real estate. The other thing is that trading a car actually goes in your favor because it is another variable in the deal. Unless your trade is a piece of shit the dealer, who is in the business of selling cars, has another car to sell. They want your trade and the less work they have to do to turn it around and sell it the better for them and the more they are willing to give you for it
You're just as likely, if not more so, to get sccrewed by a private seller..... Shop I currently work at does pre-purchase inspections. A couple weeks ago we looked over 3 different vehicles a customer was interested in buying. The first, was an absolute death trap. Seller advertised as being "in great shape with no mechanical issues". The car needed nearly $5K in repairs just to be legal to drive. Back in 2019, I went around looking at cars with a friend of mine. First car he was interested in buying was advertised as being "In excellent shape. Zero mechanical issues. Never been wrecked. Safety Inspection ready." Guy wanted $6500. Exhaust manifold was cracked. CAT was missing. Power steering pump and Steering rack both pouring fluid out. All 4 tires nearly bald. Car was multiple different shades of white and major suspension damage. A more reasonable asking price for the car would have been $500. Best way to avoid getting screwed over, is to educate yourself and avoid used car dealers.
I brought a master mechanic to look at cars today. One of them was an absolute bucket of bolts that was only worth scale for the metal. Always have used cars looked at.
It's pretty hard to trust any new or used car salesperson, whether they're young and working or old and retired. If their lips are moving, they're lying.
my mother once bought a corolla runabout for shopping, etc. After a couple of weeks the battery died & the dealership agreed to replace it. Only issue is that once they disconnected the old battery, the radio/CD player did an auto factory reset. First time the car was started, radio asked for security PIN. Dealership had no record & radio/CD not covered by warranty..
Here in Canada (not sure about the US) whenever you have a "credit bureau pulled" it hurts your credit score. So the idea of filling out a credit app BEFORE a test drive is ludicrous, especially if you plan on going to multiple dealerships in a few days to test drive several vehicles.
Once went to a dealer and found the perfect Nissan Qashqai that I really wanted. I said “okay lets buy it” then he said “You have to take the service plan as well” it was about 8% of the car price. I told him I’ll pass then. Later in the day he phoned me and said it’s okay I don’t need to take the service plan. I just told him “you know it’s not about the service plan anymore at this stage, it’s about not doing business with you”. Still driving my ST and looking for some bigger car like the Qashqai 8 months later. Fortunately I have a good car and don’t need to do business with shady dealers
I had a high end dealership in Dallas (park place Volvo) sell me a Volvo that was “inspected and serviced” only to get home and there was more dirt and debris than I have ever seen an air filter have…….always a learning experience with used even with “quality” dealers.
Excellent stuff. I was swindled by #3 at a MI dealership; they claimed the bank said it would require no down payment if I bought the extended warranty. Even worse, they had already shopped my loan WITH the cost of the warranty on it and had it declined several places due to that (since it added thousands of dollars to the cost of the used car). So it screwed up my credit rating for years, as well. I asked at that bank later, and they said no, they would NEVER do anything like that. I considered further action, but got lazy. But I learned.
I've been driving Mazda's since 1997 when I purchased my last 2 cars an offer of Mazda the Mazda Care was made, where the maintenance is pre-paid for three years. When I figured the cost on a pay as you go basis the Mazda Care package saved enough money to make the offer worthwhile. Plus, the package is valid at all dealers.
I work for a Toyota dealership. I've done the oil changes and multi-points. I now work in the used car building, where they inspect the used cars before sending them off to detail and then parking them on the lot. First, the mechanics are human. I missed things in the multi-point inspections while doing the oil changes. It's possible. There were things that confused me, which was frustrating because I felt they should be pretty simple. Case in point, unless the shocks have a painfully obvious leak, I still can't tell what an aging and needs-to-be-replaced shock looks like. There's wear and tear already on the surface of the shaft, but that could just be the friction and doesn't necessarily mean there's a leak. Second, mechanics are human, and the used car inspections are MUCH more detailed. There's over a hundred different things they have to delve into to in-depth. A good, seasoned mechanic will do a good job, but they're still human, which means something could be missed or misinterpreted as not-a-problem-at-this-time. Third, I see some of those used cars come back because something was missed OR because a problem that couldn't be detected at the time of inspection decided to rear its ugly head. It happens. It's not super common, but it happens enough that I think a dealership should allow the third party inspection. I think the biggest reason that a dealership does this is pure business; not always but often enough. If you take the car to a third party, and you come back with a statement from the third party saying something is wrong, that gives you, the Buyer, more leverage. The dealership may in that car a little deep for some of the repairs they approved from the inspection, and possibly from the price they bought it at or whatever they got in trade in. Essentially, they're covering their butt, and trying to protect the potential profit. However, there's a lot of room in there for some shady crap, and a third party inspection should still be done. If they won't allow that third party inspection, make that door swing outwards. 👍
Excellent video. Spot on with all three red flags. A long time ago in a galaxy far, far away I worked at a dealership. The only thing we would ask for is a driver license and of course go with the customer.
ha ha. Reminds of going to a BMW dealer and no one approached me! I didn't look like a customer, I wasn't "their type". I went next door and bought a Jaguar from a very nice black guy who didn't mind talking to me. I still remember his name and his willingness to see me as human beyond the scraggly appearance I had that day, from working 7 days a week. God bless you Vernon!
You might have been one of the few people in the world who actually went from BMW to jag.😁Purgatory to hell?
Well it’s BMW the worst of the three. Never had anything like that happen at a merc or Audi dealer 💀
Did all your hard earned money go to buy a fancy car ? Ha...ha......
@@linanicolia1363 "Fancy" isn't the descriptive I would have used, but you're being polite.
@@linanicolia1363 Having lived in a car for three years I found the luxury of that car to be a special blessing, like a private joke between God and me. But it was only the baby jag, less expensive than the BMW. Anyway, my portfolio is 1.75 times what it was a year ago. So all that hard work paid off, as does obedience to God Almighty. Have a good day. Thanks for the comment.
One of my favorite memories is the look of shock on a sales manager's face when I told him "we're done" and headed for the door to leave. He was trying to BS me on the cost of the vehicle, my trade-in, etc. He knew I was serious about wanting the car but made the mistake of thinking I HAD TO HAVE that particular car. I knew I was going to be getting a new car but time was on my side. I knew what features my future new vehicle had to have and there were plenty of models/dealerships that fit the bill. A week or two later I get a phone call from that same dealer wanting to renegotiate, I delightedly told him that he was 'a day late & a dollar short' as I had just purchased a different model a couple of days earlier.
good for you! I had a similar experience with a stealership in my area. They had an advertised price for a Scion TC I liked with the features I wanted and in a color i was okay with. I test drove it. Went fine, nothing wild happened.
We get down to the money, they bring out this flier with the advertised price, a bunch of markups for shit I didn't ask to be installed that were not annotated in the ad and markups for shit that comes standard on that model as well as markups for features listed in the advertisement that logically would be accounted for in an advertised price, then they offered a "deep" dealer discount bringing the total price to about 10k above the advertised price.
I looked him dead in the face and said, "do you think I'm some kind of idiot?" I explained exactly what they were doing and how it was false advertising and deceptive marketing, how their subsequent offer to lower the interest rate if i go along with this scheme is illegal, and grabbed my keys and left.
They went up the entire foodchain getting people to call me trying to bring me back in.
I finally got tired of it and texted them the picture of the BMW I bought from one of their competitors who did NONE of that, had the car listed for one price (comparable to the listed price of the Scion) and what they advertised is what I paid and not a penny more.
haven't heard from them since and that was three years ago. I'll never go back to that place or any other under their umbrella again.
So it makes me happy to see other folks tell these fools enough is enough when they try this nonsense on us.
@@safersephiroth943 Yep! In my case the car was new but had been used as a demo so had mileage on it. It had been on the lot a long time. The sales mgr. was doing a song & dance about what they paid for the car, etc. This was all as I was walking to the door (I had also told him to talk fast because I was out of there. lol). By the time I got to the door I let him know that what they paid for it, the mileage on it & their inability to sell it w/i a year was not my problem.
@@Lynn-kh5rs I’ve only bought new one other time and I went with my dad who handled it all. I think I was 19 or 20 and he went with me to make sure I didn’t get taken advantage of.
I graduate law school in April with no debt and I’m looking to trade in and get something fun so these videos have been really helpful. Seeing comments about how they help/work is great.
@@safersephiroth943"food chain " 😂😂😂😂
@@motorcycleartist that’s a common term used to describe the chain of command in a business structure. In this case, the sales people up through management to the owner of the stealership.
To be honest, the car buying process depresses me. The more I watch these car edge videos, the more I dread going to the dealership. I'm glad to be informed, but I just feel like this industry is even more sleazy than I already thought it was.
I’m in my late 70s, about to start the process but not very motivated b/c of all the BS.
I sold cars new and used for many years. I left because of the sleaziness
@@oldcop18 76 years old here and just bought a new Tacoma pu. Traded in my old pu and knew the trade in value, they insulted me with their first two offers. I finally got what it was worth and refused all the add on junk and extended warranty. Turned out to be a fairly good experience.
Hate the process as well and most are sleazy
Two words....."Factory Order"
I used to work for a Ford Dealership in New Zealand. One day a Ford Granada two door appeared on the used car lot and I thought, " Hey, this would be ideal to put in a small block V8 and flip ". So I took the car from the Used car lot and into the garage and told my team to check it out. Front discs with 3/8" deep grooves, worn out front shock absorbers, worn out water pump, rusted panels under the hood from where the car had overheated and sprayed the interior, drivers window fell out of it's mounting and the auto transmission kickdown jammed if used. This car had been approved for sale in that condition. I took it back and told them if they dropped the price by $2,000, I'd take it. They nearly had a fit and accused me of trying to rip THEM off. My reply was that any customer would sue the heck out them if they sold it like that. I got the car at my price, fixed the issues, dropped in a 308 and sold it for 4 grand profit to a young go faster. Trust no-one !
If the salesperson says they don't know why a policy is a certain way, flip it on them and ask, "Why do you work for an employer who purposely withholds necessary information that would make your job easier and lead to more satisfied customers? Doesn't it bother you that you're kept in the dark about basic things?"
And this accomplishes what? Lol
@@TruthTellerTV it lets them know, that you know, they are full of 💩
As someone in the Cable TV industry, that is a question that hits way too close to home ;-)
I just hit them with “well I only do business with experienced reps who understands why he does things.”
@@Popsthechute Which dealership do you work at?
I love the line "This is why you have a door. Swings in / Swings out." Never heard that one before. Going to steal it.
It would be awkward if the door only swings in
They used to pull #3 on me all the time. Their pitch was always the same: "If you get ext warranty, alarm, Lojack, paint protectant, window etch, etc. your payments will be the same because of the lower APR." When I would do my own calculations, it would always be $100 MORE! The best way to deal with this is to tell them to print out both contracts with different APR so you see if that's true. If they start stammering or refuse to do so, there's your answer.
And if the monthly payments are the same they extended the payment term. You want an extended warranty, we'll extend your payment period.
I get the extras zaktek, warrenty that protects total loss and theft ,7 year mostly bumper to bumper extended warranty just for the peace of mind.
next time you'll know...that lower APR is FREE and yours already...so ask for it and nothing else....leave if they don;t give you the lower quoted amount...guarantee they'll come running through the door to sell you the car at the lower rate without all those options.
Never buy a car on finance esp a used car ,only buy one owner low miles nothing above 30,000 , never buy extended warranty of any kind on any car they are all a con save the money towards repair
@KnowstheFuture the only thing is in Canada at least most banks do have a lower rate if you borrow over a certain amount, $30,000 for example if you get over 30k total amount financed the rate will drop to %7.99 compared to %8.99
I've been buying cars for 50 years, and just want to say thank you. Not so much for myself but for all those purchasers out there. Personally, I think the best advice you delivered was the unsaid, but quite evident advice of "Keep it non-adversarial".
It is very easy to fall into the trap and lose reasonable control during, what can become, a very stressful and even heated event. Be prepared, be educated, be reasonable. This is not a purchase from your neighbor or some guy down the road. Dealership costs are high, they have a considerable overhead cost, employees that need paid, and almost daily changing government costs and rules they must follow. However, that said, they do not need to make all their money off one sale.
It has never been easier to become educated and informed. Just don't fall into the online traps of information overload and confirmation bias bubbles leading you to be stuck in "analysis paralysis" .
Oh yea, never fall into the "How much do you want to pay per month trap." 😄
This is why I hate going to a dealership, most seem like a bunch or crooks.
I work in the industry and yes they are all crooks. They laugh at customers everytime we sell a KIA with 5 grand front gross. And it happens everyday. Suckers never learn. Now they buy crappy KIAs at huge mark up. Customers do it to themselves though. Poor education.
Most are unfortunately.
It is not just dealerships that are crooks. I was cheated by a used car business in Laconia, NH.
My old job in telecoms often had me working behind the showrooms. Not trustworthy
I agree.
Had a dealer pull out one of those 4-quadrant pages where they have different aspects of the deal in different quarters of the page. What they do is fast talk each section and say "well for this we can do this, for that we can do that" and play connect the dots but try to sneak things around so you get confused and lose track of it.
I took the page, turned it over and said "here's what's going to happen. This page will not turn over. You're going to start with step 1. When we've got a hard deal on step 1, that will NOT change and then we will move on to step 2. We won't be going back, we won't be changing anything, every step will be written down on a second piece of paper I am holding here and if anything changes without my permission, I walk out that door."
Every time a previous step was brought up, I made sure to reference my paper and you could see the guy getting more visibly annoyed but tough shit. If you want me to buy a car, we're doing it on my terms and by my rules. Nothing I asked for was unreasonable, I just don't feel like dealing with that crap.
"That's why you have a door it swings in and it swings out, I'm about to make it swing out" lol
yueah i liked that too lol
I love that line!
I’d refuse to sell to him lmao, there’s plenty of people looking for cars, I’d tell him to have a nice day, write a mean review and get off the lot with them smart remarks 🤡😂
Yeah, because everyone has an independent mechanic on stand by.
@@mintchevvv1834 Why? BEcause he is a savvy shopper? He knows the questions to ask? Because he makes you EARN your commission? DOn't think you would last anyway!
I once bought a car from a used car dealer. I took it to another used car dealer, down the street, that also did mechanical work. I paid him $100 to check it out. He found a couple of minor things wrong. He told me the other dealer was a good guy, buy the car, but for $500 less than offered. I took it back and told the first dealer what his competition said, he laughed and said OK after a bit of haggling. My brother, a master Tech, fixed the issues for next to nothing. I ran the car to about 275,000 miles. I bought other cars from the dealer over the years.
ABSOLUTELY ONE OF YOUR BEST! Super role play presenting the info in a dramatic / rememberable way and then with further explanation. Top notch.
Excellent video!! The amount of BS heard at car dealers is nauseating! Halfway through this video I felt too nauseous to continue watching..... I try not to buy cars from dealers but in case I have to, I make it clear that I know about cars and I've heard all the BS before. I test drive and go in with a number "out the door" and leave. 90% call you back the next day with an offer much better than the lot price.
Oh, and NEVER give them the keys to your car "in case you want to trade it"..... They'll try to keep you hostage until you buy their car.....ask me how I know, had to make a lot of noise once to get my key back.
As somebody pointed out below, show them you are not marrying the car, there are many more out there.
If you go through small private dealers you tend to have a decent experience, but I refuse to go to big dealers with scummy sales tactics. My wife, before we were married bought a car for a decent deal, except they sold her on an extended warranty, which didn't actually cover anything unless your engine blew up.
It’s no different than buying any consumer goods, like a washing machine or fridge freezer. The car has an emotional tag to the deal which clouds the senses of many people.
The salesman is not your friend. Remember Time Share. That went well.
I dealt with the pre-inspection checklist by asking to see the checklist for the vehicle. I pointed out that the inspection was focused on cosmetics. The only things they looked at mechanically were fluid levels and tire pressure. There was nothing on the list about inspecting very easy things like tie rods. There was nothing about issues I was concerned with, such as the pressure differential between cylinders. There was back and forth between various managers. I think the bottom line was they had heard the same roughness in the engine that I had heard. That may have been why they had such a good price on the car. I think what the dealer did not want to have happen is for someone to officially point out to them that there was a serious engine problem. They had plausible deniability that they were selling a car with a serious problem. But if someone came back from a certified mechanic saying there was a problem they would have to acknowledge it.
It is also a lesson in getting suspicious when the price is too good. They were not making that deal because they liked me. They were not making the offer because I am a super-good negotiator. They thought I was a bit of a sucker. On my part, I was hoping that an honest inspection from a mechanic I trusted would show the roughness was due to something easy like a bad spark plug wire. I would have snapped at their price if I had found that type of thing to be the problem. But at that point in the negotiation neither of us knew if an engine rebuild was going to be required.
UK here. I bought a 2nd hand some years back, and the dealer was perfectly happy with me getting an independent inspection. Car passed all the checks, happy customer, happy dealer.
If they dont want you to do a inspection, they're hiding something aren;t they?
Thank you for what you do. It's so sad that even major dealerships are so underhanded.
Even after the torturous negotiations, then you have to escape the credit manager pushing HARD for you to get an extended warrantee. I bought a car advertised as certified and then the Manager said it was "Ready to be certified for an additional $2000. I said "That's bait and switch!" and was ready to walk. She said, "Ok we'll give it to you free." Luckily I know the game. No wonder CarMax and Carvana (if it ever gets it's act together) should do well long term (if they survive their current mess of expensive inventory.) But I digress......
Buyer, be aware!
Customers are fed up with being scammed!
It's because as a customer you feel that you are being scammed. Cars are the only thing that people spend a ton of money on and want to brag about how little they paid for it. They will also tell everyone that they got a better deal than they actually did. This creates stress because it makes you feel like you were ripped off if you couldn't knock $4000 off of the price.
"Ask for Lieutenant Jacobs in Bunco. He'll be interested in in the way Moore does businees." -- Officer Malloy, talking to Moore's former secretary in the _Adam-12_ episode "Anniversary".
Well, my kia purchase back to 2017, the finance "manager" tried the exact same way to sell me a "lower" rate with an extended warranty. I said no, and she was pissed. LOL. Still got my purchase done with $8000 off from the sticker price. The simple rule is to say no to everything, because we know that the dealership isn't there to "help" people, so it's pretty safe to assume everything coming out from their mouth that needs more money, is SCAM! 99% at least.
I was actually asked for a credit app once for a test drive. I walked out and never returned to the dealership again. Reedman Toll in PA, they’re a thin husk of what they used to be. I wouldn’t be surprised if they close up all together due to their own incompetence.
Part of Toll Brothers, aren't they somehow tied in?
I actually don't get it, what does the dealer get out of it if you do a credit app?
@@gwot It’s a way for a dealership to ensure a buyer will qualify for an auto loan before talking to them. It’s an extremely scummy tactic and can negatively impact your credit. If a dealership ever asks to run your credit before agreeing to purchase then walk out, they’re wasting your time.
You’re right. I went there to purchase a vehicle and they were very shady. I had to walk away
I've done the following and have been banned from dealerships.
1. I say I have no trade in.
2. I let them assume I am financing with them.
3. I get the best price for the vehicle with no trade and with their assumption I am financing with them in writing.
I then say, well, what would you give me for this trade in.
I already have a written price. So, now we haggle on the trade in value.
I am willing to give a little, but they think they will make money on the vehicle being sold, a little on the trade and the financing.
I get that final price for trade in on the new (to me) vehicle and say let me think about it.
Go to the bank, get the check, go back and buy the vehicle.
The want to make money on the front end (the vehicle you are buying, the middle or trade and on the back end on the financing. So, I get what I want for the vehicle, they get hosed on the trade and financing.
I am a dealerships worst nightmare and thats why I shop 70 miles from home.
For the record the dealerships also get a bonus from the manufacturer for every vehicle over 10 sold a month. (on new vehicles) So, don't feel bad about screwing them over.
Yes. I used to sell used cars for one summer just to learn how to defeat them.
EDIT: the look on their face when they fully realize they have been owned makes the entire process well worth it.
So let me see if I got this correct with an example.
You go in, negotiate for 20k without trade in
Then mention trade in
Let’s say they get it down to 17k (they take car for 10k and you pay 7k)
And then you go back and pay them 17k?
Did I get that right?
@@hotnessgaming1396I'm not sure if *YOU* are confused or if I am confused, but your figures make *ZERO* sence to *ME.*
Yeah that sounds like a good story but you aren't being banned for negotiating or buying. If you are being banned it's because you are being an asshole not because you are a super prepared negotiator. I sold cars and trust me, the adversarial customer always paid more. Dealers very rarely sell a vehicle at a loss. If it's a new vehicle it can be transferred to another dealer who sells it to another customer. Ever heard "we can locate one for you"? If it is a used car it will be sold at auction, likely where they bought it themselves.
As a car salesman I could always hand you off to someone else, ignore you, I could even send you on your way by refusing your offer. I may not even want your old car. Customers would bring in cars that were on their last mile (falling apart) and think that they would be able to get blue book above high retail price. One guy agreed to pay $100 for us to get rid of his old car. We didn't want it, told him we didn't want it but if he paid us we would take it.
If you are looking for a "distressed sale" where the vehicle sells for less than book, take your time and find a luxury or high end vehicle on a used car lot that is a different vehicle than the dealer brand. Toyota dealers are a good place to start because Toyota buyers don't want anything but a Toyota. If the Toyota dealer has a Lincoln, Escalade, Rover, Infinity, etc, that's one to watch for a price cut. After a month of little or no interest in the vehicle they will drop the price. After 6 weeks they will auction it. Typically but there are exceptions.
Know however that being a combative asshole customer is not the best way to get the best price. The best deal is to be patient, keep negotiating. Don't "split the difference" at 50/50, split at 25/75 in your favor. Keep negotiating and if you don't feel good about the deal walk away.
Typically I could close a deal in 2 hours. 30 mins to "sell" the vehicle by asking questions and talking about the best features (while not bad mouthing the competition). Then I would ask the question - If I can get you a good enough deal on this car would you buy it today? 90% of customers would say yes. 30 mins to get your trade appraised, 20 mins of negotiation, 20 mins to get all of the papers signed, 20 mins of wait time. My job was done when I handed you the keys.
The last car I sold took 6 hours. They customer was a very patient and persistent negotiator. He wanted the car, I wanted the sale and I was not about to let him walk out without a car (only way for me to win). The dealer didn't lose money on the deal but I am sure that they didn't make a lot either. My commission was just $40 but was the most fun that I ever had selling a car. Why? The guy knew what he wanted and was a very good negotiator not an asshole. 40 years later and I still admire that fellow's approach. Be prepared, be nice.
Unfortunately the new business model (carmax) is to not negotiate the price. This is preferable to many people because it takes the way the feeling of being ripped off. Not for me. I would prefer to negotiate in good faith and with a smile.
You'd be shown the door if you tried that crap at my dealership, i promise you. Especially that hold-the-trade nonsense and throwing Kelley Blue Book numbers around which fools nobody. I have a creed that I live by - we treat potential buyers with the same respect that I expect when i buy something. Fair and honest. Never had a warranty dispute, bad review or a lawsuit in 38 years of doing business. We're also in the business of earning money, so you can expect to be charged a fair profit for that quality vehicle you'll be getting. That's how it works. That's the ONLY way it works here, and has since 1986.
I love that you two have been in the industry so long that you don’t sugarcoat anything. I can imagine a salesman saying everything Zach is telling you.
I’m a service member stationed in Tampa. I purchased a certified pre-owned Porsche Boxster S from a dealership in CA. The car arrived with a large scratch on the driver’s side door that had not been properly disclosed. Even more concerning, was the extremely poor clutch engagement. This being my 3rd Porsche, I was quite familiar with how the clutch engagement should feel. I brought the CA car to a trusted local dealership for an inspection; their inspection of the transmission verified my concerns. The dealership in CA refused to compensate me for the necessary repairs. Thankfully, when Porsche of NA got involved they not only paid to get the issues addressed but also gave me a gift card for $2000.00. I’ve had to contact Porsche of NA a few times, and each time, they have went above and beyond to make things right.
Thank you for your informative videos.
There was a dealer local to me that wouldn't even give you the price of a vehicle unless you filled out a credit application! I went to the next dealer and bought a brand new truck the next day and of course brought it by the first dealer to show them the sale they lost
They secretly work together so that either A. Someone let's them run an unnecessary credit check or B. They sell a car at the next dealership so someone will drive by the 1st to show they can't be manipulated
Really doubt they cared. People shop next door all the time and bring each other customers.
They sell cars daily. Move on.
I sold cars for a year to get one on one sales experience. Had a guy come in one night and was working with another salesman. He was fighting tooth and nail at every turn on price for literally 2 hours. When they finally came to terms they ran his credit- 457. I heard the salesman come back to the buyer and say- "we have this special Chinese financing for you- one lump sum..." Never forget that...
Nothing down one easy payment
457!?!?!?!?!? I didn't know it was possible to go that low.
@@mattm7798It can go down to 300, but you have to really try to get it below 500.
🤣 now *THAT'S* funny!
I’m 73 and intend to order a 2025 Subaru as soon as it comes available. Am having a ball educating myself on the buying process with CarEdge, The Homework Guy, and Auto Finance Sense as my educators. This is so much fun! My son worked for a shady dealership for a short time and told me one day that he feels sorry for my salesman! 🤣
Exactly! @@karlwithak.
And why is that? Where else would I go? A used car lot? Nope!! Not ever!! I think you just have a problem with people,of a certain age!!!
@@karlwithak.why do you say that?
@@karlwithak. Gee, why not think about your words. Maybe YOU wouldn't go to a dealership, but there are plenty of good reasons for somone who is 73 to do so. Let's start off with the idea that this will probably be the last car the gentleman will purchase and it will probably last him the rest of his driving career. At that age, maybe he just doesn't want to worry about car repairs; new cars do tend to have fewer repairs than older cars. Add on the idea that there is a good chance he may want specific options and colors, etc, which may not be available on the used car market.
@@linuxgurugamer Hear hear. 😊
My son was denied a test drive because the dealer thought he couldn’t afford the car because he was young. He would have been a cash buyer but walked off the lot after this conversation because he felt the man had insulted him.
I agree
We just had a similar experience at a Kia dealership, we weren't told no on the test drive or anything, but the constant asking for "what's your budget" and "are you sure this is in your range" over and over had the insinuation that we seem like we can't afford it, which is insulting. Despite the fact that we repeatedly said that we weren't giving a specific number on price and were simply looking at cars we know we can afford, on the advice of this channel in fact! Glad to have some of the advice from these guys though, I feel like it certainly helped keep those salespeople at bay.
Lol.like ferris bueller in the uppity new york restaurant when weaselface dude was giving him a hard time lol
Never buy a vehicle for cash, period.
Best way to test drive a vehicle is to rent it. My son came for a visit over Christmas. He rented a car that he was thinking of buying. It was last year’s model but it was close enough. He drove it for a week. This allowed him to drive it at night, in the rain, load and unload luggage from the trunk. And piled his friends in the car to go to a restaurant.
When a dealer lets you test drive a car, you get maybe 20 minutes in the car.
They don't want any cash sale customers. They make more money from all the B&S in the process.
Buying a car these day's reminds me of what it's like to visit to the dentist, invasive & possibly painful.
the dentist gives painkillers ...
Or Epstein Island..
Buying a car should be fun and enjoyable. You're getting a new(at least to you) car to drive. But the entire process is so depressing.
The only time I've enjoyed buying a vehicle was either 3rd party(here's what I can pay and I want a PPI...good...cool) and when I bought a brand new truck in 2021. The latter only because at that time, the used car market was insane and a new truck was only a couple grand more than one with 10-15k miles on it, so it only made sense. There was no haggling because the dealership knew is I didn't buy it, someone else def would so it strangely took the pressure off me to try and work a great deal.
I think you mean proctologist?
If your every visit to the dentist is painful, you should probably look into your diet and dental hygiene.
Short video, but VERY VERY VERY on point for what we as consumers should be doing moving forward.
THANKS for posting.
Hello! Wanted to say thank you! I had used the resources you guys provide to get a new 2024 Buick Encore GX OTD for $24,000 (Window MSRP $27,480) for my wife. It was a courtesy car and has 1,200 miles on it. Also qualified for GM Financing with 1.9% APR. Plus we got a good deal on our trade-in as well. Thank you guys for you content. You guys helped me save my family about $6,000 on this car purchase not including the extra $1000 i got on the trade. Original OTD was a bit under $30,000. Thank you so much guy! Just know your content makes a difference. That money saved will go a long way with my family. :)
I would have paid cash and not paid any interest at all. We've bought two $24,000 cars and a $29,000 car with cash. My son paid cash for his $10,000 car. Gotta save up.
I like paying it all with a check too, but have to admit if a special fiance rate is super low, I might let my cash work for me earning 5% interest or whatever. @@jimroscovius
@@jimroscovius okay? Good for you? I'm not sure what on earth your comment has to do with Alex and why you can't just be happy for him getting a good deal. "saving up" in this economy is stupid when you can get a loan at 1.9%. He's actually going to pay less money than you when you calculate inflation. So maybe don't come in here all superior and just be happy for people when they get something good for themselves instead of.. whatever tf you're doing with this comment.
@@safersephiroth943 No debt is even better.
@@jimroscovius I totally agree with you that cash is 100% preferred. However, my outlook on it was that 1.9% is nothing. I can take that money and put it in my IRA, stocks, etc. It would have a higher ROR than the 1.9%. I could have paid cash but didn't seem worth it especially since there was no loan origination fee. The total interest expenses over 3 years was like $500.
Here's one for you that's probably new. My husband and I bought a truck and we told them that the first name on the registration was to be his, but somehow it ended up being mine. But to top that after we had signed they told us that they didn't have the pink slip and would have to send it to us as it hadn't actually been signed off on yet.
Where as one of the best that we had was when we were buying a truck that we needed quickly as our other vehicle had broken down and he had to have something to use to get to work. We found a used vehicle that we got payments of $100.00 every two weeks on my husband's payday and it was paid off within 2 years 7 months. But before they would let us take it off of the lot they insisted that they put a new (rebuilt) transmission in it.
THANK YOU CarEdge! Just purchased a 2024 Honda Civic Ex-L Hatchback. Because of your channel, I felt comfortable with the process and felt like I had the upper hand the whole time. Honda dealers are overflowing with inventory and Honda Finance is offering very good rates until the end of February on new models.
My sticker price (with add-ons and destination fee): $34425
My out the door price: $30400
EVERYTHING is negotiable and they're desperate to sell.
I'd never pay 30 grand for a Honda Civic. That's insane, good luck making those car payments and full coverage insurance payments!! Yikes
@@Jack-oj2ci then buy the base model or enjoy double the interest rate on a used car.
Civic hatchback for 30k!?! I am waiting. Used car prices too high. That is a 20k car max, new. We need 2017 market back
I find great sport in negotiating new car deals. In 2018 we bought a new SUV. I had a price in mind, and we got within $100. The "sales manager" wouldn’t budge, so I stood up, shook his hand and thanked him for his time. He said…"You’re going to walk out of here over $100?" I replied…"No, YOU'RE going to let me walk out over $100.” We drove the new car home later that day, WITHOUT any dealer badges or license plate rings. I offered to allow them to put their name on MY car to advertise for them, at the rate of $100 per year for five years…they weren’t interested in my offer!😂 This was my mandate AFTER they dropped the last $100!
Atta boy. I too find great sport in negotiating pretty much everything. You are spot on with reminding the dealer that they are risking the deal for $100.
LOL
The sport of haggling is a part of the car business; we expect it. I haggle myself when it comes to buying my inventory so no problem there. Two comments - 1, I've walked people for less than $100 and 2, while I don't put badges and tag frames on my units, if I did and someone asked me to remove them I would - but a demand to remove them or get invoiced $100 a year for advertising would result in your driving home in the same old heap you arrived in.
That's just me - I happen to be one of those honest dealers who won't do business with someone who lumps me in with all the shysters and tries to screw with me as some form of payback.
One of the main offense they left out is the question shady salesmen will ask " What do you want your monthly payment to be?" If you didn't ask if it's 24, 48, or 72 months you can bet it'll be the maximum monthly loan of 84 or even 96 months!!!!
It isn't mentioned because you should never talk payments with a salesman. Only in finance. Tell the shady salesman that you will only talk about the out the door price.
I told them "$100.00 a month" the kid panicked & ran & got his sales manager...
There’s nothing shady about asking what you want your monthly payment to be. People’s time is valuable. Why waste 3 hours showing and test driving a 70K vehicle when you need your payment at $700/mo? Your time can be better served showing a vehicle you can actually afford. Most people are delusional about what a vehicle actually costs. $700/mo = 35K out the door.
It’s always fun when you tell them you are not financing!!!
"$200. for 36 months, no more than 36 months"....was always my standard reply....used to be you could buy really nice 1 to 3 year old used cars for that.
I just walk out and go to another dealership if they don't agree to any of these. You are always in control of the situation
You mean you think you are ,dealers always win . Walking out a few shops means nothing
"Gotcha Motors" -- I laughed my ass off.
I have been watching your videos and learned a lot. I want to thank you for letting people how to negotiate a car sale. I took your advice and did my homework and purchased a new vehicle for a good price. I knew i was doing a good job when the salesman had to keep running back to his manager. They stayed over hours just to make a sale. Thank you guys!!!
The last vehicle I bought was after putting in 3 offers (contingent on looking at them) with the computer on a model I was looking at. 2 were sold within 3 days, but the 3 was countered just above what we were willing to pay. Huge time saver using this method.
THANK YOU! I just want to thank you for your videos and how to buy an automobile! I used your "scheme" and saved $8,000 on the purchase! If you are watching this video and buying a car (used or new) watch these guys. I watched almost ten videos and the buying process, and saved so much money! Thank you! Thank you! Thank you!
I've walked out on several dealerships in the past. The only unfortunate part is they've already wasted a couple hours of my time. I have started immediately telling them what i want and what I'll pay including a trade in if I intend to trade in. At that point I say if you can do that you have a deal. If you come back with add ons etc after "talking to your boss" I'm walking. You have a half hour to write it up and get approval.
I sold cars. Your approach is one based on fear and your desire to control the negotiation. You are an easy mark. I would always get more out of customers like you. Why? Because I wasn't selling the car I was selling you on the feeling that you got a great deal. Spending a lot of money is an emotional event. When you walked in the door and give me your demands I knew exactly what your emotional state was. Fear of losing out. I will bet that you bought the car at the first dealer you went to because the price you were given was "lower" than you expected. You walked out relieved and ready to brag to everyone about how tough of a negotiator you are.
Walk in with fear, walk out with relief. You weren't sold a car you were sold relief. An easy mark.
@@counciousstream really? I suppose you thought selling feelings and smirking about it was more important to your ego than being a true representative of the dealership. That’s just sad. You made your commission, you worked on someone’s emotion, and could brag to the other sales force how you snookered another unsuspecting customer.
@@BW12149 yes it is sad. Sad because you have assumed that I was dishonest and "ripping someone off". When I sold cars I never misled anyone, never misrepresented the product, never lied to anyone. Nobody was tricked into buying anything. I didn't have to. Either you wanted the car or not, either you could afford it or not. If you aren't sure you want the car then there is no point in negotiating a price.
Your apparent emotional response clearly shows how much of an emotional purchase a car is. You are convinced simply by reading my post that a car salesman will rip you off.
You admonish me for not being a true representative of the dealership. Representing the dealer? Are you kidding? The dealer wants to squeeze every penny they can out of the deal and every customer pays a different price. Why do you think that the salesperson always has to talk with the manager? The dealer wants you to buy extras whether you want or need them or not. I can't tell you how many customers I steered away from paint conditioner or undercoating, both completely BS and both highly profitable for the dealer. 90% of customers asked about it, 90% of those bought it. The Mr. give me your best price I'm outta here would pay more because "free" undercoat was part of the deal.
The "give me your best price I'm out of here" approach guarantees that you are going to pay (give) more than someone who is willing to take time to negotiate. The lowest price game is easy. Customers will almost always lie and say that they already have a price that is $1,000 or more less somewhere else. Most of the time I advised them to take that deal because I couldn't come close. That always surprised them. Many then wanted to find out how close I could come. That's called negotiation. Most of those customers bought a car from me that day and felt good about the deal.
A fair deal is one that the buyer and the seller accept. In the case of cars, houses, appliances, services, loans, airline tickets, hotels, and many other things a customer will pay a different price. What matters is that you feel the price is fair. Could you have done better? Maybe. Does it mean you were ripped off? No. Maybe you found a 10 percent off coupon on a new washing machine (because you took the time to look), maybe you negotiated the fees on a lease, maybe you paid the seller of a house more than they were asking for so that you could out-bid someone else. Customers rarely pay the same price.
For example, do you ask for a discount when you purchase a new refrigerator? Is this on sale next week? Is there a Veteran Discount? AAA discount? Can you include the water hook up? How about free delivery? All of these things mean that you and another customer will pay a different price.
If you walk into a dealer and are so afraid of being "ripped off" that you have one hand on the exit door the whole time then I know that you really want the car. I don't have to "sell" the features or explain why it is a good vehicle. All I have to do is get you a price that you are comfortable with. I also know that you will buy a car within 3 days because the process is so stressful. Maybe you'll get a better "deal" but not likely. What you will get is a deal that enables you to get out of that stressful situation and the "sad" fact is that you will end up paying more for it. Naturally I would like to be the one who you buy the car from.
Negotiation doesn't have to be adversarial or about one person sticking it to the other. If a customer comes in and wants to be a dick when negotiating then I can be a dick about it too. And yeah my ego will ensure that I win but the ONLY way that I can win is when you buy the car. If you take your time and are willing to negotiate in good faith then there is a good chance that you will get a better price. If you are in a hurry I'll still sell the car but will get more out of you (Give a lower discount) because you want to get out of what is a stressful situation for you. BWBW your disgust is based on your fear of being ripped off. A good negotiator will sense that and be able to defuse that emotion not because they like you or are being nice, but because by doing so you buy the car. The more stressful the negotiation, the more you will pay to get out of it.
And when you get home you will brag to everyone about how great of a deal you negotiated. That's your ego at work.
@@counciousstream wow. I really triggered you! Fantastic…. So maybe out of several hundred thousand car sales people, you were the only one who was honest, for that, you have my deepest admiration and congratulations.
However, a car purchase isn’t like anything else you can buy. It’s about the only place where you go to a multi-million dollar facility, get zeroed in by several sales people and the first one to make contact is the winner.
Then you look at many vehicles with prices taped on a window. Then you test drive it. Then back at the dealer the sales rep starts in with the memorized sales pitch, and the potential buyer has to make sure he/she doesn’t say something that the salesman will latch on to. Then you sit at a desk, you on one side, the salesman on other and then the negotiations begin. Back and forth, and then you arrive at a price, the salesman gets up and says I have to run this by the sales manager. That’s mostly because the dealership doesn’t trust the lowly salesman to make a deal, someone else above the food chain does that. Then the lowly salesman comes back with a counter offer, and it goes on and on until you get a price the sales manager approves of. Now comes the Finance Manager, where the real money is made. Additional warranties, value added packages, credit insurance, dealer prep fees, delivery charges, port fees, advertising fees, disability insurance, theft etch protection, anti theft fees, scholarship fees, gap insurance, additional dealer markups, and the dreaded document fees. The Finance god tells you all this is required by law, which is baloney. Many car buyers fall for this because by that time they are worn down from 3-4 hours in the dealership. If you try to say no to these fees, the Finance god applies more pressure.
The refrigerator comparison you made is an apples and oranges comparison. Every one I bought came with free delivery, hookup and haul off the old one. So that’s a bogus comparison, so is the house comparison.
, but I digress.
I have never asked for a veterans discount, but I have been offered one….once. I put forth what I’m willing to pay for the vehicle, what my research tells what my trade in is worth, and we go from there. I didn’t learn how to do this overnight, it took a lot a visits to dealerships to finally figure it out.
I don’t try to haggle because I am aware that the dealership exists to make a profit. I am there to try and not let them make a bigger profit from me, now that I’ve learned what is going on. But in the past (I’m 74 now) I have had horrible experiences at dealerships to the point I feared going to one. Today it’s different, not the dealerships but my knowledge of the game. They change the rules constantly so we buyer must keep our continuing education up so we can get a reasonable deal. I don’t begrudge a dealership making a profit, I just don’t like the dishonesty many sales people and especially the Finance God pressure you with.
And your insulting comment that I would go somewhere and gloat about the “ great deal I made from that dealership” is just nuts. I don’t gloat about the washing machine, refrigerator, house or other stuff bought. Since you havent a clue of who I am, or have met me, then that comment deserves to be placed in a garbage disposal.
So,let’s dive into that. Say I want to buy the refrigerator you mentioned. I make an appointment at Lowe’s, and meet the appliance sales employee. I look at refrigerators and pick out the one best suited for our house. I tell the employee I want that one, so he/she writes up a price, including delivery fees, and other fees like dealerships do. Then he says I need to run this past my store manager. 10-15 minutes later the employee comes back with a paper with different numbers on it from what the employee and I had agreed on. And this goes on for three or four times.
Finally I accept the price, then am sent to the cashier. She starts adding up additional fees, and costs above what the agreed upon price was. So I leave and the refrigerator gets delivered and I finally have the appliance, but the bad taste lingers on.
All I want from dealership is to be treated fairly. I don’t want the secret add ons, and fees, and whatever else they can think of and then tell me it’s necessary to add those in. Why not just hand the list of possible fees, add ons and such to the customer, let them look at them and they decide what they want or don’t want without being pressures and lied to. The last car we bought, we financed a portion of the price, and I asked if we could pay it off in a month it so. She said, no, that’s against the law. You have to pay at least 6 months of payments before you pay it off. I called the loan company and they said that I could pay it off fully tomorrow, there’s no law or rule that says you have to make X amount of payments. Then I find out that by making up to 6 months payments, there’s funds that are returned to the dealer! Wow, does that sound like honesty to you?
OK, I’m off the soap box, let me have it again! Woooo hoooooo!!!!!!!!😀
@@BW12149 thanks for your reply. The trigger has apparently gone both ways. Clearly the subject is one in which we both share great interest! There are more than two sides to the coin here so allow me to flip it again and see if that pushes a button. Then you can get another turn to do the same.
I know the dealership that you describe. I was trained there. Very well trained. "The Catterson 29 point Sales Technique" it came with a training video and little flash cards to reference. It's been a while so I'm probably going to broad brush it here. The training consisted of classroom style training and role playing. We even taped the role play and it was critiqued by the "old salt" sales guy and reviewed by the owner of the dealership. That facial expression you just made? Don't do that any more. Don't touch your face, do this better, don't do that. They invested 3 days in training me. At the end I got a certificate and a little prism shaped thing from the car brand with my name engraved on it. This was for my desk. I was "certified".
The Catterson technique definitely worked. If you followed it and didn't skip steps then you had a pretty good, maybe 8 out of 10 chance, that you would close the deal. This is why it feels like a journey to you the customer. The whole process started with sizing up the customer and finding out if they had money. It's called qualifying. Actually it was step zero because Catterson said not to qualify until step three or something. Nevertheless, if you didn't look like you had the money then you were either told to bring your husband back in to talk or were encouraged to look at the used car lot. Appearance had a lot to do with this. You can read between the lines here.
Your description of the entire process is pretty much spot on. The behind the scenes part is worse than you probably know. Very adversarial and disrespectful. The F & I cesspool is the worst. The person with the least personal integrity is the F & I "manager". If I wanted to make sure that I never had a repeat customer I would leave them with the F & I guy.
I've got to run. It's been fun.
I just stumbled across this, and it's incredible. Thank you so much for this information!
Because of this channel, I literally called them out on the "extended warranty" giving me a lower interest rate scam! They went ahead and gave me that lower rate withOUT the extended warranty! They also tried to tie in gap ins. on me too, I said NO! I could tell the finance lady was ticked!
You guys kept me from wasting time and bs’ing with salesmen who were going to come in over budget despite advertised price and they were FLOORED because I looked like my usual doofy self and they thought they had a mark. Felt so good to say “if you can’t meet my OTD price I’m going to have to go look at some other options but it’s a great car and I appreciate your time” 😁
You guys do an excellent presentation on your channel. The role playing scenario really helps a person or me anyways immensely 👍
Thanks for teaching me these things . Need more teachers like you.
You are doing a great service to the community as a whole
1) "I have in hand my check from my bank (or credit union) no need for a credit app! 2) "I have my mechanic with me, put it on the lift so he (or she) can check it out. If they give their stamp of approval, we can move forward" 3) "I may consider an extended warranty when the factory warranty gets close to expiring, not at this time, thank you!"
I call BS on 1 and 2. How could you have a "check in hand" when you don't have a final price yet? And no dealer or any car shop for that matter is going to let a non-employee in any service area. They will say it's an insurnace issue. lol, nice try.
@@GFSwinger1693as a car salesman, I’ve let people into the shop to see the car on the lift. Some people are skeptical because they got screwed over and some actually know what to look at. When you have a solid service dept and techs, it’s no prob showing customers the car on the lift
@@GFSwinger1693 Gee, it's called a "figure of speech". Maybe his bank is across the street, and he can simply walk across and get a certified check. Also, if a car is something like $30 k, he can probably come in with a check for a bit less than what he expects to pay , and pay the final different with a CC or a personal check
@GFSwinger1693 I talked to my banker about purchasing a truck over the weekend and he said just write them the check for whatever you buy and we will have a note to clear your check so it goes through and then come in on Monday to iron out the details. I already knew the interest rate they were gonna give me too
@@GFSwinger1693 Actually, not true at all. I used to be a used vehicle inspector for a local Toyota dealer. We never had an issue putting vehicles on a lift and allowing someone to look them over. As for allowing a customer to take a vehicle off the lot to another shop for a pre-purchase inspection, there are liability issues at play. Once another shop touches the vehicle, if the sale falls through, it should be re-inspected before being put back on the lot for sale to ensure that the other shop didn't tamper with it.
i really could have used your help when i bought my first car. i was 19 at the time and just bought a small pickup truck. after several hours of dealing it finally came down to the usual "if we sell you this vehicle for this much down and this much a month will you drive it out of here tonight?" we agreed, i bought the truck and drove it home. three days later the dealership calls me and say their bank won't go the loan unless i come up with more cash. i scramble to get them the money which took every penny had. i was not aware at the time that i could take the car back and get my money back because they didn't hold up their end of the deal.
This should be required viewing before going to buy a vehicle. This back and forth should be a video game/app on smarthphones so people can practice. =)
Make sure to check the bill of sale prior to paying.
Dealers will frequently add a sum for items that are relatively worthless, such as VIN ETCH
Love these videos. Was a GSM for 10 years 25 years ago and am still amazed some dealers haven't evolved. Bought a 4Runner recently from a Mercedes dealership and was treated like gold so there are some good ones.
Not many from my past experience's.
At my age of 76 here in the UK I have bought a lot of cars mostly brand new some second hand nearly all from dealers and I have never come across the jumps and hoops you fellas have to go through over there. Been offered upsale but have politely refused no problem. Once back in the 1990's one dealer asked me to come back a week later for a rest drive I went to another dealer and bought brand new from them no problem.
I worked at a Cadillac dealership for years. We never treated people like this video portrays. We never ask for a credit application before a test drive. Now on the other side. I had so many people that wasted my time. When our finance manager ran their credit report, they couldn't buy anything on credit.
I sold cars at a dealership and never treated customers like this. The dealership knew better. Yeah a few washed out at F&I but it was very infrequent.
I had located a car I wanted from CarMax on the Web site. I spoke to a salesman off and on throughout the day. I arranged financing through my bank. When I went to buy the car, the same salesman I had been talking to all day claimed there were problems with the brakes and tried to sell me something different. I said, "No, we're not doing bait and switch, and the car I want better be ready since I've talked to you about it since 9:30 this morning. Do you want to sell me the car I told you I was going to buy, or do you want me to call a cab and leave? Those are the options available to you. Pick one." I bought this 10-year-old Saturn "with bad brakes" in 2012. IT STILL RUNS GREAT, AND I HAVE NEVER HAD A SINGLE PROBLEM WITH THE BRAKES.
I totally had a finance officer try to convince me to buy an extended warranty to bring down my rate. But unfortunately for them I knew this trick because of Ray & Zach and showed him the interest rate from the manufacturer for 72 payments and told him, I get this rate no matter what and that's the only way I'm leaving with
EchoPark charges an Appearance Protection fee of $700 and tells you it’s mandatory then try to get you to sign a form stating it’s optional and that you agreed to it. When I stated that was illegal the manager threw me out. This happened last week in Grand Prairie TX
Worked for a Chevy dealer years ago, had a lady agree on a price on a new Chevy, when we pulled a credit report on her her credit was not very good, she insisted her credit was very good. Found out she pulled out of another deal a month earlier at another Chevy dealer in town because they insisted on getting an insurance policy to get a lower rate on her loan . That salesperson ran a credit check on her everyday for a month which drove her credit rating down.
She can have that removed because she didnt purchase anything in that month.
That is or should be illegal retribution for her failing to purchase from the first dealer!
That story is made up. That isn't how inquiries through the major credit bureaus work. Additional inquiries made within 30 days (or even 45 days for some bureaus) of the first "pull," do not negatively affect your score.
That’s not cool. If true!!! But I doubt that’s even possible. You can’t do that it’s illegal.
@@DonelleWeaver People will do illegal things, though.
only 15 seconds of extending a video and the rest was quality direct material. Awesome. not trying to waste 2 more minutes of my time for the youtube algorithm? Thank you. keep up with with the great content
Hahahaha. Yup I had a dealer try to do this (credit app) to me several years back. I walked out on that dealer and never went back also told everyone I knew to not go there
Thank you for breaking this all down for us. I live in NYC and haven't had (or needed) a car since 2007. Finding parking is nye on near impossible; the cost of car insurance is sky-high due to the prevalence of ambulance chasing lawyers not to mention the cost of cars is as well - and sales tax is nearly 10 percent.
But, if I move to Florida - as I likely ultimately will - I will be turning to you guys.
Gotcha Motors. I know I have been to several of their dealerships.
This is well put-together, nice acting to start with, and then great explanations afterward. Awesome video.
I have walked away from several dealerships over the years. One time in Salinas, California, they took the keys to my trade in and refused to give them back when I said “ no deal”. After 45 minutes and threat of serious bodily injury to their sales staff, I got my keys back and my wife and I left . I was a soldier at Fort Ord at the time.
45 minutes is too long. I'd have called the local police's non-emergency line, explained the situation, and said "obviously I'm not going anywhere until I get my keys back since I'm effectively being carjacked and I'd like an officer to come here since I'd like to press charges."
That's pretty bad, I can only assume you weren't in uniform at the time. Even if you were in fatigues they should have shown some basic respect.
@@dicksonfranssen In those days we were not allowed to stop in outside businesses in any uniform unless it was dress greens . Fort Ord, California
@@donaldmartin4980 We're in Canada so I'm not up on these things. While I have you. It's becoming more common up here that veterans are tired of hearing "thank you for your service" from people who just say it but don't understand it. My parents were liberated by US troops in the spring of 45. For that I am eternally grateful. Dinner time, then gone for 3 days.
I love this role play to what these red flags look like. Thank you.
Just bought a 2024 Equinox in October. The list was 30679. With the GM discount was able to get it for 22679 plus tax before my trade out the door. They pulled the lower rate if I got the extended warranty and gap insurance. I already knew that the rate wasn’t tied to anything but I just said sure go ahead. They lowered the rate 3 points to 6.9, which is what my credit union was going to give me. One week later, I called the dealer to cancel the warranty and gap insurance because I knew they couldn’t raise the rate and in Texas at least you can cancel these items for any reason within the first 30 days. I probably would have made a bigger stink if I knew it was illegal, but this Equinox was the only one in a 100 mile radius that had the exact color and options I wanted. So the first payment made on the car was the $3700 from the dealer when they refunded the two items and I now only have 49 months on the loan vs 60.
Well done sir
We did the exact same thing, only here in indiana, we can cancel warranties any time. So it's east not to argue, take the rate, then get the refund.....people need to know!
Woow I'm so proud of you guys, Haven't visit the channel in a while.I've been a subscriber since day 1.Hopefully my son and I can recreate what you a Robbie has on a smaller scale.Thanks for the infrastructure you guys has created for us it was much needed.Now I can big money without the big car dealerships headaches.Look forward to partnering up with you guys(Concierge) real soon
When I bought my Highlander, they tried to give me a “great deal” 11.25% interest rate. At the very end, before we signed the finals, I pretended to have forgotten, and asked him to verify the interest rate. When he did, I asked him about the 2.99% on Toyota’s website, and he acted like he had no idea what I was talking about. Huh??? How would the sales manager not know?!
Thank you for sharing this video. Buying a new vehicle is a high intensity situation for the salesman and the customer. I like the excitement of buying and selling.
Went to my local toyota dealership after work for a paint pen for minor scratches on my car, got held up by salesman until their repair department "closed" then got denied entrance to check for myself, got told to come back later on, only to be asked to sign up for a 2024 corolla...
I just wanted a damn paint pen
I used your services back in 2020 bought a new rav 4 well below msrp. Paid off in 1 week. I'm back to get freshened up. Time to replace my truck.
Please talk about Branded title Dealerships! I feel like this is an issue cause my car is and never knew about it…. Now I’m stuck paying it
You can check the National Insurance Crime Bureau for free, look at the VIN for branded title information. But in general don’t trust any dealer who doesn’t provide this information upfront on paper. Because guaranteed THEY looked it up when they bought the car.
Still, also, if a car is suspiciously low priced there’s a good reason. You likely didn’t find the deal of a century.
In 2005 I was looking for a vehicle for my wife. The dealer I worked at as a Toyota MDT, refused to give me a price on a matrix. I went to another dealer, told them I am paying cash and asked for their best price. After several minutes of them insisting on me giving them a credit app, I was told list. I wend across the street and purchased a Suzuki Aerio SX. I made sure to go back over and show the salesman he lost the sale. The following week the owner of my dealership found out I had purchased a vehicle elsewhere and asked why. I told him that the salesman assigned to me refused to give me a price after I told him I needed the vehicle right away. He was fired on the spot.
They wanted my drivers license just to give me a price. I WALKED OUT!
HARLEY Davidson did that to me a few years back n THEY STILL DIDNT GIVE ME THE INVOICE😂😂😂😂.... never went back...they called n texted....left them HANGING😂
@@motorcycleartist yep it was the harley shop that did it to me. Drove. 15 miles to their competition and bought it there.
Incredible and straight forward information for those of us who want to do our due diligence and be ready for battle...that ' car buying is these days right...a battle to keep your money that dealers want to "steal"? Thank you Ray and Zach!
They could have made this video a lot simpler: If a car dealer lies, leave immediately.
Yes but then you would leave as soon as their lips move :) :) :)
The thing is you need to have quick ways to detect lies.
And you can tell a car dealer is lying because he's talking.
great video and greetings from the UK. A process I use here is to simply declare that I'm a cash buyer and then state the price I'm willing to pay for the car. If they reject then leave, simple as that. This worked for me at a time when the garage was seeking quarterly sales figures to qualify for bulk purchase discount from the manufacturer. At the time the garage let me go ... but guess what, they called me back within an hour and agreed my offer. It wasn't a stupid offer as I'd done my homework on prices elsewhere. It's YOUR money and you are in charge, the dealership is not.
"Gotcha motors" thats a good 1.
yeah - same ownership here - Toyota and Nissan both said their policy was for the business office to suggest the "right vehicle" as "they all cost the same - literally $20 to $40 difference in payment; but we need to know your credit to know how much car you deserve".
I never buy new, I never deal with dealers, and I ALWAYS buy private party and pay cash. Oh yeah, I always insist on a full inspection, including under the interior carpets looking for indications the car was in a flood.
THIS PRECISE CONVERSATION HIT ME YESTERDAY!!! I DID THE SAME PUSHBACK! I AM A 100% CASH BUYER TOO!
i remember when i was in my early 20s and the 350z had just came out. a local dealer wanted a 500.00 deposit before they would even allow a test drive. i look back and laugh now.
You should laugh....I owned a 350z. They are junk. The motor in mine failed catastrophically at 96,000 babied miles. I will never own another Nissan product.
@@BazonBlades ya well we all live in learn. ended up getting an rx8 instead. we all know how those turned out lol!
@@motaz1975, well.....That's a lateral move for sure. Two different breeds of trouble.
I believe that they were checking to see if you had a down payment?.
Wow these videos are great. I remember going to car dealerships and mechanics with my dad when I was younger and I learned a lot about things like this, even though I wasn't able to drive yet, or to even apply for a license. There are a lot of people now a days, especially women who are never taught these things because they have always had their fathers, brothers, boyfriends/husbands, or sons do this kind of stuff for them. So when they need to do it they are at a loss, because they don't have the skills to know where to start. I have also seen men in this industry and many others try to intimidate women, or over sell them things because they know that they don't know much about things of this nature and think that they can take advantage of them. Not all, but a lot of them. Going on my own personal experiences here, even when I went to buy a new VCR back in the day. Just wild. Thanks again for the videos these are good to know.
Thank you for these videos! First, I’m a lady. Known to not stand up good with car salesmen(most will only speak to a man if both are looking). Second, times have changed since I bought my last car almost 20 years ago(Toyota Corolla great cars). Third, these salespeople will lie right to your face! I’m so stressed that I go looking when I know the lots are closed. Uggghhhh. So thank you.
I'm with you. I have had trouble even getting a salesman to talk to me (and I could pay cash, unbeknownst to them!) If I owned a car lot, I'd teach my salespeople: "Look, if a single woman comes in, she is SERIOUS about buying a car. Make sure she wants to buy it here - all she wants is honesty, respect, and a fair price for a great vehicle."
Yeah thank you man! I already screwed up and bought a crappy truck that started failing me months after I bought it. Won't happen again
Just had a customer come in to my busy and we were talking about dealerships and here works next to two big dealerships here in Suffolk county Long Island, south shore Bohemia area , anyway the customer was a finance person at the dealership and was mentioning to my customer that work at the pizzeria and saying how here loves taking money from people buying new cars and the whole experience that you guys talk about, buying a new car from them is like your worst nightmare
Oh my gosh you guys make the best team! I love watching y’all I learn so much and the energy exchanged between you 2 gets me going! I just love it. 😁 and thank you.
You missed the main red flag. Gotcha Motors😂😂😂😂
Recently went through the vehicle purchasing process. I agree with these being red flags. We were paying in full with cash. one dealership tried to get that credit info from us and we noped the hell out. However, since we were looking at new to barely used, we kinda skipped the PPI. I do however recommend getting an extended warranty IF it is something you can afford. It covers the vehicle for several years and you can usually take it to any mechanic and have the warranty cover it. But this is really only worth getting on vehicles that are fairly new (within 2-3 years old)
"Pay cash" doesn't matter at all to the car seller. They actually make more money if you finance. It's funny that people think the same when it comes to real estate. The other thing is that trading a car actually goes in your favor because it is another variable in the deal. Unless your trade is a piece of shit the dealer, who is in the business of selling cars, has another car to sell. They want your trade and the less work they have to do to turn it around and sell it the better for them and the more they are willing to give you for it
The best way to not get screwed when buying a used car from a dealer, is to not buy a used car from a dealer. Buy private if you're buying used.
You're just as likely, if not more so, to get sccrewed by a private seller.....
Shop I currently work at does pre-purchase inspections. A couple weeks ago we looked over 3 different vehicles a customer was interested in buying. The first, was an absolute death trap. Seller advertised as being "in great shape with no mechanical issues". The car needed nearly $5K in repairs just to be legal to drive.
Back in 2019, I went around looking at cars with a friend of mine. First car he was interested in buying was advertised as being "In excellent shape. Zero mechanical issues. Never been wrecked. Safety Inspection ready." Guy wanted $6500. Exhaust manifold was cracked. CAT was missing. Power steering pump and Steering rack both pouring fluid out. All 4 tires nearly bald. Car was multiple different shades of white and major suspension damage. A more reasonable asking price for the car would have been $500.
Best way to avoid getting screwed over, is to educate yourself and avoid used car dealers.
Terrifies me as a single woman who knows nothing about cars; wish I could.
I brought a master mechanic to look at cars today. One of them was an absolute bucket of bolts that was only worth scale for the metal. Always have used cars looked at.
It's pretty hard to trust any new or used car salesperson, whether they're young and working or old and retired. If their lips are moving, they're lying.
And plenty of "Buyers are Liar's" also
Must be retired politicians 😅
my mother once bought a corolla runabout for shopping, etc. After a couple of weeks the battery died & the dealership agreed to replace it. Only issue is that once they disconnected the old battery, the radio/CD player did an auto factory reset. First time the car was started, radio asked for security PIN. Dealership had no record & radio/CD not covered by warranty..
NITROGEN.....Leave Immediately!!!
The Honda dealership here has a required $600 charge for nitrogen.
Thank you. While I see no new or used car purchases from a dealer in my future, If I ever do, I will remember these.
Here in Canada (not sure about the US) whenever you have a "credit bureau pulled" it hurts your credit score. So the idea of filling out a credit app BEFORE a test drive is ludicrous, especially if you plan on going to multiple dealerships in a few days to test drive several vehicles.
Once went to a dealer and found the perfect Nissan Qashqai that I really wanted. I said “okay lets buy it” then he said “You have to take the service plan as well” it was about 8% of the car price.
I told him I’ll pass then. Later in the day he phoned me and said it’s okay I don’t need to take the service plan. I just told him “you know it’s not about the service plan anymore at this stage, it’s about not doing business with you”.
Still driving my ST and looking for some bigger car like the Qashqai 8 months later. Fortunately I have a good car and don’t need to do business with shady dealers
I had a high end dealership in Dallas (park place Volvo) sell me a Volvo that was “inspected and serviced” only to get home and there was more dirt and debris than I have ever seen an air filter have…….always a learning experience with used even with “quality” dealers.
Excellent stuff. I was swindled by #3 at a MI dealership; they claimed the bank said it would require no down payment if I bought the extended warranty. Even worse, they had already shopped my loan WITH the cost of the warranty on it and had it declined several places due to that (since it added thousands of dollars to the cost of the used car). So it screwed up my credit rating for years, as well. I asked at that bank later, and they said no, they would NEVER do anything like that. I considered further action, but got lazy. But I learned.
Your state has an AG's office. All you had to do was make one phone call.
Thank you for creating these educational videos ☺️🙏 They have given me more confidence going into the car buying process.
I've been driving Mazda's since 1997 when I purchased my last 2 cars an offer of Mazda the Mazda Care was made, where the maintenance is pre-paid for three years. When I figured the cost on a pay as you go basis the Mazda Care package saved enough money to make the offer worthwhile. Plus, the package is valid at all dealers.
I work for a Toyota dealership. I've done the oil changes and multi-points. I now work in the used car building, where they inspect the used cars before sending them off to detail and then parking them on the lot.
First, the mechanics are human. I missed things in the multi-point inspections while doing the oil changes. It's possible. There were things that confused me, which was frustrating because I felt they should be pretty simple. Case in point, unless the shocks have a painfully obvious leak, I still can't tell what an aging and needs-to-be-replaced shock looks like. There's wear and tear already on the surface of the shaft, but that could just be the friction and doesn't necessarily mean there's a leak.
Second, mechanics are human, and the used car inspections are MUCH more detailed. There's over a hundred different things they have to delve into to in-depth. A good, seasoned mechanic will do a good job, but they're still human, which means something could be missed or misinterpreted as not-a-problem-at-this-time.
Third, I see some of those used cars come back because something was missed OR because a problem that couldn't be detected at the time of inspection decided to rear its ugly head. It happens. It's not super common, but it happens enough that I think a dealership should allow the third party inspection.
I think the biggest reason that a dealership does this is pure business; not always but often enough. If you take the car to a third party, and you come back with a statement from the third party saying something is wrong, that gives you, the Buyer, more leverage. The dealership may in that car a little deep for some of the repairs they approved from the inspection, and possibly from the price they bought it at or whatever they got in trade in. Essentially, they're covering their butt, and trying to protect the potential profit. However, there's a lot of room in there for some shady crap, and a third party inspection should still be done.
If they won't allow that third party inspection, make that door swing outwards. 👍
Excellent video. Spot on with all three red flags. A long time ago in a galaxy far, far away I worked at a dealership. The only thing we would ask for is a driver license and of course go with the customer.