Went car shopping with my daughter last week. After watching all your videos, I had a fun time negotiating. Several times my daughter asked me if we were leaving, and I told her each time, probably not and when they come back we'll be closer to the price we want. The final bit was the dealer wanted $90 for the title and registration. I looked at them and said, the title fee is $9 and the the registration fee is 21, why are you charging me 90? He said they don't negotiate on that. I asked for the trade car keys back and suddenly the fee was 35. It really does pay to do your homework
These are the stories we love to read. Somebody does a good job of learning the ropes, and then goes out and rope-a-dopes the dealership, beating them at their own game. They think they have you, only to find out they don't. For brief moments, they see a little light in the tunnel, only to have more disappointment. They inch closer to your number, your terms, with baby steps... again, and again, and again. When you know this game well, it's like being a chess master and playing chess with someone who is used to beating beginners. You don't tell them you're going to check-mate them. You just play the game, and let them trap themselves with their eagerness for another easy win.
I am a private pilot, and I share a small plane with another person. We landed one day, and there was this brand new Lear jet fueling up in front of us. I asked the attendant whose plane that was when he pulled away. He said it was Dick Xxxx of Xxxx dealership (can't say who here.) I know what it costs to own and operate a brand new Lear Jet, so I know that this dealership is making HUGE money. That is why I was asked not to share who owns the Lear Jet. I am sure he wouldn't want it to get around town. They want us to think they only make a couple hundred on each car. BULLSHIT. They always make lots of money, or they will not do the deal.
Something I've learned over the years is to simply walk out- they will call the next day with a better price- then just I'll think about it - let them stew for a few days- then he'll call back with a great deal- of course hes gonna say I'm losing money ,I'll probably get fired blah,blah,blah- but it will be a better deal for you- he doesnt call back good- move on to the next one
Ask yourself, when was the last time you saw someone in retail exclaim to a customer you could get a discount on shoes, but he'd get fired over it just for helping you out? Thinking of car buying like any other retail sale helps weed through the B. S.
Went car shopping last week, a friend was with me and she said all the things to dealers you guys say never do. Very interesting to watch my friend set up her own trap and walk into it. I pointed her your way after we were done. Thanks team!
I watched a lot of his videos. There must be a market for what he teaches. I used them to inoculate myself from their shyster methods. It worked some but YOUR videos are much more effective! Thank you for what you do!
I actually used steve richards tactics to win a car deal on my first car buying experience. Now that I have found Kevin Hunter’s channel, I am way more than ready to win the game for the second time soon. Thanks Kevin!
Kevin, I started watching your channel because the algorithms recommended you, because I was watching Steve Richards. I was preparing myself to have proper responses to their psychological games. There are a few good TED talks on negotiating as well. Thanks for the work you put into this.
The video of Elizabeth negotiating a "cash deal" was interesting, BUT, would you or do you already have a video of Elizabeth negotiating a "normal, financed deal with a trade"...? that would apply to my and many other needs. thanks
Last year, my Wife was looking for another car. Called a local dealer, (not exact numbers, but to use for this example) Their price was $17,500. (which would be a selling price of roughly $16,250) I told them we would come out TODAY, in the next hour, and buy it for $18,000 total, (upon approval, that everything was as it should be) Dealer stated they put their best price on the internet, and no thanks! It sat there another 2 months, and was down to $15,500. They gave up $750 with the "One price, take it or leave it!" (no, it was not Car Max) AND, we bought from another dealer, (3 weeks later) comparable car, for $17,500 total! Again, not actual numbers, but for example.
I recently went to test drive a car. Upon arriving I told the salesman my plans of browsing and not buying until the end of August. I was surprised when he didn't press for a sale and put gas in the tank then let me drive the car 20min home to show my wife who couldn't leave the house. Is this the sign of an honest salesman who understands the consumer and respects them? If I do go to make a purchase later on that dealership is first on my list to visit. As long as I can get the exact salesman.
I moved 750 miles last week and prior I was looking for a specific car. The local dealer had it, I asked what the bottom dollar was, they should me the car, tried to get me to test drive... then wanted to see my license I told them I'm not here to drive the car and I just want to know what's your best price? They wouldn't come down on the price still the same price for 3 months. Anyway I found a nicer deal and a nicer car with Carvana. Can't wait to get my lexus on the 7th. Thanks Kevin for sharing your valuable information with us all.
I watch your videos. Thank you. I underestimate the selling power of Steve Richards. My first question at each dealer was, " Do you know who Steve Richards is." If the Salesman said yes, I knew immediately to be on guard. If the salesman laughed, I listened to them much more relaxed. Best tool you can use!
Having the ability to negotiate is the reason why I don't go to dealerships like Carmax who don't negotiate prices on their cars. If I can't negotiate the price I want to pay I have no problem walking out of a dealership
Hi Kevin! I hope your day is going well. Can you and Elizabeth take us through the role-play process of buying a used car with credit union financing? I really enjoyed the role-play process you guys did if you're a cash-buying customer. One dealership told me I can't use my own financing and have to go with their banks. I will not do business with them.
Your best bet is going thru your bank or a credit union. NEVER go thru their financing. Your credit score can be hit hard and it stays on your score for 2 years..( I found out the hardest last year..).
There was a video of him and the tutorial 'welcome' to someone coming to dealership. A quick response was submitted noting the reputation of people in the car business. His response: agreed. And my flashback to January purchase where that dealer made, I think, about 2,000, and my solace: the it could have been worst. I learn for the future.
Hi Kevin Thanks for the good work you do on my behalf However watching Steve Richard’s is like having a box seat to the BS you can expect to hear when shopping for a car You gain a great incite into sales strategies I find that empowering It enables me to follow and apply your approach to car buying Thanks Bob Mollot-Seattle
All your advice is relative to me now since my mom just got T Boned yesterday by a guy running a red light. (She's okay overall) But now we know not to overpay for any car ever again.
@@KevinHunter If possible, please do more of Steve's videos to educate the public about "new" tactics Steve teaches. The most bull !@#$ tactic he is currently teaching is the one about how a portion of your car payment is really going to a savings account you can access on the last payment and apparently customers fall for it (eyes rolling).
Steve is a very successful car salesman and a teacher using Steve's techniques will help a car salesmen sell more cars in the long run... I watch his videos all the time so I'm ready for these types.
I don’t understand how the auto industry got this way. The negotiations are nauseating. I have to turn into a different person just to buy a car so I don’t get ripped off
How much do you think you're getting ripped off buying everything else in the free world? Insurance, groceries, furniture, electronics. For most salespeople, they don't mind negotiators, it's just part of doing the job. I've had people walk right in and say "What's your best price" or "Why didn't you just give me the best price up front" I will ask people "Let's say you're selling your car and you put it on Facebook Marketplace. When the person arrives to buy your car, do you come outside and say yeah, I'm asking 10,000 but I'll take 5,000. Of course you don't. It's the same with any salesperson. They can't buy the car and sell it for you" They are there to make money and sell the car for the asking price and maximize profits. Does it have to be off of you? No, not if you are willing to negotiate. But good sales people won't play your games, just like you won't play theirs. Most salespeople will not waste over an hour with you going back and forth on the price. At some point, it's best to just move to the next customer.
When I was selling cars there was a salesman in the dealership who got a 10-pound deal on his own mom! I heard him telling her that she couldn't expect too much on her trade. It was disgusting. The dealership was just as sleazy as he was because I happened to sell her trade and I didn't make much commission on it at all. Part of the reason I finally quit selling cars is because I got tired of customers who wouldn't believe that I was trying to be fair and honest with them. The fault there is the salesmen who have cultivated a dishonest persona.
I have learned to embrace the negotiation. The internet (and your channel) has truly changed the way cars are purchased and it has greatly benefited the consumer. If the dealership wants to play games with the negotiation it becomes a sport and I will make them miserable to deal with me.
I think Steve Richards does a great job of teaching salesman to quickly close 80% of buyers. If you can close 80% of your customers you are doing pretty well and making a good living. The other 20% are savvy and have no interest in any pitch. If I was a 20 something green bean salesman I would want Steve to train me.
The clash of the titans... lol. Yes, it ought to be huge. Steve is basically a good guy, but someone who is stuck in a very old world of predatory selling. We know of many people like him. We have a huge advantage in that we don't have to play games with people. We don't have to make up stories. We can just speak the truth, and we are going to challenge him to do the same.
I would LOL. Literally would laugh out loud regardless of how hard I might try to hold the laughter back. Pepaw is all Boomer all the time and he has no idea how he comes across in 2024.
First time commenter, longtime watcher. I'm curious to know if you are familiar with, or have ever heard of Randy Sobel? If so what are your thoughts thanks. I used to work in an RV dealership that used the Sobel University training. Randy of course claims the training is all about the customer, and "really listening" to the customer's needs. I would be curious to get your feedback. Thanks.
Ah Steve Richards. I watched a lot of his videos about a year ago when I was looking to buy a car. Call it "opposition research". Nitrogen-filled tires? Really? I appreciate your channel.
Thanks, Carl. I saw your comments on Steve's obviously frustrated and nearly tearful response to our reaction videos. You provided him a good gut check. The guy is lost so far out in the pasture it's hard not to feel sorry for him. I can speak for the entire THG Team when I say it's a beautiful thing to have truth on our side. We don't have to make up anything, just report on it. Guys like Steve Richards have done it to themselves, the entire business has done it to themselves. Since 1977, when Gallup began first polling American Citizens to find out who were the most to least trusted professions, just 8% of the people thought a car salesman was a trustworthy person. Fast forward to December 2020. It's still just 8%. Since 1977, the best a Car Salesman ever did was 10%, the worst was 5%, always on the bottom in the company of a congressman, an ad executive, and the lawyers. We started publishing videos in 2009. Got serious about it in 2012. We can very safely say we didn't give Steve Richards, Car Dealers, or the Car Business a bad reputation. They earned that all on their own. We just tell people about it, and equip them with knowledge to defeat people who have had a bottom dwelling reputation for 45 years now.
@@KevinHunter Well thank you. You know, I have a 2005 Odyssey that I bought new. It has 185k miles on it. I long ago stopped making cosmetic repairs because ... why? But the car still runs great. I don't care about its equity. Its use value is tremendous. Oh did I mention it's paid for? It's going to cars 4 kids when I don't need it anymore. I'll never trade it. I love driving that car onto car lots. I have this vision of a salesman: "We ... love ... your trade. I see it has some ... dents and scratches. That proves you used it. Did you ever price out fixing those?" "Uh .. No." 😂 "I see. If you buy a car from us we could offer you a warranty that covers dents and scratches. It would really increase your ... value." 😂😂
I've said this before and I will say it again; there are plenty of honest people in this world (believe it or not), there are plenty of car dealerships, but there are very few truly honest car dealerships, from the salespersons all the way up to the ownership itself. The only exception I've ever seen is Saturn before they fell completely under the thumb of GM. All the more reason why I fully intend to purchase my leased 2018 Toyota Rav4 Hybrid Limited in the next month or so. The purchase price is known for sure, the mileage is way under the limit, the vehicle has been meticulously maintained, is in like new condition, and the purchase price is at least $3000 under the trade-in and book values.
>waves at Richards< One less customer for you to screw over for your own gain!! I gladly tip this guy for the education he gives complete strangers. Sales practices you have relied on for the last 50 years are OBSOLETE.
Everyone working in Car Dealerships tell you that this stuff is obsolete, mostly because they want you to believe that it is. Then they go out and do exactly what you see here. All that happened is they added one additional lie to all the lies they told you that day.
I also think internet and software pricing keeps prices high. That is to say something like Carfax Pricing is run by dealers, not consumers, and they can keep those values artificially high anytime they want to.
Funny stuff, salespeople are not your friends, their goals are in direct conflict to yours - extracting as much as possible, while you want to keep as much as possible
I didn't come in to have a conversation, I came in to buy a car. If we can't get right to that, then I'll go find someone who actually wants to sell me one.
Great video. I watch his videos just to study the BS and know my opponent. His whole shtick is ludicrous and pegs my BS meter every time I listen to him talk. I love how he ends his videos right before he starts discussing the real tactics with the people he trains 🤣
Just a thought. If I am a return customer to a dealership where I have been taking my vehicle to be serviced and then I get that report card in the mail that they want me to fill out as to how great the service was and I am in the mist of buying a new vehicle and this snow job is being thrown at me I think that I would be saying this in that report card to say the sales guy was a little aggressive with his proposal that I would consider going to another dealership would that get a reaction from the dealership and/or the manufacture.
Had a dealer tell me, this is a good price, check out the others in the area. Told him, asking price is irrelevant, what did they actually sell for? Asking price is more than I am willing to pay. Two months later the car is still for sale, at just a couple hundred more than I offered. and I found a better car somewhere else.
Customer education should include total cost of ownership. That $40K car is depreciating $500/month. You insurance went up $150 per month. Property taxes? Maintenance? Accessories? Car dealers try to convince you that spending your money on a rapidly depreciating asset is actually a great deal.
This comes to mind when Steve uses his "Paying yourself back" close when a customer says the payment is too high. Just ridiculous and assumes a vehicles value years down the road.
Negotiating cars is the easiest thing in the world with the internet.. Fuck all that back and forth shit and going to the dealership in person. Just send emails to every dealership within X-mile radius to solicit bids from them. Let them know you are soliciting bids and will be picking the lowest out-the-door price. Keep pinning them against each other til you eventually get the lowest offer that no other will match. You know that's the bottom. Just have your financing pre-approved. It's called "the slickdeals approach to negotiating the price of a new car"
Fair point. Thanks. Steve Richards surprised me by providing us with so many stopping points. I didn't expect there to be so much ammo! I think there were nearly 25 reactions in a six minute video. I did notice during the video that I had mentioned stopping again a few times... so that's is why you didn't hear me say it at all in the balance of the video. Cheers to more shots!
I am a bug fan of the channel but the stop start drive me mad. I would have preferred to hear the role play in full with comments after. We are not that thick!.
Sorry...how we price cars is true. We use software like vAuto that allow us to see what the average market price of a vehicle is, the average wholesale price, and data on specific vehicles. Now the average market price might be a $2000-3500 gross profit but it is fair with regard to the retail prices of other cars of the same model and similar miles in the market
I'm curious if anyone's ever gone to the point of halting a car salesperson's story and word track - jump in, interrupt and go right into "let's go take a test drive"? I was going through a car purchase recently and I just let them go on their shpiel, gave them cautious answers, etc. thinking that I'd let them feel like they're in control and just tune out and focus on Homework Guyisms. (Ended up buying it from Carvana since nothing really met all my must-haves, thanks microchip crisis for killing inventory and driving up prices)
Steve quite often says in his presentations that everything has changed, yet absolutely nothing has changed in his presentation since he started. It's the same old nonsense over and over again
I would like to have a a Dealer salesman sell me the car I WANT . Get out the RUclips cameras. Lets go Livestream! Please! I start with a stick of gum. I will buy the car if and only if it meets MY needs and my price.
If someone gets a good deal but the customer is still mad then the dealership did something wrong. Most likely bad customer services and playing games.
For some reason, I'm fascinated with SR's vids but I would walk in less than 5 minutes if tried to pull any of this sh!t with me. Thank's Kevin & Elizabeth!
I would really like to purchase a used ‘06,’07, or ‘08 Honda Pilot EX-L in Aberdeen Green or Red preferably with no more than 210k. Unfortunately, prices are way too high right now on 04/06/2021. Hopefully things will improve for car buyers in the coming months. I would love to see a video on Salvage and rebuilt titles. I recently found one out of state with a salvage title. I think it would be too difficult to get insurance and or resell if I ever wanted to do so.
I have watched some of his vids... it is quickly apparent his vids are not anything i want to watch or learn from! You and Elizabeth Rock! Thanks for all the help!
It's interesting how he said "we have sophisticated software that prices based on other vehicles 4-500 miles away". Does he know what an outlier is in statistics? A stupidly high number, that bumps up the average and throws off the skew of the data. All it takes is one lousy dealer to put a stupidly high price for a similar vehicle and BAM they can justify a higher price because its still "lower than the area average". Just because it's lower than average doesn't make it a good deal. He makes you think like it's a good deal, but the vehicle is not worth that much at all.
You've hit the nail on the head. Richards isn't much of a statistician. He isn't very sharp on the analysis you just gave, and wouldn't recognize it as being "problematic" if it was explained in detail to him. There's are reason for that. His story isn't about accuracy and sharing good information. It's simply a story, and as a story, stands on the credibility of the storyteller. 41 years selling cars tells the average person all you ever wanted to know. There's no possibility that he's shooting for accuracy there.
"We're a much more polished con game now" -- typical dealer
Yes, that is what is meant by "the business has changed." Car Dealers try to lead you down the road to hell in such a way that you enjoy the trip. lol
Went car shopping with my daughter last week. After watching all your videos, I had a fun time negotiating. Several times my daughter asked me if we were leaving, and I told her each time, probably not and when they come back we'll be closer to the price we want. The final bit was the dealer wanted $90 for the title and registration. I looked at them and said, the title fee is $9 and the the registration fee is 21, why are you charging me 90? He said they don't negotiate on that. I asked for the trade car keys back and suddenly the fee was 35. It really does pay to do your homework
These are the stories we love to read. Somebody does a good job of learning the ropes, and then goes out and rope-a-dopes the dealership, beating them at their own game. They think they have you, only to find out they don't. For brief moments, they see a little light in the tunnel, only to have more disappointment. They inch closer to your number, your terms, with baby steps... again, and again, and again.
When you know this game well, it's like being a chess master and playing chess with someone who is used to beating beginners. You don't tell them you're going to check-mate them. You just play the game, and let them trap themselves with their eagerness for another easy win.
I am a private pilot, and I share a small plane with another person. We landed one day, and there was this brand new Lear jet fueling up in front of us. I asked the attendant whose plane that was when he pulled away. He said it was Dick Xxxx of Xxxx dealership (can't say who here.) I know what it costs to own and operate a brand new Lear Jet, so I know that this dealership is making HUGE money. That is why I was asked not to share who owns the Lear Jet. I am sure he wouldn't want it to get around town. They want us to think they only make a couple hundred on each car. BULLSHIT. They always make lots of money, or they will not do the deal.
Salespeople are consumers too. They need to eat, profit is not a bad word.
Something I've learned over the years is to simply walk out- they will call the next day with a better price- then just I'll think about it - let them stew for a few days- then he'll call back with a great deal- of course hes gonna say I'm losing money ,I'll probably get fired blah,blah,blah- but it will be a better deal for you- he doesnt call back good- move on to the next one
You nailed it. We call this the #1 POWER MOVE! ruclips.net/video/EszWkfOKchc/видео.html
No matter how awesome a deal I get I walk. LOL
Ask yourself, when was the last time you saw someone in retail exclaim to a customer you could get a discount on shoes, but he'd get fired over it just for helping you out? Thinking of car buying like any other retail sale helps weed through the B. S.
@@KevinHunter Kevin , I’m not gonna make a dime on this! I gotta feed my family!!
Thank you Kevin. I always learn something here. Always.
He’s definitely a smooth talker but his tactics won’t get me spending too much.
There is a reason why I browse car models on Sundays, when they are closed. No one to hassle, hound, or lie to me.
Steve in conning the sales trainees into being able to con the customers
He’s perpetuating the old way of doing business. Makes me trust car dealers even less
You actually trusted them at some point /o0\ ?
Went car shopping last week, a friend was with me and she said all the things to dealers you guys say never do. Very interesting to watch my friend set up her own trap and walk into it. I pointed her your way after we were done. Thanks team!
Right on. Nice of you to point her in the right direction.
I watched a lot of his videos. There must be a market for what he teaches. I used them to inoculate myself from their shyster methods. It worked some but YOUR videos are much more effective!
Thank you for what you do!
Well said, Ted! Thanks for your comments!
I can’t imagine listening to that guy for that long.
I actually used steve richards tactics to win a car deal on my first car buying experience. Now that I have found Kevin Hunter’s channel, I am way more than ready to win the game for the second time soon. Thanks Kevin!
Kevin, I started watching your channel because the algorithms recommended you, because I was watching Steve Richards. I was preparing myself to have proper responses to their psychological games. There are a few good TED talks on negotiating as well. Thanks for the work you put into this.
The video of Elizabeth negotiating a "cash deal" was interesting, BUT, would you or do you already have a video of Elizabeth negotiating
a "normal, financed deal with a trade"...? that would apply to my and many other needs. thanks
technically she did finance, she wrote a check with the loan she got from her bank.
Last year, my Wife was looking for another car. Called a local dealer, (not exact numbers, but to use for this example) Their price was $17,500. (which would be a selling price of roughly $16,250) I told them we would come out TODAY, in the next hour, and buy it for $18,000 total, (upon approval, that everything was as it should be) Dealer stated they put their best price on the internet, and no thanks!
It sat there another 2 months, and was down to $15,500. They gave up $750 with the "One price, take it or leave it!" (no, it was not Car Max) AND, we bought from another dealer, (3 weeks later) comparable car, for $17,500 total! Again, not actual numbers, but for example.
@Kevin Hunter I do not quite understand your response to my comment????
I actually meet a sales manager like that and I just walked right out. I told him that his long lasting stories are turning me off.
I recently went to test drive a car. Upon arriving I told the salesman my plans of browsing and not buying until the end of August. I was surprised when he didn't press for a sale and put gas in the tank then let me drive the car 20min home to show my wife who couldn't leave the house. Is this the sign of an honest salesman who understands the consumer and respects them? If I do go to make a purchase later on that dealership is first on my list to visit. As long as I can get the exact salesman.
I moved 750 miles last week and prior I was looking for a specific car. The local dealer had it, I asked what the bottom dollar was, they should me the car, tried to get me to test drive... then wanted to see my license I told them I'm not here to drive the car and I just want to know what's your best price? They wouldn't come down on the price still the same price for 3 months. Anyway I found a nicer deal and a nicer car with Carvana. Can't wait to get my lexus on the 7th. Thanks Kevin for sharing your valuable information with us all.
I love this video, so informative. And the hokey old timer banjo music in the background was just perfect. Great job
Glad you liked it!
I watch your videos. Thank you. I underestimate the selling power of Steve Richards. My first question at each dealer was, " Do you know who Steve Richards is." If the Salesman said yes, I knew immediately to be on guard. If the salesman laughed, I listened to them much more relaxed.
Best tool you can use!
Having the ability to negotiate is the reason why I don't go to dealerships like Carmax who don't negotiate prices on their cars. If I can't negotiate the price I want to pay I have no problem walking out of a dealership
I’ve been binge watching all of your guys videos! Elizabeth, you are the best. The knowledge that you guys pass too the consumer is invaluable
Thank you, Leslie!
@SteveRichards ...if you're listening, We're coming for You! #TheHomeworkGuy
The first offer is reactionary price, the try and stick you to the roof. Then they see how much they can rip you off for.
Hi Kevin! I hope your day is going well. Can you and Elizabeth take us through the role-play process of buying a used car with credit union financing? I really enjoyed the role-play process you guys did if you're a cash-buying customer. One dealership told me I can't use my own financing and have to go with their banks. I will not do business with them.
Your best bet is going thru your bank or a credit union. NEVER go thru their financing. Your credit score can be hit hard and it stays on your score for 2 years..( I found out the hardest last year..).
There was a video of him and the tutorial 'welcome' to someone coming to dealership. A quick response was submitted
noting the reputation of people in the car business. His response: agreed. And my flashback to January purchase where
that dealer made, I think, about 2,000, and my solace: the it could have been worst. I learn for the future.
Hi Kevin
Thanks for the good work you do on my behalf
However watching Steve Richard’s is like having a box seat to the BS you can expect to hear when shopping for a car
You gain a great incite into
sales strategies
I find that empowering
It enables me to follow and apply your approach to car buying
Thanks
Bob Mollot-Seattle
All your advice is relative to me now since my mom just got T Boned yesterday by a guy running a red light. (She's okay overall) But now we know not to overpay for any car ever again.
Imagine going into a store to buy an appliance and the salesman says." Well we do not like to talk price here."
I'm going to keep my current car forever
Was wondering if you were ever going to do this video. Can’t wait.
He knew this day was coming. He just recently subscribed to our channel, so I'm sure he's super excited to see this show!
@@KevinHunter If possible, please do more of Steve's videos to educate the public about "new" tactics Steve teaches. The most bull !@#$ tactic he is currently teaching is the one about how a portion of your car payment is really going to a savings account you can access on the last payment and apparently customers fall for it (eyes rolling).
Steve is a very successful car salesman and a teacher using Steve's techniques will help a car salesmen sell more cars in the long run... I watch his videos all the time so I'm ready for these types.
My conman alarms are screaming.
I don’t understand how the auto industry got this way. The negotiations are nauseating. I have to turn into a different person just to buy a car so I don’t get ripped off
How much do you think you're getting ripped off buying everything else in the free world? Insurance, groceries, furniture, electronics. For most salespeople, they don't mind negotiators, it's just part of doing the job. I've had people walk right in and say "What's your best price" or "Why didn't you just give me the best price up front" I will ask people "Let's say you're selling your car and you put it on Facebook Marketplace. When the person arrives to buy your car, do you come outside and say yeah, I'm asking 10,000 but I'll take 5,000. Of course you don't. It's the same with any salesperson. They can't buy the car and sell it for you" They are there to make money and sell the car for the asking price and maximize profits. Does it have to be off of you? No, not if you are willing to negotiate. But good sales people won't play your games, just like you won't play theirs. Most salespeople will not waste over an hour with you going back and forth on the price. At some point, it's best to just move to the next customer.
Straight calling him out 😂😂😂
It’s easy to price vehicles aggressively when you’re adding $2000 in fees back into the deal.
They’re not trying to sell you car, they’re trying to sell you a loan.
My next car- going with a broker- let them deal with this crap....
When I was selling cars there was a salesman in the dealership who got a 10-pound deal on his own mom! I heard him telling her that she couldn't expect too much on her trade. It was disgusting. The dealership was just as sleazy as he was because I happened to sell her trade and I didn't make much commission on it at all. Part of the reason I finally quit selling cars is because I got tired of customers who wouldn't believe that I was trying to be fair and honest with them. The fault there is the salesmen who have cultivated a dishonest persona.
You'd be better off a Mafia con man pleading honesty than many dealers and salespeople; at least the Mafia left some people alone.
Steve Richards should go back to selling Studebakers or Hudson's.
I have learned to embrace the negotiation. The internet (and your channel) has truly changed the way cars are purchased and it has greatly benefited the consumer. If the dealership wants to play games with the negotiation it becomes a sport and I will make them miserable to deal with me.
Car sales people have about as much integrity as a politician. Nuff said.
I think Steve Richards does a great job of teaching salesman to quickly close 80% of buyers. If you can close 80% of your customers you are doing pretty well and making a good living. The other 20% are savvy and have no interest in any pitch. If I was a 20 something green bean salesman I would want Steve to train me.
Super excited. The clash of the titans will be huge!
The clash of the titans... lol. Yes, it ought to be huge. Steve is basically a good guy, but someone who is stuck in a very old world of predatory selling. We know of many people like him. We have a huge advantage in that we don't have to play games with people. We don't have to make up stories. We can just speak the truth, and we are going to challenge him to do the same.
If I was at a dealership listening to Steve ramble on like that, I would have fallen asleep long ago!😴
I would LOL. Literally would laugh out loud regardless of how hard I might try to hold the laughter back. Pepaw is all Boomer all the time and he has no idea how he comes across in 2024.
This is why I only buy private party
Buying Private Party is a great way to go!
First time commenter, longtime watcher. I'm curious to know if you are familiar with, or have ever heard of Randy Sobel? If so what are your thoughts thanks. I used to work in an RV dealership that used the Sobel University training. Randy of course claims the training is all about the customer, and "really listening" to the customer's needs. I would be curious to get your feedback. Thanks.
Ah Steve Richards. I watched a lot of his videos about a year ago when I was looking to buy a car. Call it "opposition research".
Nitrogen-filled tires? Really?
I appreciate your channel.
Thanks, Carl. I saw your comments on Steve's obviously frustrated and nearly tearful response to our reaction videos. You provided him a good gut check. The guy is lost so far out in the pasture it's hard not to feel sorry for him.
I can speak for the entire THG Team when I say it's a beautiful thing to have truth on our side. We don't have to make up anything, just report on it. Guys like Steve Richards have done it to themselves, the entire business has done it to themselves. Since 1977, when Gallup began first polling American Citizens to find out who were the most to least trusted professions, just 8% of the people thought a car salesman was a trustworthy person. Fast forward to December 2020. It's still just 8%. Since 1977, the best a Car Salesman ever did was 10%, the worst was 5%, always on the bottom in the company of a congressman, an ad executive, and the lawyers.
We started publishing videos in 2009. Got serious about it in 2012. We can very safely say we didn't give Steve Richards, Car Dealers, or the Car Business a bad reputation. They earned that all on their own. We just tell people about it, and equip them with knowledge to defeat people who have had a bottom dwelling reputation for 45 years now.
@@KevinHunter Well thank you.
You know, I have a 2005 Odyssey that I bought new. It has 185k miles on it. I long ago stopped making cosmetic repairs because ... why? But the car still runs great. I don't care about its equity. Its use value is tremendous. Oh did I mention it's paid for? It's going to cars 4 kids when I don't need it anymore. I'll never trade it.
I love driving that car onto car lots. I have this vision of a salesman: "We ... love ... your trade. I see it has some ... dents and scratches. That proves you used it. Did you ever price out fixing those?"
"Uh .. No." 😂
"I see. If you buy a car from us we could offer you a warranty that covers dents and scratches. It would really increase your ... value." 😂😂
STEVE RICHARDS is a smooth sales person... got to love it
Thanks Kevin and Elizabeth, great video
Our pleasure! Glad you enjoyed it!
"Do I hear boss music?"
I've said this before and I will say it again; there are plenty of honest people in this world (believe it or not), there are plenty of car dealerships, but there are very few truly honest car dealerships, from the salespersons all the way up to the ownership itself. The only exception I've ever seen is Saturn before they fell completely under the thumb of GM. All the more reason why I fully intend to purchase my leased 2018 Toyota Rav4 Hybrid Limited in the next month or so. The purchase price is known for sure, the mileage is way under the limit, the vehicle has been meticulously maintained, is in like new condition, and the purchase price is at least $3000 under the trade-in and book values.
Kevin, your videos are like money in the bank. You saved my son from taking the GAP insurance the dealer was pushing.
Money in the bank! Yes!
WOW very kool great info. AAAAAAAAAAA++++++++++++ again great video I liked it a lot keep up the great work
>waves at Richards< One less customer for you to screw over for your own gain!! I gladly tip this guy for the education he gives complete strangers. Sales practices you have relied on for the last 50 years are OBSOLETE.
Unfortunately, they're not obsolete. People continue to fall for the every single day, and it sucks.
Everyone working in Car Dealerships tell you that this stuff is obsolete, mostly because they want you to believe that it is. Then they go out and do exactly what you see here. All that happened is they added one additional lie to all the lies they told you that day.
The very few thumb downs 👎 (dislikes) are from Steve, his family, and friends.
If you ca n't dazzle them with brilliance, baffle them with bullshit!!
Pretty much!
awesome info. Great job.
I also think internet and software pricing keeps prices high. That is to say something like Carfax Pricing is run by dealers, not consumers, and they can keep those values artificially high anytime they want to.
Great video, thank you lots . . .
thanks
Imagine if buying green beans at the grocery store were this convoluted.
Steve is a master at his craft whether you love or hate him…
He isnt
So is serial killer…
Yes that's free market economy. The freedom to set up monopolies.
TIL...
i'm a perfectly normal human being...
How much money should the dealership be allowed to make then
Stevie does not like you! "You're a perfectly normal human being.." He says that line so much its like a nervous tick.
I have asked Steve many time to justify a $1299 DOC fee. He can’t do it. He just calls me a troll.
I had to make popcorn before I watched this 😜
Hi, Steve!
Funny stuff, salespeople are not your friends, their goals are in direct conflict to yours - extracting as much as possible, while you want to keep as much as possible
I didn't come in to have a conversation, I came in to buy a car. If we can't get right to that, then I'll go find someone who actually wants to sell me one.
Great video. I watch his videos just to study the BS and know my opponent. His whole shtick is ludicrous and pegs my BS meter every time I listen to him talk. I love how he ends his videos right before he starts discussing the real tactics with the people he trains 🤣
Just a thought. If I am a return customer to a dealership where I have been taking my vehicle to be serviced and then I get that report card in the mail that they want me to fill out as to how great the service was and I am in the mist of buying a new vehicle and this snow job is being thrown at me I think that I would be saying this in that report card to say the sales guy was a little aggressive with his proposal that I would consider going to another dealership would that get a reaction from the dealership and/or the manufacture.
Had a dealer tell me, this is a good price, check out the others in the area. Told him, asking price is irrelevant, what did they actually sell for? Asking price is more than I am willing to pay. Two months later the car is still for sale, at just a couple hundred more than I offered. and I found a better car somewhere else.
Customer education should include total cost of ownership. That $40K car is depreciating $500/month. You insurance went up $150 per month. Property taxes? Maintenance? Accessories? Car dealers try to convince you that spending your money on a rapidly depreciating asset is actually a great deal.
This comes to mind when Steve uses his "Paying yourself back" close when a customer says the payment is too high. Just ridiculous and assumes a vehicles value years down the road.
If the king offers you goodies on a plater, steal the plater.
Don't you wish car manufacturers had transparent distributors?
Is that a banjo in their music track? It's like home cookin' for my ears.
Negotiating cars is the easiest thing in the world with the internet.. Fuck all that back and forth shit and going to the dealership in person. Just send emails to every dealership within X-mile radius to solicit bids from them. Let them know you are soliciting bids and will be picking the lowest out-the-door price. Keep pinning them against each other til you eventually get the lowest offer that no other will match. You know that's the bottom. Just have your financing pre-approved. It's called "the slickdeals approach to negotiating the price of a new car"
That works for new cars but not for used when you need to do a ppi
I would like to see " Your Auto Advocate? review this same video....
Is it harder to negotiate down a car price from a popular vehicle like a Toyota Camry?
Seems likely because someone else is willing to come in and finance it for a higher price on a loan.
Take a shot every time he says "I just gotta stop here" .
JK I love your videos Kevin !
Fair point. Thanks. Steve Richards surprised me by providing us with so many stopping points. I didn't expect there to be so much ammo! I think there were nearly 25 reactions in a six minute video. I did notice during the video that I had mentioned stopping again a few times... so that's is why you didn't hear me say it at all in the balance of the video. Cheers to more shots!
Good training but I need to practice first in order to prove my Ability to negotiate with financial dealers.
I am a bug fan of the channel but the stop start drive me mad. I would have preferred to hear the role play in full with comments after. We are not that thick!.
Sorry...how we price cars is true. We use software like vAuto that allow us to see what the average market price of a vehicle is, the average wholesale price, and data on specific vehicles.
Now the average market price might be a $2000-3500 gross profit but it is fair with regard to the retail prices of other cars of the same model and similar miles in the market
I'm curious if anyone's ever gone to the point of halting a car salesperson's story and word track - jump in, interrupt and go right into "let's go take a test drive"? I was going through a car purchase recently and I just let them go on their shpiel, gave them cautious answers, etc. thinking that I'd let them feel like they're in control and just tune out and focus on Homework Guyisms.
(Ended up buying it from Carvana since nothing really met all my must-haves, thanks microchip crisis for killing inventory and driving up prices)
Steve is trying to convince the buyer to be a “lay down”
Steve quite often says in his presentations that everything has changed, yet absolutely nothing has changed in his presentation since he started. It's the same old nonsense over and over again
I would like to have a a Dealer salesman sell me the car I WANT . Get out the RUclips cameras. Lets go Livestream! Please! I start with a stick of gum. I will buy the car if and only if it meets MY needs and my price.
I like Elizabeth without glasses.
How about the Tesla's approach to selling cars ?
If someone gets a good deal but the customer is still mad then the dealership did something wrong. Most likely bad customer services and playing games.
For some reason, I'm fascinated with SR's vids but I would walk in less than 5 minutes if tried to pull any of this sh!t with me. Thank's Kevin & Elizabeth!
It's called "Know Your Enemy", and Steve is very effective in telling car buyers what not to do, listen to, or fall for.
How do I get the invoice price?
Honestly, you sorta can't. Most dealerships won't give you an honest copy, because then they'd have to admit they're lying about price.
I would really like to purchase a used ‘06,’07, or ‘08 Honda Pilot EX-L in Aberdeen Green or Red preferably with no more than 210k. Unfortunately, prices are way too high right now on 04/06/2021. Hopefully things will improve for car buyers in the coming months. I would love to see a video on Salvage and rebuilt titles. I recently found one out of state with a salvage title. I think it would be too difficult to get insurance and or resell if I ever wanted to do so.
I have watched some of his vids... it is quickly apparent his vids are not anything i want to watch or learn from!
You and Elizabeth Rock! Thanks for all the help!
It's interesting how he said "we have sophisticated software that prices based on other vehicles 4-500 miles away". Does he know what an outlier is in statistics? A stupidly high number, that bumps up the average and throws off the skew of the data. All it takes is one lousy dealer to put a stupidly high price for a similar vehicle and BAM they can justify a higher price because its still "lower than the area average". Just because it's lower than average doesn't make it a good deal. He makes you think like it's a good deal, but the vehicle is not worth that much at all.
You've hit the nail on the head. Richards isn't much of a statistician. He isn't very sharp on the analysis you just gave, and wouldn't recognize it as being "problematic" if it was explained in detail to him. There's are reason for that. His story isn't about accuracy and sharing good information. It's simply a story, and as a story, stands on the credibility of the storyteller. 41 years selling cars tells the average person all you ever wanted to know. There's no possibility that he's shooting for accuracy there.
The only customer education shown here is to walk out the door when salesmen like Steve start their their crap.