I own a dealership. I'd be pissed if I found out that my managers spent 20 minutes on the phone trying to convince my customer that they don't have time to give them numbers. Absolutely stupid.
Stop pretending to be an owner. That’s what’s absolutely stupid. He made it clear they didn’t have any sales so it’s probably stupid,if this was “your” dealership, that you would rather employees walking around not doing shit versus trying to make a sale. It’s 2024, online and via phone is the new age my friend. It’s stupid as a consumer to do the back and forth thing in person when it should and can be done over the phone.
Watched a ton of your videos and yesterday was able to get 7.5% off MSRP for a 2024 4Runner Off Road Premium. Thanks so much for enabling me to negotiate effectively!
Tomi, this was a brilliant piece of work. This is the kind of content I’m here for- I can actually take actionable notes from this negotiation and use it effectively in my own negotiations. Thanks for this.
Thank you! I want a mix of content, so at LEAST one negotiation a week is my guarentee. BUT PLEASE watch the other stuff as it all supports the channel. :)
Actual lies. He’s calls trolling people and lieing. He should be teaching people how to save up for vehicles and pay cash not haggle and lie to save a point on financing
I have purchased houses over the phone, yet these car dealers want you to come to the store. There is only one reason and that reason is not about customer benefit.
Bought a Toyota on 7/31 and got my trade in up 2.5K vs KBB and the final price down 2K thanks to some of the tactics I learned here. Not a HUGE win, but Im taking the W on not totally overpaying. Thanks for the content! !
Its all relative... just bought a 4Runner with skills I learned from watching Tomi and Toyota as a brand is not easy to negotiate in the current market. Be proud of yourself for getting the price down at all. I called 15 dealerships before I found the right one that earned my business.
@Sensei_888 Good point... I think the more a salesperson defers a call to the Sales Manager...the more they feel the Sales Manager will not need them on staff...so they usually block that transfer as hard as they can until you break them down.
@Sensei_888 Also noticed an abundance of young, bland, mindless SPs during my initial call and an occasional slime all that quotes $10k above market standard and pretends to be your best friend knocking $10k off , 5 mins into the convo making you feel like best buds. All he did was bring it to .arket avg. Feel bad for the uninformed buyer.
It's always easier for them for you to "come on in". Better to confuse and annoy/beat down a customer in person for hours instead of just giving a starting price on the phone.
Spent 20+ minutes explaining how he didn't want to waste time giving numbers and losing a sale. He hasn't had a sale yet all day, and the bare minimum he can do is give a customer the numbers on the car he's literally interested in buying/leasing literally that same. But this 'policy' is exactly how you lose sales and fail as a business...because you're not willing to give the customer the information they need to make an informed decision, and the price is the exact same over the phone as it is in person.
I love to go into the dealership. I literally bring a lunch box and when the salesman goes to the big manager desk tower office thing, I just set up lunch on the desk and have a picnic to pass the time. Go ahead buddy, take your time. I've got allllllllllll day. 😊
@@flychomperfly Something else I didn't mention previously, is that I like smelly foods and I love beans and I love bananas. And when I'm done with the bananas, I place the peels in the trash can next to the desk. After a while, they're going to want to get out of there. More often than not, they just show me to the door but patience, I've got.
@its_the_SENSEI could also bring the kiddos and have them set up their toys and a blanket for them to play on the floor. Or in the case of Subaru bring some foster dogs out for a field trip to a car dealer. After all... It's what makes a Subaru a Subaru
@@TheKingOfInappropriateComments YES! My girls are older now, but I used to intentionally bring my daughters, nieces and nephews with me and explain to the salesperson that "I had kid duty today", the kids would get bored stir crazy after a little while and the sales manager & other reps would clearly want the kids out of there ASAP as the kids would start getting loud, but they don't want me to leave if they're convinced I'll buy that day, and I'll make it a point to hint that I'm really close on another competing model elsewhere so they think that if I leave, they'll likely lose the sale. It's amazing how that "absolute lowest number we could possibly go, the owner had to approve this" can still go lower when they think your kids are costing them sales but they also know they can still make a buck on you. On many occasions, I've got dealers to settle for $500-$1000 over invoice (not MSRP) and that in combination with incentives or cash back and/or manufacturer financing at ridiculously low rates (0%, 1.9%, 2.9%). And I NEVER take more than a 60 month term, EVER. I'll secure pre-approved financing from a few credit unions beforehand so I already have competitive financing and I make it clear that they would have to beat that rate at the same term for me to consider it. The crap people let them get away with these days is bananas! I found out my niece bought a new bought a new Jeep Wrangler Sport 2-door manual transmission back in March, sticker MSRP was $42K, that had an $8400 Market Adjustment tacked on, another $2000 in fees (no tax here) and only gave her $2000 for her Civic that KBB showed trade-in value of $6000+ dealer and $9K private sale, they originally sent her home thinking she giving an $8K down payment and was financing about $42,000 for 72 months at just about 5% APR and around $675/mo, more than she planned for but she could swing it. They sent her home in the Jeep and then called her back to finish signing paperwork the next day and they tell her she wasn't approved for financing, but they got "really lucky" and found another bank that would approve her keeping her monthly payment "almost exactly the same" if she could somehow put another $2K down. She was stupid, agreed and didn't go through all of the revised paperwork. Those scumbags put her in an 84 month loan at 9.9% and tacked on a 2 year dealership service plan for another $2000, new monthly payment around $695 and financing $42K, she was happy thinking the extra $25 a month wasn't a big deal and her grandfather loaned her the extra $2K for down payment, she signed. That Jeep is going to cost her $16,400 in interest over 84 months, $70,000 in total for a Jeep with a sticker MSRP of $42,000, while also screwing her out of at least $3K fair trade-in. So that dealer assuming an invoice price of $35K, made $15K in markups/adjustments, made another $4K on scamming her trade-in sold about $200 worth of oil changes and tire rotation for $2000 and probably made at least another $3K scamming her into that horrible loan, so close to $24K in profit on a Jeep that cost them $35K... That's what, 40 points of margin on a new car? I hope they all go out of business!
I went to CarMax for my last couple of vehicles. The price is online and doesn’t change when you show up. Maybe I don’t get the absolute best price, but my time is worth money too. 🤷🏻 Bought my last car at CarMax eight years ago, never any issues with it, no bad memories of dickering with some jerk salesman and his manager. 👤👤😡 When I bought that car, they had it tagged, washed, and a big red bow on the hood. 😀
Man i will be using you next time, ive purchased over 10 cars since 2017 and i have got pretty good but it is frustrating and i am a busy guy. Currently having a hard time getting a deal better than 20k over msrp on a raptor r f150. And you are 100% correct dealers are TOUGH in the Pacific north west!!
Me too -- my time isn't worth it, and they almost always call back if they haven't sold the car in the next day or two... sometimes I get a call back the same day! You have have dine your research and tell them what your numbers are... but if they give you grief, then assure them you will be buying from Someone at those numbers and hang up. If the salesperson is inexperienced or an idiot, I have even called back and insisted on talking to another salesperson or the sales mgr. Most of my best car deals have been with managers.
Ive been in a car dealership for 3-4 hours once buying a car, it was horrible. Another time made a deal to buy a car then was asked to drive back the next day 45 mins to do the financing. That also, really horrible.
After spending 30+ years since I started buying cars as an adult, last two cars were purchased online with Tesla. Honestly, I don't mind negotiating for a price and I am actually very good at it, given my sales background. I just hate the time and effort involved at a dealership.
Same here.... tesla online is 10 to 15 minutes tops and done...you either wait a month to get your vehicle, I purchased off of their inventory so in my case two days and I was off. And driving. Car dealership are shooting themselves in the foot with these old tactics and still think it will last!
Literally did everything via texts and emails when I bought my 2020 Camry from Renton Toyota (Seattle area) All I did was drive down, sign and that was it 🤷🏻♂️
This is why you save up money over time while your car is still in good condition, then pay cash for your new car. Always try to buy your new car before you sell your old car.
And this is why I now only buy cars from Carmax. They aren't perfect either, but at least I can walk up to a vehicle, see the price and know that's the price I am going to pay.
I had a 19 Tundra SR5 with 60k miles, new tires, brakes, serviced regularly. Went to trade for a Venza Nightshade, would not budge on the MSRP., and interest rates were terrible for an 800 credit rating. Venza's sell terribly, so much they stopped making them..again. Ended up getting a Mitsubishi Outlander SE Black Edition below MSRP. at 0%. Toyota dealer did not try to keep my business at all.
They aren't selling any cars but the desk manager is somehow busy? lol I would have hung up on those clowns way sooner than you did. I typically work with a fleet manager when I buy my Fords. I get the numbers over the phone, Bill knows the last Ford he sold me, Bill brings me the truck and paperwork, and takes my trade with him or gets a ride back to the dealership.
@guerro327 - yes! 👍 Even tho i'm not buying fleets, I will deal with the manager. I don't shop for cars... I shop for a good salesperson or manager, and good service depts. I have excellent relations with the people I buy from and have gotten so many amazing deals! Part of it is their knowing that I will be getting the car serviced there. I even paid extra ADM on a limited car -- where they still gave me a great deal and a crapload of extra perks. We were both happy.
@@flychomperfly That's just it, if you have a great dealership, you don't have to buy fleets of vehicles in order to work with the fleet person. I have found they love adding one more truck to their sales. They don't play games because they don't have to.
“We aren’t looking to drive anywhere unless it’s a done deal. If we go to the dealership it’s to pick up the car” please send the OTD numbers and credit application. Even if we don’t use their credit app, asking shows them our commitment. These lines work well for me and I usually don’t have push back.
What’s really crazy is when a shopper wants the car at invoice PLUS the holdback and then ensure that they make no money on the financing as well as no additional products. Is the busy not supposed to make any money? Or just the bare minimum? Smh. It’s the only business in the world where a customer can shake down a company and insist that the company sell a product with no mark up on it. Sad.
@TheLoreNetwork413 - that is why I usually get great deals -- because I do my research in advance and let them know what I see as reasonable. I don't try to squeeze every penny from them -- the deal needs to be fair for both parties. And in this case, Tomi has told them what he wants to pay...and if it was out of the question, they should have just said, "No" and hung up. But the dealer kept talking, so either the dealer was just trying to get Tomi in there to negotiate higher anyway, or thought the deal was good enough that if they couldn't talk him into paying more, they would still accept it. It's normally a game of wearing the buyer down until the buyer gives in just to make it end. That is why I will hang up or walk. Not worth my time if they aren't reasonable.
As someone stated 7% is a great price on the car and makes sense for the dealership. Its below invoice and below holdback. I do a lot of research, also this is the PNW and its a tougher market.
I filled out a pre approval with my credit union last week. I have a high credit score was approved for 70k$ and a very low Apr. I callled four dealerships one didn’t call back the other three I sent my approval to did even care and didn’t want to move on price. Tesla offers 1.9 percent Apr for 60 months looks like dealerships are in the Stone Age at this point. The only thing dealerships have is the option to negotiate. If that’s fine then why wouldn’t I just go direct and at least get a low Apr deal.
Took me a few minutes to get the out the door price from dealers all over the country. Made it real easy to identify the dealers that were full of it and trying to scam people with markups over advertized price.
That is a smart dealer! If he were to give him a price the customer would just shop that number all over town. He is begging to get lowballed! The dealer can’t win in this case!
@craigjorgensen4637 - actually, the dealer CAN win by giving him a number AND sealing the deal. Tomi said he was ready to buy with that deal, and if the buyer is serious, then he has a deal. If the deal is truly the best he can do, if the buyer screws him and shops around after all and squeezes yet more out of another dealer, then the salesperson will know that the other dealer had to eat it in order to make the deal. Maybe not worth the deal, right? And, how important is it for that dealer to do biz with a customer if the customer is already lying to them? Also, how important is the sale? For some, very important.
This is a horrible mentality. For a dealership that said "We haven't sold a car all day" and have enough time to answer the phone. They have two options 1) Give the number, get shopped, and they lost 5 min out of their day. or 2) Give the number, sell a car. I told them if they got to my number, i would buy. You will see what happens in part two. But its a risk of sales.
And the buyer can't win when he goes into the dealership without numbers. Honestly, a lot of customers will be willing to work with the dealership that even charges a little more if they make the process a lot easier
@@Ka_Gg- Yes, that is exactly my experience! I don't always get the absolute lowest possible price, but I get a really good price, and QUICK, pleasant service. I would say that my prices come out about the same or better than a Tomi deal with his fees... and then, I have that nice dealership relationship. However, I am in a big market with a lot of choices for each brand. I am lucky that I can shop around to different dealerships if I want a certain brand or (as has happened), a dealership changes hands. I understand that the research and hassle is totally worth the money to hire Tomi, so I Love what he does. And, it's still fascinating to watch, as I have walked out of several dealerships due to the kind of crap that they try to pull on Tomi.
Dealer always wants you to come in to make sure you’re a serious buyer. I’m sure they get calls all day from people just price shopping. Plus they have to run credit checks to make sure the person qualifies for leasing/financing. As a consumer for sure it’s just easier to pickup a phone and call around for the best price, but the goal of a dealership is to make the sale. The odds of a sale increase dramatically if the customer is on the lot, but a guy just calling for prices most likely not based on experience.
Most of these dealerships are a pain. One of the reasons why I keep my cars for at least 15 years. Cars are a depreciating LIABILITY. If you want to build wealth I say avoid buying cars.
Ok Dave Ramsay. My 15 year old car is costing me about $3000 in repairs and maintenance annually and is very outdated in terms of safety. It's not nearly as cut and dry as "drive cheap junk to build wealth"
Went to buy a used car for 8,999. Dealer added $1800 in taxes & random fees. I forgot all the fees but they had a tire fee for $337.00. Sales guy couldn't even respond to me asking where the spare tires are at? I laughed and walked out
Lol what a bs dealership. I had a dealership give me the best lease numbers over the phone, I signed the papers electronically and they drove the car up to me the next day. No bs, straight business, and very accommodating
@IamKenRoss - he already previewed clips from the next part(s), so those have already taken place. I'm totally fine w being patient, but the info in those clips concerned me, so I would like to see them to rest my mind, or to know if he has issues. Believe me, if I was just waiting for the next installment for the sake of entertainment or just curiosity, then I wouldn't have said anything. 😜
@@flychomperfly the deal was completed live weeks ago on stream. Just had not edited it. If I put both videos out, they don't do well like that on YT. But if I made them into one video it would of been 40 min long. Not many people want that long. Both conversations there is something to learn from. So two separate videos.
@Delivrd - oh, phew... yay. I missed the live and was concerned. I am so used to bad news lately, that I was worried. No complaints... you (obviously) shouldn't kill yourself for us...I was just concerned bc I want you to succeed.
I would have dropped the F-bomb several times already. I will be hiring a negotiator but I'm trying to decide between you and Car-Edge. Either one will probably be the same - I'm guessing.
See what is stupid and a waste of time is why not give the BEST price. All you have to say is "if you get a better price somewhere else give me an opportunity before you commit to better the offer. If I can't I will be up front and tell you." How simple is that?
Yeah dude these guys are making it hard on themselves. I sold a used Ridgeline today, cash deal, literally had the write up and out the door and had the deal closed within 10 minutes lol
If everyone paid MSRP in the history of buying cars, people would get out sooner. When you want to negotiate a price, of course it will take time. Businesses negotiate with other businesses and it takes weeks or months! Spending an hour going back and forth to save a few bucks isn’t unreasonable. If you want a car at the best deal possible you have to put in the work. There’s no cheating
Sure but it doesn't end there. That is the problem. Greed is a problem in the industry. Dealerships will add their "mandatory fees" that are not mandatory. Dealerships will low ball you on your trade Dealerships will try to make money on the rate. Dealerships will upsale their protection packages. This is what people tend to forget, agreed. MSRP would be simple, but dealerships don't stop there. They want to make money on every part of the sale (which not a bad thing) but the system is put in place that if you don't negotiate, you will lose on one of the things above.
I know you get a ton of questions about sales, but I have a question about financing: I immigrated to the US and have no credit score but make over $100k per year. My American wife has a decent credit score but is a student making less than $10k per year. What would you recommend for securing financing in our position? Can she claim my income as her own without my credit history being checked and likely torpedoing the deal? I want to negotiate a deal but I'm not confident that a credit union will give me a preapproval first, which means I'm at the mercy of the dealership's horrible APRs. Also, I'm looking for a Rav4 gas model. Do you know what current invoice and a viable OTD amount is?
@Swift016 - I'm not a financial expert, but I have had to get loans where one spouse had drastically different credit scores. I would Not assume what a credit union or dealer may or may not do -- check with some. We've been surprised. Also, dealers very badly want to make a deal, so depending on the brand and model, some dealers might work with you to get a better rate. HOWEVER, one of the best ways to get good rates is to put money down. The more you can put down, the better chance you usually have for negotiating a good rate, since that lowers their risk. Also, if you are in a job that makes good money, then there are sometimes credit unions specifically associated with that industry to help. And, there are sometimes banks or specific branches of banks that focus on a particular community and will give breaks to them -- when you see a bank that makes a point of saying that they speak polish/spanish/korean/whatever... they often have a special tie with that community. Sadly, with all the consolidation of banks, that is less available now, altho it may be an option.
Lol 😂 after I bought my first Tesla I committed to NEVER dealing with conventional car dealership BS! The amount of time wasted at these places is complete rubbish! Nice job getting them to concede! They need buyers more than buyers need them!
Same. I bought the car from my living room, financed and all without speaking to a single person. Went and picked up 3 weeks later. I can’t imagine spending 6-7 hours in a dealership again.
I own a dealership. I'd be pissed if I found out that my managers spent 20 minutes on the phone trying to convince my customer that they don't have time to give them numbers. Absolutely stupid.
Where is your dealership
@@moejoepotatoe8140 High plains, rural, CDJR.
Best comment here
We need more dealerships like yours
Stop pretending to be an owner. That’s what’s absolutely stupid. He made it clear they didn’t have any sales so it’s probably stupid,if this was “your” dealership, that you would rather employees walking around not doing shit versus trying to make a sale. It’s 2024, online and via phone is the new age my friend. It’s stupid as a consumer to do the back and forth thing in person when it should and can be done over the phone.
LMFAO when you turned around his argument about being full and having a bunch of customers against him. That cracked me up.
Watched a ton of your videos and yesterday was able to get 7.5% off MSRP for a 2024 4Runner Off Road Premium. Thanks so much for enabling me to negotiate effectively!
I love it! CONGRATS!!
Sweet ride! 4 runner is always a great choice!
@@Delivrd Can I pay you to negotiate on my behalf??!!😂
How much is 7% off MSRP for you @bryanhunt1959 ?
@@Joshua-tk9hlYou can he charges 1000
"we don't want you to go to five other people" ... in other words, we don't want you to shop around, we want to trap you at our dealership
Can't believe dude said that, they're so ignorant
I had a funeral home tell the same thing when we were planning my grandmother's funeral. Some people just shouldn't be in sales.
Tomi, this was a brilliant piece of work. This is the kind of content I’m here for- I can actually take actionable notes from this negotiation and use it effectively in my own negotiations. Thanks for this.
Thank you! I want a mix of content, so at LEAST one negotiation a week is my guarentee. BUT PLEASE watch the other stuff as it all supports the channel. :)
Actual negotiations!👍 this is what we came for
@DPER4 - love it 🎆
Actual lies. He’s calls trolling people and lieing. He should be teaching people how to save up for vehicles and pay cash not haggle and lie to save a point on financing
@@mikeygROCNY what lies? No lies.
Yes! Keep them coming.
@@mikeygROCNY he's not teaching financial advice. he's teaching how to negotiate and get the best prices on a car deal...
He knows the car is there guys! He’s looking right at it. Lmao
Dealer wants you there so they can back you into a corner and waste your time so you will submit to a “deal” they don’t want you shopping around
I have purchased houses over the phone, yet these car dealers want you to come to the store. There is only one reason and that reason is not about customer benefit.
So they are too busy with one desk manager to give numbers yet they want him to come in and sit around waiting
Bought a Toyota on 7/31 and got my trade in up 2.5K vs KBB and the final price down 2K thanks to some of the tactics I learned here. Not a HUGE win, but Im taking the W on not totally overpaying. Thanks for the content! !
Its all relative... just bought a 4Runner with skills I learned from watching Tomi and Toyota as a brand is not easy to negotiate in the current market. Be proud of yourself for getting the price down at all. I called 15 dealerships before I found the right one that earned my business.
@@totalnoobfishing1753thank you! We got a 24 corolla cross for below invoice and my Colorado z71 up to 26K trade. I’m taking the W!
@Sensei_888 Good point... I think the more a salesperson defers a call to the Sales Manager...the more they feel the Sales Manager will not need them on staff...so they usually block that transfer as hard as they can until you break them down.
@Sensei_888 Also noticed an abundance of young, bland, mindless SPs during my initial call and an occasional slime all that quotes $10k above market standard and pretends to be your best friend knocking $10k off , 5 mins into the convo making you feel like best buds. All he did was bring it to .arket avg. Feel bad for the uninformed buyer.
It's always easier for them for you to "come on in". Better to confuse and annoy/beat down a customer in person for hours instead of just giving a starting price on the phone.
How much money does a dealer waste on trying to play the long game?
Spent 20+ minutes explaining how he didn't want to waste time giving numbers and losing a sale. He hasn't had a sale yet all day, and the bare minimum he can do is give a customer the numbers on the car he's literally interested in buying/leasing literally that same. But this 'policy' is exactly how you lose sales and fail as a business...because you're not willing to give the customer the information they need to make an informed decision, and the price is the exact same over the phone as it is in person.
I love to go into the dealership. I literally bring a lunch box and when the salesman goes to the big manager desk tower office thing, I just set up lunch on the desk and have a picnic to pass the time. Go ahead buddy, take your time. I've got allllllllllll day. 😊
@TheKingOfInappropriateComments - I usually don't have that much time -- but i bet it's a hoot to watch you do that 😆
@@flychomperfly Something else I didn't mention previously, is that I like smelly foods and I love beans and I love bananas. And when I'm done with the bananas, I place the peels in the trash can next to the desk. After a while, they're going to want to get out of there. More often than not, they just show me to the door but patience, I've got.
@its_the_SENSEI could also bring the kiddos and have them set up their toys and a blanket for them to play on the floor. Or in the case of Subaru bring some foster dogs out for a field trip to a car dealer. After all... It's what makes a Subaru a Subaru
@@TheKingOfInappropriateComments YES! My girls are older now, but I used to intentionally bring my daughters, nieces and nephews with me and explain to the salesperson that "I had kid duty today", the kids would get bored stir crazy after a little while and the sales manager & other reps would clearly want the kids out of there ASAP as the kids would start getting loud, but they don't want me to leave if they're convinced I'll buy that day, and I'll make it a point to hint that I'm really close on another competing model elsewhere so they think that if I leave, they'll likely lose the sale. It's amazing how that "absolute lowest number we could possibly go, the owner had to approve this" can still go lower when they think your kids are costing them sales but they also know they can still make a buck on you. On many occasions, I've got dealers to settle for $500-$1000 over invoice (not MSRP) and that in combination with incentives or cash back and/or manufacturer financing at ridiculously low rates (0%, 1.9%, 2.9%). And I NEVER take more than a 60 month term, EVER. I'll secure pre-approved financing from a few credit unions beforehand so I already have competitive financing and I make it clear that they would have to beat that rate at the same term for me to consider it.
The crap people let them get away with these days is bananas! I found out my niece bought a new bought a new Jeep Wrangler Sport 2-door manual transmission back in March, sticker MSRP was $42K, that had an $8400 Market Adjustment tacked on, another $2000 in fees (no tax here) and only gave her $2000 for her Civic that KBB showed trade-in value of $6000+ dealer and $9K private sale, they originally sent her home thinking she giving an $8K down payment and was financing about $42,000 for 72 months at just about 5% APR and around $675/mo, more than she planned for but she could swing it. They sent her home in the Jeep and then called her back to finish signing paperwork the next day and they tell her she wasn't approved for financing, but they got "really lucky" and found another bank that would approve her keeping her monthly payment "almost exactly the same" if she could somehow put another $2K down. She was stupid, agreed and didn't go through all of the revised paperwork. Those scumbags put her in an 84 month loan at 9.9% and tacked on a 2 year dealership service plan for another $2000, new monthly payment around $695 and financing $42K, she was happy thinking the extra $25 a month wasn't a big deal and her grandfather loaned her the extra $2K for down payment, she signed. That Jeep is going to cost her $16,400 in interest over 84 months, $70,000 in total for a Jeep with a sticker MSRP of $42,000, while also screwing her out of at least $3K fair trade-in. So that dealer assuming an invoice price of $35K, made $15K in markups/adjustments, made another $4K on scamming her trade-in sold about $200 worth of oil changes and tire rotation for $2000 and probably made at least another $3K scamming her into that horrible loan, so close to $24K in profit on a Jeep that cost them $35K... That's what, 40 points of margin on a new car? I hope they all go out of business!
Bring your iPad and crank up some porn. 😁
Im embarassed for this sales guy.
Wow. Thank you for posting this video. So much to learn. Even just negotiation. Its amazing.
It would take him 10 minutes to get you numbers. 😅
You have a lot of patience. You really master the art of negotiation. Probably my next car purchase, I will hire your service.
Man just came across this today and just bought a car. I feel like I got snuffed but need more channels around like this 😊
Last month i had to travel to Arizona to get a deal on a 392 wrangler, NOT ONE DEALER would deal up in Washington state. Scored it for 12k under msrp.
I want to buy a car but this is making me hesitate I don't want to deal with sales people what do you think of buying through carvana with set prices.
I went to CarMax for my last couple of vehicles. The price is online and doesn’t change when you show up.
Maybe I don’t get the absolute best price, but my time is worth money too. 🤷🏻
Bought my last car at CarMax eight years ago, never any issues with it, no bad memories of dickering with some jerk salesman and his manager. 👤👤😡
When I bought that car, they had it tagged, washed, and a big red bow on the hood. 😀
This is a masterclass - great job Tomi and I’ll have to leverage your objections in the future to get figures over the phone
Thank you, this was such a fun one!
I always thought the "presence is power" phrase was Tomi joking, but the salesman actually said it and it sounds so dumb.
Most painful experience on earth is buying a car. They know it too.
This is amazing I’m so glad I found this Channel.
This was great! Tomi I learn so much from your content. Thank you.
Man i will be using you next time, ive purchased over 10 cars since 2017 and i have got pretty good but it is frustrating and i am a busy guy. Currently having a hard time getting a deal better than 20k over msrp on a raptor r f150. And you are 100% correct dealers are TOUGH in the Pacific north west!!
Wow I would of hung up already lol
Me too -- my time isn't worth it, and they almost always call back if they haven't sold the car in the next day or two... sometimes I get a call back the same day!
You have have dine your research and tell them what your numbers are... but if they give you grief, then assure them you will be buying from Someone at those numbers and hang up. If the salesperson is inexperienced or an idiot, I have even called back and insisted on talking to another salesperson or the sales mgr. Most of my best car deals have been with managers.
"Serious? I would rather slam my %$$# in a car door than buy a car so if I am talking to you...that is serious lol
Just came across this channel today, man is it addictive. Good stuff!
Glad you enjoy it!
I cant stop watching this lol idk why but its so entertaining
The chefs kiss was the... I appreciate you guys bending the rules for me LMAO.
Ive been in a car dealership for 3-4 hours once buying a car, it was horrible.
Another time made a deal to buy a car then was asked to drive back the next day 45 mins to do the financing.
That also, really horrible.
Probably your best video in my opinion. I mean come on dealerships... just give your best price over the phone it's not that hard...
After spending 30+ years since I started buying cars as an adult, last two cars were purchased online with Tesla. Honestly, I don't mind negotiating for a price and I am actually very good at it, given my sales background. I just hate the time and effort involved at a dealership.
Same here.... tesla online is 10 to 15 minutes tops and done...you either wait a month to get your vehicle, I purchased off of their inventory so in my case two days and I was off. And driving.
Car dealership are shooting themselves in the foot with these old tactics and still think it will last!
@@snowman9667 you don’t negotiate with Tesla. You just pay msrp. You can do that at any dealership.
I have been through this inside car dealership and almost broke down in tears. I am never buying a car from a dealership again
Literally did everything via texts and emails when I bought my 2020 Camry from Renton Toyota (Seattle area)
All I did was drive down, sign and that was it 🤷🏻♂️
This was beautiful to watch. The slow persistence is awesome.
Lmao, this is such a disaster. It’s astounding people put up with this.
This is why you save up money over time while your car is still in good condition, then pay cash for your new car. Always try to buy your new car before you sell your old car.
And this is why I now only buy cars from Carmax. They aren't perfect either, but at least I can walk up to a vehicle, see the price and know that's the price I am going to pay.
Amen. 👍🏻
yea the price that is overinflated and that you cannot negotiate nothing on, hahaha
Overpriced auction cars. No thank you.
Incredible work here Tomi. Keep it coming
Thanks
I had a 19 Tundra SR5 with 60k miles, new tires, brakes, serviced regularly. Went to trade for a Venza Nightshade, would not budge on the MSRP., and interest rates were terrible for an 800 credit rating. Venza's sell terribly, so much they stopped making them..again. Ended up getting a Mitsubishi Outlander SE Black Edition below MSRP. at 0%. Toyota dealer did not try to keep my business at all.
They aren't selling any cars but the desk manager is somehow busy? lol I would have hung up on those clowns way sooner than you did. I typically work with a fleet manager when I buy my Fords. I get the numbers over the phone, Bill knows the last Ford he sold me, Bill brings me the truck and paperwork, and takes my trade with him or gets a ride back to the dealership.
@guerro327 - yes! 👍 Even tho i'm not buying fleets, I will deal with the manager. I don't shop for cars... I shop for a good salesperson or manager, and good service depts. I have excellent relations with the people I buy from and have gotten so many amazing deals! Part of it is their knowing that I will be getting the car serviced there. I even paid extra ADM on a limited car -- where they still gave me a great deal and a crapload of extra perks. We were both happy.
@@flychomperfly That's just it, if you have a great dealership, you don't have to buy fleets of vehicles in order to work with the fleet person. I have found they love adding one more truck to their sales. They don't play games because they don't have to.
My goodness, just give the man his damn numbers
😂😂😂
Are the vehicles that you are buying for your customers and have you called the same dealership multiple times for different customers? Thanks.
This was exhausting to watch. Great advertisement for your services 😂😂
Haha true!
How do you know what invoice and holdback is? Where do you find the numbers?
$200 for a Doc Fee is fantastic. In Utah its Typically $500 or more. The ethical ones here are $300 and they are rare.
Best video on car buying I’ve seen yet thank you
Glad to help!
“We aren’t looking to drive anywhere unless it’s a done deal. If we go to the dealership it’s to pick up the car” please send the OTD numbers and credit application.
Even if we don’t use their credit app, asking shows them our commitment. These lines work well for me and I usually don’t have push back.
I legit need this part 2 hahaha.
Monday i think....
@@Delivrd Tomi why you gotta edge us like that! I'm refreshing your channel at 12:01 AM EST on Monday 🥵
@@Delivrd Take your time. I'm learning a lot from your videos. I'm just impatient.
I’m glad you have clients and not doing this as a personal gain tactic
I bought a car over the phone, they drove it out to me.
Come on down! (We have dental tools). As a salesman, I appreciated informed consumers. They will push you, but not make unreasonable demands.
In the time of this phone call I’ve desked 10 deals and sold 7 🤦🏼♂️
Love watching your live negotiations.. I got screwed on my first car but I will be a professional for the second
Glad you enjoy the videos, rooting for you!
What’s really crazy is when a shopper wants the car at invoice PLUS the holdback and then ensure that they make no money on the financing as well as no additional products. Is the busy not supposed to make any money? Or just the bare minimum? Smh. It’s the only business in the world where a customer can shake down a company and insist that the company sell a product with no mark up on it. Sad.
1992 Movie Glengary Glen Ross: “Guy doesn’t come on the lot unless he wants to buy.”
It’s the old formula that still works today.
“Thank you for breaking your rules for me” 🤣
Do you feel like you left money on the table? They didn’t balk at 7% off msrp.
Can a business make SOME money?!?! Good lord how much markup do you think are in these cars??
@TheLoreNetwork413 - that is why I usually get great deals -- because I do my research in advance and let them know what I see as reasonable. I don't try to squeeze every penny from them -- the deal needs to be fair for both parties.
And in this case, Tomi has told them what he wants to pay...and if it was out of the question, they should have just said, "No" and hung up. But the dealer kept talking, so either the dealer was just trying to get Tomi in there to negotiate higher anyway, or thought the deal was good enough that if they couldn't talk him into paying more, they would still accept it. It's normally a game of wearing the buyer down until the buyer gives in just to make it end. That is why I will hang up or walk. Not worth my time if they aren't reasonable.
As someone stated 7% is a great price on the car and makes sense for the dealership. Its below invoice and below holdback. I do a lot of research, also this is the PNW and its a tougher market.
There's a difference between accepting an offer and saying it's"reasonable"
I filled out a pre approval with my credit union last week. I have a high credit score was approved for 70k$ and a very low Apr. I callled four dealerships one didn’t call back the other three I sent my approval to did even care and didn’t want to move on price. Tesla offers 1.9 percent Apr for 60 months looks like dealerships are in the Stone Age at this point. The only thing dealerships have is the option to negotiate. If that’s fine then why wouldn’t I just go direct and at least get a low Apr deal.
Wow you really are a solid negotiator.
Thank you :)
"Our policy" no one cares about your policy 😂 great video!
Took me a few minutes to get the out the door price from dealers all over the country.
Made it real easy to identify the dealers that were full of it and trying to scam people with markups over advertized price.
That is a smart dealer! If he were to give him a price the customer would just shop that number all over town. He is begging to get lowballed! The dealer can’t win in this case!
@craigjorgensen4637 - actually, the dealer CAN win by giving him a number AND sealing the deal. Tomi said he was ready to buy with that deal, and if the buyer is serious, then he has a deal. If the deal is truly the best he can do, if the buyer screws him and shops around after all and squeezes yet more out of another dealer, then the salesperson will know that the other dealer had to eat it in order to make the deal. Maybe not worth the deal, right? And, how important is it for that dealer to do biz with a customer if the customer is already lying to them? Also, how important is the sale? For some, very important.
This is a horrible mentality. For a dealership that said "We haven't sold a car all day" and have enough time to answer the phone. They have two options
1) Give the number, get shopped, and they lost 5 min out of their day.
or
2) Give the number, sell a car.
I told them if they got to my number, i would buy. You will see what happens in part two. But its a risk of sales.
And the buyer can't win when he goes into the dealership without numbers.
Honestly, a lot of customers will be willing to work with the dealership that even charges a little more if they make the process a lot easier
@@Ka_Gg- Yes, that is exactly my experience! I don't always get the absolute lowest possible price, but I get a really good price, and QUICK, pleasant service. I would say that my prices come out about the same or better than a Tomi deal with his fees... and then, I have that nice dealership relationship.
However, I am in a big market with a lot of choices for each brand. I am lucky that I can shop around to different dealerships if I want a certain brand or (as has happened), a dealership changes hands.
I understand that the research and hassle is totally worth the money to hire Tomi, so I Love what he does.
And, it's still fascinating to watch, as I have walked out of several dealerships due to the kind of crap that they try to pull on Tomi.
Dealer always wants you to come in to make sure you’re a serious buyer. I’m sure they get calls all day from people just price shopping. Plus they have to run credit checks to make sure the person qualifies for leasing/financing. As a consumer for sure it’s just easier to pickup a phone and call around for the best price, but the goal of a dealership is to make the sale. The odds of a sale increase dramatically if the customer is on the lot, but a guy just calling for prices most likely not based on experience.
12:30 the absolute turnaround with that. Salesman v Former Salesman
Most of these dealerships are a pain. One of the reasons why I keep my cars for at least 15 years. Cars are a depreciating LIABILITY. If you want to build wealth I say avoid buying cars.
Ok Dave Ramsay. My 15 year old car is costing me about $3000 in repairs and maintenance annually and is very outdated in terms of safety. It's not nearly as cut and dry as "drive cheap junk to build wealth"
Went to buy a used car for 8,999. Dealer added $1800 in taxes & random fees. I forgot all the fees but they had a tire fee for $337.00. Sales guy couldn't even respond to me asking where the spare tires are at? I laughed and walked out
Hmm what’s buy rate? Im guessing MSRP and the 7-10 is the processing fees?
I worked deals over email and finally phone, found the best deal, in and out in 45 minutes.
Lol what a bs dealership. I had a dealership give me the best lease numbers over the phone, I signed the papers electronically and they drove the car up to me the next day. No bs, straight business, and very accommodating
So did you buy the car or did you tank his chain and do exactly what they knew you would do?
I feel like it’s a disservice to not name these shady dealers
This is why everyone hates buying cars. This guy is just trying to "win" instead of focusing selling a car. So stupid.
I tried to buy a ioniq 5 last month and the dealer refused to give me any numbers over the phone it was absolutely ridiculous
When you walk into a dealership they are not trying to sell you a car they are trying to scam you.
PART 2 NOWWW
Yah, curious why not part 2 yet, since he does have clips from it. Something's going on...
It hasn’t even been a day yet. When were you expecting part 2?
@IamKenRoss - he already previewed clips from the next part(s), so those have already taken place. I'm totally fine w being patient, but the info in those clips concerned me, so I would like to see them to rest my mind, or to know if he has issues.
Believe me, if I was just waiting for the next installment for the sake of entertainment or just curiosity, then I wouldn't have said anything. 😜
@@flychomperfly the deal was completed live weeks ago on stream. Just had not edited it. If I put both videos out, they don't do well like that on YT. But if I made them into one video it would of been 40 min long. Not many people want that long. Both conversations there is something to learn from. So two separate videos.
@Delivrd - oh, phew... yay. I missed the live and was concerned. I am so used to bad news lately, that I was worried. No complaints... you (obviously) shouldn't kill yourself for us...I was just concerned bc I want you to succeed.
I would have dropped the F-bomb several times already. I will be hiring a negotiator but I'm trying to decide between you and Car-Edge. Either one will probably be the same - I'm guessing.
Either is a good option. I do a free consult on my website. You meet with me directly.
Great channel. I'm new to this channel, do you buy the vehicles? Lol.
Crazy give the numbers take a deposit job done
Holly crap
Doc fees in Charlotte NC are like $800
Dudes a professional Jack 😂
😂😂😂
Someone tell me what having family members working for Microsoft have anything to do with it?
See what is stupid and a waste of time is why not give the BEST price. All you have to say is "if you get a better price somewhere else give me an opportunity before you commit to better the offer. If I can't I will be up front and tell you." How simple is that?
Delivrd is the best!
15-20 min to get numbers?? HAHA 😅😂 When I was IN dealerships, they had numbers in my hand in 2-3 minutes! LOL
Yeah dude these guys are making it hard on themselves. I sold a used Ridgeline today, cash deal, literally had the write up and out the door and had the deal closed within 10 minutes lol
I do get a lease deal takes longer and trust me I’ve worked with desk guys that hate giving out the doors over the phone but I make them do it lol
If everyone paid MSRP in the history of buying cars, people would get out sooner. When you want to negotiate a price, of course it will take time. Businesses negotiate with other businesses and it takes weeks or months! Spending an hour going back and forth to save a few bucks isn’t unreasonable. If you want a car at the best deal possible you have to put in the work. There’s no cheating
Sure but it doesn't end there. That is the problem. Greed is a problem in the industry.
Dealerships will add their "mandatory fees" that are not mandatory.
Dealerships will low ball you on your trade
Dealerships will try to make money on the rate.
Dealerships will upsale their protection packages.
This is what people tend to forget, agreed. MSRP would be simple, but dealerships don't stop there. They want to make money on every part of the sale (which not a bad thing) but the system is put in place that if you don't negotiate, you will lose on one of the things above.
You sound like a dealer and you forget what MSRP means...
let me talk with my manager!!! 😂😂😂😂😂
Bro Eric recited all of Andy Elliot’s sales script for that call
How does it work with a trade-in? They can't really 100% value your trade-in unless you come in, right?
Well done sir
Funny because I was going to buy a Bronco. Too much dealership B.S. I am going to keep my Frontier.
Total spineless crooks….Standard for car dealership’s…..
I got an idea 😂😂😂 pull up
The video with Jackson off-roading 😂😂😂
LOL
I'm waiting for the second part of this video!!!
Friday!
I know you get a ton of questions about sales, but I have a question about financing:
I immigrated to the US and have no credit score but make over $100k per year. My American wife has a decent credit score but is a student making less than $10k per year. What would you recommend for securing financing in our position? Can she claim my income as her own without my credit history being checked and likely torpedoing the deal? I want to negotiate a deal but I'm not confident that a credit union will give me a preapproval first, which means I'm at the mercy of the dealership's horrible APRs.
Also, I'm looking for a Rav4 gas model. Do you know what current invoice and a viable OTD amount is?
@Swift016 - I'm not a financial expert, but I have had to get loans where one spouse had drastically different credit scores. I would Not assume what a credit union or dealer may or may not do -- check with some. We've been surprised. Also, dealers very badly want to make a deal, so depending on the brand and model, some dealers might work with you to get a better rate.
HOWEVER, one of the best ways to get good rates is to put money down. The more you can put down, the better chance you usually have for negotiating a good rate, since that lowers their risk.
Also, if you are in a job that makes good money, then there are sometimes credit unions specifically associated with that industry to help.
And, there are sometimes banks or specific branches of banks that focus on a particular community and will give breaks to them -- when you see a bank that makes a point of saying that they speak polish/spanish/korean/whatever... they often have a special tie with that community. Sadly, with all the consolidation of banks, that is less available now, altho it may be an option.
I agree! They are the WORST to deal with here in the PNW
Lol 😂 after I bought my first Tesla I committed to NEVER dealing with conventional car dealership BS! The amount of time wasted at these places is complete rubbish! Nice job getting them to concede! They need buyers more than buyers need them!
Same. I bought the car from my living room, financed and all without speaking to a single person. Went and picked up 3 weeks later. I can’t imagine spending 6-7 hours in a dealership again.