Love the channel, by the way. Also, just subscribed! Q: If I'm not mistaken you guys are suggesting to negotiate the outdoor price. Pretend that you are looking at paying the car off say for exemple in 3 years at xx% interest rate. Then 10-15days later, you to buy off the car in one payment. If so, how do I go about finding out if that business or dealership doesn't have a clause saying I can't buy it off as soon as I'm actually able to?
@@eppyz The manufacturers have a “floor plan” for dealers. If the car sits on lot too long, dealer has to pay manufacturer interest I guess the manufacturers are in the business to make money, so the dealership scenario is best for them
@@Tropicalfrooploopsnot everyone just knows what they want to buy, a lot of people come and test drive for a reason, multiple cars even. Your paying for the convenience to be able to come and first hand experience if you'd want to live with a large purchase. Due to the way the world works a business is needed to provide that service. In doing that service you have a fee. This fee will rise with inflation and other financial "crises" it's just life. So yeah you really do need some type of a dealership and the nicer it is and more it has to offer the harder to keep afloat.
But it's not on the standardized test! Public (i.e., government) schools largely base their curricula around testing. Useful knowledge & skills come second, or third....
No you take your own kids and make it a field trip. You get that 20% below MSRP and 0% interst for 72 months. You also take them to the finance office and let them watch how you refuse everything they try to sell you. On top of that you and your kid eat half the candy jar the finance guy has on his desk and you fill the other half in your pocket before you leave and while he is watching. Everyone in the dealership need to be on the edge of telling you "fuck you" to know that you had a great deal. Idid this before Covid. Well my kid is never buying a car from a dealership after this traumatizing experience 😂😂😂😂😂
But unfortunately the federal law prevents that, with the exception of Tesla of course. I hope that one day the law gets repealed to give manufacturers more freedom.
Yes, everything should be like Apple Store and Tesla. I don't care about paying a premium but that money should go into R&D, paying the employees good salary, 401K, facilities etc. and not to some middleman scumbag (Dealership) that puts in Zero effort to make that money. Dealerships are just a middleman buying and selling. They were not involved in the R&D, product design, engineering etc.. F those greedy and crooked pigs.
I’ve run into a not polite one. He said “if I sell you the car at that price I’ll loose my job. How would you like it if you lost your job” I walked out and got the deal somewhere else lol
I know one thing. If you're trading in a vehicle, never give up your keys because they will hold on to them trying to get you to buy the car. They don't want you to just get up and leave. When I buy a car I tell them the most I'm willing to pay and that's all. I don't try to lie or play games. I am honest and I will tell them this is my top price for this particular vehicle. If they cannot meet that price then I will move on. I walk away the moment they start trying to get me to buy at a higher price after I already told him my price cap. I do not like pushy car salesmen and I cannot stand dishonest car salesmen. If they honestly tell me that they cannot meet my expected price then I can move on and maybe find something else that's a little cheaper. Or I can look into perhaps less accessories or something. I just hate when they waste my time
This is a bad and inaccurate take. You have to give your keys to the salesmen in which the salesmen gives them to the sales manager to do a proper appraisal of the vehicle. They have your keys until you’re ready to go. If you’re too much of a coward to say, “no thanks. I’d like my keys back.” Then stay home
@@thomasciccone528 ummm wrong. I’ve gotten to where I start threatening to call the police if I don’t my damn keys back and they finally give them back. But when the appraisal is done, they don’t give the keys back and hesitate to give them back because they are righting for the sale. I’ve seen it with me and others who do not get angry, just frustrated. So if you don’t know my experience and what I’ve heard people in the industry say, the you may wanna keep from embarrassing yourself and just keep quiet. Idiot. It may be different where you live. But I’ve been in Cali, Texas, North Carolina, Louisiana, and Ohio. None of those states had dealerships where they give you your keys back when they are done appraising them. You have to start getting upset when they stall as long as they can. Only a moron would try to say my experience is inaccurate as if my eyes lie to me.
Good luck finding an honest one. I learned that long ago. Just look at their bank accounts who own the dealerships and big money crunchers. They earn 6 digits.
yeah, back in the early 90s there was a new car dealer in the Portland area. I went with my gf at the time because she was trying to buy a new car. She gave them her keys and they conveniently lost them for a long time. I ended up walking back to her house and leaving her there. The attorney general fined them for this behavior. Years later I went to a honda dealer and only gave them the one car key and I brought a duplicate. They tried the old "we lost your key and registration" crap when I went to walk out. I said that's fine and I pulled out and showed them my duplicate key. Then I told them if I get pulled over I will just tell the cop that you kept my registration. They "found" my key and registration within a few minutes and I never went back and bought elsewhere. Back then duplicate keys were couple bucks. You wouldn't leave a two hundred ish or more key now days.
I never would trade in a car to a dealer, just negotiate the car without the confusion of the trade... besides, dealers in my experience never offer as much as a private buyer will give you - even Carmax usually will offer more.
I discovered you both a few weeks ago as I was in the position of having to buy a new car due to a bad accident that we were in. As a woman, I do find the process very insulting at the best of times. I absolutely hate to feel that someone is trying to pull one over on me and strive to be well informed. This brings me to you both. I can’t thank you enough for what you have taught me. I watched a number of your videos and took notes. Not only did I feel equipped and in total control during the process, everything that they threw at me, you had covered and I wasn’t having any of it. The sales person that I eventually bought my car from, who had been in the industry for many years, said to me that he was impressed with how I handled the deal. Thank you so much for what you do as it is so valuable and helped me get an amazing vehicle for a grand price. ❤
Gender should not be a factor for feeling taken advantage of (condescending salesman or saleswoman), or I would have to resort myself to identifying as a fragile obese asian midget who is susceptible to being taken advantage
Man ima tell u as a salesman u cant hurt car dealers feeings, as u can see in this video it doesnt take much more than stubbornness and time to get that shi down. We not gon waste our time when we can just order another car with the money you give us🤣
@@benjamin2151 I am checking a new carolla cross with 26k Msrp which costs 29k out of door with taxes and stuff.. what’s the max a car dealer can discount this to in current market ? In your exp
And that's before you get to the finance room. Good luck reading all the e-doc fine print to make sure you're not forking out for car care add-ons and warranties. And yes they can straight up lie verbally.
You could tell that Ray is a savvy salesman. “The dealer fee is a lot more for the Grand Highlander” “I couldn’t take a vacation on this commission” “I don’t know what other dealers do” Subtle ways to make it sound reasonable.
I walked out of the RAM dealer because they wanted to charge me $525 for door edge guards and nitrogen. All the other numbers were great as far as dealer discount, etc. sometimes, you just don't feel like being gouged. I went 40 miles up the road, bought almost the same truck, and saved over $1,000.
@@lynettecolvin8085 I’m about to do just that. Several dealers adding packages on and refusing to take them off. Other dealerships won’t discuss any numbers through phone or email and want me to drive 45 minutes to talk numbers. Found a dealership with no add ons, less cost out the door and everything negotiated through text message. If all goes well and I buy the car, i’m gonna let the other dealerships know how they should have conducted business.
@Letyy_23 I found a car at a local dealer and paid (hopefully) a fair price. I was drained! Crashed on the couch! Lol But really...it should NOT be like this!
It seems like the ultimate secret to buying a car at/under list is that you not be in a rush to have a new car at all. aka its a nice to have, not need to have type purchase. makes it much easier to just walk away.
Don't even need to do that. The last car I bought (when I lived in the Bay Area) I just emailed 6 different dealers, telling each one what the current low bid is and round-robined them until there was one left standing
I did this same trick when I bought my ATV. My local dealership won out because they offered the same price as a dealership about 90 minutes away but threw in two free tanks of gas, a baseball cap and a wash kit. Three months of waiting was worth it.
Terrible advice. Know your reservation value and negotiate for below it. Say the car is MSRP for 32 and you want it for 30 haggle like you’re trying to get it to 25 and if you settle for anything below 30 you successfully maximized your savings.
Just three weeks ago purchased a new GMC Acadia, $6000 off of MSRP plus $500 military discount, no weird dealer fees and just standard doc fee. No big hassles although sales manager gently tried to get me to purchase an extended warranty, I declined. Overall very pleased love my new ride!
Very useful video. I just purchased a 2024 Subaru Outback Touring XT. Using your strategies I negotiated the car for $3,500 under MSRP, increased my trade in for $1,000 more than my research said it was worth, and convinced them to transfer in from another dealership the exact car I wanted at no cost to me. The keys were negotiating each element of the deal, one element at a time, in the proper sequence, and walking away before I came back with my final offer. “If it is subject to sales tax, it’s negotiable.” Very helpful. Thanks guys.
MSRP ... IS BULL PUCKY!!! I can manufacture a widget and SUGGEST it be sold for $500.00.... IF the REAL VALUE is $250.00... It SHOULD sell for ~$250.00.... >Now a couple extra $$ may not be a Rip-Off... However... a couple $Hundred extra IS A RIP OFF.
Really good dialogue. Thank you! I bought a car 3 months ago and wished I would have seen this first. So many of these tactics were used but I and the salesman, I believe, walked away satisfied. Not friends but not enemies. But I know they got more from me and my trade than I from them. 6 hours of agony but we enjoy the vehicle now. I don't enjoy it but think I will do better on my next round of negotiations on the next one. I am not claiming expertise but my rules are: Be honest, be persistent, ask for a lot, and give a little. The bottom line is they are making money every which way on you so I am not afraid to point out they are just adjustable numbers on a page - so please lower them if you want to sell the car. They are like Vegas the house never loses.
Shout out to the editor of your videos, it’s a good balance of being informative and entertaining but doesn’t take away from the actual content. Been watching these videos all week and finally purchasing the car today. I’m pretty introverted, and these videos gave me the confidence to say exactly what I wanted and be able to walk away if the dealership couldn’t offer that.
I work in freight. You can get freight from Michigan to NC for 2k. I’d ask him “did the truck come down with only that car on the trailer or were there 7 other cars on the trailer?”
Is that a valid question to ask though? Because say I am buying a Toyota, more often than not they will be picked up from the same factory and would not have to deviate unless of course the cars needed to be dropped off at different dealers
All new cars have a destination charge on the sticker. It is the same for all dealerships. Whether they are 5 miles from the plant or 500. Anything called ‘freight’ or similar other than what is on the factory window sticker is just a money grab.
I used CarEdge’s techniques and data. I got the car I wanted, used, 1,413 miles, 3 year manufacturer warranty, for $4,588 under sticker. No dealer add-ons. The CarEdge data works!
@@catherineyslas4725 Mazda 3, from a dealer, in person, in the last week of the year, I spent 2 months (only visiting dealers on weekends) to find the right deal.
@catherineyslas - mazda3 hatch from dealer. Got info from Car Edge's site re: # of cars on lot, # of days sitting on lot. Helped us to bring price down. Don't take the first offer that the dealership comes back with.
Fact is dealerships need us more than we need the car. Keeping that in mind we should always be in control and not the other way around. Last car i purchased just walked into dealership, wrote the out the door price i was willing to pay on the back of my business card with my personal # on it dnd and told them to call if they wanted my business. Next day received call and got it.
I was looking to buy a Rav4 a few months ago.I asked for the out-of-door price from a dealer and after going around for a while they gave it to me. I went to another dealership and made the same request and the agent told me it was almost impossible for her to give it to me because that only could be done at the end of the negotiation. I told her it could be done at any time of the negotiation and she was not happy.
@kurtrussell5228 Not necessarily. I, too, want to buy a (used) Rav4 and have been shopping for months. There's a dealership nearby that has been struggling to move Rav4s off their lot. Granted, several of them are from rental companies, but they're all sub $27k with less than 70k miles. A couple XLEs are listed less than $23k.
@kurtrussell5228 Did something change with vehicles where 70k miles is considered a well worn car? I was told anything under 100k miles is still fairly new and that one can get +180k out of a Toyota SUV.
We had a young kid, new salesman try to sell us on the "what do you want to pay per month?" I think he even tried the foursquare bs. But when I tried to tell him the price itself was a problem (they had totaled the line items, then ADDED THEM BACK IN A SECOND TIME!), he got confused. I think he had gotten hired as a victim himself. He really didn't understand that he would end up paying *more* with interest over a longer term in order to get the monthly payment lower.
Great video. A few things I’ve noticed after buying many cars over the years. 1. Almost every time without fail when I was looking to buy a vehicle one of the very first things the salesmen asks is if I have a trade in. This video the salesmen(Ray) does not ask about a trade in which in reality would never happen. This is important to dealers because as soon as they know you have a trade in they are doing calculations on the sale of the new vehicle with your trade in calculated in. 2. Buying a vehicle with out a trade in is a much easier process in terms of what the numbers actually look like. As someone who looks at P&L statements every month dealers love to hide the actual number of the sale when you have a trade in.
Never tell them you have a trade in until you have agreement on the final price. Better yet just sell your old car yourself. Also bring an extra set of keys if you have them since they sometimes pull the “we lost your car keys” BS to force you to stay there so they can try to wear you down.
@@Sashazurso say NO TRADE IN, get OTD price, and then say OH I DO HAVE A TRADE IN? Wouldn’t they just offer way less for your trade in? I can’t sell car myself as I’d have no way to get around until I buy something. Car rental would eat up any savings I might get. I never bought a car by myself before and this all terrifies me.
@sandyc9379 You make the private sale of your current car contingent on your purchase of a new vehicle. Have the buyer put up a small amount to hold the car for them. Of course, everything in writing.
My husband is a bit of a math wiz and he spotted that they were charging us a few thousand extra in seconds and spoke up and they acted like they had no idea. “Oh, wow. So sorry that’s not supposed to be.” 🙄 always bring someone that’s good at math and that’s not scared to speak up. Don’t be a sucker. Great job with making these videos. 🙏🏼
I was so anxious watching this negotiation, I had to stop halfway through! The dealer always seems to have so much psychological leverage, how do we level the playing field?
As a salesman if you come to me and don't try to lie and play games then I'll be upfront with you and either you can afford the car and the price I give, or you can't. The car is worth a value. If you want a real non negotiated price at the lowest, come in and if it's a common car, ask for invoice, they'll usually at least do MSRP which is hard to argue. If you really want to argue, you can get invoice on some cars. But I'm not gonna do invoice on a rare car that's highly sought after that's just silly. Everything is situational and realistically business is business, yes they CAN take a negative deal just to move the car, but I personally think that's just not good business practice and it's not going to be Everytime.
Remember that there are thousands and thousands of other cars out there for you to buy Remember the dealer needs to sell this car to you MORE than you need to buy it Remember that in a normal market, every single car typically depreciates 20% in a year (excluding hypers/collectibles obviously) and even more over time, there is NO reason to be paying ridiculous prices for something that WILL decline in value - in many cases if negotiations fall flat you're better off going elsewhere You can keep the upper hand by wanting it LESS than the dealer, even if its a car you really want its not worth buying it at an inflated price given the inveitable depreciation
@@BrandenBlackfordI really hope this advice your saying works because after watching this I’m terrified about buying a car tomorrow. I’ve spoken to at least 5 car salesmen in the last week and almost all of them were complete dicks even when I’ve been just asking basic questions about the vehicles. They were almost acting like I was already trying to set up my bargaining leverages. But really I’m just trying to be informed with the vehicle I plan on purchasing and at the same time im terrified about doing something like these guys did in this video. I don’t wanna play any psychological warfare I just want to pay a price that is reasonable and not be got.
I recently bought a car and it was the best experience I’ve had and a lot of that credit goes to you (and my wife) and knowing what’s appropriate and what’s not on these things and what’s fair in negotiations. Heroes for the masses.
Just bought a new 2024 Hyundai Sonata N-Line. MSRP was 38075. They were trying to lowball my trade in, but stuck firm to selling it privately for more and would come back..they adjusted and with 2500 extra on the trade in from what was owed, after all taxes/fees. ended up OTD at just under 36k. Felt pretty good about it all and loving the new car. Thank you guys for the tips. I was able to watch out for and catch a couple sneaky maneuvers they tried to make, and at the end of the day, felt good about the price. I figured with as new as the car was (only been available in this area about 2 weeks), they were going to push hard and not work with anything, but I felt good about how it went in the end. Maybe not the biggest success story, but with the newness of availabilty, I felt pretty good about the end result. Thank you for all your do. You guys are amazing.
@@geezus7678 I was in a position where I wasn't in need of a new car, just wanting to so that helps for sure. Remove the attachment or hurry. I told them I was looking at a few and seeing what deals could be made. I specifically mentioned cars that were comparable: the Toyota Camry xse v6, and the Kia K5 GT. They definitely were trying their games, but just watch the numbers they try to change around. They reduced prices on the msrp, and then after I countered, they gave more for the trade in but removed the discount, so I called them on that. After everything, I told them I would go look at the Kia, since I had just come from Toyota, and they started to really cave in on things so I wouldn't leave without buying. Just stick to your guns with a realistic but lower price and dont pay BS markups. Better to go without the car for a bit then settle too much. The biggest thing is be realistic, but be ready to walk.
Look at like this. You can pay the full price in a negotiation with 0 negotiation, or negotiate and get paid $500-$1000 an hour for your troubles. My advice is go to a fixed price dealer, or negotiate over the internet and/or phone, and refuse to come in until the deal is finalized, with vin #. Always go thru fleet/internet sales, and never deal with the retail dept. (clowns standing by the door)under any circumstances. Ask for a fleet/internet manager. Sooner or later you’ll find the right dealer.
We drove out of state to purchase from a no haggle dealer. We test drove the car at a different dealer up here so knew we liked the car.. Took lots of time to research trims/mileage and came up with our price point. We found one one state over.. did all the paperwork online, drove down to pick it up and the salesperson let us test drive it and showed us all the features and then we left with our new to us car. Easiest experience ever.
@policyoftruth8449 the biggest issue was lots of dealerships didn't want to quote unless we came in and test drove, even after telling them we were out of state and already knew what we wanted lol. It's not uncommon for people to buy cars out of state. I simply told them if they asked "we are looking to see if you can beat what our local dealership is offering".
Spent a day binging your guys negotiation videos and was able to purchase a 2022 ilx a spec at 19 OTD coming from down from 22.5 today. Wouldnt have been able to do it without your guys guidance!! They said i was quite the negotiator 😂 thanks for all the videos!
@@mcarroll78 I guess by drilling the OTD and grilling them what the unnecessary fees are, being adamant that you will not pay a penny over MSRP, threatening to leave and go to another dealer, many things you can do to soften their psychological blows (ive never bought a car, but this is what I have heard from others and based on this video)
For those new to buying cars, don't get into the conversation about what monthly price is good for you. You want to know what the total out the door cost of the vehicle is. If you talk monthly, they'll just start playing with numbers and the trade in value to get to the monthly cost.
I am in the market to buy a car now. The experience causes me serious anxiety. I got some great tips, but I’m still filled with dread. Thanks so much for your efforts to prepare me!
Literally just bought a 2024 Camry last week. Weird how this was a suggested video. Also got it out the door for 29000 flat. Didn’t even try to sell me any extra warranty fees. Came with an unlimited time and miles powertrain warranty aslong as I do regular maintenance by a licensed place and keep receipts. Toyota of Denton Texas! Great place! Only fee besides Ttl was a doc fee!
I love hearing that this advice is really working for people. Im in the market to buy a 2024 grand highlander. Im hoping to have the same experience as most of the people here. Ill be using this information when i go and hopefully ill be able to come back here and say i got my car just like everyone else without having to spend on add ons... Fingers crossed 🤞🏾
I went to a dealer to buy a truck a few years ago and the sales person wouldn't meet my price so I told him i was going to have to leave and he said why I told him i dont have to have a vehicle its my price or i walk so I got about 10 miles down the road and the sales manager called me and asked if I would come back that he could meet my price and he actually went lower.
Ray is 100% correct. You have to give the seller, dealer or private, a number. I hate it when someone asks, ehats your bottom price? Or even worse, when they seller, usually private, asks what do you want to pay? And no price advertised.
1 trick that can be effective is going to Yelp if you feel a dealership wronged you. Bought a brand new 2024 Highlander hybrid LE nightshade recently. So a dealer was advertising the vehicle for 43k, i told another dealership about the 43k price and they straight up told me they didn't believe me. I sent them proof and Went on Yelp wrote about the experience and the next morning they contact me wanting to sell me the car at 43k, i basically said to get my business you guys will have to offer me a deal i can't refuse especially after basically calling me a liar but not in those exact words. In the end got them to sell me the car at 42.5k plus taxes. I put it on the dealership to make it right and they did.
"I'm getting the sense that you'd like me to do something for you, I need to know what it is you'd like me to do" - haha what a great line, this guy has been around the block a few times for sure.
In the 90's I was club racing VW's and we had a VW dealer in suburban Chicago that sponsored our club. I am a engineer, and being in the maintaincence sales end of that business I had sales experience. As a favor to the dealer who was short sales staff, I agreed to work for them. A recently retired gentleman who wanted to buy a new silver Beetle came in. We agreeded on price, and when I went to the mgr. I was told the dlr. wanted $3,000 over list due to it was silver, and only 2.5% of the Beetles were painted silver. I begged the customer not to take the deal since it was outrageous. I begged him not to take the deal. He wanted the silver Beetle, and paid the price. I was paid $935.00 commission on that deal. To this very day I still feel bad about having sell that car at that price. I always felt I was there to help people meet a need, and not to make a killing. The mgr. told me I would never make a good car salesman. To which I agreeded, and resigned.
@@kittmarie8285 I'll say this Kitt. I always looked at the job as one of a conciergerie, rather than a salesman. You fill a need and make a fair profit. I'm not so sure today's dealers care as much about good will as days gone by.
Just got my new Hyundai Kona SEL for a bit under MSRP while getting great value on my trade-in! Watched a lot of your videos and stuck to my guns with the out the door price I wanted, told them what I was willing to pay, and they ended up going even lower than I asked! I spent a few hours there, but I got a good deal and a great new car. Thanks!
I laughed so hard at this negotiation role play because it was SO good! You can be a tough negotiator and still have a bit of fun. Personally, I love busting the chops of the salespeople and when someone tells me they paid sticker for a car, I cringe. But taxable =negotiable is a great strategy I’ve never used. Thanks, guys!
I just got a 23 Corolla with 18k miles for 19k otd. They were asking 23k. I got a decent deal ln it, but i found your content just after i did this. I never asked for buy rate (didnt know what that was until now) but i still managed to do okay and get a decent interest rate. Didnt get any added warranties and looking at the line items now, i didnt have to pay for anything "extra". I did however, have to spend two weeks of goung to different dealerships talking salesman down and comparing cars/deals. I got lucky!
Though I am DREADING going through buying a car, I am feeling better about it from watching your videos. You guys are so awesome the way you interact. All dads should be so wonderful (and their son, too!)
I never go in cold to a dealership. Negotiate everything online and get my OTD set before I walk in. Then I test drive the car and get the paperwork started. I keep a copy of the email string so theres no doubt of the deal we agreed too. If they try to add extra bullshit fees I kindly tell them i will not pay anything extra to our agreed price. If they try it again I walk out. In my experience 9 times out of 10 they come running after you as you leave or they call you over and over to come back
@@clairesale9405Men get asked if their wives need to be there often as well. It can be used later for pressure. Sort of challenging someone that if they don’t buy it’s because they’re not allowed to make the decision themselves. I guess a certain percentage of people will buy because they’re having their independence (manhood? womanhood?) called into question.
@@clairesale9405you actually took offense to that? Lol I don’t blame the salesmen at all. Sometimes women would say, “I gotta talk with my husband first” which 99% was coward for, “no thanks”
@@thomasciccone528or…because it’s a RELATIONSHIP and two MARRIED people often make decisions TOGETHER that concern their finances. i understand that you’ve never felt the touch of a woman, tom, but with this nasty attitude you most certainly never will. don’t be so pathetic next time
Thanks dudes, my wife and I are about to buy our first new car and I'm going into every dealership like a nonchalant Terminator. Knowledge is power. Wish us luck!
What I have found is At car dealerships they're all saying they're like CarMax or Carfax where their prices are non-negotiable. where are you guys going that you can somehow negotiate? cuz it seems like no car dealerships are negotiating right now. At All!
another fantastic video! Finally, an opportunity for anyone connected to the internet to find out how to really negotiate a car deal. Real life stuff hear-- thank you!
I just bought a 2024 Toyota Camry SE, spent only 90 minutes at the dealership and paid $28,579.00 out if the door. I don't go to the dealership to negotiate, buy an additional service plan or gap insurance, etc. I make it very clear if I stay more than an hour at the dealership, I most likely will not buy it. However, I had to wait for the car to be washed. I don't sit at the dealer, I don't drink coffee, I don't talk much because I usually do business over the phone with three or more dealers.
The mark up is insanely high, in Oz a new toyota corolla cross discounted by $6000 oz dollar for toyota staff member , and they still make profit. A general public would mostly get up to $2000 discount if they got lucky. So, lesson is always aks for a big discount or walk away and dont Forget to write up your experience in google review or any review website to inform others and put pressure on these mafias.
They make bigger money on your trade. Never trade! Sell your car outright. Then go horse trade. A friend of mine sold new and used cars and he said they’d buy up used cars for 5000-9000 all month long then almost double the price. Just watch when a really nice used car some in. If it sits 4 months they will likely drop the price 3 grand and still make 3500!
How do you get the best price if you custom order a vehicle (don't know MSRP until vehicle is built & delivered)? If you order, leaving a deposit, it seems you would be at a disadvantage when the vehicle arrives, because they know YOU WANT THAT EXACT VEHICLE.
I want to start by saying I love your channel and you helping others! With some of the dealership experiences I have had, I try to help as many people as possible. I do wish that you continued the conversation, as I have never seen a business manager come back below what you asked because you have a trade. The only exception would be if they plan on just undervaluing your trade by a couple of grand. This is where I wish you expanded the video to show how you would handle that as if you backed out of the trade, I don't see them honoring the original price as they told you that price was with the trade.
I like your comment. This channel helped me out a lot when I bought a truck last year around this time. Know I saved myself $500.00 and also saved myself about $4,000.00 from a deal that I back down just cause from listening to this channel, maybe if not more money I saved. Don't think I did great, but admit I made a few mistakes, but at least there was NO laughing at me and No high fiving and No celebrating parties when I left that dealership. And I know I got under their skins to some point, cause I know they didn't have a good time with me. And know I did better then so many other people done when they bought a car or truck during the covid19 lockdowns. I even recommended this channel to some air head in my family after I bought last year, cause I knew she was going to buy, but this person she is an very stupid person, and she didn't listen to me and she was stupid enough not to do none of her homework etc... and she got screwed. I was 1 that tried to prevent it, but o well what can I do, its not my money.
I’ve been watching car edge and other videos for years waiting for the day I’d need to buy a new car. Well the day came this past weekend and I saved myself hours and thousands under msrp. The dealers were SHOCKED when I asked for their dealer invoice price and it was awesome to have the edge. They first wanted to show me the window sticker as “the invoice” and I was like “nuh uh”! I want the dealer invoice price please. Oh the bliss and joy of winning the negotiation I got a great Tacoma at a great price.
Absolutely great video. Love watching you guys and learning. I just recently negotiated a deal on a 2020 ram 2500 and feel like I was getting a good deal. I ended up actually backing out because it appeared there was something wrong the digital guage display and had not caught it initially. Dealer didn't want to budge on fixing it, maybe cause they felt they were giving to much already. I backed out. Unfortunately I had my credit run by then. A credit hit I didn't want if I wasn't walking out with a vehicle. I definitely learned a few things watching these videos for sure. Thanks.
Gotcha motors? It's more like Gouge-ya, lol. Good video! I'm still driving a 16-year-old Ford Freestar because I don't want to have to go through this hassle. I'll hold off for as long as I can, lol.
I used to hate this process, but now I get a kick out of it and enjoy it. I know when I leave I'm getting what I want at the price I wanted. You can't walk in without a plan in place and a goal in mind.
I was getting too much anxiety just watching this negotiation, had to stop 2/3 of the way through! Could you sometime explain why the dealer seems to have so much psychological leverage in this situation? Being on their turf I'm sure has a lot to do with it.
the less you care the less psychological leverage they have over you "principal of least interest" if the dealer cares about selling the car to you more than you care about buying it he has leverage over you and vice versa - just remember that most car are garbage that depreciate minimum 20% & that there are plenty others out there for you to choose from at fairer prices
I just recently bought a MDX. Test drove it. Salesperson asked if I liked it and said yes. He said lets go make a deal. We walk inside and he sat me down. Right after we sat down, I told him I'm a straight shooter so to give me the OTD price. He came back 5 minutes later with the worksheet. Didn't care for the number and told him it was $6k out of my price range, got up to walk out and told him to call me when he comes down to my price. Next day, he calls me to go pick up the vehicle. They rearranged some numbers here and there. I didn't care as I'm paying the OTD price only. Oh, i had already got approved for a loan from my credit union prior to going in. Total time spent at dealership for both days, less than 1.5 hours.
MSRP doesn't include the Destination Charge (what they called the Freight in the video). When you build and price a Ford, they are not only adding a Destination Charge, but also an Acquisition Fee. Both are on top of the MSRP. I've found dealers are willing to drop the Acquisition Fee, but they are not willing to drop the Destination Charge (especially on an in-demand vehicle like the Maverick) .
You are correct except for the acquisition fee, I’ve been playing around with custom builds on Ford’s website as well. Not sure why but when you build/price out a car the default numbers are for a vehicle lease. If you toggle over to purchase instead of lease, the acquisition fee disappears and you are left with the destination charge as you said.
I'm looking at a Mazda right now (on the website) and the destination is part of the MSRP. But I am looking forward to all the other crap the dealer tries to throw on.
Nicely done. If you can get me the Camry V6 XSE MSRP $39,844 + 6% sales tax and a $464 dealer "whatever fee" out-the-door for under $40,000, I'll buy it today. Forgot to mention - add $1095 delivery, processing and handling fee to that $39,844...
I like to do the deal online . Just get out the door quotes from a couple dealerships and shop the quotes around for the car you want . Once u find the dealer with the lowest OTD price all you have to do is show up verify the numbers are the same , test drive and sign the paperwork . This can all be done via email or phone. Saves hours going back and forth in person.
@beatrixbrennan1545 i suggesting you research the vehicle first and choose one that you like. Then after negotiations go test drive it . If you decide not to buy it don't.
@beepak8902 it's just not my style to start negotiating if I'm not even 100% sure I even like the product I'm buying. Why waste your time or the other person's?
I love this!😂😂😂I am trying to lease an X1 BMW for my wife, but I am afraid of the salespeople. It's like getting in the ring with Mike Tyson or playing golf with Tiger Woods.
Okay I saw 2 things in this video you guys have said before NOT to do. 1. Never let on to how much you like/want the car. In the beginning he said he really enjoyed the vehicle 2. Don't mention anything about a trade-in until after a deal has been reached
I’m in the market to buy a new car so I’m watching these videos to learn a thing or two. What I didn’t expect was to see a picture of the Toyota plant that I work at on here. Pretty cool.
@Zach First, I LOVE this video! The first question is, you red-lined a number of items but did not ask for any of those to be reduced or removed. Are there any of those you can say, "That's not going to happen!?" The second question is about freight and dealer prep. Those are things all dealerships have to deal with. Why should I pay freight, when I am not having the vehicle delivered to me. As a dealer, they know there will be shipping and prepping to sell. If they want to recoup that, it should be included in the price of the car upfront. What am I missing? You did an earlier video where you had several items that you said to cross off when they hand you the sheet and say you are not paying those. Do you have a list of those?
Watching your videos made car buying and catching scams easier. I scheduled a test drive for a certain trim and after the test driving, I realized it was not the trim I wanted. When I told the guy he told me the trim I wanted was not available(red flag). Then he offered a higher trim to test drive(red flag) and when I told him that is 4k more but are you willing to work with the numbers to get it lower, he said yes(testing the waters). So, I went for the test drive. After the drive I ask him if he can show me the OTD price for the car, he left and I checked the price on their site. He came back with the numbers and it was 4k more than site price(red flag). And when I ask why the price is 4k more he went to get the manager, the manager came out and said he will price it according to the website and put an administrative fee. He came back with the new numbers and price already have the administrative fee but going down the line he had another administrative fee(red flag). I got out of the dealership and told them the numbers don't make sense. They tried to offer me lease and just shook my head while walking away.
Your title is spot on. And now, after being a 6x brand loving Ford customer and my last being an F150 that they refused to acknowledge it was even broken (I have no 4WD and was hauling for a living - I am now in foreclosure on my home due to this) I can definitely tell you that 2018 was the last Ford I will ever buy. Not only have they 100% alienated me financially from their trucks (not many base 4WD avail) , they ghosted my issues, to my face. I really have loved my Ford SUV’s, Hybrid & pickups and it’s like having a partner on drugs. You don’t want to, but you have to say goodbye. Why do I have to be punished for wanting to live a middle class lifestyle? They’re making normal people feel like cockroaches. And I’m beyond sick of it…
@@mareble412 Prices are dropping. I've been watching Subaru Outback Premiums with under 40k miles for about 6 months. You couldn't touch one for under 29k and now I'm starting to see them pretty regularly for 26k.
I learned from a friend who is a car salesman that every dealership has the MSRP as well as a “direct” cost which is the true bottom line. At MSRP there is profit baked into the price, if a salesmen hasn’t sold a car and it’s the end of the month you can haggle below MSRP closer to the direct cost. While the salesman doesn’t make a ton of commission, their metrics are reviewed every month and they are given incentives and bonuses based on how many and what kind of car they sold. If they’re desperate they’ll sell to you, and a lot of dealerships in America are experiencing unprecedented levels of lot rot
When I negotiate for a new car, I know what I want the monthly payment to be over 60 months and have an idea of the rate. This tells me the amount I will finance. Add to that any down payment and trade in to arrive at the OTD price including tax. If the dealer can’t make it work, I walk.
Awesome, really!!! well done. I have never bought a new car in under 6 hours of negotiating ever!!!. Arguing from the spare tire to the scent of the air freshener. Even left and they have called me back. Until the very end, then I sign. When they see me in few years, they know I am serious, and that I'm going to buy and here we go again. Remember this, no matter how good any deal is anywhere, if you drove it out the gate, they still made some money on it. If you don't fight hard for what you want, it's on you. It's amazing how many people just go ok. Really, try really hard, no shame.
I'm located in Canada and Toyota dealerships are only selling for MSRP, specifically in demand models/hybrids. Could you please consider making a video on how to negotiate a trade in when the dealer will only sell the new car at MSRP. Would really appreciate it!
Hey User, im in canada too and noticing, extremely low inventory of toyotas and yes MSRP seems the best you can do. I think if we wait 4-6 months we are going to get some much better deals. Good luck !
I went to go buy a car 2017 Acura MDX online price was 19,500 ("the lowest price") and sticker price was 23,500. I have an 803 credit score and wanted $O down and by the time they ran my credit the loan total price was about 30k APR about 12% . That made no sense to me so I just left.
My husband told me to keep my mouth shut at the dealership and to let him handle it. We walked out with no deals and ended up buying the car. He’s actually not the greatest at negotiating but he handles all the finances and usually in negotiate but I let him have his moment. Now he’s learned and doesn’t want to negotiate going forward.
I've heard you should never give too much personal info and should never say you love the vehicle and that you should absolutely be ready to walk away. Also, don't let them take your driver's license away. We had a dealership confiscate my mother's driver's license claiming they needed to hold onto it while she did a test drive and then they were not giving it back when requested and kept us on the lot and pushed her to sign a contract to get her license back. I threatened to call the police to get her license back. At another dealership, they were jerking us around trying to charge us for VIN etching that was already on the vehicle when it was advertised (and trying to charge double what their sign in the car said that option was worth). We stood up and started to walk out when they refused to budge so they dropped it. What fees fall under doc fees? Is title fee and license fee separate? If you live in a different state and have different sales tax you can have them omit the tax at the time so you will pay it when you register at your DMV. We did this on a few vehicles because the dealerships tried to charge us way more than we owed for tax-- like seriously more than double what we owed for tax. Hmm.. are Doc fees negotiable? I know there is a limit on how much some states chan charge. TX can't charge more than $225 but my owns tate can charge close to $500. I'm thinking trying to buy a used vehicle, no financing, no trade in. But I want to be able to test drive it first. So, is it actually OK to give a set number that you won't pay over? What are your thoughts on dealers trying to force you to sign paperwork before you go to the finance office if you aren't happy with the price they try to push? We had a dealership try to pull that and we refused. Got into finance office and told them we wanted to pay cash in full and were not going to pay the inflated price. Dude said "Well you signed the paperwork agreeing to--- " and we said "No, we didn't sign anything". Cue dirty looks at the salesman from finance dude. In the past we had salesmen offer a price, shook our hands, went to allegedly talk to the manager, then come back out and claim they couldn't get that price, boss said "No". We said "Shouldn't have promised a price you couldn't actually give, deals' off" and walked out. He called us a few days later saying someone else wanted to buy the vehicle. We said"Ok, you can rip them off, not us". That was after he had previously offered us a price over the phone, we came in, and he then said that the actual price was $3k more than he'd told us AND the vehicle was damaged from a storm (it was brand new). Ended up finding a brand new slightly damaged better trim of that vehicle for less $ at another dealer. I found dealers hate when you stand up to leave.
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I zeS😅
Isnt freight already in msrp
Love the channel, by the way. Also, just subscribed!
Q: If I'm not mistaken you guys are suggesting to negotiate the outdoor price. Pretend that you are looking at paying the car off say for exemple in 3 years at xx% interest rate. Then 10-15days later, you to buy off the car in one payment.
If so, how do I go about finding out if that business or dealership doesn't have a clause saying I can't buy it off as soon as I'm actually able to?
Excellent example/presentation as to why the average person hates to buy a car.
necessary evil, can at least come equipped with the knowledge
@@R0CKtheR3DKinda not really. Manufacturers could sell direct to consumer. But the dealerships do accept some of the liability holding inventory
@@Tropicalfrooploops true but the vehicles are usually on consignment so not much Liability.
@@eppyz The manufacturers have a “floor plan” for dealers. If the car sits on lot too long, dealer has to pay manufacturer interest
I guess the manufacturers are in the business to make money, so the dealership scenario is best for them
@@Tropicalfrooploopsnot everyone just knows what they want to buy, a lot of people come and test drive for a reason, multiple cars even. Your paying for the convenience to be able to come and first hand experience if you'd want to live with a large purchase. Due to the way the world works a business is needed to provide that service. In doing that service you have a fee. This fee will rise with inflation and other financial "crises" it's just life. So yeah you really do need some type of a dealership and the nicer it is and more it has to offer the harder to keep afloat.
Every high school in the country should show students this video. Doesn’t matter if it’s econ, drivers ed, mathematics, just do it.
Material like this does need to be in a curriculum. Young ppl that go and get their first car always get gouged.
But it's not on the standardized test! Public (i.e., government) schools largely base their curricula around testing. Useful knowledge & skills come second, or third....
AMEN
No you take your own kids and make it a field trip. You get that 20% below MSRP and 0% interst for 72 months. You also take them to the finance office and let them watch how you refuse everything they try to sell you. On top of that you and your kid eat half the candy jar the finance guy has on his desk and you fill the other half in your pocket before you leave and while he is watching. Everyone in the dealership need to be on the edge of telling you "fuck you" to know that you had a great deal. Idid this before Covid. Well my kid is never buying a car from a dealership after this traumatizing experience 😂😂😂😂😂
I wish manufacturers sold cars directly so we can cut off dealerships and stressful negotiations like how Tesla is doing.
Rivian too!
But unfortunately the federal law prevents that, with the exception of Tesla of course. I hope that one day the law gets repealed to give manufacturers more freedom.
Yes, everything should be like Apple Store and Tesla. I don't care about paying a premium but that money should go into R&D, paying the employees good salary, 401K, facilities etc. and not to some middleman scumbag (Dealership) that puts in Zero effort to make that money. Dealerships are just a middleman buying and selling. They were not involved in the R&D, product design, engineering etc.. F those greedy and crooked pigs.
Tesla not only overcharges but what they don’t tell you is to replace the batteries after the warranty is up is 20k
What?@@lunarsabbatical7906
"Once we getcha, we gotcha", I love that! I just went through this misery buying a pickup at year end. You guys are the best!
This was a great roleplay! Especially from Ray showing us what a tough salesperson looks like while still being polite
He's actually behaving like one of the good ones!
Horrible. Way too much Ray.
I’ve run into a not polite one. He said “if I sell you the car at that price I’ll loose my job. How would you like it if you lost your job”
I walked out and got the deal somewhere else lol
I know one thing. If you're trading in a vehicle, never give up your keys because they will hold on to them trying to get you to buy the car. They don't want you to just get up and leave. When I buy a car I tell them the most I'm willing to pay and that's all. I don't try to lie or play games. I am honest and I will tell them this is my top price for this particular vehicle. If they cannot meet that price then I will move on. I walk away the moment they start trying to get me to buy at a higher price after I already told him my price cap.
I do not like pushy car salesmen and I cannot stand dishonest car salesmen. If they honestly tell me that they cannot meet my expected price then I can move on and maybe find something else that's a little cheaper. Or I can look into perhaps less accessories or something. I just hate when they waste my time
This is a bad and inaccurate take. You have to give your keys to the salesmen in which the salesmen gives them to the sales manager to do a proper appraisal of the vehicle. They have your keys until you’re ready to go. If you’re too much of a coward to say, “no thanks. I’d like my keys back.” Then stay home
@@thomasciccone528 ummm wrong. I’ve gotten to where I start threatening to call the police if I don’t my damn keys back and they finally give them back. But when the appraisal is done, they don’t give the keys back and hesitate to give them back because they are righting for the sale. I’ve seen it with me and others who do not get angry, just frustrated. So if you don’t know my experience and what I’ve heard people in the industry say, the you may wanna keep from embarrassing yourself and just keep quiet. Idiot. It may be different where you live. But I’ve been in Cali, Texas, North Carolina, Louisiana, and Ohio. None of those states had dealerships where they give you your keys back when they are done appraising them. You have to start getting upset when they stall as long as they can. Only a moron would try to say my experience is inaccurate as if my eyes lie to me.
Good luck finding an honest one. I learned that long ago. Just look at their bank accounts who own the dealerships and big money crunchers. They earn 6 digits.
yeah, back in the early 90s there was a new car dealer in the Portland area. I went with my gf at the time because she was trying to buy a new car. She gave them her keys and they conveniently lost them for a long time. I ended up walking back to her house and leaving her there. The attorney general fined them for this behavior.
Years later I went to a honda dealer and only gave them the one car key and I brought a duplicate. They tried the old "we lost your key and registration" crap when I went to walk out. I said that's fine and I pulled out and showed them my duplicate key. Then I told them if I get pulled over I will just tell the cop that you kept my registration. They "found" my key and registration within a few minutes and I never went back and bought elsewhere. Back then duplicate keys were couple bucks. You wouldn't leave a two hundred ish or more key now days.
I never would trade in a car to a dealer, just negotiate the car without the confusion of the trade... besides, dealers in my experience never offer as much as a private buyer will give you - even Carmax usually will offer more.
I discovered you both a few weeks ago as I was in the position of having to buy a new car due to a bad accident that we were in. As a woman, I do find the process very insulting at the best of times. I absolutely hate to feel that someone is trying to pull one over on me and strive to be well informed. This brings me to you both. I can’t thank you enough for what you have taught me. I watched a number of your videos and took notes. Not only did I feel equipped and in total control during the process, everything that they threw at me, you had covered and I wasn’t having any of it. The sales person that I eventually bought my car from, who had been in the industry for many years, said to me that he was impressed with how I handled the deal.
Thank you so much for what you do as it is so valuable and helped me get an amazing vehicle for a grand price. ❤
I am in the process to buy a car and I am looking for tips and info. Did you buy a new or used car?
The process sucks for everyone, not just women.
@@anagonzalez3312 I bought a 2021
Gender should not be a factor for feeling taken advantage of (condescending salesman or saleswoman), or I would have to resort myself to identifying as a fragile obese asian midget who is susceptible to being taken advantage
I am so glad I stopped to read it post..I'm in the same spot..
this gave me anxiety- dealerships are the worst experiences I have had personally- I would rather have a root canal than deal with dealers lol
Man ima tell u as a salesman u cant hurt car dealers feeings, as u can see in this video it doesnt take much more than stubbornness and time to get that shi down. We not gon waste our time when we can just order another car with the money you give us🤣
@@benjamin2151 I am checking a new carolla cross with 26k Msrp which costs 29k out of door with taxes and stuff.. what’s the max a car dealer can discount this to in current market ? In your exp
@@guruprabhu_39915 only way to get it closer to msrp is to have the fattest downpayment possible. 20k down gives us boners
I’ve had 17! I’d rather get another one than go to a dealership to get a new car
And that's before you get to the finance room. Good luck reading all the e-doc fine print to make sure you're not forking out for car care add-ons and warranties. And yes they can straight up lie verbally.
You could tell that Ray is a savvy salesman. “The dealer fee is a lot more for the Grand Highlander” “I couldn’t take a vacation on this commission” “I don’t know what other dealers do”
Subtle ways to make it sound reasonable.
A friend of mine bought a new car, and driving away the engine burst into flames.
Dealer prep?
They'd forgotten to put oil in the new engine.
@@veramae4098 can't they sue the dealer for misleading and or scamming the customer?
@ammarisrar2005 nope, unless you can afford lawyers fees (most Americans can't) you've signed the contract
@@louio always get the warranty!
@ammarisrar2005 some states have lemon laws and a 7-14 day buyer's remorse period where they can cancel the transaction and return the vehicle.
These guys are father and son right? If so, easily one of the best fathers/son duos ever. Watching you two together always puts a smile on my face
I walked out of the RAM dealer because they wanted to charge me $525 for door edge guards and nitrogen. All the other numbers were great as far as dealer discount, etc. sometimes, you just don't feel like being gouged. I went 40 miles up the road, bought almost the same truck, and saved over $1,000.
Did you drive back to the first dealership in your new truck to show them they could have had the sale?
@@lynettecolvin8085 I’m about to do just that. Several dealers adding packages on and refusing to take them off. Other dealerships won’t discuss any numbers through phone or email and want me to drive 45 minutes to talk numbers. Found a dealership with no add ons, less cost out the door and everything negotiated through text message. If all goes well and I buy the car, i’m gonna let the other dealerships know how they should have conducted business.
A dealership wants 6k for a EPP where I'm at.
What model you buy ?
@@lynettecolvin8085 No, I texted the sales manager and sales person! Had to rub it in!
Ohhh...as an older woman who is having to buy a car alone for the first time, I HAAAATE this! I might have to go get a bicycle!!
nahfr
How did it go? I’m having to buy a car for the second time. Please pray for me.
@Letyy_23 I found a car at a local dealer and paid (hopefully) a fair price. I was drained! Crashed on the couch! Lol But really...it should NOT be like this!
@@dianatheiss7055 Glad to know you got your car!
@Letyy_23 thanks!
It seems like the ultimate secret to buying a car at/under list is that you not be in a rush to have a new car at all. aka its a nice to have, not need to have type purchase. makes it much easier to just walk away.
Don't try to negotiate. State your terms. If they don't accept, get in your current car and drive away.
Don't even need to do that. The last car I bought (when I lived in the Bay Area) I just emailed 6 different dealers, telling each one what the current low bid is and round-robined them until there was one left standing
I did this same trick when I bought my ATV. My local dealership won out because they offered the same price as a dealership about 90 minutes away but threw in two free tanks of gas, a baseball cap and a wash kit. Three months of waiting was worth it.
@@fudhater8592 This is what I am doing now.. so much easier.. who has time to sit in these dealerships?
@@fudhater8592ha nice. May I ask which dealership ended up being the final one standing? I live in the bay, might be good to have a rec.
Terrible advice. Know your reservation value and negotiate for below it. Say the car is MSRP for 32 and you want it for 30 haggle like you’re trying to get it to 25 and if you settle for anything below 30 you successfully maximized your savings.
Just three weeks ago purchased a new GMC Acadia, $6000 off of MSRP plus $500 military discount, no weird dealer fees and just standard doc fee. No big hassles although sales manager gently tried to get me to purchase an extended warranty, I declined. Overall very pleased love my new ride!
What state did you purchase your vehicle. btw, congrats on the new vehicle.
Only physical items are taxable, there should be
NO TAX ON SERVICES!!!
@@VannKY1 Florida. The doc fees there are high but I had no other "phony" charges.
@@VannKY1 PS - I should add that I live in New Mexico (sales/excise tax was 4%, plates $120 for 2 yrs, title fee $5 = not too bad.....).
A GMC Acadia is not a Toyota Camry. Different levels of demand.
I don't have the patience to be this nice to the people trying to gouge me.
The buying car experience is so broken.
Kudos to you. ;) I feel like I'm going into a lion's den! I might have a better chance with a lion! lol
Lol. Right? I'm not one of those people who like to haggle. I hate it more then anything.
@@kittmarie8285 😂
The sales associate told me that I'm rude because I kept telling him that I don't care about the bullshit that he was trying to show me😂
Very useful video. I just purchased a 2024 Subaru Outback Touring XT. Using your strategies I negotiated the car for $3,500 under MSRP, increased my trade in for $1,000 more than my research said it was worth, and convinced them to transfer in from another dealership the exact car I wanted at no cost to me. The keys were negotiating each element of the deal, one element at a time, in the proper sequence, and walking away before I came back with my final offer. “If it is subject to sales tax, it’s negotiable.” Very helpful. Thanks guys.
Congratulations on your new subaru outback. I'm looking to buy a used outback for 20-25 k and I wish I could buy new.
I doubt a single word in your story is true.
MSRP ... IS BULL PUCKY!!!
I can manufacture a widget and SUGGEST it be sold for $500.00.... IF the REAL VALUE is $250.00...
It SHOULD sell for ~$250.00....
>Now a couple extra $$ may not be a Rip-Off...
However... a couple $Hundred extra IS A RIP OFF.
Really good dialogue. Thank you! I bought a car 3 months ago and wished I would have seen this first. So many of these tactics were used but I and the salesman, I believe, walked away satisfied. Not friends but not enemies. But I know they got more from me and my trade than I from them. 6 hours of agony but we enjoy the vehicle now. I don't enjoy it but think I will do better on my next round of negotiations on the next one. I am not claiming expertise but my rules are: Be honest, be persistent, ask for a lot, and give a little. The bottom line is they are making money every which way on you so I am not afraid to point out they are just adjustable numbers on a page - so please lower them if you want to sell the car. They are like Vegas the house never loses.
Shout out to the editor of your videos, it’s a good balance of being informative and entertaining but doesn’t take away from the actual content.
Been watching these videos all week and finally purchasing the car today. I’m pretty introverted, and these videos gave me the confidence to say exactly what I wanted and be able to walk away if the dealership couldn’t offer that.
I work in freight. You can get freight from Michigan to NC for 2k.
I’d ask him “did the truck come down with only that car on the trailer or were there 7 other cars on the trailer?”
Is that a valid question to ask though? Because say I am buying a Toyota, more often than not they will be picked up from the same factory and would not have to deviate unless of course the cars needed to be dropped off at different dealers
All new cars have a destination charge on the sticker. It is the same for all dealerships. Whether they are 5 miles from the plant or 500. Anything called ‘freight’ or similar other than what is on the factory window sticker is just a money grab.
“No, it came on a hotshot”
That fee doesnt exist in 99% of dealers
That was my first thought.
I used CarEdge’s techniques and data. I got the car I wanted, used, 1,413 miles, 3 year manufacturer warranty, for $4,588 under sticker. No dealer add-ons.
The CarEdge data works!
Agree! Bought a new Mazda after watching their videos and going on their site. Lot of research and time, but paid off.
@debl9957 which Mazda? Did you buy from a dealer or their site? Going to get one in a few days
@@catherineyslas4725 Mazda 3, from a dealer, in person, in the last week of the year, I spent 2 months (only visiting dealers on weekends) to find the right deal.
@@catherineyslas4725 knowing the number of cars in the area just sitting on lots and the time they’ve been sitting there really helped.
@catherineyslas - mazda3 hatch from dealer. Got info from Car Edge's site re: # of cars on lot, # of days sitting on lot. Helped us to bring price down. Don't take the first offer that the dealership comes back with.
Fact is dealerships need us more than we need the car. Keeping that in mind we should always be in control and not the other way around.
Last car i purchased just walked into dealership, wrote the out the door price i was willing to pay on the back of my business card with my personal # on it dnd and told them to call if they wanted my business. Next day received call and got it.
I was looking to buy a Rav4 a few months ago.I asked for the out-of-door price from a dealer and after going around for a while they gave it to me. I went to another dealership and made the same request and the agent told me it was almost impossible for her to give it to me because that only could be done at the end of the negotiation. I told her it could be done at any time of the negotiation and she was not happy.
That's easy. Write it up yourself. They won't like that, because they want to be in control of the negotiation.
You want a rav4?......so does everyone else, you won't have much leverage.
@kurtrussell5228 Not necessarily. I, too, want to buy a (used) Rav4 and have been shopping for months. There's a dealership nearby that has been struggling to move Rav4s off their lot. Granted, several of them are from rental companies, but they're all sub $27k with less than 70k miles. A couple XLEs are listed less than $23k.
@@Perigrene101 your right, there are alot of one or two year old ravs that someone cranked out 60k or 70k miles on......no thanks.
@kurtrussell5228 Did something change with vehicles where 70k miles is considered a well worn car? I was told anything under 100k miles is still fairly new and that one can get +180k out of a Toyota SUV.
As a former car salesperson, I will do ANYTHING to avoid setting foot in a dealership, playing their deceptive, demeaning games.
We had a young kid, new salesman try to sell us on the "what do you want to pay per month?" I think he even tried the foursquare bs. But when I tried to tell him the price itself was a problem (they had totaled the line items, then ADDED THEM BACK IN A SECOND TIME!), he got confused. I think he had gotten hired as a victim himself. He really didn't understand that he would end up paying *more* with interest over a longer term in order to get the monthly payment lower.
So what do you suggest as best practice for someone trying to buy a good reliable car? Thanks
They advertise taxes included then when you get to the dealership they tell you no taxes included
There is a REASON why I refer to them as a Stealership !!
So where someone should buy a car ? Craigslist ?
Great video. A few things I’ve noticed after buying many cars over the years.
1. Almost every time without fail when I was looking to buy a vehicle one of the very first things the salesmen asks is if I have a trade in. This video the salesmen(Ray) does not ask about a trade in which in reality would never happen.
This is important to dealers because as soon as they know you have a trade in they are doing calculations on the sale of the new vehicle with your trade in calculated in.
2. Buying a vehicle with out a trade in is a much easier process in terms of what the numbers actually look like. As someone who looks at P&L statements every month dealers love to hide the actual number of the sale when you have a trade in.
Never tell them you have a trade in until you have agreement on the final price. Better yet just sell your old car yourself. Also bring an extra set of keys if you have them since they sometimes pull the “we lost your car keys” BS to force you to stay there so they can try to wear you down.
@@Sashazur When they do the "We lost your car keys" just call the cops because you are being "illegally detained".
“Do I have a trade in ? No” (i actually do)
@@Sashazurso say NO TRADE IN, get OTD price, and then say OH I DO HAVE A TRADE IN? Wouldn’t they just offer way less for your trade in? I can’t sell car myself as I’d have no way to get around until I buy something. Car rental would eat up any savings I might get. I never bought a car by myself before and this all terrifies me.
@sandyc9379 You make the private sale of your current car contingent on your purchase of a new vehicle. Have the buyer put up a small amount to hold the car for them. Of course, everything in writing.
My husband is a bit of a math wiz and he spotted that they were charging us a few thousand extra in seconds and spoke up and they acted like they had no idea. “Oh, wow. So sorry that’s not supposed to be.” 🙄 always bring someone that’s good at math and that’s not scared to speak up. Don’t be a sucker. Great job with making these videos. 🙏🏼
What should we be adding up ?
I was so anxious watching this negotiation, I had to stop halfway through! The dealer always seems to have so much psychological leverage, how do we level the playing field?
by paying the asking price, and agreeing with a clear breakdown. SIMPLE.
As a salesman if you come to me and don't try to lie and play games then I'll be upfront with you and either you can afford the car and the price I give, or you can't. The car is worth a value. If you want a real non negotiated price at the lowest, come in and if it's a common car, ask for invoice, they'll usually at least do MSRP which is hard to argue. If you really want to argue, you can get invoice on some cars. But I'm not gonna do invoice on a rare car that's highly sought after that's just silly. Everything is situational and realistically business is business, yes they CAN take a negative deal just to move the car, but I personally think that's just not good business practice and it's not going to be Everytime.
Remember that there are thousands and thousands of other cars out there for you to buy
Remember the dealer needs to sell this car to you MORE than you need to buy it
Remember that in a normal market, every single car typically depreciates 20% in a year (excluding hypers/collectibles obviously) and even more over time, there is NO reason to be paying ridiculous prices for something that WILL decline in value - in many cases if negotiations fall flat you're better off going elsewhere
You can keep the upper hand by wanting it LESS than the dealer, even if its a car you really want its not worth buying it at an inflated price given the inveitable depreciation
Be realistic! Most dealers will try to meet you halfway if not more if you’re negotiating in the same solar system
@@BrandenBlackfordI really hope this advice your saying works because after watching this I’m terrified about buying a car tomorrow. I’ve spoken to at least 5 car salesmen in the last week and almost all of them were complete dicks even when I’ve been just asking basic questions about the vehicles. They were almost acting like I was already trying to set up my bargaining leverages. But really I’m just trying to be informed with the vehicle I plan on purchasing and at the same time im terrified about doing something like these guys did in this video. I don’t wanna play any psychological warfare I just want to pay a price that is reasonable and not be got.
I recently bought a car and it was the best experience I’ve had and a lot of that credit goes to you (and my wife) and knowing what’s appropriate and what’s not on these things and what’s fair in negotiations. Heroes for the masses.
Geeze. And I thought I did good on getting 1K off a 25K car. 5K is a whole other level of negotiating.
I might not be ready to step in a dealership again. I was shocked when I found out this video was only 15 minutes, felt way longer.
It felt like an hour!
Packed a lot of information in this video. Felt like an hours worth
Just bought a new 2024 Hyundai Sonata N-Line. MSRP was 38075. They were trying to lowball my trade in, but stuck firm to selling it privately for more and would come back..they adjusted and with 2500 extra on the trade in from what was owed, after all taxes/fees. ended up OTD at just under 36k. Felt pretty good about it all and loving the new car. Thank you guys for the tips. I was able to watch out for and catch a couple sneaky maneuvers they tried to make, and at the end of the day, felt good about the price. I figured with as new as the car was (only been available in this area about 2 weeks), they were going to push hard and not work with anything, but I felt good about how it went in the end. Maybe not the biggest success story, but with the newness of availabilty, I felt pretty good about the end result. Thank you for all your do. You guys are amazing.
That’s the exact car I plan on buying. I’d like to know how you approached them
@@geezus7678 I was in a position where I wasn't in need of a new car, just wanting to so that helps for sure. Remove the attachment or hurry. I told them I was looking at a few and seeing what deals could be made. I specifically mentioned cars that were comparable: the Toyota Camry xse v6, and the Kia K5 GT. They definitely were trying their games, but just watch the numbers they try to change around. They reduced prices on the msrp, and then after I countered, they gave more for the trade in but removed the discount, so I called them on that. After everything, I told them I would go look at the Kia, since I had just come from Toyota, and they started to really cave in on things so I wouldn't leave without buying. Just stick to your guns with a realistic but lower price and dont pay BS markups. Better to go without the car for a bit then settle too much. The biggest thing is be realistic, but be ready to walk.
Look at like this. You can pay the full price in a negotiation with 0 negotiation, or negotiate and get paid $500-$1000 an hour for your troubles. My advice is go to a fixed price dealer, or negotiate over the internet and/or phone, and refuse to come in until the deal is finalized, with vin #. Always go thru fleet/internet sales, and never deal with the retail dept. (clowns standing by the door)under any circumstances. Ask for a fleet/internet manager. Sooner or later you’ll find the right dealer.
You can do that over the phone?
@@MaraMarieBeauty Yes you can.
We drove out of state to purchase from a no haggle dealer. We test drove the car at a different dealer up here so knew we liked the car.. Took lots of time to research trims/mileage and came up with our price point. We found one one state over.. did all the paperwork online, drove down to pick it up and the salesperson let us test drive it and showed us all the features and then we left with our new to us car. Easiest experience ever.
Did they ever ask you where you are located or why you don't go directly to the dealer?
@policyoftruth8449 the biggest issue was lots of dealerships didn't want to quote unless we came in and test drove, even after telling them we were out of state and already knew what we wanted lol. It's not uncommon for people to buy cars out of state. I simply told them if they asked "we are looking to see if you can beat what our local dealership is offering".
Spent a day binging your guys negotiation videos and was able to purchase a 2022 ilx a spec at 19 OTD coming from down from 22.5 today. Wouldnt have been able to do it without your guys guidance!! They said i was quite the negotiator 😂 thanks for all the videos!
Do u mind sharing how you approach the negotiation?
@@mcarroll78 By walking into dealership and asking OTD price SMH
@@mcarroll78 I guess by drilling the OTD and grilling them what the unnecessary fees are, being adamant that you will not pay a penny over MSRP, threatening to leave and go to another dealer, many things you can do to soften their psychological blows (ive never bought a car, but this is what I have heard from others and based on this video)
Which state did you buy that car?
@@leona3440😂 like that matters
For those new to buying cars, don't get into the conversation about what monthly price is good for you. You want to know what the total out the door cost of the vehicle is. If you talk monthly, they'll just start playing with numbers and the trade in value to get to the monthly cost.
I’m not in the market to buy a new vehicle (yet) but I sure do enjoy the heck out of these two’s videos. Informative AND entertaining.
"i completely understand your situation, WHEN would you be looking to purchase one of our vehicles".......every scumbag car salesman......lol
I am in the market to buy a car now. The experience causes me serious anxiety. I got some great tips, but I’m still filled with dread. Thanks so much for your efforts to prepare me!
Literally just bought a 2024 Camry last week. Weird how this was a suggested video. Also got it out the door for 29000 flat. Didn’t even try to sell me any extra warranty fees. Came with an unlimited time and miles powertrain warranty aslong as I do regular maintenance by a licensed place and keep receipts. Toyota of Denton Texas! Great place! Only fee besides Ttl was a doc fee!
Thanks for sharing. Which trim level was the Toyota?
@@nigherperu base model
That's so wild.
My buddy bought a 2022 hot off the press for 23k OTD
Inflation 😆
I love hearing that this advice is really working for people. Im in the market to buy a 2024 grand highlander. Im hoping to have the same experience as most of the people here. Ill be using this information when i go and hopefully ill be able to come back here and say i got my car just like everyone else without having to spend on add ons... Fingers crossed 🤞🏾
@genarojay7244 you'll find no luck with that. Grand highlander demand is far exceeding supply, almost all dealers are charging $2000-6000 over msrp
I went to a dealer to buy a truck a few years ago and the sales person wouldn't meet my price so I told him i was going to have to leave and he said why I told him i dont have to have a vehicle its my price or i walk so I got about 10 miles down the road and the sales manager called me and asked if I would come back that he could meet my price and he actually went lower.
Ray is 100% correct. You have to give the seller, dealer or private, a number. I hate it when someone asks, ehats your bottom price? Or even worse, when they seller, usually private, asks what do you want to pay? And no price advertised.
1 trick that can be effective is going to Yelp if you feel a dealership wronged you. Bought a brand new 2024 Highlander hybrid LE nightshade recently. So a dealer was advertising the vehicle for 43k, i told another dealership about the 43k price and they straight up told me they didn't believe me. I sent them proof and Went on Yelp wrote about the experience and the next morning they contact me wanting to sell me the car at 43k, i basically said to get my business you guys will have to offer me a deal i can't refuse especially after basically calling me a liar but not in those exact words. In the end got them to sell me the car at 42.5k plus taxes. I put it on the dealership to make it right and they did.
local dealer in Los Angeles area added the following to OTD quote for 2024 Toyota Corolla Hybrid $ 3,995 dealer markup $ 495 door inserts
"I'm getting the sense that you'd like me to do something for you, I need to know what it is you'd like me to do" - haha what a great line, this guy has been around the block a few times for sure.
This week I bought a nicely used Ford Fusion Hybrid for $5500 under dealer sticker and I bought gap for 33% off retail all thanks to CarEdge!!!
In the 90's I was club racing VW's and we had a VW dealer in suburban Chicago that sponsored our club. I am a engineer, and being in the maintaincence sales end of that business I had sales experience. As a favor to the dealer who was short sales staff, I agreed to work for them. A recently retired gentleman who wanted to buy a new silver Beetle came in. We agreeded on price, and when I went to the mgr. I was told the dlr. wanted $3,000 over list due to it was silver, and only 2.5% of the Beetles were painted silver. I begged the customer not to take the deal since it was outrageous. I begged him not to take the deal. He wanted the silver Beetle, and paid the price. I was paid $935.00 commission on that deal. To this very day I still feel bad about having sell that car at that price. I always felt I was there to help people meet a need, and not to make a killing. The mgr. told me I would never make a good car salesman. To which I agreeded, and resigned.
You're really exactly the kind of car sales person we need!
@@kittmarie8285 I'll say this Kitt. I always looked at the job as one of a conciergerie, rather than a salesman. You fill a need and make a fair profit. I'm not so sure today's dealers care as much about good will as days gone by.
Just got my new Hyundai Kona SEL for a bit under MSRP while getting great value on my trade-in! Watched a lot of your videos and stuck to my guns with the out the door price I wanted, told them what I was willing to pay, and they ended up going even lower than I asked! I spent a few hours there, but I got a good deal and a great new car. Thanks!
I laughed so hard at this negotiation role play because it was SO good! You can be a tough negotiator and still have a bit of fun. Personally, I love busting the chops of the salespeople and when someone tells me they paid sticker for a car, I cringe. But taxable =negotiable is a great strategy I’ve never used. Thanks, guys!
How much can we get off the sticker price ?
“I was hoping for Tahiti and now Im settling for Hershey Park” 🤓 I’m one of the few folks that love the back and forth of negotiations.
I just got a 23 Corolla with 18k miles for 19k otd. They were asking 23k. I got a decent deal ln it, but i found your content just after i did this. I never asked for buy rate (didnt know what that was until now) but i still managed to do okay and get a decent interest rate. Didnt get any added warranties and looking at the line items now, i didnt have to pay for anything "extra". I did however, have to spend two weeks of goung to different dealerships talking salesman down and comparing cars/deals. I got lucky!
Though I am DREADING going through buying a car, I am feeling better about it from watching your videos. You guys are so awesome the way you interact. All dads should be so wonderful (and their son, too!)
I never go in cold to a dealership. Negotiate everything online and get my OTD set before I walk in. Then I test drive the car and get the paperwork started. I keep a copy of the email string so theres no doubt of the deal we agreed too. If they try to add extra bullshit fees I kindly tell them i will not pay anything extra to our agreed price. If they try it again I walk out. In my experience 9 times out of 10 they come running after you as you leave or they call you over and over to come back
Ray you got me in a minute and a half, "does your wife need to be here" rolls off your tongue like you've said it a million times!
He has, this is just a new grift
I left a dealer because the sales guy asked if my husband needed to be there. I’ve never set foot at that dealership again.
@@clairesale9405Men get asked if their wives need to be there often as well. It can be used later for pressure. Sort of challenging someone that if they don’t buy it’s because they’re not allowed to make the decision themselves. I guess a certain percentage of people will buy because they’re having their independence (manhood? womanhood?) called into question.
@@clairesale9405you actually took offense to that? Lol I don’t blame the salesmen at all. Sometimes women would say, “I gotta talk with my husband first” which 99% was coward for, “no thanks”
@@thomasciccone528or…because it’s a RELATIONSHIP and two MARRIED people often make decisions TOGETHER that concern their finances. i understand that you’ve never felt the touch of a woman, tom, but with this nasty attitude you most certainly never will. don’t be so pathetic next time
Thanks dudes, my wife and I are about to buy our first new car and I'm going into every dealership like a nonchalant Terminator. Knowledge is power. Wish us luck!
Yeah I walk in and say I’m not paying any random fees no dealer prep no freight no dock fee etc if they say we can’t do that I leave
Wow...have you actually bought a car without paying these fee's?? Idk anyone that has bypassed the destination fee
Yep works every time, all that is rolled into the MSRP.
THIS IS SO STRESSFUL
Thats the point
I agree! Some people thrive on this kind of thing and it just stresses me out.
I agree
Stresses me out! 😮
What I have found is At car dealerships they're all saying they're like CarMax or Carfax where their prices are non-negotiable. where are you guys going that you can somehow negotiate? cuz it seems like no car dealerships are negotiating right now. At All!
Once again can not thank your family enough for taking the time to educate the rest of us so appreciated! 👍
another fantastic video! Finally, an opportunity for anyone connected to the internet to find out how to really negotiate a car deal. Real life stuff hear-- thank you!
I just bought a 2024 Toyota Camry SE, spent only 90 minutes at the dealership and paid $28,579.00 out if the door.
I don't go to the dealership to negotiate, buy an additional service plan or gap insurance, etc. I make it very clear if I stay more than an hour at the dealership, I most likely will not buy it. However, I had to wait for the car to be washed. I don't sit at the dealer, I don't drink coffee, I don't talk much because I usually do business over the phone with three or more dealers.
The mark up is insanely high, in Oz a new toyota corolla cross discounted by $6000 oz dollar for toyota staff member , and they still make profit. A general public would mostly get up to $2000 discount if they got lucky. So, lesson is always aks for a big discount or walk away and dont Forget to write up your experience in google review or any review website to inform others and put pressure on these mafias.
They make bigger money on your trade. Never trade! Sell your car outright. Then go horse trade. A friend of mine sold new and used cars and he said they’d buy up used cars for 5000-9000 all month long then almost double the price. Just watch when a really nice used car some in. If it sits 4 months they will likely drop the price 3 grand and still make 3500!
How do you get the best price if you custom order a vehicle (don't know MSRP until vehicle is built & delivered)? If you order, leaving a deposit, it seems you would be at a disadvantage when the vehicle arrives, because they know YOU WANT THAT EXACT VEHICLE.
I want to start by saying I love your channel and you helping others! With some of the dealership experiences I have had, I try to help as many people as possible.
I do wish that you continued the conversation, as I have never seen a business manager come back below what you asked because you have a trade. The only exception would be if they plan on just undervaluing your trade by a couple of grand. This is where I wish you expanded the video to show how you would handle that as if you backed out of the trade, I don't see them honoring the original price as they told you that price was with the trade.
I like your comment. This channel helped me out a lot when I bought a truck last year around this time. Know I saved myself $500.00 and also saved myself about $4,000.00 from a deal that I back down just cause from listening to this channel, maybe if not more money I saved.
Don't think I did great, but admit I made a few mistakes, but at least there was NO laughing at me and No high fiving and No celebrating parties when I left that dealership. And I know I got under their skins to some point, cause I know they didn't have a good time with me. And know I did better then so many other people done when they bought a car or truck during the covid19 lockdowns.
I even recommended this channel to some air head in my family after I bought last year, cause I knew she was going to buy, but this person she is an very stupid person, and she didn't listen to me and she was stupid enough not to do none of her homework etc... and she got screwed. I was 1 that tried to prevent it, but o well what can I do, its not my money.
I’ve been watching car edge and other videos for years waiting for the day I’d need to buy a new car. Well the day came this past weekend and I saved myself hours and thousands under msrp. The dealers were SHOCKED when I asked for their dealer invoice price and it was awesome to have the edge. They first wanted to show me the window sticker as “the invoice” and I was like “nuh uh”! I want the dealer invoice price please. Oh the bliss and joy of winning the negotiation I got a great Tacoma at a great price.
Absolutely great video. Love watching you guys and learning. I just recently negotiated a deal on a 2020 ram 2500 and feel like I was getting a good deal. I ended up actually backing out because it appeared there was something wrong the digital guage display and had not caught it initially. Dealer didn't want to budge on fixing it, maybe cause they felt they were giving to much already. I backed out. Unfortunately I had my credit run by then. A credit hit I didn't want if I wasn't walking out with a vehicle. I definitely learned a few things watching these videos for sure. Thanks.
Wow, just watching this raises my blood pressure......I HATE dealing with car sales persons.
Gotcha motors? It's more like Gouge-ya, lol. Good video! I'm still driving a 16-year-old Ford Freestar because I don't want to have to go through this hassle. I'll hold off for as long as I can, lol.
Haha. My truck is 16 years also. I'm driving that thing till the wheels fall off. I take good care of it. She'll make it another few years.
2004 Ford Ranger 110,000 miles, and I've no intention of giving it up!
I used to hate this process, but now I get a kick out of it and enjoy it. I know when I leave I'm getting what I want at the price I wanted. You can't walk in without a plan in place and a goal in mind.
I was getting too much anxiety just watching this negotiation, had to stop 2/3 of the way through! Could you sometime explain why the dealer seems to have so much psychological leverage in this situation? Being on their turf I'm sure has a lot to do with it.
They are trained to wear you down, and bank on you not wanting to go thru this whole process again somewhere else.
the less you care the less psychological leverage they have over you
"principal of least interest"
if the dealer cares about selling the car to you more than you care about buying it he has leverage over you and vice versa - just remember that most car are garbage that depreciate minimum 20% & that there are plenty others out there for you to choose from at fairer prices
I just recently bought a MDX. Test drove it. Salesperson asked if I liked it and said yes. He said lets go make a deal. We walk inside and he sat me down. Right after we sat down, I told him I'm a straight shooter so to give me the OTD price. He came back 5 minutes later with the worksheet. Didn't care for the number and told him it was $6k out of my price range, got up to walk out and told him to call me when he comes down to my price. Next day, he calls me to go pick up the vehicle. They rearranged some numbers here and there. I didn't care as I'm paying the OTD price only. Oh, i had already got approved for a loan from my credit union prior to going in. Total time spent at dealership for both days, less than 1.5 hours.
MSRP doesn't include the Destination Charge (what they called the Freight in the video). When you build and price a Ford, they are not only adding a Destination Charge, but also an Acquisition Fee. Both are on top of the MSRP. I've found dealers are willing to drop the Acquisition Fee, but they are not willing to drop the Destination Charge (especially on an in-demand vehicle like the Maverick)
.
You are correct except for the acquisition fee, I’ve been playing around with custom builds on Ford’s website as well. Not sure why but when you build/price out a car the default numbers are for a vehicle lease. If you toggle over to purchase instead of lease, the acquisition fee disappears and you are left with the destination charge as you said.
@@brannanidle7389 Thanks. I didn't see that before.
I'm looking at a Mazda right now (on the website) and the destination is part of the MSRP. But I am looking forward to all the other crap the dealer tries to throw on.
Nicely done. If you can get me the Camry V6 XSE MSRP $39,844 + 6% sales tax and a $464 dealer "whatever fee" out-the-door for under $40,000, I'll buy it today. Forgot to mention - add $1095 delivery, processing and handling fee to that $39,844...
Love these guys! Tongue in cheek conversation, but gives me some comebacks to sales tactics.
Don’t go in with a hangover. My friend wanted me to share this info.
This is why people go to Carmax. At least you get cheated in peace.
LOL !
😂😂😂😂😂
😂😂😂
💀
😂😂😂😂😂😂😂
I like to do the deal online . Just get out the door quotes from a couple dealerships and shop the quotes around for the car you want . Once u find the dealer with the lowest OTD price all you have to do is show up verify the numbers are the same , test drive and sign the paperwork . This can all be done via email or phone. Saves hours going back and forth in person.
Yup, but you should actually test drive the same car BEFORE you put in offers anywhere.
@beatrixbrennan1545 you can test drive and walk away. U haven't signed anything binding you to anything .
@@beepak8902 yes, but you're suggesting you offer money for a car you haven't driven.
@beatrixbrennan1545 i suggesting you research the vehicle first and choose one that you like. Then after negotiations go test drive it . If you decide not to buy it don't.
@beepak8902 it's just not my style to start negotiating if I'm not even 100% sure I even like the product I'm buying. Why waste your time or the other person's?
I love this!😂😂😂I am trying to lease an X1 BMW for my wife, but I am afraid of the salespeople. It's like getting in the ring with Mike Tyson or playing golf with Tiger Woods.
Lease deals are straightforward just make sure you're looking over your itemized invoice
Incorrect you still have to negotiate the MSRP that's makes the Lease payments to the lease company.always lease or buy negotiate MSRP 5% to 15% off.
Look on the bright side. At least Tiger won't break your jaw.
Please. Really? Are you that soft that you compare those clowns to who you mentioned? Pft!
Okay I saw 2 things in this video you guys have said before NOT to do.
1. Never let on to how much you like/want the car. In the beginning he said he really enjoyed the vehicle
2. Don't mention anything about a trade-in until after a deal has been reached
The long dance to get to the final price is what drives customers crazy...
Then ya got the fraud from the “great guy” in from finance that is more the same shit
@@clw22580 Yep it's a two stage process of misery!
Dancing is fun! This car routine certainly isn't! lol
We actually tried this method and got 9k off on Acura RDX for my wife.....😊😊😊 . thanks for creating this video...
This made me not wanna buy a car
😂
Why
Yea it seems like hard work but at the same time why would you pay more than the car itself negotiate smarter, not harder 😂
Buying a brand new car is silly at best anyway. No wonder most people live a poor life.
Me too!
I’m in the market to buy a new car so I’m watching these videos to learn a thing or two. What I didn’t expect was to see a picture of the Toyota plant that I work at on here. Pretty cool.
Awesome video!!! Wish I had used you guys on my recent lease/purchase.... lost so much value on the deal with my trade in.
🤦♂
@Zach First, I LOVE this video! The first question is, you red-lined a number of items but did not ask for any of those to be reduced or removed. Are there any of those you can say, "That's not going to happen!?" The second question is about freight and dealer prep. Those are things all dealerships have to deal with. Why should I pay freight, when I am not having the vehicle delivered to me. As a dealer, they know there will be shipping and prepping to sell. If they want to recoup that, it should be included in the price of the car upfront. What am I missing? You did an earlier video where you had several items that you said to cross off when they hand you the sheet and say you are not paying those. Do you have a list of those?
I'm getting anxiety watching this
Watching your videos made car buying and catching scams easier. I scheduled a test drive for a certain trim and after the test driving, I realized it was not the trim I wanted. When I told the guy he told me the trim I wanted was not available(red flag). Then he offered a higher trim to test drive(red flag) and when I told him that is 4k more but are you willing to work with the numbers to get it lower, he said yes(testing the waters). So, I went for the test drive. After the drive I ask him if he can show me the OTD price for the car, he left and I checked the price on their site. He came back with the numbers and it was 4k more than site price(red flag). And when I ask why the price is 4k more he went to get the manager, the manager came out and said he will price it according to the website and put an administrative fee. He came back with the new numbers and price already have the administrative fee but going down the line he had another administrative fee(red flag). I got out of the dealership and told them the numbers don't make sense. They tried to offer me lease and just shook my head while walking away.
That's negotiation for you
Your title is spot on. And now, after being a 6x brand loving Ford customer and my last being an F150 that they refused to acknowledge it was even broken (I have no 4WD and was hauling for a living - I am now in foreclosure on my home due to this) I can definitely tell you that 2018 was the last Ford I will ever buy. Not only have they 100% alienated me financially from their trucks (not many base 4WD avail) , they ghosted my issues, to my face. I really have loved my Ford SUV’s, Hybrid & pickups and it’s like having a partner on drugs. You don’t want to, but you have to say goodbye. Why do I have to be punished for wanting to live a middle class lifestyle? They’re making normal people feel like cockroaches. And I’m beyond sick of it…
Traded my 2014 Camry SE (84,000m) for a new 2024 Camry Hybrid SE MSRP $35K+. Paid $22, 500 OTD. How did I do?
I’m still waiting for these market crashes before I buy.
I used to think the same but a crash isn't coming 😢
@@mareble412 Prices are dropping. I've been watching Subaru Outback Premiums with under 40k miles for about 6 months. You couldn't touch one for under 29k and now I'm starting to see them pretty regularly for 26k.
Lol what crash, get off the internet it's misleading you. Go ahead and wait another 2 years so everything will be even higher
I so needed these details on understanding how to communicate the out the door price! I'll be using them today! Thank you!
This was great, love the interaction. So true to the experience.
I learned from a friend who is a car salesman that every dealership has the MSRP as well as a “direct” cost which is the true bottom line. At MSRP there is profit baked into the price, if a salesmen hasn’t sold a car and it’s the end of the month you can haggle below MSRP closer to the direct cost. While the salesman doesn’t make a ton of commission, their metrics are reviewed every month and they are given incentives and bonuses based on how many and what kind of car they sold. If they’re desperate they’ll sell to you, and a lot of dealerships in America are experiencing unprecedented levels of lot rot
6:39 - This “Got-Cha me” line popped me!!!! 😂😂😂😂😂😂😂😂😂😂😂😂
When I negotiate for a new car, I know what I want the monthly payment to be over 60 months and have an idea of the rate. This tells me the amount I will finance. Add to that any down payment and trade in to arrive at the OTD price including tax. If the dealer can’t make it work, I walk.
So you accept the deal on the OTD price for the new car BEFORE they rip you off on your trade-in?
Make them seperate deals always! Even though I never trade my car in, I either keep it till the wheels falls off or sale personally!
Awesome, really!!! well done. I have never bought a new car in under 6 hours of negotiating ever!!!. Arguing from the spare tire to the scent of the air freshener. Even left and they have called me back. Until the very end, then I sign. When they see me in few years, they know I am serious, and that I'm going to buy and here we go again. Remember this, no matter how good any deal is anywhere, if you drove it out the gate, they still made some money on it. If you don't fight hard for what you want, it's on you. It's amazing how many people just go ok. Really, try really hard, no shame.
I'm located in Canada and Toyota dealerships are only selling for MSRP, specifically in demand models/hybrids. Could you please consider making a video on how to negotiate a trade in when the dealer will only sell the new car at MSRP. Would really appreciate it!
Hey User, im in canada too and noticing, extremely low inventory of toyotas and yes MSRP seems the best you can do. I think if we wait 4-6 months we are going to get some much better deals. Good luck !
I went to go buy a car 2017 Acura MDX online price was 19,500 ("the lowest price") and sticker price was 23,500. I have an 803 credit score and wanted $O down and by the time they ran my credit the loan total price was about 30k APR about 12% . That made no sense to me so I just left.
My husband told me to keep my mouth shut at the dealership and to let him handle it. We walked out with no deals and ended up buying the car. He’s actually not the greatest at negotiating but he handles all the finances and usually in negotiate but I let him have his moment.
Now he’s learned and doesn’t want to negotiate going forward.
What do you think ticked off or didn’t open the door for any discount?
I've heard you should never give too much personal info and should never say you love the vehicle and that you should absolutely be ready to walk away. Also, don't let them take your driver's license away. We had a dealership confiscate my mother's driver's license claiming they needed to hold onto it while she did a test drive and then they were not giving it back when requested and kept us on the lot and pushed her to sign a contract to get her license back. I threatened to call the police to get her license back. At another dealership, they were jerking us around trying to charge us for VIN etching that was already on the vehicle when it was advertised (and trying to charge double what their sign in the car said that option was worth). We stood up and started to walk out when they refused to budge so they dropped it. What fees fall under doc fees? Is title fee and license fee separate?
If you live in a different state and have different sales tax you can have them omit the tax at the time so you will pay it when you register at your DMV. We did this on a few vehicles because the dealerships tried to charge us way more than we owed for tax-- like seriously more than double what we owed for tax.
Hmm.. are Doc fees negotiable? I know there is a limit on how much some states chan charge. TX can't charge more than $225 but my owns tate can charge close to $500.
I'm thinking trying to buy a used vehicle, no financing, no trade in. But I want to be able to test drive it first.
So, is it actually OK to give a set number that you won't pay over?
What are your thoughts on dealers trying to force you to sign paperwork before you go to the finance office if you aren't happy with the price they try to push? We had a dealership try to pull that and we refused. Got into finance office and told them we wanted to pay cash in full and were not going to pay the inflated price. Dude said "Well you signed the paperwork agreeing to--- " and we said "No, we didn't sign anything". Cue dirty looks at the salesman from finance dude.
In the past we had salesmen offer a price, shook our hands, went to allegedly talk to the manager, then come back out and claim they couldn't get that price, boss said "No". We said "Shouldn't have promised a price you couldn't actually give, deals' off" and walked out. He called us a few days later saying someone else wanted to buy the vehicle. We said"Ok, you can rip them off, not us". That was after he had previously offered us a price over the phone, we came in, and he then said that the actual price was $3k more than he'd told us AND the vehicle was damaged from a storm (it was brand new). Ended up finding a brand new slightly damaged better trim of that vehicle for less $ at another dealer.
I found dealers hate when you stand up to leave.
Awesome, good walk through the negotiation process Ray and Zach