Customer SCHOOLS Car Dealer & Saves $1,000s | MUST WATCH Before Buying a Car | Part 2
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- čas přidán 4. 05. 2022
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Watch Part 1 here: czcams.com/video/BoGxISGrtMU/video.html
Thank you Laura for being a part of this 3 video series! 👉 instagram.com/coachlaura_/
just watching this, i want to back out buying my reserved car thats coming next month. :(
I must say this was great, I hope you guys keep bringing videos that simulate a dealership like this weekly or monthly because these are very nice. Matter of fact I was like 20 minutes into the video and I actually forgot I’m actually watching YAA, I really thought I was watching a dealership. This is addicting. Please make these dealership simulations weekly or monthly. This is awesome. It also prepares me for when I have to walk into a dealer ever! 👌👌👌💯💯💯💯💪💪💪🇺🇸 YAA to the rescue, shoutout to Ray and Zach! By the way I still need to see what you guys have for extended warranties for my 2018 Audi RS3 with 20k miles mint condition. 👌👌👌💯💯💯🇺🇸🇺🇸💪💰
I’m in Ventnor Too “ 👍👍✡️
Your negotiating skills are horrible
5:27 😭🤣😂 yall have met your match
I've never had a salesman come down like that, ever. Have purchased many vehicles and tried harder than that and not once. Also, you skipped the parts where the salesman leave 283 times to go talk to his imaginary manager.
Haha absolutely accurate
Sounds like u were never willing to walk away. Wanted the vehicle too much.
Lmao the walk looool
Lmfao the best part is when they bring other people in to persuade you...
😂😂😂So true, the 283 times!!!
I can't wait until dealerships no longer exist. This is such a stupid process.
Right it shouldn’t be that hard to buy a car, these dealerships be getting over on people
Even though Elon Musk can raise prices as he wants (just like factory MSRPs), Tesla selling process should be an example to ALL car makers. You pick everything over the computer, arrive and drive!
@@oliver.13 he does raise prices but they let everyone know and it’s not astronomical.
Tesla is constantly raising prices based on demand for their product. Getting rid of dealerships doesnt mean you will save a lot of money.
@@briangasser973 It's not even about saving money. Buying a car should just be like buying anything else. There is a price set and you agree to pay it. End of discussion. Having to deal with finance managers trying to nickel and dime you to death is annoying, unnecessary, and takes advantage of those less informed.
@12:58
Kimberly - "I was just going to save you the walk"
Laura - "I love walking."
Kimberly - "ah...........great"
one of the funniest role plays I've seen so far. these are awesome and very entertaining at the same time, thanks!
Hilarious!!!
facts !!!!🤣🤣🤣🤣
LMAOO
Everyone connected with this video deserves an Oscar from planning through production and acting, including the guy in the corner.😅
😂😂😂😂😂
That booger hanging on the side of her nose is distracting and ugly.
That guy in the corner 😁
I don't even want to walk into a dealership after watching this.
Totally agree with you 😂
now u talkin, this and other videos jus turned me off...
100%
for people that typically avoid confrontation it can be really a stressful process. THis video the salesman is very polite and sensible, Ive experienced far more pushy and swindling car salesmen and finance managers, when buying a car
Ex car salesman here. This is extremely accurate. Finance will have you in there all damn day
Lol ... they can. I never let that happened. Cause I knew what I wanted knew what was needed. How much is my time is worth. Is the question. Not going too stop for a few hundred dollars, but that’s me. I was IN AND OUT IN 30 min.
I am looking for a new car and straight up I’m letting the salesman to not even bother with asking … show me the % rate,, lets talk about it and done…
At some dealerships if you don't play the game they will hold the line on the total price. One way or another there is a margin they want to get to. Sometimes you can find a salesman who understands that you are looking for a total price and if they can agree then they get to go out and sell another car that day. I've even emailed one saying listen this is my price, if you can do it I'll come in first thing while you're standing around waiting for the first customers. You start your day with a sale done. Many refused but finally one took it. Finance still tried to pull all these stunts though.
@@SpaceShotit’s insane I just want to order online at this point
It’s really a moot point if you get the OTD cost and you then pay cash or have other financing lined up..there is literally nothing finance can do after that.
Another piece of advice is to shop at the dealership late in the day near closing time. The employees are human and want to go home. They are more susceptible to giving you what you want to get you out of there so they can go home.
Also go on the last day of the month. They want to get that last sale! Haha
I’ve tried that and it seems like they don’t want to deal with you later in the day because they know they are going to be there late and want to leave on time…
I’m in car sales not all dealerships and sales people are creeps. Some definitely are.
We are human beings if a person is respectful and reasonable I will go above and beyond for them. People talk a lot about how sales people are scumbags I can tell you the way that customers walk in and treat sales people 50% of the time it’s so obnoxious disrespectful and rude that a good sales person at a good dealership like where I work will simply tell them we’re not the right place for them to buy and have a nice day and if this is the way they’re going to behave themselves, please do not come back, I don’t agree that coming in super late he’s going to get you a better deal than most people want to go home to their wives, the kids and get some rest generally speaking I would be a lot more dismissive and less willing to do anything except forgive the bottom line, and if somebody wanted to pay it fine But I’m not going to invest 15 minutes before closing just like anything. If you don’t play games you’re not going to have to deal with all this nonsense that people are talking about being upfront about your credit is very important because it makes absolutely no sense to spend hours looking at a car when you have no ability to buy it but if you’re upfront and honest, sometimes running someone’s credit in the beginning, really helps me to find a car that will work for them. Lending criteria is very different for poor credit versus good credit, I think I’m more important question is asking the sales person. Do you make a commission on the front and gross if that’s the case she does have a motive to try to get you to pay as much as possible for the car if he’s being paid on units it doesn’t matter what you pay for the car because the unit is a unit the more cars they sell the greater the commission because on each car, just be kind and polite people will go the extra mile for you especially when most people are total jerks, entitled, and demand unreasonable things and then complain when they’re not given what they want. It is a buyers market right now it’s a great time to buy a used car values are back to reality and a new car. It’s also a great time you would be able to buy below MSRP in most cases if someone’s trying to sell above MSRP you don’t have to buy that car there are other dealers that will tell you the same car without thousands of dollars of tacked on fees
Forgive my spelling, I will speak texting. Hopefully you got the point 😂
@@MrGameNfit
So, maybe I’m way off base here, but I’m thinking that salespersons would be motivated to make a sale AND go home early just before a holiday weekend, or their own vacations, and there could be other occasions equally applicable…
Just saying…
When I bought my first car, I felt like they were never gonna let me leave! They kept trying to talk me into an extended warranty and I kept saying no and they didn’t wanna take no for an answer. It became a battle of wills but I was unmovable. I had done my research and knew that this Toyota was still under factory warranty automatically for six years. They finally gave up and I got a great deal. I also knew how reliable Toyotas are and ten years later, I still have it and I never needed that warranty anyway!😂
Three things.
1. This is an incredibly helpful video.
2. Even though I wasn't involved in the negotiations, I'm mentally exhausted.
3. I'm SO glad I'm not in sales anymore!
ahahahaha mentally exhausted 🤣🤣🤣🤣 im dead
I went to a Toyota dealer with my little sister after watching this video. Went into finance. Told her I understand how it all worked and that we were just not interested. "My sister is buying a 13,000$ used car, and find's the risk acceptable of not having GAP or extended warranties." She started yelling at us and calling me rude. Basically shrieking. Another worker came and grabbed us, apologized. We finished the deal and quickly left.
You should’ve gotten GAP
you can get gap for significantly less from your insurance company
You seriously!??? WTF@@jmo82592
I love that they show how backhanded, slimy and sneaky dealership associates are. Most honest representation I've seen in many moons!
My favorite is when they try to get you to say how much you want your payment per month to be. Similar to his question about her budget. You mean I can actually get the monthly payment I want? Sure, but you have to add a year to your loan term.
Funny you say that. What I've noticed over the years is that everything the customers says about a salesperson, you know, liars, scumbags, slinky, actually applies to the buyer. If your mouth is moving you're lying. You say you don't want to play games but it's exactly what you do. You walk in looking for ways to show your ass.
This video is a parody.
It’s not honest to me. I wouldn’t hire an idiot like that to ruin my customers. I see this and have to fight this stigma all day when my dealer does things different
There are a lot of dealerships who are honest and try to build relationships with the customer. You do know you can shop around to different dealers before buying. This is just a dumb roll play that is not indicative of all real life situations and guarenteed it is set up with a bias.
@@corail53it's showing you dealer tactics to get you to spend more, and what you can do to push back.
The finance manager high pressure sales is maddening. I bought a used car with a bank loan already lined up. Told them their junk processing fees are BS, did not trade in anything, flat out refused to listen to the extended warranty sales pitch. Walked out with a car and paid 20% less than their asking price. They hate me now lol.
They can't hate you too much, if your driving out of the lot with the car then they made a profit!
20% off is no joke tho, well played. What car did you purchase?
@@Sk0dienot necessarily true. dealerships sell cars at a loss all the time just to get them off the lot
@@whatintarnation4969 I did not know that. I don't know if that is common pratice in my country tho, but I could be wrong.
They also had the option of just telling you to piss off. Just because you walk in doesnt mean they have to sell you anything.
I love when they call me an informed customer. I know I'm getting under their skin at that point.
Even when armed with knowledge the process is still so painful!
The only hard part is staying awake until it's your turn to say "no thanks". I thought that was pretty clear in the video. "Just say "no".
So, so, SOOO painful. God give me another root canal before having to do this shit.
@@gund2281 yep root canal is a breeze😎
Shouldn’t have to spend hours to buy a vehicle.
Yes, I hate the process!
On my first car, I got completely swindled when it came to the "package" deals. My monthly payment went up alot and almost half of those add ons were ridiculous and NOT needed. When I went to purchase my second car I was ready for that package guy. They took me in the back and I denied, denied, denied. I had a family member who could've helped with oil changes and repairs and I had a friend who could've put an alarm on my car to prevent theft so I declined almost all. In the end the guy literally begged me to take something. His words "Please, you gotta give me something, don't leave me with nothing, please". I laughed and only accepted the extended warranty. He walked out the office so defeated. I had never been so pleased.
Sorry to tell you but, if you accepted an extended warranty, the Fin guy actually won. He probably walked out looking defeated to make you think you won.
The only extra you should get is GAP 100%
@@TheVoidMMAYeah...gap coverage in this market is a must on anything new
Not even you can get in touch with your insurance provider and get coverage immediately usually.@@TheVoidMMA
I’m a true believer in extended warranties on used cars. The jeep Cherokee I bought in 2016 cost $2500 and I had $18,000 worth of covered work. It was a mess. The Kia Sorento that I bought in 2021 cost me $1500 and paid for $15,000 worth of repairs. Both vehicles were less than four years old and had 30k miles on them when I bought them.
When I used these tactics recently with my husband to buy a new car, and he went through his credit union for financing and for Gap, The finance officer at the dealership was not at all pleasant or kind, and rushed us out the door with not even a handshake or a smile. Guess they got upset that we didn’t make them any money?.
These videos are invaluable. I just bought a 2024 camry se two days ago, after watching dozens of your vids. Talked the sales guy down $2K on an OTD price (probably could've talked them down another $1K in hindsight). Refused all extra plans in the finance office (he wasn't happy with me). I accepted the base loan payment on the dealer loan, and I will be paying the loan off in two weeks with cash and a 401k loan I will pay off in 3 months. I saved ~ $18,000 in interest, fees, and unwanted plans/packages on a ~ $30,000 Camry. Thank you so much!
Hey man question, at what point did you bring up that you were paying cash? Or did you not mention it at all?
@@Archt1cStreams I never mentioned it. Part of them lowering the price of the car included me agreeing that I would finance with them. So I did finance it with them. I accepted their horrible 8% interest rate, then I paid the car off before my first payment was due. I think there was about ~$130 worth of loan origination fees I had to pay also when I paid it off. But I never lied about how I was paying nor did I mention I was paying with cash. If they know you are paying in cash they will not reduce the price of the car near as much as they would if you are financing it with them.
@@Archt1cStreams I never mentioned it. Part of the terms of them lowering the price of the car $2K was me agreeing to finance with them so I did. I agreed to their extremely high 8% interest rate then I paid the car off before my first payment. I paid an extra ~$130 in loan origination fees to when I paid it off. If they know you are paying cash they will not negotiate the price of the car near as low as they would if you finance with them.
watching other car edge videos, i learn that you shouldn't ever tell them you're paying in cash, but get a loan for maybe car price - small fown payment. Then pay that loan off with the cash you have
Not sure why my reply got deleted. Never tell them you have cash. I recommend financing with the dealer to get the best deal you can get on the price of the car (if you finance with them they will go lower on the out tye door price). Then, pay the loan off in full when your first payment is due.
I am going through this process now and this video is so accurate! This system is absolutely corrupt. Dealers need to go away.
Right. The dealers go away, then you pay MSRP on everything.
And when you have a problem with your new car, you can call the manufacturer direct and wait on hold for 5 hours.
@@bbeach117Its better than being scammed for THOUSANDS of dollars. A lot of ppl aren’t knowledgeable or emotionally equipped to deal with salespersons. That doesn’t mean they deserve to be taken advantage of. 🙄
@@bbeach117tesla has service centers and show rooms. They just got rid of the absolutely shit buying process.
Well it's the job. Sell it as high as you can. And they get paid incentives. Negotiating is a skill that helps level the playing field.
@@bbeach117 What's wrong with paying MSRP? Give me a fixed price and I won't bother negotiating - I don't mind letting someone have their fair profit off a deal I just don't want to deal with such a scummy, opaque process.
I laughed out loud when she whipped out her credit union paperwork!! This was great! She's a keeper Zach!
same lol. especially with the thud that giant book made when she put it on the desk
I went to two different dealerships and walked right out. The first asked me if I was there to trade in the ‘piece of junk I came in’ bad move, mostly just a jab at the brand. The other got snippy with me when I asked to test drive 3 different cars; they said something like, ‘we’re not going to let you drive a whole bunch of cars, just pick one!’ I left saying I had no intention of discussing finances on a car I can’t test drive first.
This was me at the dealership 🤣. But a much shorter time talking about warranties. They closed at 7, so I came at 5. I financed online and came in with a check! He wanted to do all those warranty talks… I said “Sir, I’m going to be honest with you. Don’t waste your time I got GAP in my loan and I’ll take the basic warranty. I’m not paying anything extra.”
Lol. I heard them cursing me out in the back room. (I was having the base price talk! DO NOT TALK MONTHLY PAYMENTS!) I walked away with a new Pathfinder dirt cheap 🤣🤣🤣 Pre-finance! Pre-finance! Pre-finance! Your down payment will be whatever the check doesn’t cover!
I hope this saves somebody time, money, and gives them inspiration. My first car loan was BS with 20% interest!! I came from the bottom. And P.S. “No Haggle” dealerships will also save you time.
My favorite line at the dealership once was: " I'd rather make a friend than a sale." I couldn't stop laughing and the salesperson got pissed-off at me.
As the salesman walked away: "Does this mean we're not friends anymore? " 😂😂😂
Omg do they really think people believe that shit?
Well I'm not in vehicle sales, but I definitely would rather not make a sale than make an enemy...
Much like a cop saying "I'm trying to help you out here". With a straight face?
I fell for “you remind me of my son”
"I'm the only one coming down here"
Ok, I'll come down too. $29,500
Lol...that would be hilarious!
Lmao, please
I like how you think!!! 👏
Laura, Please come with me to my next purchase. Not only are you smart, you're incredibly poised and in control of the conversation. Thank you CarEdge for this video.
Right! I'm sitting here trying to watch and take notes on all these videos and just when I feel like I got it. I don't. I hope to have her level of poise and confidence when walking into a car delearship!
Wow guys, I am speechless. First of all I am so grateful that you put this together. I just bought a car 2 months ago and I am kicking myself that I didnt see your channel before then. However...This is so realistic. The vibe is spot on. Thank you so much for exposing these tactics. Honestly, I totally get people trying to make a living, but I have zero respect for people like this who make their living through deception. I wouldnt be able to sleep at night if I thought I ripped someone off.
Well damn I feel like I need to bring an attorney with me to the car dealership
You will never be sold a car
Might be worth the extra cost
Lol
Haha 😄 good one
@@tylerdickson7599why
Car buying should never be that complicated. The entire culture of dealers has to change. Buying a car should be no different than buying a TV or a phone. There’s no way a customer is gonna be that smart and prepared walking into the dealership.
I disagree. Customer can be prepared if he/she is willing to spend some time on the internet.
Not true! It's how I purchase vehicles for myself and others.
That's never going to happen but the more informed a consumer is the better deal they will get. I've walked out of more negotiations than I can even count. Be firm
@@leecox1513 Customer _can_ prepare but should they have to? I think Hashim is suggesting the entire system is broken and should change. Dealerships were created to prevent manufacturers from screwing over buyers but, ironically, the can was just kicked down the curb and now dealerships are the ones screwing people over. You can’t deny it’s a predatory business by nature. That’s not something to be seen as endearing.
At the end of the day dealerships are making hundreds of thousands of dollars just from using these tactics, so you can bet they aren’t gonna change anytime soon
When they start to talk about your budget... tell them none of your business I'm here to talk about the price of the car.
Correct me if I’m wrong, but I think that the key unspoken smart component of Laura’s negotiation to 30k was the part where she did not contest any add-on prices with the salesman, perhaps letting him believe that the difference would be made up with extras in the FI office… otherwise he might not have gone down to 30 even.
Laura was far more patient (tactful?) with FI than I’d be.
Her interest rate negotiation was impressive, but I simply tell FI that I’m not interested in ANY of their products.
They press & I ask if I can return and purchase extras later & they admit that I can, of course claiming sans today’s discount!😂
You guys are frequently entertaining but this time you FINALLY put together an outstanding episode. Having Ray and Kimberly portray their actual dealership roles was awesome. Total kudos.
Very helpful video
So this is what hell looks like.
Time to go to a dealership, get to the financing part, randomly stand up and leave.
and what's that gonna do? leave without buying a car? that finance manager weak as he'll. she didn't build any value in the product, she didn't cross shop warranties, she just straight went to discounts.
@@stevornrichards1380 it's also a demonstration, so you can't expect them to show all that, it was already about 30 minutes.
Haha well, at the very least, you'll give them a reason to place an order during this shortage, get the order filled, and allow a vehicle to hit their lot that's not yet sold. I'd actually love for someone to do this at my dealership right now. Right now our OEM is only fulfilling ordered vehicles and you walking out would allow me to get car at least. 😂
Indeed
@@stevornrichards1380 this entire video was weak
Back in the day, prices on vehicles were reasonable to the point as a teenager I could work, save and purchase. Today, the price of a car is much more than I paid for my first house! Dealers make a simple process a nightmare. Your videos are truly helpful. I thank God that both my wife and I saved to a point where we have no debt. Having said that, I don't play games. I research a vehicle and formulate what the vehicle should sell for. I only give a dealer one chance to take my offer. If they look dumbfounded, I walk. Vehicles are no longer a casual toy but a major purchase. It's got to be my way or the highway.
Houses are more expensive too bud. Care to look?
That same house you bought has likely quadrupled in value as well hasn’t it? Try to buy a similar house today that isn’t a disaster or crackhouse and not in a bad neighborhood for under $200k. Also, a new car today has a lot more going on than just a radio and a cigarette lighter.
yep and they all break much more easily, so why would you pay for it@@FlipBoxStudio
Many people think it's over after you get past the sales person. They are all on the same team and one passes it to the other. To keep trying to wear you down.
It always troubles me that people in all kinds of professions, perform buying and selling, customer service, nursing,teaching, running their own businesses etc., and when they set foot into a dealership they are reduced to having to play stupid games and lies and are treated like fools with total disrespect from car dealerships.
Are you saying that other professions you mentioned are free from this type of disingenuous behavior? The car dealerships are guilty to be sure, but you cannot see the same thing is happening at your doctor's office, chiropractor, eye doctor, dentist, pediatrician, realtor, city garbage collection, etc...are just as bad if not worse? The only difference is you get to negotiate with the car dealers, the others demand a specific % payment or even worse unspecified funds... At least the car dealer scumbags tell you what they want you to pay and it can be negotiated. The others mentioned mask payments, encourage greed, and support the absolute strip mining of the american middle class wealth. Car dealers are hated for their confrontation and selling at every possible moment, fine, it is well deserved. The others mentioned don't allow or discuss options for anything - they are the experts, just "trust them." No wonder realtors, city politicians, and the health care elite are so rich. They are worse.
As a consumer, I can say that I hate the dealership industry and have not bought a new car yet mostly because of the hassle. We can feel the level of stress in both parties negotiating a product that should have a fair and similar price for every customer. If I had to face this process to buy meat at the grocery store, I am sure I would be a vegetarian.
I hear you. Thanks for sharing. As an ex salesman, myself, I feel like I can somewhat empathize with both salespeople and customers. One interesting thought that I had, reading your comment, is that we go to the grocery store and we pay 100% markup, or 50% profit, on our meat, and we don't blink an eye. On the other hand, we go to the dealership, and desire to pay as close to zero profit on our cars. They don't own their cars, most of them. They have bought their inventory on credit and are paying thousands a day in interest, whether they open the doors or not. While I agree that fear and anxiety and advantage are terrible parts of many people's experience in purchasing a car from a dealer, I'm neither convinced that it has to be, nor should we be upset when a dealership makes profit. I suppose I find it hard to define if and what "too much" profit is, though.
@@levibeckman😅
@@levibeckmanha! I heard this analogy from another car saleswoman the other day. I would rebute this false analogy by first, pointing out the stark difference between used and new products. New products have predictably fixed costs. Used products do not. Additionally, used products add new variables to the listing price (longevity, usage, wear, maintenance cost, etc).
New products are mass produced and sold with the same exact value at purchase for the most part. Perishable goods are subject to discounts for example.
@@levibeckmantransparency is the key to honest sales. Buyers want to see numbers. Buyers want to see what they’re paying for. Buyers are more than willing to pay the profit amount, given the sale is honest and transparent.
Let’s see the trade-in cost of the vehicle, all overhead costs, repair costs, and profit. Then the buyer can identify the deceptive inflated amount remaining.
@@levibeckmanCome on, dude. The meat market tells you exactly what the price is up front, not "only 72 easy payments of 2.99!" And there's thousands of dollars difference between an equal percentage markup on meat or whatever vs a car. These sales/finance tactics are trying to pull thousands of extra dollars from the customer, not because they offer value, but because they can often bully or pressure the customer into it and they know it.
Last time I purchased in 2017 I avoided all of this. I did my homework, got pre-approval from my credit union, and emailed 3 dealerships stating exactly what I wanted and asked for their best price as I was contacting others as well. I knew what they had paid for the car so I let them make a reasonable profit. I even had salesman deliver it to my house with all the paperwork for me to sign.
Similar story here bought a WRX and let the snakes battle it out while I sat waiting for their email. 🎉🎉🎉
Soo, I'm looking at a used vehicle and wonder what "reasonable" profit would be? I have estimated what the dealer has paid at auction, but I need a clear profit figure . . .
care to share this email on here ?? obviously no personal info... but id love to have some sort of template..
How do we find out what the dealer paid for the car?
Lmk if you find out @@lbs2821
I literally witnessed this scenario unfold for me at the dealer Ship this weekend. Thanks to this video i saved nearly 5k on my OTD price!!! Love all the videos they have posted. Please show more love for the page!
Financer: “I’m just trying to save you the walk”
Buyer: “I love walking”
Financer: *screams internally* “Ok great”
Comedy gold 🤣🤣🤣🤣
And that’s when she was shown the door
My favorite part too
@@mymingyen and went to another dealership that was willing to play along properly
This was hands down the best customer buying video I have ever seen !! I feel a little bit more confident going into a dealer now . Those questions that were asked were spot on ! I was laughing all the way through lol. Thank you so much for posting this . You all are amazing . I’m in the market for a replacement vehicle and your videos are helping so much ! I’m going to wait a little bit longer if I can since the market is horrible with these jacked up prices everywhere .
Many blessings to you all !
Ditto
You have to go in there with your numbers in ordered.
I bought my car in 2019, so it was easier and cheaper
They wanted $11,990 plus tax, fees, and addons. So it was $16,xxx. I told them I’d pay 12,000 out the door and at 3%.
We went back and forth to 12,100 with tax and title at 2.79%.
They kept saying. So your gonna walk away b/c of $1000, $500, $400, $200. I just said yes, yes, and that I didn’t need the car, and that I drove in with a perfectly fine car.
@@chaselesser3191 I feel that it's important to walk away from cars. That tells you you are not overpaying. Eventually you will find the price and car.
I also feel it's important if they are guilting or you feel any pressure, walk out. A happy car dealership is one that made to much off you. I've bought 11 cars and I'm always overly polite and always on my way out the door. They always cut the shit right away. When a closer at a toyota dealership was beating me mentally, I told him I was leaving. And I did. Half way through the deal.
It doesn't work on skilled salesman 😂😂🤣🤣
Such a godsend you guys are doing these role plays especially at dealerships today! The negotiation tactics by dealerships are tiring and borderline ruthless! Laura kept a level head and was extremely patient during this entire process! If a buyer does their research, the more you know will win at negotiation every time! Such a fantastic video and negotiation!
Man that girl is one tough cookie GREAT CONTENT!!!!
Just a phenomenal role play. The customer demonstrated such a calm, happy, relaxed demeanor. THAT, on top of being a great negotiator. Proof positive that we don't have to get hostile or super serious when in negotiation. Just know the facts, then you can be happy and engage in banter. Actually shows that you are really in control.
That’s because they were filming and they know it’s a somewhat of a phony deal. In real life they get rude when you take away from their paycheck lol
She did not play a great negotiator, Ray played a weak negotiator
This is the most informative video I have EVER seen…it just goes to show how the dealerships rip-off those buyers who are less knowledgeable. Thank you for producing this series.
EVER??? Lmao wtf you must watch dumb ass shit 🤣🤣🤣
She should just tell her she doesn't want any of those extra things. Goodbye
@@connie3312 ???
@@connie3312 She’d probably be thrilled for you to leave, Connie.
Why is making a profit a rip off? Should dealers ask the customer how much profit they should make on them? What do you do for a living? If you're jobs pays you a wage or salary, your employer is making huge profits on its customers? Is your job guilty of ripping off people as well? They're how you reinvest in the business, hire people, pay bills... it's Capitalism. No one holding a gun to anyone's head
Kimberly’s acting skills are on point!! She makes me laugh! Love these!
Even though she was prepared, she was starting to get overwhelmed but she managed to stay the course...😂😂😂
when the finance manager is offering products- you just need to say.... "I will take anything you want me too- as long as the out the door price doesnt change".
That's dumb. So you're going to decline coverage on your car?
What a lucky girl to get the “friends and family discount with the one coupon I have left for the month”. Well done ladies.
Pro Tip: When the person you're negotiating with is wearing a $10k Panerai Radiomir Rattrapante watch, point out that they must need to sell a lot of cars to afford a watch like that.
I LOVE this video… Finance always makes me super nervous and high anxiety… They talk circles around you until you buy thousands of dollars of “stuff” that never turns out to be what they said the warranty covers. My last car I bought the Tire warranty and when I got the “nail” in my tire and scratches on my rim … the dealership said it wasn’t covered. So I cancelled the warranty.
I love when car dealerships get the shaft even if it’s fictional.
Wow, I got charged $1095.00 Gap over 60 months. $31 a month.
I'm grateful for this teaching. Father and Son, live forever.
The last time I bought a new car in 2019, I said no to all of the extras and saved a few thousand. This buyer is well prepared and strong and blew up the BS of the sales team.
I have done this and was told to leave. That was after they got done laughing. Most dealers now have a staple of customers who blindly pay whatever the dealer prices the car at. Even the desperate ones have ways to make it work.
How do they live with themselves knowing they are ripping people off at every turn. It’s disgusting
GAP is offered sometimes for free with your credit union/bank or at lower cost. Don’t ever buy GAP with a dealer.
I got gap and a lower interest rate through my car insurance company, state farm
I’m going in a few hours to test drive my car and I’m nervous about the negotiating process. This really helped build my confidence. 🚙 🚗 these car dealer sales people are torture 😵💫
How did it go?
When she pulled out the book 😂
I’m so grateful for this channel. They’re showing us everyday situations that happen during car dealing that we rarely get to see unless we’re actually doing it.
Approaching these situations with both professional and comedic angles gives me a boost in confidence before even approaching the lot.
I’m learning so much from this channel and I’m grateful for everyone that’s involved with creating these videos.
This is why people hate going to car dealerships. The F&I manager really was working the customer. Even though she was exceptionally prepared, this looked far too stressful of a situation to me. If all of these add ones are so important, they should be included in the deal. I would have walked.
Laura did a great job here. This whole car buying process makes me sick to my stomach... I get that the dealership employees are paid to do their job, but man do I hate the negotiating and borderline sleazy tactics employed to separate people from their money.
O
@@litapyaja This is why people go to Carvana, Carmax, etc. And I sure hope everyone knows to get your own financing.
Agree, it is absolutely soul sucking.
I joke with people, but it’s actually true…when it’s time to go car shopping, before I walk out the door, I take two Tylenol for the headache I’m going to start having the minute I step foot on the lot.
The buying process is honestly the reason why I'm still driving the same Toyota I bought back in 2003!
Wow, that line "I'm reasonable just like you" got me. Is that the point where a car salesman starts getting more than a little nervous? What a setup.
I just negotiated for a price on a new truck using the internet. I had 3 different dealers trying to earn by business. The dealer that worked hardest started right of with a detailed pricing sheet, which was their Out the Door offer. I didn't even have to ask.
So I researched NADA to get an MSRP, and then refused to buy all the dearler addons, and subtracted the Manufacturer 's incentive (which they conveniently left off) and then recalculated the sales tax, and the VLT. I was nice enough to let them have the $599 DOC fee.
I gave them my lowball offer back and which was about $3500 difference. After negotiations were done, the dealer came down in price twice, and I only went up once. The difference between first and last offers was $2700. I hit my target budget price and got the truck I wanted.
My success. I started with a reasonable but low MSRP, and I knew how to calculate taxes. The lower the base price and the more discounts and incentives you get ALSO lowers your tax. So that gets your Out the Door price even lower. Know how to do taxes so they can't jab you on those too!
How do you calculate a low but acceptable msrp. Say for example Honda Crv sport L hybrid for msrp 38400$
If I had to go through all this preposterous wrangling for every penny the dealer could shake out of me I’d walk! I don’t play games when I buy a car. I’ve always had my financing when I walked in and I’ve always checked MSRP before I walk in. I never trade (I always sell my own car). I also never buy any protections from a stealership. Their “protections” are nothing more than a profiteering bet they will pocket your money in the end.
Yes, I’ve walked out of many stealerships over my 40+ years of owning cars. When they start the shell game I make it clear I will walk unless they stop. Another game I don’t play is sitting around for ever waiting on the finance manager or someone from “the pit”. I tell them up front how much time they have when I walk in and that is all they get!
The good thing about buying new is every dealer can get every car. You are not stuck with the one they have today. If it’s the end of the year, that may be different. However, they are never the only one who can do the deal.
Be careful out there. These people are unscrupulous, vile, thieves who are out to rob you any way they can.
Someday this whole process will be illegal and we can buy from the manufacturer like any other product. Till then, it’s every person for themselves!
This video offers useful insight into what to expect at a dealership. I would Ike to see a similar skit, but with a cash buyer rather than a buyer who is planning to finance their purchase.
You want to play along and finance the car because you'll get a better out the door price. Once the deal is done, just pay off the car note immediately.
you can add the gap coverage through your insurance for a VERY low price! Sometimes its only $2 for the year when i add it on!
I have saved this video to my favorites, and will absolutely review it prior to any vehicle purchase. Extremely good video!
ALWAYS ask to see the call sheet for the "bank interest rate." Dealers are allowed to add interest points to the loan then get paid that extra interest
It's called the Dealer Reserve
hey good information
Correct! Always negotiate a CASH price (dealers hate it because they can't make any interest when the customer uses an outside loan source).
@@leecox1513 not in this market anymore unfortunately. Most dealers not taking any loser deals these days
@@leecox1513 "Dealers hate it". Negotiating on a cash price isn't beneficial to you simply because "dealers hate it". It actually makes it so you get less of a deal. You're taking money off the table for them by paying cash. Negotiate on a cash price, sure, but make sure you ask them about the hidden cash back incentive if you finance it and pay it off shortly after to avoid the interest. It works. You get a chunk of their bank reserve, they recoup the discount they gave on the msrp. Win win for both of you.
Wow, the “salesman” really nailed how they actually operate and the words they say. Good stuff!
Well he spent 40 years as a car salesman.
@@Noxlion28 Didn’t know that at the time. Thanks…
You guys make such great content and really help us consumer be better informed when purchasing a car. Thank you for all that you do! God Bless You!
Honestly, I’m buying a car today and I wish I found this account sooner to watch every single video. I have never been more informed and more prepared to go in there and get the best outcome.
Even if you don't buy a car, this video gives the CONSUMER the CONFIDENCE to not get f'ed over in the F&I office. Bravo @
Your Advocate Alliance (YAA) team. *THIS IS THE CONTENT PEOPLE WANT TO WATCH.*
Thanks to this video I was able to get my APR rate from 6.5 to 3.4 had the dealer chase me to my car to make the deal bc I was walking. With a credit score of 790 that 6.5 was ridiculous. These video really helped me build the courage to go into finance and dominate the conversation. Thank you guys for what you do!!!
Bro i got a 782 and they were trying to give me 6.24 like wtf... i didnt buy the car but will prob go monday to re negotiate
@@omgshad0w find another car, they clearly don't care about your business.
@@kkellerk23 yea after thinking about it I decided to just go with another car. In the end wasn't feeling auto
3.4 is still pretty high unless it was a used car. I was getting buy rates of 1.79 for well qualified buyers back when I worked in F&I (I never gave anyone that rate I’d always mark it up a bit since even with markup it’s still competitive) but you’d be surprised how low rates can really go if you know how to push
@@greenwhale6191 it was a used truck 2018
This is so helpful. I wish I had these videos 10 years ago when i bought my first car. I loved paying interest on maintenance plans, ceramic coating & gap insurance over 6 years.
The moment you said "I might have to ask you to leave" at 4:15 I would have stood up and said "maybe you are right" and tuned around.
This video is great. I have had two separate dealers 10 years apart absolutely REFUSE to talk about the out-the-door price. The first was at a VW dealer and when I refused to tell him my "monthly budget," she got her sales manager to come sit down in front of me and proceed to berate me in front of my wife, saying "I guess you've never bought a car before - I'm going to give you a little lesson on how the car buying process goes because obviously it's not going to work how you think it is here." We walked. The second time was recently at a Subaru dealership where - again - the sales manager tried to tell me "if I can offer you some good advice, there's no need to focus on the price of the car - what you need to do is figure out how much you can afford to pay each month on the car." Ugh.
Wow this makes me nervous. Did you find a dealer that did do a deal with you?
Yea... I was actually pondering if I could get one of my attorney friends to go with me - and we could "consult" when countering... (at least one or two attorney friends might be willing to give up a Saturday for 4-5 cases of beer, lol)
He's right. You made it harder for them to help you. Dealers are trying to figure your budget to help show you the car for your budget 🤦♂️ all you did was hurt yourself.
@@tableround3019 what they gone do?😂😂🤣🤣
@@deniseg875 Closest I got was a second VW dealer who had a similar car. Again, he said he could probably do the deal. Then the sales manager came in and said no. I didn't know this was a common occurrence, but maybe it was part of the game they play. I walked. They called me back a few days later almost at my price, but I still said no because my wife and I had decided to get a different car by that point. We got a Jeep Grand Cherokee and I basically did the same thing - said this is what I want to pay, can you do it? Sales guy said sure, sales manager said sure. Well, close enough - they asked for $200 more on a $50K car and I was fine with that. I also did finance with them and then re-financed six months later. The only difference I can think of is they had 20 of the same car as the one I wanted on the lot.
If purchasing direct from manufacturers was allowed, I guarantee sales would quadruple. I personally would buy a new car every year to two, instead I buy a vehicle ever 10 years and detest every minute of it
What about preowned vehicles? You want to order a preowned car online that you can't see and drive in person?
I guarantee you that you’re dead wrong. You don’t have the slightest clue on what you’re talking about. Getting rid of dealerships gets rid of competition. It also gets rid of the safeguards you have against the manufacturer. That’s because the dealership is actually working for you, the customer. Not so with the manufacturer. They’re only interested in the bottom line. If you end up with a lemon (every manufacturer makes the occasional lemon, even exotic brands), there won’t be a dealership there to help you get the manufacturer to buy back your vehicle. Getting rid of dealerships is just plain STUPID. You have absolutely NO IDEA why the government forced car manufacturers to sell through dealerships. Nearly all products in the United States (and most other countries) are sold through dealerships. Even “WALMART” is a dealership of sorts. These companies help you deal with faulty merchandise.
The process of buying a car won’t change just because you buy directly from the manufacturer. It will remain the exact same. But when your car breaks down, that WILL change. The manufacturer is going to be far more prone to blame the customer for the failure, thus, deny the warranty claims. Dealerships would never do that. If you have a lemon, you’ll be fighting the manufacturer for a long time before (and if) they ever buy that vehicle back. Meanwhile, you’ll pay full asking price on every vehicle, which creates even more profit for the manufacturer, because now they’re not having to share the profits with the dealerships. Cars will cost MORE, not less.
The cost to fix a Tesla is more than twice that of other cars simply because Tesla can charge anything they want for repairs. Dealerships would never do such a thing. That’s because they compete against each other for the service of your vehicle. But when there’s only one place to repair your car, you’ll be stuck paying what the manufacturer says, regardless of how much it is. Be really careful of what you ask for or you might just get it. You really need to educate yourself on how dealerships work.
DTC and right to repair are the future
So you're more than happy to pay the non-negotiable price on an iPhone, Tesla, etc.? Because that's what would happen if you bought directly from the manufacturers. BTW, I would leave the dealership if I had to deal with Ray (he'd probably be wearing a t-shirt if the dealer would let him) or the finance lady in this ridiculous video.
@@davidsparling3505 yes, and what happens to last year's I phone, it get discounted. Also there's too much inefficiency with unsold cars going to graveyards. It needs to be more streamlined from factory to end user.
This is great! So helpful. And fun to watch. Thanks for your transparency and honesty!! You guys rock!
This is one of the most amazing videos. I have seen on car buying process and I want to thank you 1 million times.
TBH the 3 times I bought cars in my life I've never had a respectful salesman like this one, this is why I hate dealerships with a passion. Even in Part 1 when he was taking her to the cleaners he was still being nice. To me it has always been a tug of war that I just know I'll have to go through for the car I want
The wife says that I'm mean to the car sales guys.
It could be that you come in to the deal looking for a fight. I do. I go into the deal swinging. Which the salesperson reacts by swinging back. Very little nicety in the opening remarks. I remember a time when the salesperson said he needed to talk to the sales manger and as he was walking to the back, my family and I started to walk out the door. He saw this and yelled “where you going?” Everybody in the show room heard it. I replied “I going to eat lunch so you and your manger can talk as long as you want. Ill be back.” That must have been a knockout punch because the Salesperson agreed to the deal without talking to the sales manager. Not saying I got a good deal just the deal I wanted. The salesperson seemed irritated afterwards.
@@CeasarBergonia I don't I usually go in saying "I want X car, I know you have it cause we already emailed about it and I already have my financing" if that is coming looking for a fight then dealerships really need to disapear.
@@CeasarBergonia it's cause if a customer leaves on the sales person without the manager knowing ahead of time, then he/ she can likely get fired, no joke.
@@MR3DDev I was talking about during the deal. When Im just looking and test driving, everything is cordial. It’s when I sit down for the “deal” is when I try to land the first blow. I.e get straight to the point, no need for back and forth. However, I never bought a car because I needed to. So being able to walk away was easy.
I’m in the market for a new vehicle. I’ve called around to different dealers. The one thing this video fails on is that the dealers will gladly show you the door now. Because of the low inventory, as said in this very video, the dealer knows they can sell that car in a day or two for what they want. I’ve personally been told by a salesmen “if you can get a better deal on this car then go to that dealer. I’ll sell this car in a day”. Then he just walked away. I was waiting for a few days to see if they would call me back and try to make a deal. That call never came. Go ahead a try to get the best deal possible for sure but don’t be surprised or upset if you don’t get the car you want or have to pay extra for it. Except reality on realities terms people.
that has been my experience too until i found one dealership that was willing to split the baby. i went with them. not a great deal but i felt they were meeting me halfway given the current market. they were my 6th dealership and 120 miles from where I live.
The video is not an honest representation of the market. It's just click bait at this point.
Wait until the overinflated economy collapses. That arrogance by the sales staff will turn into humble pie
That sux, i guess for me living in a small town wirked out for me, i only have 2 dealers and then about 17 dealers within 2 hours drive away, their sales were realllyyy slow meanwhile there are 3 dealers in the big city doing msrp no mark up so i had a great deal on my tacoma.
@@andrademeza congratulations. You’re on of the few to get such a deal
this is the best!!!!! it covered everything and the conversation is very accurate, thanks for sharing this!!!
Always excellent info, thanks so much, I got my daughter to watch a bunch of your chats because your info is invaluable for newbies buying their first cars, and old guys who have been screwed for years! Thanks, Best
I watched a bunch of your videos last night before car shopping today and you saved me so much money!! This video walked through everything IDENTICALLY to my experience today and I felt confident in what to expect, what to stand my ground on, and what I could say no to. So helpful!!!!
These videos do not work on skilled salesman. I had someone try it on me today. Still sold them 1k above asking. Again these do not work. You need ametures.
@@dariuskirk6135 LOL, I walked away from 5 places and finally secured a deal lower than I expected. My dad taught me one thing in life which to never make a deal with the first person trying to sell you a common commodity. I felt that in person when I was sitting infronto of the 5th dealer with a smile in face and ready to walk off again and he knew that, looking at my eyes. He made the deal, right away being the senior sales manager and even gave me 4.5% with a 681 credit score of mine. And yes, it was a Toyota Dealer and I bought the 2023 Rav4 Hybrid Le for 28.3k. LoL, 😂, people like you can't even get a chance to try me out cause I'll walk out and I don't care your bullcrap respect and shit, LOL
@@blackened1031 good for you. That’s one of the cars I’m looking at. How do you like it?
@@dariuskirk6135 And when I see a stingy salesman like that, I just walk out. They're not the only show in town.
@@adusumir you'll never see it on a skilled salesman. We're not stingy. We'll never appear needy nor selfish.
I’ve never purchased a car from a dealer who tried to add on fees. I got my finance approval in order before even going to the dealership. I already calculated the trade in amount, car cost and taxes. I wasn’t going .01 over that amount. Every dealer in NC I dealt with respected that I saved them hours by knowing what I was doing. It sucks to see people get taken to the cleaners in these situations. Car dealers in general suck
I bought an F150 last fall for MSRP, no add-ons. Ford had a zero interest 36 or 48 month deal, with a $1000 back if I took the 36 month deal (I did). When the truck came in, there was another $5000 in rebates. My dealer pushed through the purchase to beat the deadline so I'd get the rebate. They're not all crooks.
@@kwilliams2239 nice, which dealership?
Fitzpatrick, Newnan GA. This was the fourth vehicle we've bought from them. Two we financed through them because they either beat or matched the credit unions. Realistically, the difference has been small, moneywise. All things equal, I'll give them the kickback rather than leaving it on the table. They're fair, I'll play.
Thank you Ray! I have purchased a new Toyota and 2 new Mazdas since 2021, and I have another new Mazda en route currently for another child. Your information has been an absolutely wonderful tool to have in the box during the predatory car buying process….Appreciate what y’all do so much!!!
Thanks so much for all the information you guys provide us. I found your videos at the right time. I did some things wrong recently when I talked to a salesman. He is a friend so I answered some questions that I shouldn't have. As it turned out, he didn't have any cars that I was interested in. I did better with the salesman I eventually bought a used car from. I started out saying "I want the out the door price" and "Can't you do better on that price?" I talked to the finance guy and let him submit an application. I eventually got approved elsewhere. I was happy to tell them I had private funding and I didn't take their add ons. My lender gave me some of them for less money. Thank the Lord.
P.S. As I commented on Kevin Hunter's video about extra fees the dealers offer, purchasing GAP for my last car saved me money after being hit so badly that it totaled my car. I only had the car for 20 months!
When I bought my BMW I told the finance lady I didn’t want anything right off the bat and she looked so disgusted 😂😂😂😂😂😂😂
I’m planning to buy a car in about 4-5 months but I wanted to start learning and preparing myself now. I’ve never had to negotiate before, and so this is all new to me. I’m so glad I came across your videos. Will be watching everything you have.
Me too same time frame
I am fixing to buy one for my son going to college don't want to get fuck. How did yall did. Have 5 months to shop.
Be willing to walk. Don’t get emotional. Use dealers against each other. You got this.
10-month check-in. How'd it go?
I use to point at the MSRP price and said I want that as the out of door price. Not sure if that is good technique or what.
Seriously, I'm glad to see a father and son that can make videos together. My father had a great deal of knowledge on this that he didn't share.
After watching this video I realize I was totally ripped off when I bought our new car! Especially when the “friends and family” was mentioned - how gullible I was.
Don’t feel alone! I just went through this process two months ago and was totally bamboozled-i’m not a negotiator. And I think it’s written all over my face- my son just went through it a week ago and watched this video… he said they got him with the whole the market situation, not enough cars, everything is marked up…
I haven't walked into a dealership since 2007, and watching this video reminds me why I pray I don't ever have to again. Internet sales - i.e. direct from manufacturer - seems like the wave of the future.
How does that work without seeing your vehicle or taking it for a test drive before buying?
@@sarawright6781 I don't try out toasters before I buy them. Or lawnmowers. Or virtually anything else. Almost everything I need to know about a vehicle I know before sitting behind the wheel.
Sadly this will never be the case with used cars, unless the customer is ok paying thousands above retail with Carvana, CarMax, Vroom, etc.
@@mswwalker12345 well sir you are not very clever...a toaster and a car are 2 different things. thats why the toaster is $20 and a car is $20,000...missing a couple zeros there buddy
Well put together really enjoyed the video, it was very informative.
This is so accurate! Nice job you guys!
Why would you accept a counter offer on the interest rate if they only give it to you after you call them on it? If they lied about that then what else are they lying about?
I'm only 7 minutes in and I'm already having heart palpitations. This is so stressful for me!
It's interesting that Kimberly was very enthusiastic about the details of the tire and wheel plan and the maintenance plan but she literally whispered the price as if she was even offended by it lol
Ok, even though this was acting, I am in love with Laura! Calm, cool, collected, and polite!
I haven't had to deal with a dealership in numerous years, but just watching this gave me anxiety over the whole car buying process. I swear people put more effort into buying a car than they do a house.
Great video. I, like most people, have no idea what to look for or ask about when vehicle shopping at a dealership. They act like your buddy while stabbing you in the back and laughing at how bad they screwed you over when you leave. Great job guys, very informative.
This example shows research and planning before walking into a dealership are essential. You’re going to be taken advantage of otherwise.
Laura did what I did on my last car buy… take notes, bring notes, and make sure the dealer knows that notes are being written. Sales folks make a lot of claims and promises yet know that most will be forgotten and not documented in contract.
Wow I just realized how little I knew! I appreciate ya'll doing such amazing work! God bless ya'll!