5 Things You Should NEVER Say | Car Dealers LOVE When you Make THESE MISTAKES

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Ray Shefska shared 5 things you should NEVER say to a car dealer if you want to save money and get a good deal. This advice is especially useful in today's market with car prices going through the roof.

[@mgfliby]

1. Never tell them what you want your monthly payment to be 2. During test drive, never say “I really love this vehicle” keep emotions to yourself 3. Never tell dealer you are in desperate need of a vehicle, regardless of your situation 4. Never tell a dealer that this is the only make/model you are interested in 5. Never tell them how long you are willing to make payments. Keep payments in the 4-5 year range. Never longer than 72-month’s BONUS 6. Never say I have no idea what my trade-in is worth You’re welcome YT. :-)

[@noresponse]

Thanks for that. All these points are made moot, if you know what the car should cost and refuse to pay more than that. You aren't trapped at the dealership. How about "never buy a car on the first visit". Always leave the dealership and let them call you back with a lower price. It reminds me of people who feel pressured to buy timeshares, like your life is in danger if you don't buy.

[@jeffreybischoff6772]

Always walk out, at first, even if you love it. Always be willing to walk away.

[@neilphillips7608]

That's crazy, cause those are the exact questions I was gonna ask the dealer 😩😂🤣

[@lino580nunya5]

Poker face

[@kevinj.mullins6995]

Thank you for this list. I often struggle with the first one concerning the monthly payment. It seems to me that at some point they would have to realize what monthly payment you are seeking. Because if they quote a price for the vehicle, I would have to ask what the monthly payment on that would be and if it is higher than what I want to pay I would have to say "no can you do better?" It seems like it would go back and forth like that until I am down to the monthly payment that I am comfortable with. Or at some point the dealer would just stop and say "well how much of a monthly payment are you willing to pay?" So how do you get around all of that is my question?

[@muhammadsteinberg]

I had a dealer try and play that old school game of what do you want your payment to be. I told him $2 a month for 48 months with no down payment. He said that's ridiculous which I replied so was that question you asked me, I've asked you several times what's the OTD price. Eventually walked out!

[@MysticalLlama]

As a car salesman I love people like you who aren’t easy manipulated and I couldn’t sell cars as good as the other salesman because I was 100% truthful with everyone

[@g.k.1669]

My wife and I did that with a full size Chevy conversion van that was sitting on a lot. We loved the van because it had the surround sound with video game jacks, DVD player and converted to a bed in the back and since we had 4 kids it would have been perfect for us, but we knew that we could not afford it. We seen it on the lot and it never sold, so we went in and were looking at it in the spring. The salesman came out and started talking to us about how "This just came in and it won't last long" we laughed and said nice try. You have had this on your lot since last September. So we told him what we were willing to put down and pay and he came back and said that would be impossible. I responded "I know, but you will be sitting on this thing for months to come because not many people want these vehicles any more, this is what I will pay a month for 4 years and that is it, you have my number, call me when you come to that realization." Two weeks later the phone rings, they came down to our offer. That was in 2004. Now 180,000 miles later one of my once little kids at the time took ownership of the van and drives it today. Leaving your phone number and walking out the door is quite effective.

[@peter_shadow7559]

I did exactly that once. I told him “I'm not looking for any payment, I came for you to give me the vehicle. I'm looking at the prices, with the price I know how much I'm going to pay because I know the routine” The seller was clearly very upset with me.

[@DF-dd1km]

@@g.k.1669 how about this. I had a customer do that to me one time..told me to call them when we feel like making a deal. My manager told them not to wait for our call because the deal won't get any better. Needless to say, he never called and they came back to take the deal. Sometimes there isn't a better deal and you just make yourself look like an asshole

[@g.k.1669]

@@DF-dd1km Or you make yourself look like a shrewd customer that knows what they want to spend and don't want to be like so many tools out there that purchase more than they can afford and end up hating the vehicle or getting it repossessed by the bank.

[@GrnXnham]

My wife and I play "good cop bad cop" with the dealers. I'm always excited and agreeable with everything the dealer says while she is grumpy and argumentative and unhappy with everything. She's always "checking accounts on her phone" and then says something like "We can't afford that one. NEXT!" It drive them nuts.

[@skycaptain95]

That's hilarious. I bet you've saved thousands with this routine.

[@TingTingalingy]

How often are you two in dealerships giving dealers headaches?

[@johnbrown1851]

I used to do that when buying guitars. I would only have so much money in my pocket and would ask her for more if needed.....then she would say that we have a long drive home and need to keep some money for gas.

[@chee-h1r]

I call my husband Jack ! He would trade our house for magic beans 😬

[@airbornesoldieramerica7125]

Thanks for the tip, I might have to do this myself this week.

[@Sayali312]

I’m 22 and this is my first time ever buying a car. This video helps a lot. As a young woman that doesn’t know but about cars, I know I’m a great target for care salesman.

[@JimLake.Junior]

Learn a little about car maintenance and repairs to avoid getting ripped off by shops. There are a lot of good mechanics out there who won’t rip you off but there are a lot who will too. Learning about the car you have in particular isn’t too hard. Just knowing about it not doing it can help.

[@annak3388]

Also young female here. If you have a trade in get the value before you go. I was 25 at the time and had to walk away from a deal once because they offered me $13k for my trade in then $15k and wouldn’t go above that and they said I’d never get above that. Went to a different dealer and got $21k for it on the first offer.

[@ivand0007]

No offense but you should get a guy such as your brother, father, or friend to go in with you. It changes the dynamic and they won't try that same stuff on you. It's just how it is.

[@Sayali312]

@@ivand0007 yeah I had my friends that was a guy and my boyfriend to go with me when I was buying

[@soniarena5250]

@@Sayali312how did it go, did u get a good deal?

[@aa777flyer]

Never walk in and say "I am paying cash" up front.

[@MysticalLlama]

As a car salesman at a dealership, If the dealership doesn’t give out their prices walk out immediately and never look back. I had so many people cuss me out and walk out because we would get them in and fill out all the paperwork and once we hit them with the total price of the vehicle plus tax and title they would be pissed off rightfully so. Test drives as well you shouldn’t have to bring your birth certificate and social security just to test drive a vehicle if they don’t allow test drives without all the extra paperwork then walk out as well.

[@es2056]

It is amazing how these tactics work on so many people. Never disclose your buying position. Leave the salesman guessing at all times. And always require the drive out price on a detailed invoice.

[@airbornesoldieramerica7125]

@@es2056 I am starting to keep them in the dark very well myself, specially last 2 cars I bought. IDK, maybe I am driving them nuts on it. Had a few of them call me back now. And went to 8 or 9 dealerships now. In my younger days I got screwed twice but not all my fault but will take to long to explain. Then other cars or trucks I had bought from family members. But last 2 other cars also bought at a dealership wished I done a little better, but I didn't get screwed over to bad, compared in my younger days.

[@MrNATSFAN11]

Isn't it really sad that this industry is so riddled with a group of folks that try to manipulate the buyer to maximize their profits based on how they can take advantage of the folks that are not as swift with the art of wheeling and dealing! . I love this channel I have learned so much.

[@glenking6418]

If YOU do a little research you’ll find buying a car can be fun. When you come in with a chip on your shoulder or you don’t give any info the sales staff can only go thru their process

[@slimj82]

It is, truth is other industries just do it behind closed doors..

[@MrNATSFAN11]

@@glenking6418 I was a soldier for 20+ years and I would see the youngest and more nieve soldiers come back with extreme debt that would contribute to trashing their career with a repossession. I understand the nature of the business. I guess thats the way the cookie crumbles/caveat emptor...

[@MrNATSFAN11]

@@slimj82 Agreed... just like if your HVAC goes bad.. get ready to get sent to the clearners.

[@d.b.1979]

It’s called capitalism. Negotiation

[@myrusEW]

As someone who doesn’t play social games, I had no issue being completely honest and upfront about my entire situation, how I felt, and what I wanted/could afford. The distinction is that by not playing the game, I feel no obligation to do anything I don’t wish to do. I can say what i want, and I can say no. Whatever they say has no real influence on my final decision.

[@vampirejesus8170]

How about one on how to ask a dealership how the hell they can ask the same price for a used vehicle that a new one is going for.

[@xlthumper]

That's actually the buyers fault, people want it more than the value of it. New car shortage makes used cars prime value.

[@KA-te7xk]

💯💯👍👍

[@michaelpfistner5820]

That's called the "free market". Nobody is holding a gun to anyone's head to buy the car.

[@WilliamFisher1]

Nobody ever taught you about Supply and Demand?

[@phiggnewton5499]

Because they can, if you want the car, you pay the price.

[@highwaymaintainer]

We should all just be able to order direct from car manufacturers, forget the 100 middle men

[@CuriousAndCuriouser1865]

We need a video breaking down the math of how much a car is being sold for (sticker price?), how much it's really worth, but also how much the dealership makes, and how much the car salesman makes on the sale?

[@airbornesoldieramerica7125]

I am doing the same myself. In fact just did a small refreshment on my math for this. Came back to me real fast.

[@CuriousAndCuriouser1865]

@@airbornesoldieramerica7125 Break it down for us!

[@airbornesoldieramerica7125]

@@CuriousAndCuriouser1865 Not great with computers but will try to explain it. But I only figured out how to add 1% or 2% or 3% to dealer invoice price. Take the number like example $5,353.97 for car or truck to your wish list. Then take the decimal and move 2 places to the left. That is $53.53. Then if your asking 4% Higher then the dealership invoice price then multiply $53.53 x 4 =$214.12 then add the $5,353.97=$5,568.09 for that car or truck your buying. So should not pay no more then $5,568.09 for that car or truck.

[@mikecangelosi3417]

I always answer the salesperson with “I want my monthly payment to be zero, make it happen..”. They often get put off with this and I normally respond with “well u asked”.

[@mikecangelosi3417]

@@pnw3856 thanks for the advice but I do my research and know what I’m doing. I’m not a payment shopper. The last new vehicle I purchased before this shortage disaster I was well into holdback and I didn’t discuss monthly payments, but the price of the car.

[@lisat9707]

I found this funny and exactly something i would say😅. Like when customer service people ask me if theres anything else they can help me with... I often reply with If you have a secret money tree in your back yard that ypu could send me a seed or ten from id appreciate it. They laugh. Call ends. Everyones happy.

[@dirtbeard108]

@@pnw3856 wrong. I've bought 8 new vehicles this way. There is no 'process' unless you submit to one. Make your offer, if they accept, great, if not, walk.

[@btcsys]

I will go a little higher and tell the sales person I would like a payment of $100

[@derikmichael1822]

These mistakes can apply to a lot more than just auto sales! Great video guys.

[@AlexCulturesThings]

I was so glad I watched these videos before signed my recent loan. Number 1. I got financing through my local credit union as a bargaining chip. Number 2. I flat out rejected there “Bumper to Bumper” waranty. Ended up with a brand new Hyundai Elantra for a couple hundred less than msrp and ~4.0 % at 72 months. You guys are doing an awesome thing!

[@planetside718]

Why reject the bumper to bumper warranty?

[@gearsofwar3xXx]

@@planetside718 One reason is, when you pay all that extra money, it's really easy for the dealer to deny a claim just by saying, "Oh, that's not covered, or you didn't maintain it, or you didn't do this" etc.

[@planetside718]

@gearsofwar3xXx okay were talking about the extended (paid) warranty now right? I could see your point for that case. Also Gears' 1 was my game for like 5-6 years lol

[@lucienia.dagamasaldanha9006]

How were you able to get less then MSRP price? I am still new to the channel

[@scotthuxtable4373]

Bro you bought a Hyundai you will most certainly regret not getting that warranty

[@cliffvictoria3863]

Good advice whether buying a car, a home or a refrigerator/(whatever). Giving out "free" information doesn't help a buyer. If you want to give out any information, make it things like "This car is slower than I thought it would be." "I'm not in love with it." "I think I need to keep looking unless this would be a fantastic deal." Etc.

[@basstheangelo]

Nailed it. This is how I finesse people. 😂

[@mobius7089]

It's true, always be willing to walk away. I did, got a call from them the next day and they said "name your price." I did, and got exactly what *I wanted it for*, best deal around.

[@gherasimtibi]

When was that? In 2007?

[@carab7783]

Bhwahahaha! I was thinking the same!

[@khabbad]

@@gherasimtibi could have been 2008 lol

[@Eshine21]

@@gherasimtibi😂😂😂😂😂

[@tomdrummy4984]

And the one thing you SHOULD say right now is…..I’m not paying a market adjustment 😊

[@Jackdiddly1]

Big facts

[@BlazingSword]

Are price stickers of the manufacturers cost even on the car in today’s time?

[@Jackdiddly1]

@@BlazingSword no the cost will always be slightly below maybe by 5 grand if not more. That's why back them there was room to negotiate understicker and they would get it back via backend financing and rebates

[@scottr2706]

Yes, and (unfortunately) most will say goodbye. At this time they know they can easily sell the vehicle for someone who will pay the market adjustment. Just a fact the dealers at this time have the power. Hopefully that is changing.

[@scottr2706]

@@BlazingSword Of course they are, it is the law.

[@scotpleski5534]

Over 20 years in the business, I never ask what payment someone wants .. .. .. these are 'OLD SCHOOL' tactics by DESPERATE stores.

[@Metal_Vistas]

These are all common sense tips, however it is not always easy to practice them when confronted with a skilled salesperson. They are trained to endear themselves to you, to draw you out, get you talking ... and our innate sense of politeness prevents us from refusing to answer, from being evasive or being taciturn during the interaction. They capitalize on this. It's a great video, and these are all things one should keep firmly in mind when talking to any salesperson.

[@scotthuxtable4373]

Bro it doesn't make sense to not tell people your price range. Who does that help? There's nothing wrong with sharing this info, it actually helps people who do this every day narrow your options down. Do you know how many ppl come in and tell me they want a truck for 200/month? The answer is easy - there are none. You dont need to spend all day test driving trucks "getting the numbers and negotiating".

[@Metal_Vistas]

@@scotthuxtable4373 - Sure thing. Because buyers are concerned about YOUR perspective as a seller. lol

[@scotthuxtable4373]

@MasonDixonPhotography as a buyer you should be concerned about not wasting your own time and getting yourself a good deal. If a seller is willing to give you tips on how to save time and money - you'd be silly to not care about my perspective. Maybe you don't value your own time or money. The whole idea that you're going to walk into a dealership and play hardball and get yourself a deal is hillarious. We literally see these guys all the time and they get bent over.

[@Metal_Vistas]

@@scotthuxtable4373 If I am taking to a salesperson, I want to be given information, not have it elicited from me. I am not interested in being milked for my maximum budget or haggling. Just tell me the price or don't waste my time. If you think it's still a seller's market, give it 15 minutes. Have a good day.

[@henry.favela]

Big problem with number two. Nowadays you won’t find anything worth your money on the lot, so you’ll have to order. And when you order you’ll need to wait months, if not years in some cases. How can they not know you’re in love with the car if you’re willing to go through that?

[@loralieisa]

I am shopping for a 2023 elantra and there are many available. I still need to test drive.

[@blue04mx53]

Number 2. I went for a test drive in a 2004 Miata. I've never driven a 'sporty' car before. Let alone a Miata. On the test drive I drove it through a tight turn at a speed that my daily driver wouldn't have done. I tried but, there was no hiding the fact that I LOVED that car. I did the other 4 things right so I ended up paying a price that was within my budget. (But, I still probably paid more than I should have.) That was 4 years ago. I still love that car !

[@moushunter]

I took a Ford Explorer for a test drive at one of the local Ford dealerships. I had my 2 young sons with me in the back seat. I told the salesman I didn't like the feel of the Explorer. He obviously wasn't paying attention because he said, "Yeah, these are great vehicles." I was obviously irritated with him and I pulled over and got out of the car and asked him to drive back to the dealership because I was not interested in driving it any more.

[@msopinionated4374]

I text drove a Car today and he said I can only drive around the parking lot, we’ll the whole time I was on the break, like how can you text drive a car in a parking lot.

[@ggioja]

Great. How about an “Always Say” segment - esp. at a used car dealership. Also: what about buying direct from previous owner? Keep up the great work.

[@catesashes]

I really love these guys! I’m starting to shop around for a car and I am absorbing everyone of their videos I can before I do so! Thank you guys so much!

[@chaselesser3191]

Know 3 things; a Budget, a Term length, a APR. And don’t let emotions handle you. Also, IF you buy used, look for dealership selling a brand that isn’t their own. They usually have bigger markups so you can talk them down more.

[@mrslabayen]

@@chaselesser3191 That's good advice. I bought my used Hyundai from a Chevy dealership. They came down over $1500 of the price they initially stated. Granted, my brother in law was there helping me, as he was previously a car salesman. But I wouldn't have known this. I'm sure the dealership still profited just fine, but it saved me a ton!

[@miguelcardenas2413]

I’m shopping around for an used car initially it was 33000 I told them I’m not in a hurry and I have all the time of the world to shop for the best deal Yesterday I received. A call from them telling me that the price came down to 31,500.00

[@miguelcardenas2413]

They came down more after I test drove and I told them I wasn’t sure if I liked it they called me and lowered the price to 30000 so i bought it .

[@scotthuxtable4373]

Message me for real advice. This list is just going to make you appear standoffish and ensure that you'll never get good service and you CERTAINLY won't get a good deal. It's bizarre that ppl seem to think going in and not working with people ends with you getting a good deal. It doesn't.

[@TwilightZoneX]

Crash course for someone who didn't watch any of your other videos! EXCELLENT advice in 7 minutes! BRAVO Ray !

[@CarEdge]

Thank you so much John. We're trying my friend. All the best, Ray

[@kelleyoneal2578]

My dad was the one who did the car buying in our family. He passed in 2020 and mom successfully (?) bought a newer car shortly after and sold her car to a family friend. She did do the "I'm not paying more than ____" in monthly payments. I'm planning to buy a newer (2016-2020) car next year and your tips will help me feel more confident about doing it myself. I may consider asking my honorary uncle to go with me. He is a four star general (retired), so that would probably shut down any riff raff from car salesperson.

[@senorgato70]

I can say all of these things and still control the negotiations, including my trade-in. This is good advice for folks who aren’t strong negotiators and/or don’t do their research.

[@markfyang]

1. Do not reveal your monthly payment budget 2. Do not express your love for the vehicle during test drive 3. Do not say their make and model is the only one you are interested in 4. Do not say you don’t care of length of financing (Do not leave term open-ended) 5. Do not say you don’t have no idea how much your trade-in is worth. Do research first

[@hawkinsjd11]

I always tell the sales person I want my payment to be $0.

[@hawkinsjd11]

@Happy C perfect!

[@Eshine21]

How’s that going for you? Genuinely curious

[@coherentpanda7115]

@@Eshine21 I've used it jokingly, gets a good laugh out of the sales guy. It's a good way to establish that you aren't interested in the monthly payment (making you seem like an informed, affluent customer), which means they can get into the details of the OTD price.

[@philipclark509]

One needs to be prepared when walking into the dealership. In this day and age with so much information available about vehicles and their cost on the internet, only a fool goes in unprepared. In addition to saying to the sales person you'll look at or buy a different brand car. You can also say, I want this brand and model with these options for this price. If you can't do that for me - then I'll find a dealership that will. No salesperson wants to lose a sale. Enjoy your channel. Keep up the good work guys.

[@dyates6380]

Good video and very good advice. ESPECIALLY the one about never telling them "I have no idea what my trade is worth". It takes about ten minutes of online researching to get a very close to accurate dollar amount of what your vehicle is valued at, and you need to know this. I've used all of these techniques, so to speak, and for the most part they've served me well. Great job guys, as usual.

[@dustindelatorre3446]

How do u know what its worth to them? If Kelly blue book says it's worth $6000, how much should the dealer accept

[@jordanschellhase2952]

Is it better to try to negotiate the trade in value or just sell your car to carmax, carvana etc and then use that as the down payment?

[@youtuber-lr8ck]

Also ask if there's a penalty for making additional payments towards the principal value of the car. This helps pay thr car faster if you start getting extra disposable income while you're paying off car. Some dealer loan offers penalize you for paying extra towards the car cuz they want to make money on the interest!

[@whoisjacelee]

Thanks YAA! I went to test drive some cars today and watched recent videos from y’all about tips and tricks. First thing he asked was the price range I was in before even asking me which car I was interested in. Smh! Never told them how much I loved it and even told them I was going to check out their competitors. He ended up saying “if I’m able to get this down to a good price, you think you’ll go home with it?” And I told him to hold off until I went to check out other cars lol. Thanks YAA.

[@greenshield1]

I disagree about telling them when you have to get a car. I say just the opposite. I tell them I am buying a car either today or tomorrow and that I am looking at several dealers. Let's them know not to let an almost sure sale go. Will make them want to work with me more.

[@sarutobi43]

Them boys gonna waste your time, take long and make you stew

[@gherasimtibi]

I agree

[@harvey66616]

It depends on how you present it. It can be a good idea to make it clear you are serious about buying the car soon. But that doesn't mean you let them know that you _have_ to buy the car. And you definitely don't want to let them waste your time with the bogus "wait here, I need to go talk to my manager about the price" routine. If they try that, just give them your mobile # and tell them to text you when they figure out what the price actually is (or if you don't want them to have the #, just tell them you'll call back in an hour), and that you're going to head over to the next dealer to keep looking at other cars.

[@bindingcurve]

@@sarutobi43 Dude, you need to be willing to walk. If not, they WILL let you stew.

[@cummins24421]

Had Carmax and Carvana cash offers in hand when I went to buy the car I really wanted from the dealer that had one local. Even after the salesperson agreed to match the trade, the manager came over and tried to offer $400 less. $400 really wasn't much compared to the total trade but I told "it's worth even less than $400 for me to bring this Benz over to Carmax and come back with a check". Suddenly I had my trade in writing.

[@getxzootedimo9992]

If your trade was worth lets say $15,000, and your tax rate was 6%, you lost $500 by electing to sell elsewhere instead of reaping in the tax savings, but yea, you "saved" $400

[@kara1084]

@@getxzootedimo9992 There are a few states where it doesn’t work this way.

[@trishiegirl311]

Life is funny. I see this video today when literally two days ago I made a handful of these mistakes. I overpaid. Lesson learned. At least I found this channel so next time, I'll be prepared. Subscribed.

[@glenjamindle]

I can't wait until dealers are obsolete

[@mavisjones4750]

Great Video! The only mistake I made during test driving this past weekend was #3, telling him that current car was having transmission issues. However, I also told him I wasn't buying that day either. Got out of the test drive vehicle, told him thank you, and that I will be thinking on all the cars that I had driving that day.

[@jennifersmith-tu7xg]

Me too, exactly the same situation as you. They NEED to SELL a car more than I NEED to BUY a car. My mom just moved to another state, so I am driving hers. I let them know that I am in no hurry.

[@airbornesoldieramerica7125]

Only mistake I made told some of these dealerships I was paying cash. But not a big deal for me, cause there are many other dealerships in my area that I have not been to yet so will not make the same mistake. But hope you had good luck to get your transmission fixed.

[@mavisjones4750]

​@@airbornesoldieramerica7125 yes, the transmission finally was fixed. Had planned to sell it but after thinking on it some more, decided to keep it as a backup. Like you,, I was paying cash and didn't really need it for trade in. Having to depend on friends, rentals and uber for over a month for transportation made me realize the benefits of having a 2nd vehicle.

[@robertt1336]

#1 Never let them know you’re paying “cash.” ->Lead to believe you’re interested in hearing about financing, but require the out the door price prior to that point. After meeting with the finance guy, look at interest total and then say, I may just buy outright instead

[@mikesaucier3046]

As a former finance guy, I would say write your check payable to....Whether you pay cash or finance determines nothing. You just wasted 10 or 15 minutes of your time and mine.

[@stephenspain9167]

Yesterday I dropped off my Highlander at the dealership for some maintenance and took their shuttle back to work. I chatted with the shuttle driver and he told me most customers that walk into the dealership don't haggle, they just come in and say "I want it" and sign on the dotted line.

[@skeezix8156]

Some people have it like that. Seven figures in the bank, $20,000 a month income, house is paid off. They’re time is worth more than saving $1500 and spending 6 hours at a dealership

[@undisgraziato]

People make the mistake of thinking that they need to be friends with the salesman. It reminds me of the King of the Hill episode where Hank says his buddy at the dealership doesn’t charge him a penny over sticker

[@ArmyGolfBC]

Good stuff. I've always intended to pay cash (I don't tell them that), but trying to get a dealer to commit to an OTD number is so tough. Usually ends with me walking out and just buying private.

[@Duskoi]

Somehow lucked out, the dealer tried a couple of these things but the bank that owned it basically obligated them to be as transparent as possible. They also gave me a form that said the vehicle is being sold as is without any form of warranty only for the bank to give me a warranty up to 120k miles free of charge. Pretty happy with the bank, not so much the dealership but I'll probably go back since they own all the fun cars that they have.

[@troystuckey3532]

I always contact the sales managers at various dealerships. Skip the salesmen.

[@scottr2706]

Bingo.

[@tostoday]

Get pre-approved for a loan preferably used car with specific mileage range. The bank officer will tell you the value of the car not your emotions. Walk into dealership with your price. You need an immediate yes or no. Only after agreement, test drive car. Saves hours 🙂

[@scottr2706]

What is a loan with a specific mileage range? Auto loans are based on the vehicles value not mileage. Mileage is one part of the vehicles value.

[@tostoday]

@@scottr2706 I may answer your question in a future live show. Normally I do tech related but I will sneak yours in 🙂

[@GeneralChangFromDanang]

Also, some dealers will spy on you with a microphone when they are "talking to their manager." I noticed this when I bought my last car.

[@scottr2706]

If the car buyer knows this is happening, it can be great for the car buyer. Just state to your spouse or other participant what you want the sales manager to hear. Control the process.

[@GeneralChangFromDanang]

@@scottr2706 We were talking about leaving to get lunch while he was away. That seemed to get him back pretty quick.

[@jclar7210]

The part of the deal where Sr. says that you're interested in looking at other brands is very important, great point!

[@goodfeather16]

If they ask you "What's your 'ideal' monthly payment?". Just say $0.

[@bindingcurve]

thats stupid to say, as they now think your not going to finance. Always finance. Even if you are going to pay it off in a month. if there are any issues with the title, the bank will go after them.

[@goodfeather16]

@@bindingcurve I can't believe I have to say this. But, that was just a joke. Besides, when someone asks you how much are you willing to pay for something and you say $0, that implies you want it for FREE. Again, it was just a joke.

[@MRCRUZER19]

Great advice. Always get a loan preapproved before going to a dealer.

[@aaronbritt2025]

Two words... "Poker Face". I've found one of the best strategies is to tell the salesman you're not buying today (even if you are) and you're just checking out your options. It's like it flips a switch in their brain. They go from thinking, "fish on the hook", to "tire kicker". They'll still show you around because if they don't, the guys in the "tower" are going to want to know why they cut bait. However, they won't put it much effort to sell you because they figure you're gonna leave and never come back.

[@natei3518]

I always come to an out the door figure, before I even mention a trade in. If they ask before hand, which they always do, I tell them everything is for sale if the price is right!

[@FeralShadow]

If I were to rewind to when I got my first car I would be so embarrassed because I broke so many of these rules. 10 years later, round 2 is about to be nuts

[@natural4lifemiss]

Right!I kind of feel sorry the the dealer I'm about to handle!

[@tarekyared4404]

You missed a big one: never tell them "I'm paying cash". You lose all your leverage in the deal. You are telling them upfront that they're not going to squeeze you on financing, so they will play hardball on the selling price.

[@xreed8]

That really doesn't matter, just come in with an OTD price, your credit in good standing, that's all you need. If they dont budge at all, just leave to the next dealership. Its not something that needs to be stressful, and dealerships will always take a quick and easy sell

[@loralieisa]

@@xreed8 What is the OTD price?

[@joyamunoz5613]

THANK YOU FOR VALUABLE INFO CUZ THEY TAKE ADVANTAGE OF US

[@derrickabbey8139]

This reminds me of something I heard, "In any negotiation, the party with the most information usually wins."

[@718EngrCo]

The last time I bought a car my wife was with me and pestering me about the car she liked at a different dealership. Eventually she and the salesman started dealing directly. She is from the Philippines and really enjoys haggling and loves to argue. The salesman was just about in tears by the time we left. The best part is that after all the arguments about price and options, at the last minute I gave told them I was using my own bank and wasn’t interested in their financing at all. The salesman was not happy about that for some reason.

[@tommak6516]

The salesman was in tears, tears of happiness, as he is astonished on how much money he is making on the deal and how much you are getting screwed.

[@pkdude5334]

sometimes it's worth getting the dealer financing as it gives you more haggle room, but then just go ahead and refinance as soon as you leave. Just make sure there's no clause in the contract prohibiting you from doing that. Finance managers hate that because that big commission they got on the financing comes back out of their next commission check.

[@718EngrCo]

@@pkdude5334 a couple months ago I was at a Hyundai dealership looking at cars. I wasn’t planning on buying but mostly just killing time while my wife was shopping. The salesman told me that their current policy was they would only sell a car if it was financed through Hyundai credit, and you had to agree to a certain number of payments before you were able to refinance or payoff the car. They have lost their minds!

[@Sommers234]

Lol

[@ryancox7155]

@@pkdude5334 bingo people think there so smart going to there own bank. When in reality there giving the dealer less room to move on the price. The dealer can make a lot of profit just off the financing and like you’re saying if you can beat the interest rate just re finance at you’re local bank. I sold a new yanko corvette once and we made over 8k in the finance reserve(what the bank paid us for sending them the deal) that’s 8k more we can move on price. If I was the sales manager I assure you that you’re not getting my best deal financing thru you’re own bank.

[@SALFXEF]

Never tell the dealer that you're paying cash. Negotiate the deal get the financing and then just pay it off .make sure there's no prepayment penalty

[@neetrab]

Wouldn't you be paying interest with those car payments tho? Paying out right (cash only) you wouldn't be paying the interest, right?

[@SALFXEF]

@@neetrab No because you would be paying it off in full within 30 days. Dealers make money from the bank for financing.

[@kevindalton1502]

Tell them you only want to pay for what the price is on the sticker on the vehicle or you'll walk away!!

[@FromG2eminor]

I have found the best cars salesman. He never asked those crazy stupid payment questions. Just listened and showed the cars. Never tried to upsell or force anything. He is their best salesman. My mom was so calm with him. I will only buy from him.

[@alexchad1000]

Great father-son relationship! Very knowledgeable info! Keep up the awesome work!

[@HabitualButtonPusher]

Best advice I got was, like a bid, write down all the model, color, options and packages you want and submit it to several dealers within driving distance you are willing to go. The dealers will compete with each other for your business and you can lock your price down before stepping foot on the lot. Bonus points for being pre approved by your bank and already knowing what your insurance premiums will be. That being said, for the last 3 car purchases I have ordered direct from the factory. Some car manufacturers make this easier than others. For example I could only order a honda direct once a quarter so the wait times were long but I got a custom ridgeline to my requirements.

[@Cosmic_Helios]

This is great advice thank you 🙏🏾

[@swn69]

So you're the guy that bought a ridgeline? Almost as ugly as the Chevy avalanche. Ugh.

[@spiderpimp33]

Facts! I am 2/2 with that method. I even forward them the OTD quotes from their competition and ask “Can you beat this OTD price?” And Bam! After a few yays & nays, I eventually get what I want. Atlanta is very competitive place for car salesmen. So if you have good credit or have been pre-approved already, you are winning!

[@blabla9845]

When I bought my 4Runner I stapled every business card from every dealership I visited onto the brochure. Some of the business cards even had the out the door price written on them (which I never shared). When a salesman saw all the business cards they thought "Holy crap, this guy negotiates for fun" and were more straight with me.

[@tommak6516]

@@blabla9845 'more straight with you' Are you saying they were still a little 'wink, wink?'

[@MG-th9sl]

I always tell the dealer I don’t care if my payment $100 or $10000 a month. It’s irrelevant. What’s the bottom line.

[@mannygon]

Sometimes I would take my wife and instruct her that after so many minutes in the lot to come to me and tell me, in no uncertain terms, that she wanted to leave. I would tell the salesperson that my wife hated the car buying experience (she actually does hates it) and they needed to give me an OTD quote now or I would be gone in 5 minutes. Also, if you give them your car keys so that they can do an appraisal of the trade in always carry a spare key in case they won't give you your keys back. A local big Chevy dealer would do that (and worst) so much that they made the local news. They close shop soon after.

[@akaRobTheGreat]

Great tips. I absolutely fell for number 1 when buying my wife's car. I don't plan for falling for it again when I get mine.

[@HypoLuxa13]

Great advice, but much of it doesn't apply right now since so many dealers have almost zero inventory and people are having to order vehicles without even test driving. And in most markets having to pay MSRP minimum, usually more, and no negotiation since they'll be able to sell the car in a day or two if you don't buy it. I was lucky to get an SUV for my wife from a dealer that had 3 in stock, the last model year 2021's they were going to get before they got their first couple 2022's delivered later that month. But they had to "trade" with another dealership in a neighboring town in order to get the color and options we wanted. Took a couple weeks but we got it and still got below MSRP due to a couple loyalty and Model Year End discounts.

[@BlazingSword]

Did you pay cash for it? Or did you get financing? If financing, how did that go? With the dealer or your bank?

[@hildahighlander2586]

Also, never tell them what you have to put down on a car in the beginning!

[@slajmartin]

Solid advice, especially number #4 that your excuse to leave at any one that maybe a dealer offends you with their questions.

[@Barbarapape]

I would like to add the regarding how long the repayments will take, make sure that the car will still be in warranty until you have paid for it. Some brands have short or restricted warranties, and cost a fortune to repair. German brands are bad for this, and are mean when it comes to making a contribution to any repairs that are needed just after the warranty has expired. In The UK Toyota have introduced a crafty way of making you pay for these repairs, the car has to be main dealer serviced at very high prices to keep it under warranty after the factory one has expired. Since most working people won't be able to afford new cars soon, most of this won't apply.

[@scottr2706]

Wrong. A car is an expense. If the car costs $50,000 it costs $50,000 regardless of how long the period of the auto loan. The only difference is the interest which has no impact on the cost of repairs. And seriously, if you from the UK you know German brands are far less likely to have costly repairs than those English brands.

[@loralieisa]

@@scottr2706 Mercedes repairs in the US can be very expensive.

[@harvey66616]

Some really useful advice here. Which makes it all the more ironic that the interstitial ad is selling an extended warranty, one of the biggest scams in car buying and ownership that there is. Want to spend thousands of extra dollars, just for the privilege of arguing futilely with an insurance company after the original car warranty runs out and something breaks on the car? Then definitely get an extended warranty. But don't expect they will ever actually pay to have things fixed. Those "bumper-to-bumper" extended warranties still come with plenty of exclusions, all hidden in fine print or completely undisclosed to the purchaser.

[@bindingcurve]

They are disclosed in the print, problem is 90% of people don't read them. They are still a legal scam.

[@harvey66616]

@@bindingcurve Actually, the two times I fell for the extended warranty scam (decades ago, before I'd learned my lesson), the sole documentation I was provided of the extended warranty was a pamphlet claiming to provide full coverage. It was only several years after the purchase of each vehicle, when I tried to exercise those rights, that I ran into the insurance company rejecting claims. In each case, I was ultimately able to recover the costs of repairs as I expected. But it took weeks of arguing with the companies, with threats of lawsuits and reporting to the state's attorney general. To add insult to injury, the car dealer itself disavowed all connection to the question, telling me that they just do the repairs, the warranty is a matter between me and the third-party insurance company underwriting the warranty. Perhaps there are situations today where the warranty comes with a detailed contract that explicitly states the exclusions. But that certainly wasn't the case when I ran into these fraudulent instruments, and I have no doubt that even today, consumers continue to be misled and rely on false statements by the car dealers about the nature of these extended warranties, only to find out years later when they actually need the warranty that it's not worth the paper it's printed on.

[@TheopolisQSmith]

I remember a salesman one time asking me about half way through the negotiations(I was about 50 years old at the time)if I was getting excited? I said What? Then I said no, too old for that.

[@JohnBrown722so]

I went to two places and got humiliated thinking somebody would just going to give me a car I'll never think anything like this again. U n NEED money!

[@susanski5588]

When my husband and I look ar cars, my husband always talks how he likes the car even when I tell him not too, ugh! I then have to be the bad guy who doesn't like it. QUESTION....should you tell dealer what you want for trade?

[@therealjaylo3144]

Never tell the dealer what you want to trade until you get the out the door price. Then negotiate trade. Less info the better. Always be ready to walk. Get preapproved financing at the bank of your choice. They make money off of your financing too. Out the door price negotiate trade value. Then hit them with the this is how I am gonna pay. Keep them guessing hold your hand force them to show theirs.

[@bindingcurve]

@@therealjaylo3144 talk to your bank, a LOT of them will refinance the car at new rates months after purchase. As long as the dealership loan has no early termination penalty, you can use their financing greed to lower the principal.

[@conchobar]

The best thing to tell a dealer is, "If we come to an agreed price, I'll drive away today".

[@FrankLinares]

Great video !!! I went in for a 2022 Tacoma SR5 double cab and gave my OTD price. I got it within the hour. Done deal.

[@basstheangelo]

What’s the dialogue sound like?

[@Dervraka]

I would add, never brag about how wealthy you are, what a good job you have, that huge bonus you just got (you would be surprised how many people do). When the salesmen hear's that they see dollar signs and immediately try to upsell you to the top models and all kinds of pointless addons. They also realize if you a bragging, then you have an ego and they can play on that, "You DESERVE this $100,000 Corvette! Someone like YOU shouldn't be caught dead in a cheap car!" My father was a successful accountant and use to put on his old ratty bibbed overalls and plead poverty when he went to buy a car, didn't reveal the truth until after he had haggled them down and they were ready to run the credit check (and many STILL tried to upsell him after seeing his income and credit score).

[@kwillee93]

Getting anything off a new 2023 model is pretty much slim to none I’m guessing?

[@Funkydood]

An extra-extra bonus: Never say, "I'm buying cash." Thanks for the tips, guys! And an extra-extra-extra bonus, sell your vehicle and bring money, instead of a "trade-in"!!!

[@yujuti8416]

Do you mean sell your vehicle on your own (put flyers everywhere/ on eaby/on facebook marketplcace etc), or sell it to a dealership?

[@Funkydood]

@@yujuti8416 Just sell it to a private party, and go to the Dealer with cash!

[@billtisdale6122]

I had my truck in for routine service, I alway Look at the new trucks on the lot. Salesman starts talking to me, told him I’m not interested, I’m just getting an oil change done on my truck. He says he can get me into a new truck for the same payment. So I answered if you can match my payment, sure. So then he asks what my payment amount is. $0/month, if you can get me into a new truck at $0/month, let’s do it. He ran the other way.

[@Gabriellariz]

Las used car we were negotiating a $20 monthly discount, he said “are you gonna walk away from the car you like for just $20?”, so i gave him the same thing to him, are you gonna let me walk away from the dealer for just $20? My wife and kids were making our way out the door when he said “let me talk to my manager “ he came back absolute furiously congratulating me on my new acquisition. He was mad as hell, when it came time to hand the keys he didn’t bother to show the cars features. I didn’t care as most of the stuff was just common sense.

[@jonmccormick6805]

Watching you guys wants me to go car shopping just to see what else can be dredged up.

[@bkbrp64]

I've always heard that using a trade in is usually not in favor of the buyer and you'd be better off selling it independently. Do you have a video on how to make sure you're not being swindled after a $ amount is agreed upon for my trade in?

[@scottr2706]

Selling privately is not necessarily the best move. In most states when you trade the vehicle you get a sales tax savings on the purchase of the new vehicle. If, for example, the trade value is $10,000 and the sales tax is 6 percent the savings is $600.

[@DanosGarage]

I asked 2 dealerships how flexible they were on used car prices. Both told me how they "aggressively price their cars" based on market value, and so on, and they don't really make their profits that high on used cars. 😂😂😂

[@hebrews11vs5]

I was clueless to much of these you listed. Thank you!

[@wendylou8963]

I keep thinking I need to become a car broker lol watching your videos are very empowering. I'm gonna walk away from a deal I have currently being negotiated. I'll keep my truck for another year and look around in between so I know more about the salesperson😃 Thanks guys!

[@CarEdge]

Do it Wendy! Plenty of people would benefit from that service!

[@wendylou8963]

@@CarEdge I wouldn't even know where to start!

[@pedestrianme]

Why do we tolerate dealerships and this awful process? So much time wasted. Name the price, add to cart, checkout, done: It can't be like this?

[@EcuChris]

It can, but sadly its going to take a serious amount of forced regulation on the government’s part, and that doesn’t happen overnight.

[@EcuChris]

The good news is there are some changes in the pipeline, which these guys have covered.

[@Trekpanther]

Alot of state franchise laws mandate this setup where OEMs can't direct sale to customers and alot more where Tesla is the only exception. Requires alot of lobbying and money incentive for OEMs to engage in a lawmaking PR war, both on state and federal level, to change that.

[@khabbad]

You can do exactly that. Go in and pay their asking prices sign your paperwork and leave. That simple

[@sdfiske64]

Funny story. I'm in the market for a new truck. My 2020 honda RTL-E has 105000 miles on it and needs some repairs. The Forward facing camera needs replacing $1600. Broken wire in a wire harnes a $1000. timing belt $1200. But all in all the car runs fine. I don't feel like paying for those expenses, so i'm trading it in. But when I talk to the salesperson, I tell them I really don't need a new truck. Mine runs are just fine. And I'm playing the I don't care if I get a new truck or not.

[@jazzmynmartinez1189]

I’m so glad this popped up on my recommended 🙏🏻 I’m currently just looking around and getting a feel on different dealerships and I’m so ignorant on buying a car it’s not even funny 🙃

[@aeroman5239]

Prior to Covid, when buying new vehicles, the most cost-effective solution is to find dealership within the car brand you're interested in to see if they will apply corporate or club discounts to the pricing. Costco is well-known, but Audi, BMW, MB, etc., have enthusiasts club memberships which can provide pricing close-to or at invoice. GM, Ford, Fiat-Chrysler, and Nissan/Infiniti have employee & contractor programs, too.

[@DF-dd1km]

lmfao you know you can get a better deal by not going through Costco? It almost a worse deal. 99% of dealers sell their cars below invoice, Costco is invoice pricing. Costco just gives you guaranteed pricing and eliminates negotiating. However, you can still get a better deal

[@chrisx5127]

@@DF-dd1km How?

[@chrisx5127]

@@DF-dd1km You are full of it.

[@igotaction]

I'll tell the salesman all those things, I love it, I need a car, and then walk out, leaving the salesman with terrible blue balls.😉

[@khabbad]

You need to find a girlfriend

[@chickenfkeryay]

Funny enough when i bought my current car i just was in desperate need of a vehicle and found one id purchase and it was listed at a good price. Called up the dealer and asked if they could finance me for the car because i have a big issue w my credit right now and didnt want to waste a trip for a no we cant finance you. They came back with a yes and i put a deposit on my car. They came and picked me up to get the car but when it was time they decided to change the clutch without me even driving it and they gave me a loaner for 2 days. This was the best transaction ive ever had and definitely out of the norm.

[@mrsmith1339]

I have a standing offer; 1% of MSRP , all in for a 3 year lease with only the first payment down. You get my almost new trade. ( I got it from you, it has no smoking, no eating, no pets, no kids.) This worked for years. Not now, Now its like 1.5%. There is no lease money, or discount, or loyalty money. The money factor is much higher. I got 2 cars in September. By December, the monthly nut was up $200 plus. I've got 26 months to go. I hope my dealership survives.

[@jaeramirez4470]

Love this video! Can you make another one for leasing or is it the same process?

[@420031]

2 problems with this great advice: One, in a world of online buying and waiting months for a new vehicle, a lot of negotiation goes out the window. Two, we are entering a world where vehicle pricing exceeds most peoples ability to pay cash or fathom anything beyond a monthly or bi-weekly payment. We are headed to a world where vehicles will be like phones and work on a subscription/monthly payment model. Again, many of these tactics will no longer apply. Some great advice here, but I fear that the buying landscape is changing rapidly now.

[@02au17]

Idk what I'm talking about but I feel.like you're right

[@floydoharejr4477]

Try to sell your old car. Dealer offered us $2500 for our Honda Accord. Sold it for $5300 2 weeks later! Thanks for another great video.

[@justsayin5177]

Never tell a dealer u have a trade in. Get the bottom out the door price on the car ur buying. Then negotiate the most for ur trade in. Look up online ur trade in value then get close to that. But be realistic ur trying get wholesale not retail.

[@learymonroe8786]

I disagree. Never go pass 60 months financing. If you have to go pass 60 months you cannot afford the vehicle. Also keep buying a car and selling your trade two separate transactions.

[@CatholicChristian51]

Never say never, there are exceptions

[@CatholicChristian51]

If you can’t pay cash you can’t afford it

[@cube1us]

@@CatholicChristian51 No that’s unrealistic especially for someone that’s just out of high school or college. Better to just say they need at least 20% down and should not pay for more than 36 months or so.

[@scottr2706]

Why 60 months? Many say if you cannot pay cash you cannot afford the vehicle. Both are wrong. Only the person buying the vehicle can determine whether they can afford the vehicle. Personally, I can always pay cash but I don't. I take the longest loan period I can which the best financing rate. Sometimes that period is longer than 60 months. With great credit I always get the best auto loan rates. Leaving the money in an investment account and paying a minor amount of interest on the auto loan is often better than paying cash for the vehicle. Just a math comparison. The one situation where paying cash is usually best is when the car buyer has bad credit.

[@cube1us]

@@scottr2706 Unfortunately the vast majority of people don’t have investment accounts. The best alternative they would have would be something like a series one bond. Most folks especially those that are running long loan terms just don’t have a financial background to deal with an investment account. For them I think the best policy is finance for no more than two years. Or three at the very very most.

[@jimschuler8830]

Disagree on number 2. The most aggressive sales pitch I ever had was when I told the dealer I really liked the car. At the height of the car shortage when every dealer in the area was throwing "because we can" $5000 up charges, this guy came in with an opening a thousand below MSRP before I had the chance to negotiate. He did not want me driving off the lot in the car I came in. At the same time, though, I told him that I was just starting to look for vehicles.

[@Dee-oq5ms]

I agree! I like to use this tactic because it gets the ppl going!

[@craigestey489]

My friend owned 3 dealerships until recently. He sold to a conglomerate and got out of the business. I worked a barn for the local Ford dealership owners and way back in the early 90’s he told me, “Don’t ever go to the sales department. You come see me. Because even at the salesperson wholesale cost , I can still sell it you for another $4-4,500 off their ‘wholesale’ price. You come see me. Not them.” 😁

[@daveincanada785]

Best advice: Don't deal with a salesperson at all. Buy only from manufacturers that sell online so you avoid this hassle entirely.

[@ceerious]

how. which companies do this

[@daveincanada785]

@@ceerious Polestar and Tesla do.

[@dontcare3430]

I'm going to use all these on the next dealership. Won't they be surprised. And walk out. But they won't try to sell me a extended warranty!!!!!¡ Eh???? Never buy a extended warranty.