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CAR SALESMAN CAN'T JUSTIFY AUTO PRICE? (Negotiate) REACTION STEVE RICHARDS, The Homework Guy

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Kevin Hunter The Homework Guy

Kevin Hunter The Homework Guy

Күн бұрын

Пікірлер: 491
@rds151
@rds151 3 жыл бұрын
Steve is a typical old school car salesman. Exactly why people hate the car buying process!!
@georgemartin1436
@georgemartin1436 3 жыл бұрын
YES. The customer is "doing what they always try to do" to get a better deal.....like he doesn't when buying a house or car...he'll just pay the asking price. What a douche Steve is.
@prevost8686
@prevost8686 4 ай бұрын
Well it’s three years later and the old school tactics are still being used every day on people.
@pilotembgamers4644
@pilotembgamers4644 2 жыл бұрын
If I ever go to a dealership and hear the salesman say “you’re a perfectly normal human being” I’ll know he’s a Steve Richards guy.
@johnreagan2106
@johnreagan2106 3 жыл бұрын
My next visit to an F&I office will include me taking out my phone, setting a timer for 45 minutes, and saying "when the alarm goes off, I'm leaving, with or without the car"
@TheHavrelandtExperiment
@TheHavrelandtExperiment 3 жыл бұрын
I've seen that guy's videos before, if I was sitting across the table from him I tell him I'm just not feeling it and get up and leave but thank him for his time.
@Snowboarder16
@Snowboarder16 6 ай бұрын
Why thank him?
@Joel-hr1uw
@Joel-hr1uw 3 жыл бұрын
0:58 Sun Tzu: "The Art of War" Chapter 3, "If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle." ALWAYS KNOW YOUR ENEMY!!!
@anetajohnson8446
@anetajohnson8446 3 жыл бұрын
Iv seen other videos of Steve Richards, Hes slicker than Synthedic oil ! I bet he could eat a good meal,at a diner, and CONVINCE the waiter pay for it!
@39forest
@39forest 3 жыл бұрын
29 years ago I was a young airman and this is the way I was treated at a car dealership near my Air Force Base. I felt very uncomfortable but I didn't know any better So I believed everything he said and felt super intimidated. I even agreed to buy all of the car products and the warranty. Thank you so much for sharing these videos So that we can all learn and make it better decisions in the future.
@MicaMakes
@MicaMakes 3 жыл бұрын
Unfortunately so many dealerships outside of military bases take advantage of young new service men and women. Its a shame. Saw to many of my Airmen get screwed by car dealers
@adeyf7842
@adeyf7842 3 жыл бұрын
Watching from Singapore. Not even in the market for a new car, enjoying this learning exercise anyway!
@KevinHunter
@KevinHunter 3 жыл бұрын
Thanks for watching! Hello to our fan in Singapore!
@richteritwan
@richteritwan 3 жыл бұрын
Welcome @AdeyF Watch the entire library of videos Kevin has on the channel. They are all just eat-up with logic, common sense and real education on what to watch out for so when the time to strike comes, they won't know what hit them.
@antiNuetron
@antiNuetron 3 жыл бұрын
When I told a salesman I needed to check with my wife first he said "C'mon you wear the pants in the family." lol.. I laughed and said I can tell you're not married, and walked out.
@Artecus
@Artecus 3 жыл бұрын
Haha, unsure why, but I’m laughing my ass off at this exchange.
@gregolson7499
@gregolson7499 3 жыл бұрын
I'd respond "1. What does that have to do with anything and 2. So, you think it is wrong for a husband to make a large purchase for his family without consulting with and coming to an agreement with his wife?" Maybe my wife would have thought of something I didn't. It is always good for another point of view as well. I do really like your response though, Len!
@spanky9753
@spanky9753 3 жыл бұрын
I would respond by saying with any luck I want be wearing them this evening
@ARUSApacecarHAMPTON
@ARUSApacecarHAMPTON 3 жыл бұрын
Had one ask me why l had to talk it over with my wife. Told him “I like being married and we always discuss major purchases”. Unknown to him I was friends with a sales manager at the dealership and told him about it. Let’s just say he wasn’t around a few weeks later when I came back. Never say stupid thing to people that could come back to bite you in the ass.
@stevensonlaportesl
@stevensonlaportesl 3 жыл бұрын
And that exact same thing has said to me before. Great answer! Lol
@tthaas
@tthaas 3 жыл бұрын
One thing that worked for me on add-on features was pulling up Amazon while the salesman "goes to the manager" and building a cart of the ones I want (floor mats, mudflaps, etc) by searching "[year][modelname] OEM [item]" (ie, "2021 Kia Telluride OEM floor mats") and requesting that the items be removed from the deal as "I have Prime, so I can have floor mats/a cargo cover/whatever in 2 days for $X, unless you want to do better." Last 2 car deals I did, they matched the price from Amazon, and one shop didn't charge me for a cargo mat and pinstripes (both of which I didn't really care about, but, hey, it's free!). Just be willing to hit "compete order" in front of the salesman.
@sageturner4916
@sageturner4916 Жыл бұрын
If the manufacturer installed it, you PAID for it and wasn’t “FREE”!!!
@outlawgentleman8860
@outlawgentleman8860 Жыл бұрын
Im glad there's honest people out there willing to take the time to expose their slimball tactics. Thank you for all the great information.
@derspeed5796
@derspeed5796 3 жыл бұрын
I don’t think anyone feels bad for the old guy. He teaches salespeople to take advantage of car buyers.
@KevinHunter
@KevinHunter 3 жыл бұрын
I only feel sorry for him in that I know the mental trap he is in. He built his future on the sands of made up stories, fibs, half truths, manipulations, justifications. The tide of truth comes in, and it all washes away. He's been in the business for too long, he has no capability of seeing where he is wrong.
@CraftAmundous
@CraftAmundous 3 жыл бұрын
Making new salesworms.
@Merknilash
@Merknilash 3 жыл бұрын
@@KevinHunter why would you feel sorry for him? He has a great career being paid by dealerships to train sales people.
@Minemast-w9n
@Minemast-w9n 3 жыл бұрын
I bought a used pathfinder three weeks ago... The dealership was exactly what you would think. I ended up purchasing a 2020 pathfinder from Avis for less than the dealership was asking for a 2019 plus the manager and salesperson were not on the same page at the dealership (hot mess). Those two sounded like they didn't even speak to each other. In full disclosure, I'm a Realtor and love to negotiate when the message is clearly disclosed and consistent.
@OldePup
@OldePup 3 жыл бұрын
I use to be a semi professional car buyer for different individuals. It is refreshing to see the knowledge you are providing for people.
@MrChazzz53
@MrChazzz53 3 жыл бұрын
In the past while walking away from a salesman who would not negotiate, I asked him what 10% of $ zero was. He said what is that supposed to mean. After watching this video, I have coined another "I think I need to leave and let you think about it"!
@adventsociety5382
@adventsociety5382 Жыл бұрын
What would you have responded to the answer “0” with?
@radiotec76
@radiotec76 11 ай бұрын
So he had to think about it?
@cpcoark
@cpcoark 3 жыл бұрын
Reminds me of the first new car, S10 Blazer, when I was 30 years old. I asked the salesman what the price was. He just pointed to the sticker on the window. I said thank you and walked.
@peterrebhahn1113
@peterrebhahn1113 3 жыл бұрын
"Never wrestle with a pig. You'll just get dirty and the pig enjoys it."-- Quote attributed to various
@cnobillbradley9673
@cnobillbradley9673 3 жыл бұрын
Here’s another “Don’t teach a pig to sing it’s a waste of time and annoys the pig”
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
I used to use #2 all the time. I call it the "you said close" You tell the customer that we can go to a less expensive unit but remember "you said x,y, and z is important and this truck has that" (referring to factory options and accessories on it). You use info you found in the qualifying phase to justify the vehicle selection and value without giving a discount.
@Regularguy1798
@Regularguy1798 3 жыл бұрын
Transparency works.
@KevinHunter
@KevinHunter 3 жыл бұрын
Works like a charm. Customers I dealt with on the car lot would finish their homework by saying, "Lets do this!" It was super easy selling cars. It's mind blowing that sales staff don't get it.
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
@@KevinHunter you should check out Steve's "net payment close" it's pretty awesome as far as BS goes lol kzbin.info/www/bejne/npPQqa2Agqirjc0
@danc1662
@danc1662 3 жыл бұрын
@@ToyotaTom04 Best part in one of the videos was $605/mo for 60 months on a $44,000 car. Gotta love when you pay less than $44,000, but I'm sure the lender doesn't like that!
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
@@danc1662 could have been with money down. But most trainers just make up the numbers for role play. The numbers down matter the goal is to teach the word tracks and process
@Merknilash
@Merknilash 3 жыл бұрын
I love Steve - I think he can take things a bit personally but you have to respect that his hustle is getting dealerships to pay for his sales training Our hustle is getting the best deal we can
@KevinHunter
@KevinHunter 3 жыл бұрын
Steve has great hustle, no doubt. He's just teaching stuff that no longer is necessary in the car business. Because he teaches it, we share it with our audience. It's not any different than capturing the opponents playbook.
@DMalltheway
@DMalltheway 3 жыл бұрын
The content you bring is amazing and consistent to help everyone out! Much appreciated!
@aa777flyer
@aa777flyer 3 жыл бұрын
If I ever dealt with a salesman using Steves hard close tactics I would walk out. He treats customers like they are idiots.
@BradKwfc
@BradKwfc Жыл бұрын
I'd decide in my head I wasn't buying then I start saying the most horrific things.... and I'd lead him on then make him think I'm signing and shred the paper up.
@jamesjhonson4568
@jamesjhonson4568 3 жыл бұрын
After watching Steve's videos, when the customer comes back with an objection, Steve is very skilled at agreeing with him or her, then he tends to lay a guilt.trip on the customer in order to get them to think twice about thei objection and then take it off the table and go back to square one.
@letsgobrandon7112
@letsgobrandon7112 3 жыл бұрын
Seriously, but who would let some salesman (Steve) talk to them like this. I would shut him down and told him I’m not looking for his excuses dissertation and would immediately say either come off the price more or I’m walking “last chance”. PERIOD! I’ve got up and walked out before!
@Merknilash
@Merknilash 3 жыл бұрын
Yes and his training isn’t for customers like you or I
@sonja4164
@sonja4164 2 жыл бұрын
@@Merknilash lol you've got a point there! Unfortunately, there are too many that fit the profile of the type buyers he's training for.
@judgeparker4236
@judgeparker4236 3 жыл бұрын
Love his language at the open, video is on how to "handle" the customer. Tells you all you need to know. Keep up the critiques. Great!
@charliecamilleri1162
@charliecamilleri1162 3 жыл бұрын
So glad I found your channel Kevin...you guys are awesome. Thanks for all the great info...I despise car salesman they are one of the lowest forms of life...
@KevinHunter
@KevinHunter 3 жыл бұрын
Welcome aboard! Glad you found us, and thanks for stopping by to visit our channel!
@Saki630
@Saki630 3 жыл бұрын
I used your vin# trick in KBB and a $67k truck received a cash offer of under $57k. Right under the bottom of the KBB Good Quality estimate.
@emeraldmorningmist
@emeraldmorningmist 3 жыл бұрын
My last 2 cars were purchased from "no haggle" dealerships. I know the dealerships need to make money to stay in business and I have no problem with that. I prefer to know what the dealer bought it for, add a flat (consistent) percentage, and sell it to me for that. The high pressure sales tactics are off putting and I won't let myself be sucked into it.
@kevs2good133
@kevs2good133 2 жыл бұрын
No dealer on the face of the earth will tell you how much they paid for the car.
@RearviewMirror-ij2pr
@RearviewMirror-ij2pr Жыл бұрын
@@kevs2good133 But Consumer Reports will.
@ohcaptainvideo
@ohcaptainvideo Жыл бұрын
Not anymore. CR now just shoves you off to True Car. The old CR auto price service was really comprehensive with invoice pricing and the breakdown of all the options. Anyone can use the True Car service without a CR subscription.
@Nick-pb8ke
@Nick-pb8ke 3 жыл бұрын
You can make a whole channel critiquing Steve......I love this!
@KevinHunter
@KevinHunter 3 жыл бұрын
It would be like shooting fish in the barrel, right? He put this content out there hoping to attract more dealer clients. Now he may be regretting that idea... but how do you unwind it? We've already downloaded all the shows we think car buyers need to know more about. He can't take it back anymore.
@Foliagewen
@Foliagewen 2 жыл бұрын
First time I’ve laughed out loud in awhile. When you asked the rhetorical question, “What is he serving up on a silver platter?” I bought a fully loaded 2019 Ram Limited maroon truck in May 2020 and could sell it right now for more than what I paid for it. It was used, but had sold for just under 70k less than a year before. I paid 44.9k and it had about 18k miles on it. I had spent about 3 years studying the retail and wholesale pricing of vehicles because of looking for vehicles for 4 daughters. It was a part time (sometime full time) job for me. I do tell people about your channel, but I also recommend to ‘be ready’ when you do find the deal. Car prices had crashed because of Cornholio-69. Car lots where pretty packed with new and used. You wouldn’t get but pennies on the dollar for trades, so I didn’t trade a thing. Thank you so much for your channel!
@KevinHunter
@KevinHunter 2 жыл бұрын
What a great comment! Thank you!
@RelicFlyer
@RelicFlyer 3 жыл бұрын
Awesome.....Looking forward to this! I hope you are including the "Net Payment Justification" garbage.....
@KevinHunter
@KevinHunter 3 жыл бұрын
We covered everything he hits on in this video. 3 Justifications for the price, refusing to negotiate.
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
@@KevinHunter The net payment close is not the same as what you covered before I think.
@williamkazak
@williamkazak 3 жыл бұрын
Serving up more bs! Thank you Homework Guy. People like Steve manipulate people, facts, etc. to their own benefit. It is a power trip. They enjoy being on top of things. Honesty, compassion, and truth they need to learn and to experience thru humility.
@tommyboy7820
@tommyboy7820 3 жыл бұрын
Thanks for sharing your take,
@diggman33
@diggman33 3 жыл бұрын
Steve Richards: "Things have changed since then". KH Subs: "You're right, we don't buy over invoice now-a-days". Honestly, if I had a salesman laying down this BS, I'd thank him for his time and walk.
@markmoore8498
@markmoore8498 6 ай бұрын
Thanks!
@MrChristopherMcInnis
@MrChristopherMcInnis 3 жыл бұрын
In the video, you made a great claim about contacting the manufacturer. I think that's a great idea! Could THG team provide a list of manufacturer phone numbers, so that when we call we can reach the correct department (instead of calling and reaching a department that can't help us)?
@KevinHunter
@KevinHunter 3 жыл бұрын
That's a great idea. We'll be glad to put that out for our audience.
@bigredmanny1
@bigredmanny1 2 жыл бұрын
Kevin now these days I was looking at Cars to see what should I buy…and I ran into this Dealership and I look at the Sticker price and they have this part added that says “Adjusted Value Market” and add $10,000 more to the Sticker Price to the vehicle. It’s that even legal? Cause the Salesperson told me was that that car in particular wasn’t much around so that’s why that was there…but they also had that as well on all the Vehicles in their lot. That one Specifically was $10,000 other was between $5,000-$8,000.
@gabrielagabyrodriguez72
@gabrielagabyrodriguez72 3 жыл бұрын
I’m a single parent raising 3 kids and I appreciate your videos. You help me keep my family’s money where it belongs, at home.
@KevinHunter
@KevinHunter 3 жыл бұрын
It's great to be able to help people, and we love hearing that we have. Thank you!
@CaliforniaDreamin.
@CaliforniaDreamin. 3 жыл бұрын
I can’t stop watching these Steve Richards reaction videos. PLEASE DO MORE!
@redsoul4552
@redsoul4552 3 жыл бұрын
Went through a similar thing yesterday. Much of what Steve said I heard yesterday. Fortunately I went in know my initial offer and my max offer. They would not even budge and showed how thier high price compared to others lower prices but further away. I walked away.
@curiousmichael
@curiousmichael 3 жыл бұрын
Had the same thing last weekend- ended up walking out
@jacklee37
@jacklee37 3 жыл бұрын
When I see a car online that like, it's not the price that attract me, it's the car. I will deal with the price later.
@gregolson7499
@gregolson7499 3 жыл бұрын
That would be a big thing for me too. The price is very important, but the car itself is the most important! I'd like to find a car that I like. I could live with a bad decision about the price of a car (within reason of course), but if I get a car that I don't like, wasn't comfortable on long trips, lacked on space & storage, required a lot of maintenance or had known issues, I would have to live with that knowledge every time I drive the car. Is that ever part of the sales training - how to actually inform the buyer about the car itself??
@josephsantangelo2801
@josephsantangelo2801 3 жыл бұрын
Agreed. Find the car you want then deal with the price. 👍
@VinWeiLee27171
@VinWeiLee27171 3 жыл бұрын
you know what's interesting...even Porsche sales are doing exactly the same thing as Richards here. The manager threw the contract at my face asking me to sign it, when the car I test drove doesn't have the option I wanted, a manual transmission. I told him if he can get a manual here, i'll drive it, then if I like it, i'll sign. and his response was "Porsche makes the best manual box in the world. So you don't have to test it."
@notinmyUSMC
@notinmyUSMC 3 жыл бұрын
If Steve Richards made negative comments about me, I'd wear them as a badge of honor. You must be doing something right, Liz!
@KevinHunter
@KevinHunter 3 жыл бұрын
When somebody like Steve Richards disses on Liz, she immediately feels even better about herself... lol. After all, you'd have to be a car salesman who does all that unsavory stuff to people before he could relate to you!
@user-wt9fo5sx5s
@user-wt9fo5sx5s 3 жыл бұрын
I'm afraid I'd snap and end up in prison if I ever go back into a car dealership to buy a vehicle. # the car dealership
@coldsteel998
@coldsteel998 3 жыл бұрын
Since I've been educated, I enjoy watching them squirm and taking the lead.
@mikeq6384
@mikeq6384 3 жыл бұрын
I've walked out on a number of these guys over my years of buying cars, They're shocked when you get up and leave. I don't put up with it, I take my money and leave.
@CraftAmundous
@CraftAmundous 3 жыл бұрын
Talk with the walk. Darn tootin!
@hagar2167
@hagar2167 3 жыл бұрын
The sad part is, many don't and so it goes. I had a salesman call me after I cancelled and he said, "I thought we were friends", nope we're not. I'll be courteous, just not stupid.
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
If you have great credit and everything lines up perfectly, it still takes about 2 hours to buy a car
@jaredpatterson1701
@jaredpatterson1701 3 жыл бұрын
Do you have to have approved credit to buy outright or finance?
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
@@jaredpatterson1701 well you need to br approved by a lending institution to finance
@mikeg3281
@mikeg3281 3 жыл бұрын
If you are taking 2 hours to buy... you are not buying.. you are being sold with you having no leverage
@truckguyjoe
@truckguyjoe 3 жыл бұрын
I'd love to see you guys send consumers in under cover to dealerships all of the country...mystery shoppers if you will...to teach the bad salespersons/managers a lesson in ethics. I work at a Chevy store and it pains me to see how many organizations still take advantage of the consumer. My interactions are somewhat different being in Commercial Truck Sales. The majority of the businesses I work with are large fleets who pay cash, and have no want/need for any aftermarket products. They buy in volume and simply what a dealer who will stock their inventory (their specific spec of truck) and deliver it to them. 90% of my sales are out of the office deliveries. Same with sales calls. It's extremely rare I have a customer come to the dealership. With that said, these business owners will not put up with any crap. My sales are 100% based on trust, referrals, and relationships.
@sonja4164
@sonja4164 2 жыл бұрын
That's an awesome idea 💡
@probey1
@probey1 3 жыл бұрын
I’d like to see more of these Steve Richard rebuttal videos, so cool how you tear him apart...#thesheister
@tgordon4881
@tgordon4881 3 жыл бұрын
Let me put it like this... If I walked into a dealer, they let me test drive and then gave me the out the door price and sent me home to check other dealers (even more so if they refused to sell me a car until I'd done that). I'd probably convince myself that dealer is where I should take my business... Great video for the THG team!
@michaelcoei2850
@michaelcoei2850 3 жыл бұрын
IMO, I would never buy any vehicle from Mr Richards nor from any dealership sales force he had coached.
@greggalletta8679
@greggalletta8679 3 жыл бұрын
Dealers are relying on manufacturer rebate in their claim of discount. They rarely want to dip into their margin. Even if sold at invoice price, there is profit. And that is before they tack on the bogus DOC and window etch fee. Both of these are usually hard printed on the Buyer Order and almost never verbally disclosed. Some states cap the fee at $75, but most don't and some dealers charge $1200 for DOC.
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
If you're killing people as a dealer gross profit runs about 6% for the front of the house (sales and finance) that's before paying the salesman, floor plan interest and so on. Dealers charge doc fees as a additional pad. If I discount a car to invoice then I still get the doc fee and hold back so I'm cash positive. The doc fee is also not subject to the comp plan. In other words it's profit the salesperson and F&I person don't get to be paid on.
@greggalletta8679
@greggalletta8679 3 жыл бұрын
I'm supposed to believe that this is a great deal because the dealer tells me it's a great deal. The reality is they will go much lower to make a sale. Get up and walk to the door. Before you get there, you'll get a better deal.
@patrickbrinkmeier1858
@patrickbrinkmeier1858 3 жыл бұрын
Until they let you leave. I have people with a 520 credit score that I get approved on a 35k vehicle and they somehow think I am not giving them the best possible deal because they want a payment no higher then 200 bucks a month. I tell t6hem they are lucky that I was able to get them a 16% APR based on their credit and unfortunately that means their payment is 840 a month. They will say they are leaving thinking we will stop them. They will leave and then call us back in 15 minutes saying they want to give us one more chance and that now they can go up to 210 a month or some other stupid number. I try to teach them basic math and it still doesn't work. If a dealer lets you leave then they gave you their best offer.
@mikemc330
@mikemc330 4 ай бұрын
I like watching Steve work. He’s very good. Know your adversary!
@KevinHunter
@KevinHunter 4 ай бұрын
Yes! Thank you!
@stevemagicman1435
@stevemagicman1435 3 жыл бұрын
Excellent; “Car Purchaser Power 101”. I would only add that telling the car dealership closer or finance manager or whomever whatever they say you respond with you are oh that’s too much nope that’s not gonna happen tried again as NO is the most powerful word in negotiation.
@taquitopicante5863
@taquitopicante5863 3 жыл бұрын
Steve has outlived his usefulness.
@KevinHunter
@KevinHunter 3 жыл бұрын
His sales training career is sitting at 3am in the morning asking, "Okay, when was bedtime?"
@coriolisse
@coriolisse 9 ай бұрын
That statement assumes that Steve was useful at a certain point. Seems to me like this guy has been happy to be parasitical and exploit people’s financial illiteracy for at least 4 decades
@calvinbain9681
@calvinbain9681 Жыл бұрын
once had a salesman confront me and call me a name after returning a truck that i didn't want to buy. lucky for him my dad was there to get me in his truck before i dragged him into the showroom and made sure people knew the kind of people they were dealing with.
@lance5817
@lance5817 3 жыл бұрын
Oh this is gonna be good 👍
@djbabygggudani7911
@djbabygggudani7911 3 жыл бұрын
Kevin you're the best Learned so much from you .And no way we're you "too hard " on STEVE !!Leven you're right on !!
@redherring395
@redherring395 3 жыл бұрын
Good morning Steve
@bocajay7481
@bocajay7481 3 жыл бұрын
You guys are the best thanks for all the great info from your videos 👍
@mdduet
@mdduet 3 жыл бұрын
A lot variables used to determine a dealers selling price but least of all is "software". Vehicle demand, Additional Dealer Profit Stickers, Dealer add on's, etc. Even things such as how long the vehicle has been in the dealers inventory. The best thing a buyer can do is their homework, such as the great info you provide here, and negotiate as hard as you can to get to invoice or below. Also make sure the Dealer doesn't "steal" any of the factory rebates or incentives that are yours on top top of the deal.
@jonsmith1259
@jonsmith1259 3 жыл бұрын
Do a reaction video of the early trade walk around?
@DynV
@DynV 3 жыл бұрын
What I take from this situation is to avoid getting into an office unless its door is close to the main door. I only have to hear him a few seconds when I turn around and walk out. Also making sure he can't cut me off when I'm trying to leave.
@dave1m2003
@dave1m2003 3 жыл бұрын
Between Steve Richards and Andy Elliott, I am amazed they can sell cars at all. I would walk away so fast from those guys...Elliott actually stated that customers are like sheep that just need to be led to the slaughterhouse.
@5minutesto12am6
@5minutesto12am6 2 жыл бұрын
Bruh! Glad someone said it. Andy Elliot is as predatory as this old bag of farts.
@soutakanaka463
@soutakanaka463 Жыл бұрын
I just saw Andy Elliott on YT and OMFG he is teaching particularly men to be alpha dominant and take advantage of the customers! I wrote a comment for him to pray to jesus LOL
@parkwaypony1914
@parkwaypony1914 3 жыл бұрын
How can we do homework on prices for cars other than shopping other dealers. Is it not a good idea to build a car with our specs?
@sigsauer3719
@sigsauer3719 3 жыл бұрын
There are life lessons in Steve's videos for sure...
@virgilteague4657
@virgilteague4657 3 жыл бұрын
If you have bad credit but have cash in the bank what do you do when the salesman runs your credit because I want to pay cash how do you negotiate then
@KevinHunter
@KevinHunter 3 жыл бұрын
Don't fill out any applications early in the process. Just tell them you're interested in getting to the bottom line price first, and then say "I'll see what finance has to offer later" is a great line to use, but don't let them force you into filling out credit apps the moment you walk in the door.
@jonsmith1259
@jonsmith1259 3 жыл бұрын
Simple. "I am ONLY interested in price" "I WILL finance through you, AND put 50% down!" They come back at your price, and 18% or even 23% interest. Next thing you do is ask "Where do I sign?" (Making sure they have not slipped in any extra costs, and no pre payment penalty) When the first payment comes due, pay the loan off on full. ( I doubt many lenders would refuse a loan with 50% down)
@ToyotaTom04
@ToyotaTom04 3 жыл бұрын
You control the process. Don't fill out a credit app or say anything about credit up front. Just work price like you're a cash buyer. Financing is separate from what the price is.
@Oxios
@Oxios 3 жыл бұрын
@@jonsmith1259 You don't even have to wait for the first bill. Just a few days to a week, long enough for the loan tk process and a loan number to generate.
@lbennhtx6072
@lbennhtx6072 4 ай бұрын
Steve is a legend. Much respect ✊🏾
@KevinHunter
@KevinHunter 4 ай бұрын
A legend for what, exactly?
@andrewflores6137
@andrewflores6137 9 ай бұрын
Thank you folks❤
@ladistar
@ladistar 3 жыл бұрын
Question for you guys: Ethics aside, do you think Steve’s strategies would actually sell a lot of cars? As in, do you think they work in the real world on real customers?
@KevinHunter
@KevinHunter 3 жыл бұрын
They most definitely work. A ton of cars move off dealer lots with these exact techniques being used. All the more reason for us to expose it. You have to know what they are training on, and what they intend to use on you.
@cman1352
@cman1352 2 жыл бұрын
Interesting that you have to open with “Ethics aside”. Speaks volumes.
@samuelsmith2317
@samuelsmith2317 3 жыл бұрын
At 15:20 you mention calling the Manufacturer, are you able to post the correct number for the Manufacturer's so one would not spend all day trying to get the right person at the Manufacturer?
@danwarszawski847
@danwarszawski847 3 жыл бұрын
I just used all of Kevin’s techniques and took the dealer to the cleaners on my new Mach 1.
@parkwaypony1914
@parkwaypony1914 3 жыл бұрын
Dan - Sure would like to hear about the deal you got. Look me up at ParkwayPony@gmail.com or kzbin.info/door/8EKtGImpNdcOEuiLlLLq3g
@patrickbrinkmeier1858
@patrickbrinkmeier1858 3 жыл бұрын
Dan... you expect anyone to believe that story? The 2021 Mustang Mach 1 had a set allocation and had to be special ordered from Ford itself. Next up...You had to pay Ford up front and the delivery charge in addition to the addendums. They are not even selling these at MSRP but in most cases for 10 to 25k above sticker. There was also an extremely limited batch that were sent to the top producing Ford Stores in the country to sell starting on March 1st however these are extremely in demand and there are actual bidding wars between customers as to who will pay the dealership the most over the MSRP. You did not just walk onto a dealers lot and "take them to the cleaners" because no Ford store would sell one for less than 10k over sticker Due to the world wide shortage of new inventory EVERYTHING is selling for over sticker price. Kia Tellurides are selling for an average of 7k ABOVE MSRP. If you want to sound cool and come up with a story don't use such a blatant lie. You might as well say that you got a Bugatti Veyron and instead of the 1.6 million you went in there and showed that dealer who is boss and you got it at 0% APR and for only 25k...... This shortage of inventory means dealers are charging more for the limited amount of vehicles they have. And people are paying above sticker every day. People that offer less money do not get sold vehicles right now. It's that simple. If dealers can average 2500 or more per vehicle ande are selling so many that they are running out of inventory then they absolutely will refuse to sell you a vehicle when you try to haggle them down to where they only make 200. Why?;/Because the person behind you will pay it.
@danwarszawski847
@danwarszawski847 3 жыл бұрын
@@patrickbrinkmeier1858 well the fact that I payed less than 65k OTD would beg to differ. Wish I could put a pic of the contract in here. That’d shut you up real quick. You have no clue what I paid. I have ZERO incentive to lie about this.
@ritajames7797
@ritajames7797 3 жыл бұрын
When Steve says "you're slowing us down" that would be my cue to leave so they can get on and make their "quick" sale - they obviously aren't succeeding with me.
@syntropyandtheholdingcompa9908
@syntropyandtheholdingcompa9908 3 жыл бұрын
time is money take 6 hours of their time and leave.
@kevinjames8050
@kevinjames8050 3 жыл бұрын
If Steve TRULY wanted to help fix the severely damaged reputation of the auto sales industry for which he admits he is partially to blame, he would take it upon himself to educate customers and empower them with the tools needed to independently validate a ‘good’ deal. Telling the customer “the industry has changed and you don’t have to negotiate anymore- the advertised price is already discounted” sounds great and in some cases may very well be true, but it’s also exactly what a salesperson would want anyone to believe in any decade and therefore can never be taken as fact. Steve has all the time in the world to write snide comments and make a response video trashing the people who analyze and subvert the tactics he teaches, yet claims he doesn’t have to explain himself when telling people they’re “wrong” if someone calls out bad math, biased logic, a half-truth, or an outright lie. His behavior in this respect is really a metaphor for the entire sales strategy he teaches- when faced with an objection, deflect and move forward. If he could choose to understand this, maybe he would position himself to make real improvements to the industry rather than simply using new word track strategies to remain distrusted. Then again, Steve isn’t in the business of improving things for consumers.
@KevinHunter
@KevinHunter 3 жыл бұрын
Kevin, that is easily one of the most intelligent and sound explanations of where Steve is at, and what he could do to influence real positive change... if he wanted to. The fact that he doesn't goes to the point we made on the video... Sadly, a Veteran Car Salesman like Steve can almost never be rehabilitated to start preaching truth in the car business. Would you like to make this statement on video? Have a friend hold your phone, and send us the video? This is exactly what Steve needs to hear, and we're glad to produce your comments in a video ourselves, but we'd love to have you say it yourself, if you want. Are you up for that? You can email the video to info@thehomeworkguy.com and you'll see it go up right away.
@KevinHunter
@KevinHunter 3 жыл бұрын
If you'd prefer, we can also read your statement on camera, and put up your picture or anything you'd like to provide to go along with it. Seriously, the comment you left is that good. We want to share it with our viewers, and yes, Steve will see it too. He's a Subscriber on The Homework Guy channel.
@kevinjames8050
@kevinjames8050 3 жыл бұрын
Much appreciated Kevin. At the risk of Steve and his groupies calling me a coward, I’m afraid putting my identity out there would end my days as a shopper and 3rd baseman for friends and family lol. That said, please feel free to use and adapt my comment in any way you see fit. For the record, I wish the car buying process could be fun for everyone and that we could implicitly trust what the salesperson is telling us. As long as the ‘zero-sum’ component remains where the salesperson has a personal interest in getting their customer to pay as much as possible, that won’t be the reality. So any attempt on their part to ‘educate’ customers the way Steve does in his videos is inherently disingenuous.
@KevinHunter
@KevinHunter 3 жыл бұрын
Thanks for your response. We'll cover it on our end. Great stuff by the way, your family is lucky to have someone like you to assist them. These guys won't ever slide stuff past someone who has their stuff together, and you sir... have got it nailed down! Well done!
@chrismomo1977
@chrismomo1977 3 жыл бұрын
What if a laydown walks into your dealership and pays whatever price you asked, would you feel bad and automatically apply a discount on their behalf?
@anthonybean931
@anthonybean931 3 жыл бұрын
I had a dealership try to negotiate us out of using our GM employee discount (Option 1 at the time). Of course it wasn't in the midwest where most of those benefits are applied. It was a dealership in Utah. They had to get the vehicle delivered from another dealership. We contacted GM benefits the next day and identified the dealership. They were surprised a dealership would not honor a discount provided by the manufacturer for an employee that made the vehicles that make them rich. GM told us they would correct it with the dealership. Well long story short, we found the vehicle they were going to ship at a dealership about 40 miles away. We called them and asked if they would honor the GM employee discount. They said absolutely. We ran up there and walked away with the vehicle. We got a lot of calls from the original dealership to come get a vehicle using the discount. I guess GM spanked them a bit. That was the last GM I ever bought or will ever buy. Probably a good thing as GM really turns out crap these days. But the point is these guys are so scummy, they will even try to screw over a GM employee because the negotiated price from GM doesn't allow them to add fees and other money makers to the deal. They are never on your side. They will tell you whatever they think you want to hear. In my case part of their justification for not honoring the discount was how much paperwork they had to do, and telling us they could work a deal that was close to the discount. Of course it was all lies. The purchaser calls GM and gets the certificate, takes it to the dealership, they write it up as normal with all the numbers provided by GM and attach the certification.
@NotShowingOff
@NotShowingOff 3 жыл бұрын
Doesn’t every car company have their top salesmen ranked? Which tactics do the top ones use?
@rafaelgomez1989
@rafaelgomez1989 9 ай бұрын
LOVE YOU GUYS !!!
@dathyr1
@dathyr1 Жыл бұрын
LMAO!!!!! - I almost fell on the floor with laughter when Steve said item #2 package, options, and accessories are a great deal to get. Sure for another 2-3 thousand dollars we will throw in all the options and accessories. Oh, and don't forget the helpful DOC fee to support the dealership staff. Sometimes they claim they are mandatory or already on the car. Like we have nothing more to do with our hard earned money but give it all to greedy car dealerships. The Car prices today are tough enough without all these other addons. Why can't everyone be like Tesla Car ordering. Simple - Select the car you want(price), select the few options far as color of car, size tires, Auto cruise option, and 1-2 other things - that is it. They don't do/push security, nitrogen in tires, VIN etching, interior protection, DOC fees, you know the rest. When it comes in, pay for it (no extra fees), you are on your way. Enough said - thanks for the video.
@jamkpa
@jamkpa 3 жыл бұрын
Kevin, you are a pro at what you do. Don't change anything about your style or video content. By the way what do you do as for employment, if I may ask?
@KevinHunter
@KevinHunter 3 жыл бұрын
Primarily Business background. Self Employed for many years. Most of my friends are successful business owners. It's a great crowd to hang out with!
@jamkpa
@jamkpa 3 жыл бұрын
@@KevinHunter And you are a good guy too, Kevin!
@ronj9124
@ronj9124 3 жыл бұрын
Thanks for this informative video. These are some great rebuttals you give to his word track sales pitches. At least Steve's sound quality is better this time. Sometimes the background noise is so bad that it is difficult to understand him!
@KevinHunter
@KevinHunter 3 жыл бұрын
Yes, his background noise can be quite unpleasant. He shoots his videos with a very old video camera. The audio is recorded on the camera itself, and they never had good microphones. That said, even with a good microphone, if I moved it across the room from me, the audio would be very bad. One of our techs took his video and boosted/filtered the sound to make it easier to hear.
@ronj9124
@ronj9124 3 жыл бұрын
@@KevinHunter Here you are doing him a favor, and look at the gratitude he shows! LOL
@achristian7015
@achristian7015 3 жыл бұрын
3:05 do most or all salesman make $700,000 a year? How many vehicles do they need to sell in a year to make that? Just curious.
@chrismaddox15
@chrismaddox15 3 жыл бұрын
Love what you do Steve! All you are doing is leveling the playing field.... fair and honest! Most consumers realize every business needs to make money. I as a consumer am ok with that. Its the sharks that give dealers a bad name... (20 years as a dealer tech....)
@cman1352
@cman1352 2 жыл бұрын
Remember his price “guarantee” is not a “price” guarantee. Is a best “value” guarantee. That’s the catch. The deal you find has to have the same “value” or in other works it has to be the same “deal”. Doesn’t matter if it’s a better deal. If it doesn’t match your done.
@normankujawski543
@normankujawski543 3 жыл бұрын
In 1949 my dad ordered a new car and the dealer said it came in with special wheels, my dad did not want them and he made them take them off and not charge him for them.
@daveogarf
@daveogarf 3 жыл бұрын
BRAVA, “The Amazing Elizabeth!”
@Kahunahu
@Kahunahu 3 жыл бұрын
Can you DEFINE what "Discount" means? Discount off what? The very first price? I would think the dealer sees discount different than the buyer.
@jkester77
@jkester77 3 жыл бұрын
I dealt with a dealership adding up to 4k of dealer extras. They refused to take them off. I called the manufacture and let them know. They said they don't care about the dealership addons. Once they buy the vehicle from them what the dealership does is out of their hands! I just walked!
@rorosnusnu2035
@rorosnusnu2035 3 жыл бұрын
Kevin , couple of things to point out. When he talks about equipments. He is reffering to trim levels. Not bs installed on the dealers lot. The second thing is they do put the price guarantee in writting. Small catch. It has to be with the same benifits. Some of them are key replacement , dentless paint repair , some other bs warranties. Point being , good luck trying to find a vehicle with all that nonsense.
@ollyrukes
@ollyrukes 3 жыл бұрын
Yeah all they need to do is put some obscure benefit on it (like a free bunch of flowers or something) which nobody else has, and bingo he’s got a car that has different benefits and thus doesn’t qualify for the rebate.
@atticstattic
@atticstattic Жыл бұрын
I want a price, not a price 'guarantee'
@trevorantoine5586
@trevorantoine5586 Жыл бұрын
Do you guy have a Canadian version of this on KZbin as well?
@gregolson7499
@gregolson7499 3 жыл бұрын
2 things about Steve and his response to the question to him at around the 6:40 mark of the video. 1. When he was being asked the question, he was not even paying attention or giving the salesperson eye contact. Maybe that is just because Steve knew the question that was coming or it just showed his total lack of concern for the question. If a car salesman did that to me when I was asking him a question, I hope I would just walk out. I think that is an important thing to look for when conversing with a car salesman - is he looking you in the eye when you talk and actually listening to what you are saying and trying to understand, or is he just thinking about his rebuttal? 2. I don't get this response of telling the customer that he is just like any normal human being? I wouldn't care about his point of view of that. What I would care about is if he can do better on the price or not. Cut out all this mumbo jumbo and tell me if you can bring down the price or not. If salespeople cut out all of this stuff quicker, wouldn't they have more time to sell other cars? Isn't it better to sell 16 cars per day (8hr day with 30min/sale) at $1,250 profit for a total of $20,000/day than selling 4 cars per day (8 hr day with 2hrs/sale) at $5,000 profit for that same $20,000/day? Just some estimates, I may be off though.
@ConeyIsland1952
@ConeyIsland1952 3 жыл бұрын
Im mistakenly stuck in a 4 year lease with 3 yrs left...what are my best options to get out of it..? help
@theone4042
@theone4042 3 жыл бұрын
Go sale car to Carvana
@shawnmason8543
@shawnmason8543 Жыл бұрын
I just bought two vehicles from two different car lot. One from a Ford used car dealership and the other from CarMax, first time buying at a CarMax. The dealership was a blast because of what I learned from you guys. I have always hated car buying; but now I wish I could buy another. LOL The sleazy car salesman and the finance manager at the dealership did almost everything you guys said they would. I walked out on them because they wouldn’t get to my OTD price, that was a Thursday, they called me that Saturday with my price. The funny thing is that they told me early on in the deal that my OTD was what they had in it. LOL The vehicle we bought at CarMax was by far the fairest deal and best car buying experience that I have ever had. Shout out to Raheem Snoody and Gabriella at Lithia Spring, GA CarMax, as well as Chris Brown at Stockbridge, GA CarMax! They made sure we felt at home, didn’t BS us and made the buy a breeze. They went over and beyond! I would buy from a CarMax again. Thanks for all of your videos!
@KevinHunter
@KevinHunter Жыл бұрын
Love to hear about positive experiences!
@noogman
@noogman 2 жыл бұрын
The Amazing Elizabeth is looking good. Nice Outfit.
@TS-jp1lm
@TS-jp1lm 3 жыл бұрын
You have great content. Keep these videos coming. Who is paying this guy to teach old school sales tactics that would make most customers leave immediately? These tactics are ridiculous and he is selling his training like it works, i would think it has a negative impact on the people he trains.
@KevinHunter
@KevinHunter 3 жыл бұрын
Car Dealers are still hiring this character. As if people want to hear nonsense like this. Perhaps the day is coming soon where old Steve will be out of work.
@CraftAmundous
@CraftAmundous 3 жыл бұрын
14:59 Did not know that! Another golden tidbit!
@williamhaynes7089
@williamhaynes7089 3 жыл бұрын
Steve is giving you plenty of Content...
@KevinHunter
@KevinHunter 3 жыл бұрын
He's a treasure chest of everything wrong with the car business. It's a great training ground for dealers and sales techniques to avoid. Only a fool isn't interested in the playbook the other side is using.
@michaelgarza1145
@michaelgarza1145 3 жыл бұрын
This is a awesome video. Will look for more of these.
@sageturner4916
@sageturner4916 Жыл бұрын
Will the salesperson provide the invoice from the manufacturer if you request it?
@indycharlie
@indycharlie 3 жыл бұрын
Well , first off ladies & gentlemen . What is one of the things we have all learned by the poll ? That 8 % of K&L's viewers are car Salesmen and women . Thanks for another , as per . Great video for we . The buying public . But , thankfully NOW . NOT , The the buyers of car Salespersons BULLSHIT though :D .. Yep , I said it .... proudly !! . ,, Gubs
@gwillis01
@gwillis01 3 жыл бұрын
Why is Steve Richards wearing two pairs of glasses [ one on his neck and one on his head }?
@rigrocker2957
@rigrocker2957 3 жыл бұрын
One is sunglasses and the other are reading glasses. When you get older you'll know
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