CAR SALESMAN TACTICS: OLD SCHOOL CAR DEALERS! Auto Expert: 2021 The Homework Guy, Kevin Hunter

[@KevinHunter]

Let's get this channel to 1 Million Subscribers, and 100 Million Viewers! We've already hit 40 Million. We're changing the car business with your help!

[@MrTalkingtrue]

Kevin, do you know a good online side to buy a car?

[@yvesprince8937]

Steve disliked this eight times?

[@olliechristopher467]

@@yvesprince8937 I can't understand why would anyone dislike this channel. What a fantastic service Kevin and his crew are offering. I share these videos every chance I can.

[@yvesprince8937]

@@olliechristopher467 i was talking about steve richards.. he has a youtube channel for car salesmen..

[@olliechristopher467]

@@yvesprince8937 Ahh that explains it. Maybe I can go over to his channel and give it a bunch of dislikes!! LOL

[@billmankin6204]

Thank you for reminding me of the two cardinal rules of buying a car: 1. No, I'm not trading in the car I drove in with. 2. Don't show me a payment, show me a price. Then we can talk. And of course, no, you cannot check my credit.

[@rhettbaldwin8320]

I always told my customers to not let anyone check their credit until they were ready to buy. This worked great for me, because it wasn't what the customer was expecting me to say, and I always knew when the customer was ready to buy because they would fill out the credit app.

[@jungojerry1658]

I "got up and walked" from a deal when the "Finance Officer" began adding to the price. I was ready to buy at the agreed upon price - but I recognized greed setting in. I even told the finance guy - "You're losing me". But he kept on, and when he LIED TO ME about lic and Reg fees - I got up and walked. He tried to get me to turn around - no dice. He even sent a flunky out to the parking lot to try one last time - I got in my car and was gone. NEVER to return.

[@mibren2]

I got up and walked out when I was trying to buy a truck once. By the time I got to the sidewalk the salesman caught up with me and lowered the price by $3000.

[@jondoes7836]

A friend of mine was trying to negotiate a price on a new car. When the price negotiations broke down, the salesman refused to give his keys back for his trade in dealership appraisal test drive. The salesman continued with his high pressure sales tactics without returning his keys so he could leave. My friend swept everything off the salesman’s desk with his arm and overturned the desk. They quickly returned his keys.

[@KevinHunter]

I think your friend would agree with our latest video "Held Hostage" kzbin.info/www/bejne/bnPPfaWpfZqhnLs

[@RockyDave]

That's a stealership.

[@toolguy1964]

That happened to me many years ago and I had to call Modesto PD to assist me with getting my keys back. Cop told the sleazy sales manager he was going to arrest him for grand theft auto if he didn't give me my keys.

[@pcpxbotendorastermace9948]

Turning Hulk was the key to getting his keys back, lol.

[@johnfetter3252]

Break up the negotiation into parts. 1. The value of the new car (invoice = MSRP - 8 to 10%) + Title, tax, registration and license), 2 . The trade (get a Carmax appraisal first), 3. Payment (get your bank or credit union to pre approve) and 4 Be prepared to walk at any point of the negotiation.

[@charlie-1850]

Most dealers will not disclose the invoice price. How can you get that?

[@jaylmw08]

Make sure you put yourself in a situation where you want the car but you don't need the car. Never be afraid to say no and walk. Dealers are a dime a dozen. Take care.

[@KevinHunter]

Dime a dozen is right, and a million other cars just like the one you're looking at. Don't waste time when you run into an idiot.

[@phanttomracer]

ALL of these tricks can be avoided by a simple trick, and sticking to it.DO YOUR HOMEWORK! TREAT the salesman as an ORDER TAKER (that is all he is, really) . I want THIS car at this PRICE. Focus on price, know the monthly payment for each 1-2,000 price range you are looking at. know what you can afford before going! Do not let them tell you what you can afford. (as mentioned a LOT on this channel) DO NOT FOCUS On monthly payment! My last used truck. I liked it. We only discussed price. He TRIED to go down the 'what would be a comfortable monthly payment' route. " I said it is what it is...it is math. ". No trade. Used truck. I offered 2/3 of the asking price. We settled a bit higher than that (I never expected them to take my offer). we shook. To me, that price is cast in stone. Then came the 'mandatory' paint/fabric protection and Doc fee. I , literally, crossed them out, and got up to leave. The sales manager almost tackled me as I got up! He said he would lower the truck price by those add-ons ($600) without me even asking! They kept their word! But the salesman IS only an order taker. He has (generally) no power to close a deal. Treat him like that! Do your homework , know your credit score, get a loan check from your bank, know the car(s) you want to look at, know your numbers! Even this used $12,000 truck deal still took 6+ hours over 2 days to complete. This was my easiest/best /fastest deal... But still...There has to be a better way! No doubt the salesmen must be trained to wear you down, if I think this was a fast transaction! Know your numbers, know your credit situation. Anything the salesman promises should be considered white noise, as it is not enforceable unless it is in ink on the contract! Stick to your guns and be prepared to walk!

[@brianmaloney45]

When I bought my last car, I walked out after they refused to go any lower on their price. I got about 2 miles down the road when my phone rang. I told them my offer expired when I left and was now $500 lower. They said "come back and it's yours." I bought my current car in April of 2020. Tactics have changed. They never asked for my information (phone number) and could not call me if I left. This had to be intentional and took one tool our of my toolbox. Worry not, I had other tools and did OK.

[@HighDesertAdventurer]

Went in today with an agreed upon OTD price including tax and fees. The dealer beat their own price. Put a good chunk down. Paying it off next week. 2hrs from arrival to driving away. Included second test drive. Thanks for your help. We Won!

[@KevinHunter]

Good stuff! Thanks for sharing that. We love hearing that our viewers are going in and getting a fair shake!

[@potterylady44]

Did you negotiate through email or phone before going to dealership?

[@HighDesertAdventurer]

@@potterylady44 initially email and then texting.

[@GFI888]

Can you do a role play with a conversation solely focused on getting to the price first? It would be helpful to know how to get from 'sticker' to 'out the door'.

[@KevinHunter]

Yes, we can. We'll put it on the drawing board and hammer it out soon!

[@MrKen-wy5dk]

Great idea! I hope we see it soon.

[@charlie-1850]

How is that video coming along?

[@dennissvitak5475]

A - Find your car. Determine what you want to pay for it. B - Value your trade online, using AVERAGE value. C - Research interest rates for the # of months you want to finance. D - Using A, B, and C, you should have the knowledge you need to determine the EXACT monthly payment. I have walked into a dealership, given them a stock number, pointed to my trade in, and said "$350 a month for 48 months." And gave them the key for a quick analysis on my trade. They came back with a counter-offer, and because I knew $350 was a VERY aggressive request, I went to $375, and shook hands. KNOW THE PURCHASE PRICE, TRADE IN VALUE, AND THE COST OF FINANCING PER THOUSAND FINANCED. No surprises. You're welcome.

[@jackk1583]

As a previous veteran in sales, and a top performer, I IMMEDIATELY set the customer's keys in front of him after the trade eval- much to the disdain of the mgrs/ (they hated this) and established instant trust with all customers. Also, I worked for them and told them to pay attention in Finance. The scenerio above is all too common- treating people like they are idiots/ such is the revolting 'high pressure.' Great vids btw.

[@KevinHunter]

Jack, I can't tell you how much I appreciate hearing from people like you. I don't have to tell you what I went through in the car business. You know, you relate, and you were there with the same heart and mind that I was. I wanted my customers treated with respect and dignity, and it was a daily fight to keep it that way. I had one finance officer in particular that was so bad, that I had to tell my customers in the end.... let's go sit in your car after you've signed out, and see if we need to fix things before you hit the road. The man took an elderly couple (for another salesman) to the cleaners, adding $7,000 in costs to their car deal, and it became the deal everyone cheered and laughed about at the Saturday sales meeting. The salesman was Ben, and the owner asked him to stand up and says, "Ben signed a customer out this week with a $8,000 front end, and finance had a $7,000 back end on the same deal. We need a lot more deals like Ben accomplished." This owner directed this same finance man to "make it disappear" when a customers payoff was $700 to the credit of the car buyer for another salesman, and hence, the dealer stole the man's money. The customer had no idea his payoff was that much lower than he thought. Pays to call in your 10-day payoff yourself when you go car shopping. I stayed in the business long enough to gain all the tools I needed to effectively launch The Homework Guy videos. In the final week I was there, I wrote the owner a lengthy email and told him what he needed to fix, encouraging him to make the dealer transparent, honest, and fair for his customers. He read the email over the weekend, and terminated our relationship that Monday. He might regret that for a few reasons, but I doubt it. Either way, it wouldn't have stopped me from doing what I do today. I was on that path already. Had I stayed on, it would have simply created an opportunity for him to be the greatest dealer in the country. Someday, we may open up THG dealership(s), and if and when we do, buyers will travel great distances to see us. Only the best mechanics will inspect the vehicles. Only the most ethical people will help people with financing (if needed). Only the most fair price structure will be in place. Just as it was in the days of selling cars, others around us will have much higher grossing deals, but they will always wonder how to compete with somebody who sells 10-20 times more vehicles than they do. If we do this, we may never stock a thing. Maybe we'll create a channel for customers to buy vehicles through us, ordering a used car like they order a new car from Tesla. There are so many better ways than the current dealership model the list of opportunities goes on and on. We'd love to have you as one of our behind the scenes people we bounce ideas off of, if that interests you. The Homework Guy Team is made up of folks just like you, who worked in the business, and offer advice on content or ideas for new videos from various corners of the US... and to their credit, our content has done incredibly well. Send us an email if you'd like to jump on board with us. Email to [e-mail] and put "Join your THG Team" in the email title. My staff will watch for it. We can trade a few emails back and forth and help you better understand how you can help... if you wish to be a part of it. Thanks again for stopping by today and making your comments. Much appreciated!

[@jackk1583]

@@KevinHunter not even to mention the nonsense with your co-workers too. congrats on a great site, and continued success.

[@Texmotodad]

Remember the old song? I'm walkin, yes indeed I'm walkin...

[@juille2779]

Fats Domino 😂

[@maxingham9139]

I bought a used Toyota once, The salesman gave me a print out of the Carfax, I was delighted! Later when I got home I realized it wasn't complete, not at all! The part where it had been wrecked wasn't there nor were most of the maintenance records. We had bought multiple cars from him before ,no more.

[@scottgealow4136]

I HAVE gotten up and walked. We were about $500 apart. The salesman came running across the parking lot as I was backing out to drive away....I go in not believing a single thing they say and I believe you cannot insult a car salesman.

[@benhinckley]

The problem I have is I get too emotional during the negotiations, meaning, I get upset and angry when the car salesperson uses these "classic" phrases or skips around my questions with wordplay. The 80's style tactics don't just apply to car dealers, new home builders pull this crap all the time. While doing a bit of house shopping, my wife and I went to an open house of a move-in ready new build. While talking to their salesperson I asked what the asking price was, he replied "really affordable, the last people who were interested were approved for $400,000!" I took no thought of it, but once we left I realized he never told me the asking price, just someone's preapproval. So I talked to my own realtor to find out the asking price, and it turns out it was only $350,000! I would've got swindled if I didn't go to someone who was working for me. So thanks @thehomeworkguy for working for ME!

[@sweatbeats8513]

Are you an American? Then you should be alright with getting swindled that’s literally what our system is it’s called capitalism!!

[@Shadowgangster123]

Isn’t there a chance heshe is lying as well? They get a commission percentage off of what you pay so I wouldn’t put it off too much that they would lie to you as well

[@VIDEOHEREBOB]

Love the guy with the hat. Car dealers as of 12/23/20 have not changed much at all IMO.

[@KevinHunter]

He's one of our crew. He does a fabulous job. 70 years old, he doesn't take crap from anyone. Lol...

[@RevGunn-jq3cq]

Hell, I walk all the time I did it 3 times last month and they all called me to take my deal. I fixed my car instead,

[@adriandenson8855]

One summer a few years back I was doing mystery shops for TOYOTA and other retailers to verify the independent franchises are following the corporate expectations and I quickly realized that I could actually build my personal skill set instead of just earning my pay... I left countless times and returned a few days later to try and go lower. Sometimes I reached the bottom , others it felt like there was no bottom.... either way after 5/6 dealerships gettin pissed off that I had “ wasted their time “ I decided that I no longer needed to practice buying a car.

[@johnmatarazzo9178]

You probably won't know a good deal if you found one

[@RevGunn-jq3cq]

John Matarazzo Lol, you are probably right

[@camillamauzy8156]

This is exactly what happened us. My spouse went for it, but I was ready to walk. He is making the payment but has repeatedly said he should have listened to me. And this was just last year...I will never return to that dealership ever.

[@jerryhager9041]

I couldn't even watch the video all the way through it's giving me PTSD.

[@KevinHunter]

We don't blame you. Hopefully you won't sit through it at a dealer, either. Get up and walk early in that conversation!

[@ttotaler4541]

I’ve been test driving & walking out of dealerships for going on 3 months. They’re very triggering with all the crazy making & gaslighting. Auto sales need to be brought into the 21st century & eliminate the hucksterism!

[@coiledsteel8344]

@@ttotaler4541 Pro Tip - Do your 'Test Driving,' by RENTING AND DRIVING What you Want (IF you can find it) That way, there's NO Pressure on YOU - to Figure out IF it's what you want. In my Case, we have a brand New Fleet of Trucks, (I'm thinking of buying one like them now)

[@silo_fx3182]

@@coiledsteel8344 I did this on a small car. Easy to rent. Rented the car for the day and went for a day trip in the country. Was really good to have it for the whole day as you get to see, feel and experience the annoying bits by the end of the day (looking at you piano black center console blinding me when the sun hit it). Also the good bits!

[@gwillis01]

@@silo_fx3182 I totally agree with this. Think of a 48 hour car rental as an extended test drive. Spending a couple hundred dollars on the rental is much, much cheaper than signing up to pay 30k or 40 K over several years.

[@petepacemaker]

I watch Steve Richards all the time. It's entertainment!

[@dgriffinctc3834]

You say that, but last I checked SR nets auto trader dealers around 50-60% average increase in gross profits.

[@dgriffinctc3834]

@@Vicos don't need a super secret website. He was a trainer for auto trader licensed dealers. They keep track of it to sell dealers on seminars and training. I was an F&I guy when he trained the dealership I used to work at. You find the role plays to be an entertainment, but his tactics, when entered into an organic, emotional situation, are highly effective. As a matter of fact, the people who get hammered the worst are the ones who walk in thinking a few KZbin videos and some internet research prepares them to go against a seasoned professional salesman. Look at this channel. Kevin Hunter advises what can best be called strategic draws. He knows you aren't equipped to out negotiate a pro, so his advice is basically "be stubborn, then walk and keep trying until you find a weak salesman or dealership that needs to unload a unit". Why? Because to actually out negotiate a strong salesman requires a skilled and practice negotiator and even then the dealer plays with a stacked deck. Look at this video. What if it's not a new f150 but say a new mid engine vette. Those are currently going for well over sticker and you cant just "go to the next dealer". How does this end when you are emotionally invested and the dealer has a line of people wanting it? You walk away, all you get is an afternoon wasted not getting what you want. Same rule applies to any hot unit.

[@theannouncerdad]

@@dgriffinctc3834 got it. So you just sign at first pencil when you buy a car?

[@dgriffinctc3834]

Sometimes. But it's typically because I have friends who are purchasing agents who buy what I want from the auction at or below the price I tell them to buy it for. But then I'm connected that way. My last car I bought over 6k back of book because I was patient and connected. But I closed a lot of car deals on first pencil before going to F&I. One place Steve Richard's and I differ though is my first pencil was always MSRP unless I was bound by advertising.

[@dl4193]

Well he is a total joke, so I agree.

[@brianwaller9454]

What this presentation didn't consider is that the trade in value already is "rough" trade in value which considers repairs

[@Az56818]

Subtracts the reconditioning cost that they're going to add when they sell it lol o Love it

[@geoffreywhittaker4108]

Great and informative content. Please keep making videos showing negotiating techniques used byCar Salesmen.

[@seang3538]

lol meeting in person with sales like this is so 2019! I haven't bought a car this way since 2010 it's all over the internet now, even more so with covid.

[@The_Temple]

Do your negotiations via e-mail, settling on out the door price before setting foot at the place

[@multimeter2859]

Would love to see you have a sit down with Dave Ramsey.

[@KevinHunter]

That could happen. We've had contacts with many other great creators this past year. Many things in the works!

[@TheOzthewiz]

Dave Ramsey doesn't believe in buying NEW cars. He always drives $1000 JUNKERS! So talking to Dave would be a waste of time!

[@jamesvaughn4894]

Just sold my car to Vroom. THOUSANDS more than dealers were offering me, almost what they are currently asking for retail on dealer lots. Now no need to deal with a salesman. Will have cash for my next one.

[@mamabearcat3668]

I just took a test drive of a new 2021 MazdaCX9. Sales guy started telling me that all the cars on their lot get nitrogen put in the tires. I ask, "so nitrogen is an actual line item your customers have to pay for". He said yes ma'am. I smiled and left the dealership. Thank you Kevin Hunter... I knew from your videos how to spot a dishonest salesman.

[@dougtaylor2803]

The tires may be full of nitrogen, but the sales guys are full of something completely different.

[@Wooley689]

My experience has been, the salesman always answers you question with another question. They don't ever really answer your questions. Later on you look back and it hits you, they never did answer my question but led me astray with their question.

[@rhettbaldwin8320]

If you ask a salesman how much you're trade is worth and they don't ask you how much you want for it then they are a bad salesman. The salesman should care about what you want and should ask you what you want for your trade.

[@brucerosner7623]

Unfortunately in California and a few other States, a trade-in or dealer discount doesn't reduce the taxes. What a bummer.

[@coiledsteel8344]

Problem is even IF the Product is Good - IT'S the Sales Person who 'Drops the Ball!'

[@joracer1]

I've bought and sold over 150 vehicles and I never heard any salesmen talk like that. And I've never talk to anyone like that. I've walked out on dozens for not meeting my offer, then when they rush out not to let me leave I drop my offer another 10%. Vehicles have flooded the market, you can buy whatever vehicle you want at any price you want. I can buy a new car drive it a year sell it and make money. Btw when I get the price I want to pay. I pay with cash only. No gimmicks..

[@dukemathews2015]

Direct Steve Richards training word for word…..

[@myselfalex]

Since I'm only catching up on older videos from your channel, I've seen some of the Elizabeth roleplays, and boy oh boy was this hard to watch seeing this roleplay salesman trying to pull the wool over the buyer's head. I said to myself "If I wanted to get handed that big of a load of $h!t, I'd have drove down to the sewage plant!"

[@auxmike718]

The thought of dealing with strangers who don’t have cash to pay is way too much for me to handle. Then the after purchase call that something is wrong and that you ripped them off . Remember, they know where you live! Trading in lets you cut and run...

[@kathyfahey5469]

Same tactics tried on us last week. I was the tough cookie who said NO.

[@superdad2150]

I just had a car dealer that was trying to tell me that it is a today only deal when we wanted to do a deal on Monday over the weekend and leave $1,000 deposit but they told me no I have to do the deal today or forget it and I said well I guess I'm not buying the truck then they're so pushy

[@thomasstefl2042]

OMG Thanks so much. Wish I would have known this years ago.

[@fozzybear7255]

This exact scenario just played out with be at Morristown Chevrolet TN, they even took my keys and I had to demand they return them. Almost used my spare key and left anyway. They followed me down the road to a gas station trying to get me to come back. It was sad.

[@ladistar]

what the actual fuck? that's where you call the cops, if I was in your shoes.

[@marathoner43]

My favorite is the "net payment" line of crap, where they say "well the payment isn't really $700 a month for 60 months, because when you're done paying it off, you get the title and it has a value of $8,000, so $133 of your monthly payment is going to the title, so your really only paying $567 a month. Sign and initial here."

[@KevinHunter]

It's a very stupid argument, isn't it?

[@ladistar]

It’s technically mathematically correct and simply an alternative way to get the customer to view their payment, but I would use it ONLY if you know the customer can afford the payment.

[@rhettbaldwin8320]

Never heard that one.

[@gwillis01]

Always remember that if the total price is lower that inevitably leads to the monthly payment being lower.

[@notinmyUSMC]

#The HomeworkGuy Mr. Richards has a great gig traveling around the country training dealerships in "sales scumbaggery" for tricking buyers into questionable car deals. His videos are as sad as they are hilarious. Thanks for shining a light on this for your viewers.

[@KevinHunter]

"Sales Scumbaggery" indeed. Somebody gets it. There are tons of guys like Steve Richards, and they often live in very large houses because dealers pay them big money for these jedi mind tricks. When car buyers know what nonsense to expect, they go in with a sensitive BS meter, and save themselves thousands of dollars. Believe it or not, I actually had someone today who had a big "Ah-ha" moment and commented, "They just watched Steve Richards and made their own video. What a rip off." I'm not kidding. You can find him in the comment section. I should have responded with the following: Nooooooo, we would never ever ever ever expose Steve Richards because that would be a rip off... something Steve Richards KNOWS A TON ABOUT... so yes, idiot, we ripped Steve Richards phony lines, adapted them for ourselves, and exposed them for what they are right here on The Homework Guy channel because THAT, MY VERY OBSERVANT FRIEND, IS PRECISELY WHAT WE DO. Poor guy...

[@danielaramburo7648]

Or save up and pay cash. Even if it’s used and a few years old, it’s payment free.

[@GreenBlueWalkthrough]

Yeah that's what we are doing and so far it's only have disappointed the salesmen but they still let us test drive the cars and answered all our questions. It's definitely the best idea which you could always save up for as long as you would be on a payment plan so it's less stressful too.

[@coiledsteel8344]

Watch MORE of his Videos 😂 You'll see that you NEVER SAY CASH - UNTILL YOU GET THE T-O-T-A-L PRICE FIRST! CASH IS LAST!

[@paulbingville6485]

It's so easy nowadays for someone who doesn't want the hassle involved in private sales to go into the dealer with firm offers in their pocket from CarMax and Carvana. If the dealer can match or beat them, or come close enough in states where sales tax is computed on sale price minus trade-in allowance to make selling it to them worthwhile, then do the trade in. Otherwise, sell to the highest bidder.

[@1VaDude]

I have bought many new cars over the past 30+ years. I always hate the experience......even if I did my homework ahead of time.

[@annphillips3423]

Great video. Lots to think about tks

[@jasonh5902]

SERIOUS QUESTION- it's 2022- why on earth aren't people negotiating ONLINE with the internet sales folks BEFORE setting foot in a dealership. I test drive, decide what i want, email 3, 4 sometimes 5 dealers (depending upon how far I'm willing to drive) and let them put IN WRITING my OTD (out the door) price. then I confirm a date/time, show up sign papers and am out the door in about 90 minutes with the car for the price i wanted.

[@mar91942]

8:00 I would have walked the heck up out of there when he first started with that nonsense. I dont ever trade in cars but I have had them attempt to manipulate me with numbers. If serious about buying, I will leave. My monthly payment is never a factor.

[@KevinHunter]

Many buyers would leave early, and that's good. We show how far the finance officer is willing to go so that people who are tempted to say YES early.... realize that there isn't a genuine word of concern the man ever says to you. It's no better in the beginning than it is in the end. The answer to the products should always be NO.

[@mar91942]

@@KevinHunter back in 2008, I was young and dumb and fell for the finance officers whole "the bank requires you to buy a warranty as a condition of giving you a loan". I learned from that experence. Since then, I havent bought anything that finance offers. I dont even do trade in's. I make it as simple as possible by focusing on the total purchase price and going out practice shopping before I go out with serious intent to buy

[@notusedexer]

I'm thinking I would tell the salesman "wouldn't it be smarter for you to pay me what I want? If I don't buy your car, it will just keep sitting in the lot. You're a professional car salesman, what's the odds you sell this car before the end of the month? And if you don't, you'll have to pay another car payment, so you won't be making as much as you think. And maybe you won't make you're sales quota. And if I get up and leave now, what's the chance I ever come back to this dealership? If I do but this car, you'll continue to make money everytime I get it serviced, and me next car, and the people who see me driving this car that wants a good dealership. Or you can refuse to meet my price, I leave, the next dealer meets my price because he sees the value of my future business, and you eventually lose your job because you don't know how to sell cars in this century. Now wouldn't it be prudent for you to meet my price?"

[@markh.6687]

I like it. You're talking their language, even though most won't admit that you have it right. I am still wondering how some dealers (new or used-only) even stay in business, because the same cars have sat there over a year with no or petty markdowns they're sure to recoup in F & I profits

[@bowmanjeff8]

This still happens. I got up to leave and the salesman agreed to what I thought was a way to high trade in value I wanted. And I'd already negotiated the price for the car. But he tried similar tactics before I got up to walk

[@nicksonsini323]

Kevin You have opened my eyes and armed with the most powerful tools! Thank you doesn’t come close! #thejomeworkguy

[@bluegrasskid4835]

Could you do more videos of Steve Richards sleazy videos? He has another favorite now where he tries to convince customers that the car payment is actually less than it appears because a portion of it is going to a "savings account" for the customer. Supposedly this tactic works very well in conning unwhitting customers into taking on car payments they really cannot afford.

[@KevinHunter]

That's funny you asked. That video is on the drawing board!

[@bluegrasskid4835]

@@KevinHunter Awesome, thank you sir.

[@Disasterpiece5150]

Thank you Kevin

[@webjammer1]

The last time I was in a dealership I about had the sales manager in tears. The previous week I had been in and looked at a fully loaded Grand Caravan and the salesman wrote me a quote for $9000 under MSRP. I hadn't planned on buying new, but after looking around, I could not find used for what they quoted me. So, I went back in with my quote and they freaked out. I had no trade in, I had my own financing, and I wanted to pick up my new van. I got to meet with the sales manager, the general manager, and the owner of the dealership, all trying to talk me out of making them honor their quote...I drove off in a heavily discounted new Grand Caravan. I did throw them a bone and financed through them as they were the same rate as my bank. This particular dealership is known for etching VIN's, nitrogen filled tires, filling your blinker fluid, and whatever else they can get way with, so I don't feel bad.

[@BobSmith-mc7uq]

Calling BS! They do NOT have to honor a price quote.

[@dathyr1]

Wow, That salesman is a real talker, isn't he??? That salesman is giving his customer the old 25 cent snow job on what he can do with his trade in. Customer says to wife: "Hey Ma, guess who's coming to dinner tonight??" Thanks for the video on old school tactics. Take care.

[@migmanzana1]

I am glad sneaky guys like Steve Richards get exposed.

[@RockyDave]

Railroader Richards.

[@jamesmoninger1982]

This was great! Hysterical Steve Richards rhetoric - verbatim. Nicely done, and good information for all of us.

[@KevinHunter]

Glad you enjoyed it!

[@trackguy4038]

Keep the role play. Great teaching!

[@KevinHunter]

Thank you! Will do!

[@skapunkoialternativeliving6522]

I'm already smart I don't buy from dealership to begin with I buy my vehicle private one vehicle at the time has elapsed ladies time 15-20 years each

[@johnericejr2902]

Thanks Kevin have a good year

[@KevinHunter]

Thanks, John! Happy New Year to you!

[@andyh5212]

All that's missing are the split frame glasses that good old Stevie wears.

[@dl4193]

And you can just smell Steve's cheap aqua velva 'cologne', BO, mothballs, and stale cigarette smoke emanating from one of his cheap ass Kmart sweaters he likes to wear.

[@manuelpaulino2754]

As someone who sold cars as recently as 2019, and sold 100+ cars this really isn’t how car buying goes in my experience. All he did was take a role play stolen from that dudes video. In a real world scenario the salesman would’ve tried to meet the client in the middle on the trade and put the deal together.

[@filopride619]

Really? I just went to a Toyota dealership today and most of the tactics used here when I tried trading in my car for a newer RAV4 were used.

[@johnprocidano3783]

He already talked me into walking out at 7:17.

[@markh.6687]

To car dealers and salespeople: 2021 is calling! Happy New Year to Kevin and THG staffers.

[@92Macmiller]

Man u took this word for word from the old guy that teaches how to sell cars

[@KevinHunter]

Bingo.... Steve Richards reaches Car Salesmen. We reach Car Buyers. We're more than happy to let our audience know what they guy is teaching his dealers.

[@92Macmiller]

@@KevinHunter yeah he is really good gotta hand it to him

[@andresloaiza438]

New to the channel love it. I’m about and suv. Looking forward to fallows the steps.

[@KevinHunter]

Welcome aboard!

[@MarsMan1]

*I Love This! Great Video!*

[@KevinHunter]

Glad you enjoyed it! Car Dealers want buyers to think that old school salesman tactics like this are gone from the car business, but our feedback says otherwise. So, we share their tricks. If you know about it, you can handle it better when it happens, right?

[@brianritchie341]

Resale price by individual is always more but pain in the butt

[@cjanquart]

"The 80s called, they're wondering why you're not wearing your Members Only jacket."

[@on-site4094]

The salesman is so full of it he should be writing fictional stories. I love it

[@KevinHunter]

You are correct. However, this script is taught to car salesmen around the country by a trainer: Steve Richards. As much nonsense as it is, still good to be aware of. You can get up and leave quicker when you know where it's going.

[@genoaoak]

I just tune out all of this salesman/F &I guy babble and just concentrate on my own sense of reason. If they don't agree to my terms, I walk, at any point of negotiations. Then they can explain why I walked to their screaming manager in their Monday morning meeting.

[@rhettbaldwin8320]

A good salesman won't have to explain to the manager why the customer walked, because a good salesman keeps his sales manager in the loop. I sold cars for four years and I never let a customer walk, when a deal couldn't be closed it was because the manager refused the deal that I brought to the desk.

[@vrod1a]

Great video 👍

[@tietdrifter2041]

I know these are actors (i hope), but I still wanted to slap the salesman back into the eighties to give those tactics back... I was yelling at the screen, telling the salesman off, especially with the "ad" deal and "you will have to give your own number out" nonsense. I dont like dealerships at all, including the maintenance dept...especially the maintenance dept.

[@KevinHunter]

He deserved a slap, didn't he?

[@ladistar]

this is almost word-for-word the same exact talk track that steve richards uses lmaooo. I wonder if it's one of his students haha.

[@lile4146]

I would have left the minute he started about talking about his way of figuring. The first I would asked what is retail value after you gotten everything done fixing at wholesale value and starting laughing as I walked out the door

[@potterylady44]

Oh my 🙄. He is going on and on!

[@KevinHunter]

This was classic Steve Richards nonsense, which is what a car salesman will do when they don't really have value to add. When your brain gets numb from the repetition, a surprising number of people cave in.

[@sarasorensen2650]

Jack and the beanstalk. The cow is worth x. Not beans.

[@53221carvel]

I did get up and walked over $40. payment more than I was willing to pay.

[@SuperFredAZ]

I have been held "prisoner" by a car salesman. I had to threaten to call the police to say I was being held against my will.

[@paulmiller8765]

Warning to my northern bbn illinois buyers. Byrider in joliet is jacking up bbn prices so high, a 2012 Colorado worth a.c.v. was 9700$ They are selling it for 17,000$ and many more. Avoid them. Hope I helped

[@KevinHunter]

Thanks for the heads-up, Paul!

[@A_Renaissance_Man]

What I do not understand is why are new car sales so vicious? Used car negotiation I can understand as there may be issues with a vehicle. Car salesmen are paid based on the amount of PROFIT the dealer makes. That means a car can sell for a million bucks and the car salesman makes zero if there was no profit for the dealer. Therefore the car salesman is a cushion between the dealership and the car buyer and the dealer can look wonderful and blame the salesman for all of the problems when he is just trying to feed his family. The new car buying game is a stupid and horrible experience for the buyer.

[@aryanvaid120]

What an amazing video..

[@raybonecrusher4516]

Before I sit down with the salesman I look for a car that I want, I check the available cars with in 150 miles for price comparison, I check book price and if I plan on trading in a car I go through the same process. Now I figure out what the car is worth to me bottom line off the lot. I don't answer many questions until I figure out if I really want the car after the test drive. At that time before we go into the office I will make a offer. I will let him come back with his counter offer and then I will make a counter offer that is the last I would consider. If it is not enough to close the deal I walk. I will go to the next dealer that is on my list. I research what will meet my needs before even thinking of looking at cars. I'm not afraid to wait until I find the right car. I do not sign anything until I see the off the lot cost to me. I do not borrow to purchase but I keep that information to myself.

[@DanielB-yc6qt]

Steve Richards has left the chat...

[@KevinHunter]

He's been trying to apologize for this kind of stuff of late. Seems enough people have had it to the top with this kind of stuff, and he's not getting the "positive vibe" he had hoped for.

[@DanielB-yc6qt]

@kevin Hunter and the fact that he is doing so is evidence that he is a perfectly normal human being lol

[@markh.6687]

...and angrily at that!

[@aa777flyer]

Steve Richards is old school hard core hard close.

[@tonyj8947]

Great channel. When buying new vehicles how do we know what the best price is? True car, cars direct??

[@midgebarker4022]

I would love to see a retired car salesman car buyer that knows how to go up against anything they throw at him and he beats them at their own game. Retired car salesman vs top sales experienced car salesman? Who would win this battle is the question?

[@daviddotson5695]

HELP HELP, what about the dealership that says that the “new” way of pricing is the price is the price, that’s the way it’s done these days. No negotiation these days ???!

[@bigtony77]

I was waiting for a Steve Richards video from you

[@KevinHunter]

We just had to do it. That stuff is so much nonsense... pretty pathetic.

[@bigtony77]

@@KevinHunter I agree, he and I have had some pretty good conversations in his videos. I personally despise many of his tactics. I’m really glad you focused in on them! Keep it up Kevin, while I don’t buy a car frequently, I truly enjoy your work.

[@chiefcw3911]

Great radio voice ... good info

[@KevinHunter]

Thank you kindly!

[@cheftomsd]

Holy crap, must have been an A student at the Steve Richard's school of customer manipulation.

[@JohnnyBGood11]

I watch Steve Richards work his magic all the time on youtube,. here's the thing he educates a lot of salesmen and they in turn sell lots of cars using this method and when Steve says some of that payment is going back to the title and with that title you can sell the car or trade it in,..but what Steve fails to tell you the dealership is going to lowball you when you try to trade it in like he is doing on this sale.

[@KevinHunter]

In the spirit of Steve Richards, this is where I might say I could send you a free shirt because you made a really good observation and summary of our video, but after all the deductions, risks, costs to you involved, you're over budget and now you just need to follow up with another free comment... realizing that you came soooooo close to a free shirt, but missed. If you do get a shirt, consider it your second one but pay for it yourself... and get the comfortable $5 monthly payments for 72 months, but flexible because you could pay it off at any time. Just never mind the fact that you paid for the shirt 10 times at the end... because it was supremely comfortable the whole time. I know none of this made any sense, but neither does Steve Richards.

[@MrDarthvis]

There’s a reason why people don’t like people that talk to much, like politicians. Even I couldn’t focus on what he’s trying to say. Would it be worth it to just steer the conversation to your demands? Or just listen to what else they can offer?

[@serpent645]

I like how the salesman always tries to get you to sign your name on a document, any document. I've had them try this on me and I've always declined. I guess it's some sort of a milestone, get you used to signing a document in order to get you to sign the big one.

[@KevinHunter]

It's known as the psychology of the sale. If you can get a customer nodding yes on little stuff, and signing their name on little stuff... well, signing just becomes automatic when they hit the big stuff. That's precisely why the process is so bogged down with inconsequential stuff!

[@serpent645]

@@KevinHunter when I was shopping for a Harley, I ran into a pretty high pressure salesman, most of his approach was an insult to my intelligence. The guy was determined that I was going to buy THAT bike, THAT day, the sales manager chimed in by telling me that three people had appointments to look at the (used) bike that very afternoon; I was able to fight off the urge to break his arms and just said if one of these other guys buys it, there will always be other bikes I can buy. He tried to paint a picture that his was the deal of a lifetime. When he gave me a copy of their privacy statement and urged me to sign it, I was about finished talking to the mutt. In the signature block of the privacy statement, I wrote "bite me" and left. I bought a similar bike and a lower price at a different place.

[@markh.6687]

@@serpent645 "I was able to fight off the urge to break his arms.." and "bite me!" OMG! Classics! Freaking Classics! Excellent work!

[@rhettbaldwin8320]

@@KevinHunter It's also mostly bullshit, it's a fiction that sales managers tell themselves and their salesmen, but it doesn't actually work.

[@ronclapper2459]

i like that thanks

[@sikguitarist]

Another great vid! I know this is just acting but if that guy was a real salesperson I don't think he could close a door 🤣

[@rhettbaldwin8320]

Yeah, that salesman is talking too much.

[@jeffreysirkin7120]

Did you tag Mr. Richards so he can see this video?

[@jeffreysirkin7120]

@Steve Richards yes I enjoy your videos.

[@jeffreysirkin7120]

@Steve Richards you don’t lie it’s true when car is paid off you have a cashable piece of paper ie a title. I personally buy new and pay cash but you 100% tell truth.

[@philzee2]

Kevin what is your advice for someone who needs a car but hates dealerships?