Don't Buy a Car Until You Watch THIS Video | How to Negotiate

[@mistletoemonkey]

Remember, don't get attached to a particular car, and know there's always another dealership. I negotiated for a while for my last car and reached a price I wouldn't go above. He wanted $500 more, he asked me if I was really going to give up on this car for $500, I asked him if he was really going to not sell a car today over $500. He came down to my price.

[@DivineZinc]

cringe asf, i work at toyota and i would have told you to fly a kite. someone would buy it 1k over msrp. what a weak salesman.

[@denniscano1496]

@@DivineZinc 🤮

[@kevoojames4410]

@@DivineZincyou’re a little kid

[@Nelson4207]

Funny thing is no one would admit they paid 500 extra, instead they tell a story, so who do you believe? No one? 🤭

[@slimedog5098]

@@DivineZinc bro a little white boy/lightskin throwing up gang signs thinking he can sell a car lol

[@kratorz1]

I remember buying my first car. I thought it would be soo easy, in and out…boy was I wrong. The best thing I ever did and can suggest to everyone, is simply walking away. I remember negotiating back and forth on a price for 2 hours. Once it was accepeted, we went to finance and suddenly the deal wasnt the same anymore…I looked at them, told them I was tired of their games and walked away. The next day, the sale rep called me, apologized and said everything was fixed, price as we agreed, please come back. I did and everythig went smooth.

[@angelramirez9871]

What did finance add or adjust?

[@petroidau]

​@@angelramirez9871 If it's anything like what I've seen, finance says "we can't do the price on the page, how much can you come up? I don't think we'd need much more..." I bought from a different dealer over the phone in their carpark with no games.

[@Bone89]

Anytime I buy at a dealership I tell them u have one shot to get this right. If we agree on price do not attempt to put me with F &I guy. Or deals off

[@JordanBanks.]

@@Bone89 what’s F&I guy?

[@Bone89]

@@JordanBanks. finance insurance

[@Salty_Knuckles]

I’ve purchased many cars in my years and this conversation is EXACTLY how it always goes. I thought I was getting a special treatment, nope. THIS IS IT. Great job guys.

[@tommak6516]

I purchased a lot of cars too, and the only place I ever saw a conversation like this is during an Abbot and Costello routine.

[@guysumpthin2974]

Special treatment?? From 25k msrp to buying it for 29k ? Still 4k TOO HIGH

[@heavyassaultmode1503]

Being bs'd from here to eternity with obvious lies is special alright. And it takes a special kind of person to sit there and willingly take it. God bless you and all the special people out there. You're the reason there are so many crooks in the car sales business. You tolerate it.

[@MAli-os2yj]

@@guysumpthin2974 this is nothing. The salesman i spoke to took me from 26k msrp to 37k after all the add ons😂

[@TimNTL3]

Yeah you're right it is exactly how it goes, the customer trying to grind down the price.

[@afdryan13]

Last car I bought was on deployment, I emailed 4 different dealers asking for their out the door price, letting them all know I was emailing 4 dealers. When I got responses I would email each of them individually with the lowest offer asking if they could beat it, and continued that tactic until I got an amazing price out the door. Took about 3 months, worth it.

[@GADonMc]

My wife and I bought a 2021 Ioniq. They tried that “market adjustment”, fabric protection, etc. They didn’t get any of that. We walked. Said 28 out the door. They started at 33. Came to 29. We walked. Two days later, they came back with 28,154. We took that.

[@NostalgicGassy]

🎶”One time we gotcha ..now we gotcha foreverrr” 🎶 🤣 Seriously you guys helped me out a lot. I bought a car two weeks ago and was nervous like super scared. I watched deal school 1.0 and 2.0 and it made all the difference. I told them removed these accessory fees($792 or something) but even they said that was optional. I got the VIN etching fee ($300) removed but still got the VIN etching benefits (they took the $300 out of car price). My mother noticed the price handed to me on the worksheet was incorrect by $600 so we got that fixed. And sure enough the manager came around with all the extra warranties and focused on the price per month! I said wow this is exactly what Ray and Zach said would happen! I politely asked him to give me a break down of what the cost was for each package is instead of what my monthly payment would be and made my decision after that. Which was I will purchase my own later as the dealership had a 12 month warranty anyway. Only thing I couldn’t get them to drop was the doc fee which I’m sure was bogus . The salesman claimed that even if he bought the car that was The dealership’s fee and he would have to pay it as well 🙄. I suggested we take it out of the sale price of the car but no go. Either way I got the car at a decent price for this crazy market. Just really wanted to say thank you thank you THANK YOU for these videos. Helped a youngish lady who has never purchased from a dealership ever in life be prepared as to what to expect. To be forewarned is to be forearmed.

[@j.frankparnell3087]

Sounds like you're happy, great job. Just a quick note about the VIN etching; if you didn't pay for it, it has zero benefit for you. The product isn't the physical etching; it is the theft insurance policy that you are actually paying for. Despite them making it sound like etching itself is a great idea, there has never been a car thief in history that has not stolen a car because the glass has some junk etched on it.

[@FourJaysFour]

You'll hear that by law, they can not drop the doc fee. Technically, this is true. Anti discrimination law requires fee be charged equally to all. BUT, you can negotiate to have that amount removed from the car price. Just remember this will reduce the salesman's earning if he is commission. So, they're not likely to be happy about it.

[@zhbvenkhoReload]

>that feel when you find out jasmin bought a chyrsler/dodge/jeep or chevy or ford or german car and her car depreciated rather rapidly

[@kacatley9258]

Good story and glad it worked out! Yeah prices are over $3-5000 or more than what they should be !

[@MrMcmahons]

Definitely do more examples of this on real car buying experiences. This will help ALOT of people and I always enjoy seeing a master negotiator at work!

[@sweetride7049]

When I negotiate on a price on a vehicle I was there many hours. The salesman was worn out couldn't meet my price. The salesman said to me I cannot feed my family based on what you're asking I walked out. I understand they work off a commission. I just don't feel it is right for salesman to use personal comments to make a customer feel bad when doing business.

[@j.frankparnell3087]

@@sweetride7049 It's not right. It's the sign of a weak, poorly trained salesperson.

[@mattbrodacki4980]

Don’t forget part where the dealer leaves an open mic on phone while he talks to finance or leaves the ear bud on table to listen… can’t wait till people can do direct to manufacture

[@MrMcmahons]

@unknown138 exactly and if you go to a dealer I can almost guarantee the negotiation will go just like this. It would be wise to study this video a few times before stepping foot into a dealer. Cause this is what you are in for! Cant wait to see a few more videos discussing tactics and handling objections.

[@thomashaas5965]

@@sweetride7049 I'd be not one to play games. You tell me the price you wanna pay and then I'll find you a car thats priced at that number. I'm with the salesperson - I wouldn't spend my time on someone who's trying to nickle and dime my whole commission away. I no longer have any interest in helping you. His only mistake was not getting rid of you sooner.

[@matthewburke4776]

When I purchased in 2019 the dealer focused on monthly payments instead of total cost. He tried to gloss over as if it didn't matter how long the loan would be for (rack up that interest!). I sat there, patiently, was firm with what I wanted. When they got to finance, the price was magically different. I told them I was walking away, when magically the numbers added up correctly. Its all a game to be played. Good to know the rules so you can come out a winner.

[@j10001]

Four techniques a friend of mine used to great effect: (1) In the days before cell phones, he asked to use the phone on the desk to make a call while the salesperson went to talk with the manager. He called a *competing dealership* and started negotiating with them for the same vehicle to see if they would beat the asking price. 🤣 When the salesperson came back, he was utterly flabbergasted- “you’re talking to the other dealer!?” My friend was just chill and said, “Yes, they’re going to see if they can do better.” Very ballsy move, and it worked! The dealership he was sitting in got very cooperative. Creating competition is, after all, the reason state laws require cars to be sold through dealers and not directly from the manufacturer - society _wants_ there to be competition between the dealers, so let’s help it happen! And it’s easier than ever to do this with a cell phone. (2) It’s well known that saying you cannot make a decision by yourself, but that you need to get approval from someone else, raises your power in a negotiation. This is why home sellers use real estate agents and why car sales people have to “go talk to the manager.” So you can use this to your advantage, too. Just arrange for a spouse, business partner, or parent whose approval you have to seek for every line item on the document. Dismiss yourself from the table to go make a private call to them, and just keep coming back saying they don’t approve of that and we’ll have to find a better deal (or that they are only able to go so far). You can use this to make it just as painful for the sales person as they are making it for you: “I get it, and I want to work with you, but there’s no way my partner will approve that.” And no, your spouse/partner/parent cannot come into the dealership to negotiate, because they are sick or out of town or too busy. (After all, is the manager going to come out of the office and deal with you directly?) They have asked you to arrange a deal, and they’ve charged you with getting an out-the-door price of $_____, or finding another dealer. (3) My friend was a finance PhD, and brought in his fancy finance calculator and would just run the numbers every time the finance guy suggested different financing deal. It’s was a power move and kept the conversation focused on what mattered. In the end, they didn’t offer him a good enough financing deal, so he said he’ll just pay cash. Hahaha (4) He was willing to buy a car in a less-popular color or with less-popular options. But he didn’t let on when he came into the dealership. Instead he looked at nicer, more popular models and options. And then he “noticed“ a cheaper car with an odd color, and started asking questions about it. And then he let himself be talked into buying the ugly duckling they wanted to get off the lot. This gave him additional power in the negotiation because they believe he didn’t actually want that car very badly. I know not all of these are helpful in the current pandemic pricing craze, but I’m hoping future readers will find benefit in some of these techniques.

[@tyd7804]

I liked them a lot

[@triv4555]

All of these suggestions are amazing-calling another dealer in front of the one you're dealing with is an absolute power move lmao. Very risky but it can be adjusted into a safer gamble, something along the lines of "no problem, I'm looking into a _[another car that's the same make/model of the one you're negotiating over, e.g. - 'Honda Civic']_ that another dealer is selling at a price lower than this one"; bonus points if *that car's Year is later than the one you're currently going for with the dealer* ^^

[@stefangodilo3763]

I would rather buy from the manufacturer we would save a lot of time and money

[@triv4555]

@@stefangodilo3763 That would seem like a good idea on paper, until you realize that if cars of a certain make (like Honda for example) were only available from their manufacturer, they could gouge the prices as high as they wanted to 😭

[@alexthornburg7156]

Noted

[@mikerobinson5518]

Thanks for this! I used your tactics to get an additional 3k off their "best offer." I met with the owner of the dealership and explained what good lifetime customers my family and I would be for him, and then I showed him that I was prepared to get up and leave if I didn't think the number was fair. It helped using your advise to understand where all their costs and profit reside. I got a fair deal on a rare and sought after car so your tips really work!

[@CarEdge]

Mike I am so glad that you were able to put our tips and advice to good use. Congratulations on your recent purchase. All the best, Ray

[@kylehuitt3960]

As someone who has bought close to 10 cars at dealerships, this is spot on. I usually have the KBB price or MSRP and just add TTL to that and that's what I'll pay. The sales manager comes out and tells you what a great deal you're getting and that's the absolute best he can do,but if you can't get to my number, I walk. Plain and simple.

[@emilhozan71]

TTL?

[@Zekenificent]

@@emilhozan71 tax, title, license plate fees.

[@emilhozan71]

@@Zekenificent oh geez, lol. That makes sense now, thank you! I was getting confused as that's another acronym in tech and couldn't piece it together for auto.

[@392mopar4]

One time I asked for invoice price they had a heart attack and starting stuttering lol. They were able to do that for me but some places won't bother

[@maliqaabreathafreshair7053]

how do I find out the TTL?

[@stacking4life86]

Ray just sounds like he was born for this role! The almost 4k market adjustment at Toyota they dropped to $2,500 then wouldn't budge under $1,500 markup - So Sell it to someone else..........EVERYONE the BIGGEST leverage you have is your ability to WALK AWAY!!!

[@robrobets7813]

That's the problem with a 1-2 Min Microwave meal/McD's society. There's no patience for negotiating or bargaining, some may put up a brief resistance but these Car Salesman know that 80-95% of the time they're winning the debate. I think another big ploy with Salesman going to "talk with the manager" is the TIME they have you sitting and waiting, they know that's leverage to them since you'll be itching to finally get the deal done and get out of there. The Dealer is there all day to work, so what does it matter if has you waiting? Like you said, walking away is the leverage the buyer has, and once you feel you're getting jerked around just get up to leave, you'll be amazed how fast the "meeting with the manager" ends and a more serious price discussion can be had. Or you just keep walking if they still want to play games and say things like "I just can't meet you at that price", your response should be... fine, good bye!

[@jimmylim5015]

I really hate dealing with Stealerships. I basically talked like this to the first dealership in Toyota few weeks ago and got the salesman to drop a car from $35,500 to $29,800 with fees for a base 22 Corolla Hatchback without accessories and I walked out felt so good hearing him cuss in anger in the middle of the floor. Don't be afraid to walk out. I went to a 2nd dealership and had the store manager yelling at each other to drop some of the bogus fees and almost told me to leave the premises. I ended up getting the same car fully loaded with sports crossbars and all accessories installed for $27,350 with fees included.

[@TheQuasimodoH]

Any background experience or just from dealing with dealerships for awhile ? I’m looking to buy my first motorcycle from a dealership in austin and I’ve always paid cash for my bike and cars outside of dealerships

[@ahmedhanyyev8430]

What toyota dealership was it?

[@jimmylim5015]

@@ahmedhanyyev8430 Liberty Toyota Burlington County

[@jscott5848]

Do you have a problem with your dentist and doctor too? Do you think they do it for free?

[@chadsimmons7674]

And everyone in the store clapped and cheered? Ok

[@ToddMurphyhealthy4life]

This brings back such memories. I was in the car industry for 20 years. Salesman, internet salesman, sales manager, finance manager and then finance director. I left the business in 2017. This is so cool. All the memories flooding back in. I love it! To be honest most people do not negotiate this well. If I could get them from a $529 payment, down to a $499 payment, we were usually done. 👊🏾💪🏾 Love it! 😁👍🏾

[@devinlwoods]

Payments? That's so easy to manipulate and confuse someone that isn't prepared. I just focus on the final price.

[@jamiemunn9200]

@@devinlwoods That is not what most people care about. The majority of Americans live paycheck to paycheck.

[@devinlwoods]

@@jamiemunn9200 agreed...but payments is often how salesmen screw people over

[@jamiemunn9200]

@@devinlwoods Agreed, but you have to have the credit and at the end of the day it's up to the banks who set your rates. Buyers should always be aware of the local rates.

[@mikewilloughby1119]

As a 28 year retired car salesman, this video was freaking fantastic! Almost wanted to start selling again! Almost! Lol

[@curtissanders1796]

This is nearly a perfect back and forth. I've had to endure countless hours of product knowledge videos, as well as KZbin videos on the process, and this was straight up how it goes. The objections and overcoming them, talking with the pen, body language, price justification, and more importantly, the customer's prior research, willingness to walk away, and if I may add, his politeness; all in all, a great example! When I used to do it, I don't think I've ever worked the manager's desk harder, than I did for a customer who was just plain nice and cool. Lol. Great video, guys.

[@kenhoward3512]

"Nearly perfect"? The "customer" is agreeing to buy a bunch of accessories he neither needed nor wanted, adding thousands to the MSRP? And a customer being nice and friendly to someone blatantly trying to rip as much money from him as possible (while likely wasting hours supposedly going back and forth to a sales manager)? Yes, a salesman would think this was "perfect." (written before I clicked "Show more" to see that you are a salesman).

[@matthewburroughs9848]

why would you work the desk harder than the customer. Typical "former car salesman" comment

[@joshvonada607]

@@matthewburroughs9848 If you've never had that "One customer" that you actually appreciated that you tried to help them with their trade or finance then I don't know if you were actually in the business. Multiple times if someone makes my job easier I would try to get them $500 more for their trade, hell that's only $50 out of my pocket and I just made a lifetime customer, and got referrals from them as well.

[@noelamick2015]

@@joshvonada607 Josh, I have closed thousands of deals. Never would I work the desk harder than the customer. First of all when you give up the gross, you are not only giving the dealerships money away but the salesperson commission as well. Then your gross average is low and you look weak. Back to taking ups again for you. Be honest and straightforward with the customer. Show them the value of the vehicle. But you need to be Paid for your time and your salesperson time . Plus you have an obligation to the owner to keep a strong profit margin. No matter how nice the person. A returning customer is built by good communication Before & After the sale. Not giving away your paycheck that you need for your family.

[@foocharles]

@@noelamick2015 then why don't you learn an actual skill or trade to contribute to society to earn for your family instead of trying to rob people day in and day out. Real men and women doing real work trying to put their families in a safe new reliable vehicle have to walk into lazy mf's like you trying to make a living off their buck. what a shame

[@Blurredfury22]

Still got shafted. Few years ago, saw a Subaru Outback for 21k (20,995) that wife and I liked. I went in and asked what the lowest they could do. They said 19.5. So I flat out said (with confidence) “ok Ty for your time. I had another one at a dealership down the road I looked at more, think I’ll go with that one.” They scrambled and said what you wanna pay? And I said, we were planning on 16k and we weren’t in a hurry. So they said they couldn’t do that. So I got up and was walking out. And they said they could do 18. And I stuck to it. I was ready to walk out THREE TIMES. And eventually I bought the car for 16k. They asked for my credit, and I said no. I’m paying cash. Moral of the story, there are plenty of other car dealerships. They want YOUR business. Don’t succumb to the pressures. It’s YOUR business transaction.

[@knudsenj100]

Give that a shot today. Buy the time you walk back in a second time the car will be sold! That still doesn't excuse all this ADM stuff. The Audi dealership near me want's $12k-20K over MSRP one 40 miles away and is offering everything at MSRP. The problem is - the one that sells for MSRP has presold every new car on the lot and all of the ones in transit...

[@Blurredfury22]

@@knudsenj100 I think you missed the fact that this wasn’t long ago. But it’s cool. I remember not being able to read years ago as well

[@knudsenj100]

@@Blurredfury22 to quote you "Few years ago". That is a long time ago in today's automotive market. I bought a new vehicle in 2018 (F-150), 2020 (M4), 2021(E Tron), and 2022 (Tundra). I can negotiate well on vehicles but if you think you can get a new 2022 Subaru for $4k under MSRP then good luck. And keep flinging poo - it makes you seem so sophisticated.

[@Blurredfury22]

@@knudsenj100 it’s not long ago at all 🤣😂🤣

[@jamiemunn9200]

@@Blurredfury22 Are living under a rock? Are you even aware of the current car market? With your attitude I very much doubt it.

[@jduran111]

Wow, Ray is good. That is the exact scenario that happened to me. The only difference was that they were willing to let me go because there was other people willing to buy and maybe pay more. They sold 2 cars I was interested while we were negotiating online. I ended up waiting for 3 weeks for a car and had to settle for a color I didn’t like. But I got the price I was willing to pay. You may ask, why I keep negotiating with them. Well, they were the lowest price out of 5 other dealers I reached out to. They were extremely pissed after I went to the finance office and told them I was paying cash and wanted no additional options such as warranty, paint products and so on. My advice to everyone buying a new car now is, don’t physically speak to you hem. Do everything on email and text (don’t pick up the phone). This will help you to keep track of what they offer and have everything in writing.

[@genericemail9571]

Exactly right!

[@rochellezhagui5425]

May I ask how much did you save by negotiating? And what did you say exactly? I really want to be able to get a good deal as well.

[@genericemail9571]

@@rochellezhagui5425 I handled pretty much everything via text and email even with the finance manager. Asked about fees and checked to see if valid. I also was in no rush so those tactics they tried to hurry didn’t work on me. I threw in my grade near the end and also had a comparable Carvana offer for my vehicle. By the time I got to dealership it was test driving and signing docs.

[@jduran111]

@@rochellezhagui5425 I couldn’t negotiate exactly with the dealer I purchased from, they had the upper hand. They had the cheapest prince of more than 6 dealers I contacted. I did pinned all the dealers against each other looking for the best deal. I purchased a Prius prime le for 30k including a protection package which they refused to take off. But the other offers ranged from 33k to 38k for the same car. I did everything online, didn’t visit the dealer until I had a out the door price.

[@thomashaas5965]

@@jduran111 what you do then is purchase it with the protection package and then contact the warranty company the next day and just get a refund. It'll get refunded to the loan, not you, but at least you're not paying for it and your loan will payoff faster.

[@melmehl]

This is EXACTLY what my husband and I ran into when shopping for his car after his truck was totaled. Thankfully we walked after the salesman AND manager wouldn’t budge. Thank you for this! This will help me with the upcoming purchase of my first time mommy car.

[@BobbyFiermonti]

This won’t work in todays market. This is accurate pre covid only.

[@elizabethYtorres]

@@BobbyFiermonti not true!

[@HaltWhoGoesThere]

@@BobbyFiermonti True. I'm currenly car shopping and dealers are barely budging AT ALL. Especially on the 2023's. And they certainly arent going any lower than MSRP. Hell even trying to buy a used vehicle you can practically pay $2-3k more and get a brand new one.

[@mariagents9575]

@@elizabethYtorres give me some tips I’m trying now and they had the lease at $399 but than they add the destination fee and the otter fees and it comes to $547 month what can I get off on this I can’t believe they advertised $399 but tell me it’s the fees that are not added in what can I get off this please help 😱

[@ramoncliff8946]

We negotiated 2k off MSRP on a new Telluride. After waiting 8 months on order we got a call from the dealership stating that the price had gone up 4K - 5k. They offered one free service to make up for it. We walked and got our deposit back. In this market lots of dealerships aren’t into growing their customer base or long term loyalty. We’ve opened up the brands of vehicles we’re going after & the search continues…

[@markanthony5719]

This was so real that I started to get an anxiety attack and was getting ready to walk out the door, but realized I was at home. 🤣 thank you.

[@napjohn88]

Anxiety attack from what? Having conversation?

[@markanthony5719]

@@napjohn88 Uh. I think most people know how sales people talk. The way they sell and don’t stop talking. It was a light comment. Chill out.

[@user-eu2me4bp7j]

@@markanthony5719 he’s gaslighting, must be a car salesman or worse the finance manager 😊

[@markanthony5719]

@@user-eu2me4bp7j he felt attacked so I think you’re right. hahahah 🤣

[@wendel6]

Excellent roll play, and this is exactly why I held on to my car for now 17 yrs... to avoid having to go through the "negotiation" 😅😅

[@drewskij2175]

Just tell them what you will pay and if they say no, give them your phone number and walk away.

[@2KCamaroZ28SS]

@@drewskij2175 Exactly.

[@carlitosjuarez221]

Can't run away just because it's difficult.

[@curiosity2314]

@@drewskij2175 Exactly what I have always done. It works.

[@Emily-ln5ko]

Wendel6 what car do you have?? Dang that’s a long time

[@artisticcynic]

My daughter and I were hit by a drunk driver, thankfully she came out relatively unscathed (yay car seats), and my car was a total loss. So the guys insurance is ON me about buying a new car. These videos have been helping me to know what I’m getting into and how to handle it. Thank you guys

[@HiVelvet]

This popped up in my thread. I sold vehicles in Oklahoma for two years. This is literally how it’s done and I hated it. I never did this approach. I sold so many cars just being up front and letting the buyer do most of the talking. But man this is spot on and hilarious

[@justbeachy4666]

This was so good. Please do more of these videos. It's like exposure therapy to help overcome the anxiety of car buying. As much as I love Papa Shefska (and Zach too!), I started to feel the same rising anger that happens every time I've sat across the desk from some manure master salesman in a car dealership. I know I need to do a better job of controlling my anger and the "stick that deal where the sun doesn't shine" RBF as I walk out the door.

[@juicyparsons]

this makes me angry to watch it. It feels so fake and pushy. idk if this is for me smh

[@jorgemurillo2421]

I just want to say how helpful this video was. Even though I was not able to walk away with a car, I was able to avoid a bad deal. I can’t emphasize the accuracy of this video vs my experience at the dealer. It was essentially a play by play. From the 4 square grid to the follow up questions they made and them wanting to focus on the monthly payments. Thank you for making this video, you guys saved me so much money by holding my ground and not letting myself get bullied by the salesmen.

[@JimSpence]

people who should NOT be buying cars focus on monthly payment. Smart people focus on % and financing deals/incentives/and final cost of obtaining ownership once loan is fully paid. Math is amazing and the payment game is one sided before it starts. It’s better to pay $450 at a 0% 36 month offer like Ford has than to pay 325 for 72 at 3.6% etc. sure it’s okay to know your limits of monthly affordability but never let them know that number is my point.

[@heavilymeditated2022]

I LOVE how Ray kept a straight face and Zach couldn't contain himself! I've watched A LOT of your videos already and they've been very helpful. I created a relationship with a salesman at our local lot. I made it clear that I was going to order a car but was waiting for the 2023. I asked him to text me when he got one of the models I wanted on the lot (NONE on our lot even now) so I could at least see it and take a test drive. I knew the car better than he did! It was a hot day and as we sat in the lot after the test drive, enjoying the ventilated massage seats and a/c, I told him I was going to guess the price.. I nailed it within a couple hundred dollars! Needless to say, he was impressed. Then he told me the dealer was charging an additional $5k due to the chip shortage. HE told me it was smart of me to wait! Thanks guys! You've taught me patience for sure and knowledge at the dealership is POWER!!!!

[@AllPraiseToYah]

Dad is great🤣🤣🤣🤣

[@Vexxer91]

Bought a car yesterday. This is 100% how the conversation went. Hammer them on out the door price (they avoided it for awhile) and get a detailed breakdown. Also consider calling ahead of time before you're in the dealership to get everything up front and in writing.

[@KO-fs2vd]

having you guys do this skit was amazing, and also very very informative because it lets people know when and how to use the tactics you've been telling us about, very awesome. Thank you.

[@R3adyUp]

You have my initials 😡

[@abby222bleu]

I’m SO happy that I ran across this video yesterday before heading to the dealership. This was the type of I had been looking for weeks. I’m a visual learner so watching y’all mock negotiate (? lol not sure what the correct words are) was so incredibly helpful. Y’all literally helped get a great deal on my first car. Thank y’all!!! :’)

[@JR-90]

How much was it originally worth? and how much did you manage to negotiate it down? and how much did you finance it? plus the % rate on it?

[@johncortez1599]

@@JR-90 I was going to ask the same thing, lol. You know what they say, any time the customer feels that they got a great deal...

[@kokolovitch56]

Funny she never replied to anyone.

[@abby222bleu]

lol I didn’t see y’all’s comments before but I will answer. MSRP of the new car was 26k and they tried selling it to me for about 31k, claiming that they’d lose money if they sold it any lower. I told them 27k works for me and started packing to go to different dealership bc I felt insulted with the price they had given me. I feel like I could’ve gotten it to MSRP but I didn’t want to push my luck. They agreed to 27k and I’ve been working on my credit so I got it at a 3.5% interest rate. I financed it all but did put some money down. I did do my due diligence in approximately how much people were paying for their car in my area and I fell into the great/very good deals. Also, I know people that work at banks and can see how much their bank would be willing to pay for my specific car and my price was less than their number so that made feel that I got a good deal. Of course I’m sure there was a way I could’ve gotten a better deal but I think I did pretty good for my first time.

[@ismaeljrp1]

@@abby222bleu No need to pinch pennies and try your luck at getting a few hundred more off. it's not like that would be life changing, getting it to near MSRP sounds incredible to me in current market. I'm looking to getting another car soon due to growing family, and I'm dreading the potential experience. I really hope I can get something like this close to MSRP at least

[@ImaLiveQ]

What a wonderful video. Literally reminded me of my recent car purchase where I'm sure I got swindled, but it was a learning experience for sure.

[@youtoobe169]

Pretty sure you can cancel all the extras and get a refund. They will make it difficult to do, but it can be done.

[@michaelrusso6822]

Yep. That exchange is all too familiar. I always have my financing already taken care of through my credit union before going in there, but let them think I'll be financing through the dealership. They're usually willing to give in on the price of the auto, when they think they'll be able to take advantage of you on the finance rate. So, once the price is locked in, I pull the rug from underneath them. I love seeing the look in their faces. I do it when I have a trade-in as well. Never show them all your cards right off the bat... work it one piece at a time.

[@mikelee7672]

This brings me back to when I was trading in a car and they told me they could only do about half of KBB because there was a small recall on an AC part. I showed the manager the recall email I got to take the car in for a free install on the new part, who made the salesman apologize and they gave me full KBB trade in value for my purchase.

[@SteveL11]

He apologizes there & then but probably cuss you out the moment you turned your back.

[@adamhinckley5062]

As someone who works in sales, this is pretty accurate. That being said, I’ve had a few customers that loved the negotiation process. Some people get a rush out of it.

[@dennisdesmarais3778]

ADAM HAVE YOU SEEN THE OLD CAR SALES MOVIE SUCKERS. LOVE THAT MOVIE. I THINK ITS ACCURATE AT SOME DEALERS YEARS AGO.

[@Breese147]

Mee

[@nstied]

A few more tips: Get a written or printed quote, then take that to other dealerships. Repeat. Make them compete. If they get up from the table to “go to the back “ then you get up too. NEVER sit there alone like a chump. Secure your own funding. They get too much leverage if they know you’re dependent on them for a loan.

[@vaneg2959]

This happened to me a year ago. My car’s MSRP was 25,600 and I didn’t know better and the dealership played me. I came out the dealership paying 36,100 for the car. Learned my lesson the hard way and never making that same mistake again.

[@rossmichael9644]

Holy cow they took your money and ran. Sorry to hear but yes, expensive but very important lesson learned

[@bt9765]

This was phenomenal! I actually got physically uncomfortable watching this it was so realistic.

[@johnheyyuri231]

I am more confident, more inspired to get 'the car' at 'my price' by watching these videos by YAA. Thanks guys for taking me out of my 'innocence' in car buying. Hey! I negotiate on everything else. Even after having been in the auto parts and repair business, car buying always seemed like a extra-terrestrial phenomenae. My decision maker will be right at the other end of the phone nixing every extra thrown at me. Wish me luck!

[@skeliskull]

Would also be useful to see negotiation of warranty / contracts too. I feel like you can use that as a bargaining chip on the base price because I’ve heard that warranties/service contracts are what a lot of dealer commissions come from. When I bought my car new last year I was able to negotiate off all the dealer addons except a $300 “prep fee”. I didn’t go for any extended warranty / safety packages which really pissed them off. I still feel like i could have gotten a better deal if i negotiated better.

[@camerondavis8213]

Great video. Unfortunately I just bought a new Toyota Corolla LE. From my local dealership. When I arrived there was not a single new Corolla on the lot. So of course I had to order one. In my experience in doing business with the dealership was “we will not negotiate with you, either you will order this car or someone else will.” And this was not the first dealership I tried to do business with. Unfortunately this shortage of cars and high demand has put the consumer in the worst possible position. As a consumer, you have absolutely no negotiating power on a new vehicle right now.

[@texasgradeandmade5929]

We just ordered the 23’ Chevy surburban and I’m doing the research so I can know what to expect and try to negotiate. I truly hope we can get something out of it since we have to wait so long. We were use to buying strategies from when we bought our last car in 13’.

[@rams6992]

I mean, that’s what they say

[@bboingee]

For some of the popular models such as Ford Maverick, and Honda Civic Si, I was unable to bring it down to MSRP due to very high demand. However, with less demanding models such as CX-5, I was able to get 1% off MSRP. Another tip is to repeat the same negotiation method to a different dealers and bring the price down lower!

[@sergarcila]

was the 1% off msrp the OTD (Out the door) Price?

[@zaklinville3997]

I spent 6 hours negotiating with a couple different salesmen over the price of my 2018 Civic Si back in 2020. They were asking $29k and I ended up driving it off the lot at $18.8k. Sometimes the long game works.

[@kevinbonquyquy1047]

You know what also makes car salesmen nervous? When you’re bilingual and can freely discuss everything with your partner or family without them understanding a word. I can see how unco,fortable and anxious people get when we do this and it really gives us some more negotiating power

[@bitterswtmocha149]

that makes everyone nervous, not just car salesman, bc you feel “left in the dark”

[@thecapone45]

Was just thinking of this.

[@derronsanchez391]

Yeah. Thanks for reminding me exactly why I don’t buy from dealers. To hear the guy in the red speak just makes me nauseous. You saved me from the bs. Kudos to you!

[@furlycee]

I remember I was so proud of myself when I got my last car when they talked about the door protector and I was like yeah I don’t want that. They said it was already added and I said well great but I don’t want it and I’m not spending $2000 or whatever it was on door protector. I basically was like if I have to pay for this I’m going somewhere else and they had to take it off finally and I’m like dang so I can just tell them I don’t want something? 🤯

[@dandraewhite6339]

Yea i would of played it the same way.

[@goni274]

Every dealer and salesperson will thank you for doing this video which BTW in its content and acting out was absolutely outstanding!! Now that I have your attention(s), think about this scenario and advice. You see the dealer/salespersons and managers want you to deal on site. DON’T!! DO THIS: 1. Yes do your online research. 2. Test drive many cars at many dealers. 3. After the test drive, if interested, “while standing,” ask for that infamous can I have your “ out the door price!” 4. The sales person will ask you to sit down. “DON’T!” They want you comfortable. Besides by this time the sales manager would of swooped into for the kill shot & the conversation. Tell both you are leaving and will get back to them if you get an out the door price “only!” It can be verbal. If in writing you may have to wait. REMEMBER DON’T SIT DOWN. If they delay, tell them you’re leaving. 5. The important part now. If interested in said vehicle, AND YOU KNOW YOUR $ NUMBERS, do all offers on emails. This will give you written recordings AND more importantly eliminates the ridiculous sitting at the sales person’s desk while they go trodding off to the manager for ok’s. What are you a school kid in the Principal’s office waiting for the gauntlet to come down for some manufactured transgression? To me that’s what it is like, that wait. Not only is it demeaning but it takes all or most of the leverage and your hard earned money away from you. I’d venture to say 90% of buyers would of done worse in a final price than the one that comes about at the end of this demo video. Most people don’t have those skills and will get skewered in those on site negotiations. Just being in a dealership negotiating is not to the buyer’s advantage. Get leverage on your side. Email the back and forth figures til you are in, pun intended, the “driver’s seat!” 6. When you are comfortable c the email negotiation figures, tell the salesperson you’ll come in “down payment” in hand and a final check for them “upon satisfactory agreement to the written terms that “must be” identical to the email agreements and a final inspection of the prepped vehicle!” 7. Then good luck preparing for the finance manager’s pitches. Remember their pitches are negotiable. They’ll just make less commish! In the past ten years I’ve bought 4 new cars and was successful dealing in three via emails. Less stressful I found. Again this was a great video but online is the way to go is my opinion. Go Ni.

[@g2llud]

Great advice. Def following this.

[@scrubly_jr]

As a defense lawyer who negotiates settlements almost daily I cannot stress enough the importance of getting things in writing. Selective memory and bad faith negotiation are both very real and I've seen them destroy settlements that were "made" in conversations but not confirmed in a letter or email. They can't deny what is in writing with their name and time stamped. This is all very very good advice. Thank you!

[@gregvarner9562]

I was in car sales for 10 years and this is a spot on accounting of how a good car sales guy works every successful deal. Well done.

[@laz.7288]

any tips if i just turned 18 and i want a car but i have no credit and a co sign may not be possible and i wanna pay monthly

[@gregvarner9562]

@@laz.7288 you're going to have to find a co-signer unfortunately unless you can fund a substantial down payment and or qualify for some special program the finance arm of the manufacturer your interested in has available. I wish I had better news for you. Maybe you have a trade in that is worth more than you think it is. I wish you luck.

[@laz.7288]

@@gregvarner9562 dang thanks bro. so clutch

[@kingrichy0908]

@@laz.7288 I was 18 when I purchased my mustang, get a cosigner it helps a ton, be ready with a big downpayment or Atleast to pay your taxes on it ( depending on the state youre in) & do uour research be willing to say NO and walk out trust me wish somebody would’ve educated me a lil more but its a learning experience to say the least!

[@laz.7288]

@@kingrichy0908 yea i’m thinking abt carvana

[@Squeenix1]

"If you're not paying it, you're saving it." I'm using this gem in the future.

[@patticochran7606]

Awesome! We just walked away from a car at one of our big local dealerships. It was a used vehicle with lots of miles on it, and I tried to negotiate down because of the high mileage. They would not budge! Not more than five days later we saw the same vehicle in their ad and they had just brought the price down another $700. If they had just negotiated with me for the thousand dollars I want it off of the vehicle, the car would’ve no longer been sitting on their lot and they would not have had to invest more money to advertise it for $700 less than their asking price. I’m grateful that I walked away from the deal though because I realized that there was a different type of vehicle out there that would better suit my needs. My walking away allowed me to do extra research, on other vehicles. My advice, don’t be afraid to walk away. We also received a call later that day to see if we had reconsidered, and we still walked away. Thanks for your advice! My husband and I are grateful and very much entertained. Lol.

[@charlesgao2179]

Man.. I've got so much to deal with. I don't have the time energy or motivation to put this much effort in... Definitely nothing against this. Props to y'all.

[@brichpmr]

In my 40 years of buying cars, I've learned the importance of research to determine, in advance, what I'm willing to pay for the car out the door (and that includes tax, etc). Then, I'll jot down an offer for the salesman (lowballing where I want to be at the end) and let him take it to his manager. If they want to sell me the car, they come back with a counter offer, and typically, I'll bump up to where I want to be and confirm that I will buy the car now at my price out the door. I am prepared to walk at that point since it's my money that I'm spending. YMMV....

[@jeffsmith846]

I have been swindled so many times but I still loved this video mainly because it wasn't me sitting in that chair. Pre covid I traded my one owner 2016 GT-R with 12,300 miles. All service was up to date. The tires were six months old. Never driven in winter, never launched. Sticker was 119k new. I got offered 58k. I foolishly took 68k trading down to a 34k 370z. The next day the GT-R was on their website at 89k FIRM and it sold in less than three days. A further kick in the butt? I got charged Hendricks $799 dollar whatever fee that included a tank of gas and free loaner if I ever needed warrantee work that was more than 24 hours. Six weeks later, Hendrick Nissan of Kansas City closed down. I called demanding my 799 dollars back. Oh no sir if you have problems with your new 370z just take it to our Hendrick Chevrolet and we will honor you factory warranty. I hate car dealers. More than you can ever imagine.

[@beanteam2217]

You’ve gotten swindled multiple times? I gotta question, I’m wondering if I been swindled.

[@luckytrapper7656]

Great video gentlemen. Very educational. Unfortunately with the chip shortage and unavailability of heavy duty trucks it does not work. Found a 22 chevy 2500 on a dealership lot I was very interested in, so I drove the 45 minutes to the dealership really hoping to drive home with a new truck. MSRP was $53,600 with no mention of any dealer markup on their web site. After a test drive and about a half hour of discussion with the salesman I thought everything was going as planned. The salesman then popped the dealer markup of $4,999 on me. I told him I will not pay more than MSRP for the truck and that I knew he was still going to make money. The salesman stated the markup is not negotiable and if I was not happy with the price of the truck then I should leave. I was like WOW, so I left without looking back and will never go back to that dealership nor recommend it. The big problem is, I was not willing to pay this stupid markup but the next person will or the person after. There is always someone that has no clue. ******** I AM NOT PAYING FOR ANY BS DEALERSHIP MARKUP ********* Nor should anyone else!!

[@annenewcomb5609]

Yep. I had this same experience trying to buy a 10 year old minivan last week. The sales manager literally got up and walked away saying he was "done" with the deal when we were in the middle of negotiations and he didnt like that I held firm on my final offer and declining of add on packages. My strongest play was staying put and continuing to sit there.....forcing him to interact with me. Me walking out would have ZERO impact on negotiations because as the sales manager himself said multiple times "someone else will buy this car." It really threw me for a loop because I didnt expect the DEALER to refuse to negotiate on price and the DEALER to try to walk away from the deal.

[@chrislausen6639]

Everyone needs to say hell no and then they have no choice.

[@thomashaas5965]

@@annenewcomb5609 how didn't you see that coming? They don't HAVE TO negotiate right now. If you don't want to meet their demands, the person behind you gladly will. I'm sorry but that's today's market.

[@commoncents456]

It's disappointing you didn't get the truck. That truck you drove might end up in yhe used truck dept with several thousand miles on it. It will be a used truck demo

[@stevornrichards1380]

if you pay more for gas, food, and everything else, I guess you can stop at cars. you can refuse to pay dealer mark up because you have a choice, but you'll pay for increase of food, gas, and supplies no questions ask because you don't really have a choice. it's tough right now to exercise your right to walk away from a deal because guess what...if there’s a million people in your city and 300,000 decide to not pay over MSRP, guess what? 700k will pay over MSRP so dealer don't have to negotiate much. it's a seller's market. the longer you wait, the worse it gets with factories shutting down. you'll prob end up paying more for the same truck down the line or end up buying a pre-owned truck for the same price as MSRP of the new one you refused.

[@richardzohn6810]

Great video!! My wife & I have been car shopping the past two weeks in San Diego where we live. The add-ons (bogus markups!) are egregious. For example, Pedder Jeep in Poway charges $599 to put Nitrogen in the tires. Two miles away is Costco where I can get the Nitrofill for free! And many other bogus markups. To make matters worse, we were a previous customer. Long story short, they refused to budge one penny on the mark-ups; therefore we did NOT buy from Pedder Jeep Poway. We bought October 6, 2022 in Palm Desert where there are NO markups. Felt great about the deal. Jeep Grand Cherokee Limited. Drove 100 miles & saved $3000 + T&L on the markups!

[@dskains]

And the air we breath is 78% nitrogen!! Nothing wrong with it and would not buy it from a dealer.

[@HakuThePockyEater]

These guys are spot on. I actually enjoy the dealership experience. Free coffee, free water, free food sometimes. I bought a civic. The dealership was asking for 33k. After 4 hours of negotiation exactly like this I had to walk away. Next morning I woke up and got a call from the dealership. They were giving it to me for the 25k MSRP

[@rams6992]

Where part of the earth was this?

[@WikkedR1]

Check your emotions at the door and be prepared to walk out the door (and actually do it, if need be) is the best advice for anyone negotiating a car deal. You’d be surprised how many times you’ll get a call the next day, or even later the same day, from the salesman who is now ready to entertain your previously “ridiculous” offer.

[@Murminator660]

Truth.... never fall in love with a car love money more than a car. They build cars each and everyday...by the thousands you will find another. Always sleep on a day or 2 or a week not for you to come up for them to come down. Make a final offer then get up and walk for the door when they say wait let me talk to the manager say not problem i will be over by the door. Usually they will send a closer to try and talk you back to sitting down i tell them we are to far away for a closer to save this deal you have my offer and you have my number just let me know i have other dealers to visit.

[@killanige]

Nowadays though they will not take your offers. People are actually paying these marked up prices. Or they have trade ins that somewhat offset the marked up prices. So the the dealer figures they will make the money because there's a way to push the vehicles in and out.

[@01CorvetteZO6]

What about a vehicle you ordered and waited almost 6 months on? What would your advice be then?

[@WikkedR1]

@@01CorvetteZO6 if you ordered a vehicle you should’ve already settled on a price. The only way that would/should change would be if, in the contract, the manufacturer reserves the right to amend the price due to cost increases.

[@01CorvetteZO6]

@@WikkedR1 haven't spoke on price. Just have the MSRP at the tine i ordered the truck. Truck is at 3400 status just as of last week. Guess I need to go in there and discuss price.

[@54fighting5]

That was fantastic. The sales person always steers the negotiation with language, fake empathy and the perception of lowering the price. Ray is VERY good!👍

[@markwalsh2709]

This is hilarious and pretty much what I go through on average once every year. I almost always go in with the price I'm willing to pay, then spend half a day negotiating just to get back with what I started with. then have to go through F&I and play their games. I spent a short time doing auto sales and F&I back in the 90's and nothing has changed.

[@MoonChylde0622]

When Zach busted out singing the Gotcha Dealership jingle, I about DIED laughing. You guys are amazing. Not only am I learning A TON and have access to incredible tools through my joinyaa memebership, but I also receive regularly reliable entertainment. A++, gentlemen.

[@kolack1985]

The first car I bought on my own at 17, I was in the military and got seriously f***ed by the dealership. I didn't have anyone with me or explain how they work until after I took the car off the lot. One hell of a financial lesson learned. I then decided to take a car sales class and got certified to sell vehicles through dodge (I worked there part-time for a year while in the military); I understood precisely what to look out for and learned that if I do not get exactly what I want to walk away. Never let your emotions get in the way of a financial decision you will be stuck with for years.

[@johnspecht7449]

Never, ever buy the window etching. Period. That is a complete rip off. The clear guard is too.

[@Murminator660]

All those extras that were listed was the dealerships insurance while it sits on the lot. The dealer installs them for themselves to protect while it sits there then they want you to pay for it lol

[@seawall5102]

It was exhausting to watch this through. But, unfortunately it is still true. One trick that car dealers use as well, is to have you sign up and pay at the dealer for the Nav/traffic service ahead of time. Can you imagine visiting two dealerships, and going through this run-around, what a waste of time and energy.

[@kittrich2011]

These videos are gold, thank you ! I just had this happen to me yesterday at Lexus in WA state . Salesman wanted $63,540 MSRP for a 22 RX350, plus “non- negotiable” because “my boss won’t let me take it off, we have to make a little profit somewhere ” Pulse Pkg for $897 (this costs about $60 on eBay ) , $795 for Lo Jack/ Theft Recovery, $299 for mudguards, $999 for Lexus Top Coat (their ceramic equivalent supposedly ) , and $1895 for full chip protection -which was their 3M version of plastic coating for front hood and mirrors . Oh , and even though the vehicle came with tow prep package for $250 , it would be an extra $1495 if I actually wanted to install a tow hitch.

[@j10001]

Did you negotiate it down? Or walk?

[@MalcolmPeralty]

Please do more of these and help provide clarity on what customers should do.

[@Lukeofohio]

Do this for a used car. Would be great to see. Used to sell car at a luxury dealership and was very successful at it. But I always love seeing this stuff for when I go back to buy. Weird being on the other side of the table when I go to buy, because all I’m thinking about is how I could do it better 😅

[@shironikuma9731]

I worked at a dealership for two months. Sales managers would say that the Dealer Mark Up was to ensure the sales people would be able to pay rent and food, but sales people would not get a commission out of the mark up... It kinda made me mad when my managers would say that to sell the mark up.

[@tonyperuano]

Had a recent purchase, very similar. Didn’t know I was haggling down my price or negotiating when I just wanted to leave after seeing all these accessories I cant remove and worse trade in value. Stubbornness prevailed and negotiated both sides. Very accurate video on how to handle the situation.

[@ismaeljrp1]

Happened with my first car. I had a hard budget for myself so was ready to move on, if I couldn't get a deal. I thought, well, it is what it is, thanks for the test drive and everything but I'll have to look elsewhere. They dropped the total about 15% and I got a car.

[@unclemarksdiyauto]

Love it guys! Went through this a couple years ago and they kept screwing around, finally I stood up to leave and said I was going. He had already played the game going a bit more down as I came a bit higher in what I would spend. He finally says, you will buy it now for your last offer, I said I am out of here, he repeated my "out the door price I had last said" I stuck out my had to shake his and it was a done deal. I would have walked and he knew it. I think it was a fair price for both of us. (I had done some homework)

[@josem7402]

You know what. As someone who hated dealerships growing up, and now being a completely new salesman, this is an amazing video to see on the outside. Honestly I can totally see how that could’ve been done better by the salesman and how he could’ve spoken better.

[@MrArmin2014]

This is too spot on. Went to look for a secondhand car about a year ago- with all the add ons (plastic protective, nitrogen tires, wheel locks, warranty etc) the car came out 10k above the msrp. I told them, I never asked to have these accessories on there- and they told me the "fine print " on the website says prices may vary based on accessories. Tricky tricky. I just told them, it's my fault I didn't read the fine print, and I didn't want to waste any more of their time and that I'd go back to the drawing board to get a car that I can afford and thanked them for their time. it took a few hours but I left with the price I saw online.

[@MrStarguy]

I wish this is the way negotiations went. I go into dealerships knowing exactly what i want and what is BS/isn't BS, almost every time when I call out the overcharging they just ask me to leave.

[@user-eu2me4bp7j]

With us the finance guy just got super passive aggressive and irritated with us for turning down extra products and their financing. Lots of trying to “shame us” for asking questions. I hate dealing with finance managers. Just give us the damn car as is without the BS!

[@joe1071]

Yeah, unfortunately it's a seller's market. They are playing the numbers and know that if you walk they will have someone right behind you willing to play ball. You gotta play the numbers game as well and just keep going dealer to dealer to find one that will work with you. They do exist

[@martinkuliza]

well that means you don't know how to play the game correctly the game isn't - I'm going to listen to you and call out all your bullshit - The game... You are supposed to get the best deal you can, NOT SHOOT YOUR SELF IN THE FOOT AND GET KICKED OUT OF THE DEALERSHIP

[@eb0n1te]

@@user-eu2me4bp7j my exp as i bought a car last month the Finance guy was chill but my dealer was just like this guy, it all depends really. also who gives a fuck about their passive aggressiveness they do not care about you so fuck em be passive aggressive back to them!

[@bad03xtreme]

Exactly how I am, I generally know 1000x more about the vehicles they are selling and what I am willing to pay for the one I want. My time is valuable and I don't want to waste a full day going back and forth with a stubborn sales person. I tell them what I am willing to pay and if they can make that happen I will sign the paperwork. It's amazing how that seems like foreign concept to some, and even rubs them the wrong way. Simple, don't waste my time, I won't waste yours.

[@mikemclean6242]

I think its important for everyone to know that you won't always be able to negotiate. Recognize when its not happening and leave. Cars aren't rare, even in today's market. There is nothing special about a civic...

[@xkben90]

Very true. I was upset last year when the dealers would tell me upfront that they mark up 6-10k at their location, but in hindsight, it helped me ignore those types of dealerships and work with the ones that don’t mark up. Ended up getting my minivan for way lower than most dealerships. These dealer markups have gotten out of hand, but it’s ultimately up to us(the consumer) to control that by walking away, no matter how desperate you think you are for a vehicle.

[@mikemclean6242]

@@xkben90 that's right. Avoid fomo

[@michelleadams5609]

The last car I bought was a Lexus with a $34995 sticker. I settled at $25695 in 2018. This week I was offered $31000 for it. Love your videos on the car bubble because that is exactly what we're experiencing. I'm going to wait another 60 days before purchasing another one.

[@carlosrivera1070]

Yeah so what did you trade in dont play stupid

[@getxzootedimo9992]

Do you have an update on what your car is worth after the 60 days?

[@michelleadams5609]

@@getxzootedimo9992 I did choose to keep the car as I couldn't really find a replacement. The dealership are still not lowering the prices. The last dealership 3 weeks back offered my $27,600...so definitely values are on the decline for buyback.

[@jordanlaine7412]

@@michelleadams5609 Used is on the decline. It's more of a buyers market now.

[@garymitchell6522]

0:15 - 11 Fake Car Fees you should not pay at a Car Dealership 0:51 - Car Dealers dislike informed Customers 1:24 - Two Rules to know about Dealer Finance 1:53 - The only legitimate fees you must pay at a car dealership 2:37 - The Finance Office is the Number 1 Profit Producer in the dealer. 3:25 - Don't Pay Dealer Prep Fees 4:26 - Don't Pay Dealer Advertising Fees 5:06 - Don't Pay Additional Dealer Mark-up 5:37 - Don't Pay Delivery or Destination Fees 6:12 - Don't Pay for Nitrogen Filled Tires at a Car Dealership 6:51 - Don't Buy Credit Life Insurance from a Car Dealership 7:12 - Don't Pay for a Vehicle Enhancement Fee in Dealer Finance 7:37 - The most commonly abused charges in Dealer Finance 7:49 - Don't pay for Window Etch Theft Protection at a Car Dealer 8:46 - Don't pay for Dealer Document Fees 10:10 - Don't pay for E-Filing Fees, Electronic Filing Fee, or Processing Fee 11:16 - Don't buy overpriced GAP insurance from a Car Dealer

[@anthonyglover6727]

Providing videos like this to help consumers be better prepared for when they go to a dealership is good. Unfortunately acting vs actual negotiating are different. Let me point out a few flaws in this video: 1)I agree that most dealerships are adding market adjustments and additional protection products or accessories to every vehicle due to inventory shortage. Because there is a shortage there is a higher demand and waiting list for vehicles. If a customer chooses not to pay the dealers asking price with all those market ups right now they will pass on a deal with the customer and move on to the next one. I'm not saying it's right, but that's just a fact. They will see it as, "why should be discount this car for this customer when we have 20 other people waiting for an in-stock vehicle to buy right now?" To them that is "leaving money on the table". 2) Dealers discount when they are either desperate or need to move a unit in order to achieve some form of a bonus. In today's market no one is desperate and there is no bonus money out there for moving units being offered ANYWHERE. So this decreases the willingness of any dealership to reduce pricing. 3) The customer telling a dealer that "I have to sleep on it..." won't move the dealer to discount because as stated above there is a shortage and a higher demand than what is available along with a waiting list of customers on vehicles. Thus there is no reason a dealer would have to discount when there are 20 plus other people waiting for the car. 4) If you really want to negotiate with a dealership in today's market or anytime for that matter. You should do some REAL homework and learn what your state/county laws are as it pertains to dealerships. No dealership wants a law suit for violating the laws mandated locally and federally. Optional packages like what were shown in this video are just that OPTIONS. Meaning they cannot force you to buy the vehicle with those options. If you know the law you can speak to the law to a dealer and stand a better chance of getting the vehicle without those options on it at all. When you try to negotiate based on what would make you FEEL comfortable vs using factual information that are the laws that were designed to protect you as a consumer than you have REAL leverage. With all that being said there are some dealerships in every market out there that is not adding market adjustments to vehicles or additional accessories/protection products to every car right now. My best advice for a consumer shopping for a vehicle is to do your research and find the dealership in your market that is selling cars for MSRP in today's current market (No one is selling under MSRP right now). I have been in the auto industry for a long time and have worked in sales, finance and other management positions within dealerships. I've worked for and with dealerships that have "greedy/bad" business practices in my career. I have worked with top performing dealerships across the country that do things the right way and treat their customers fairly and like family I currently am a trainer for dealerships and I do not teach anyone to use unethical or manipulative practices when selling vehicles. I teach sales people to provide the best customer experience while providing the information needed for a customer to make a well-informed buying decision. Dealerships can sell vehicles and protection products transparently without having to use deceptive or manipulative practices. tinyurl.com/ypzr6eer

[@benerval7]

I had a local Kia dealer try to pop the "market adjustment" thing on me and even said the "it is what it is" bit. The guy could not even explain what it was and why. I explained to him that the law of supply-and-demand only really applies to items that people really need. There are still loads of other cars out there, and other forms of transportation available. No, I did not buy the car.

[@j10001]

True about supply and demand and things people really need. I imagine this scenario: Dealer: “It’s just a matter of supply and demand.” Me: “Oh, you’re an economist? Can explain to me how price elasticity works?”

[@jeffmatteson7178]

Guys, that video was super valuable to me! This method of putting everything you've been saying into a real life scenario, and watching the interactions really helps me understand what to watch out for when it's time to deal. Thank you, and please do more of these, like when to say "I'm paying with cash" or walking out on the deal.

[@bonefish201]

Don't ever say your paying cash... Even if you are paying cash, that's a dirty little secret you keep to yourself until the very last minute. Negotiate the price first.

[@charliesalamone1242]

Does anyone here actually work in a car dealership? Been a manager at a car dealership? Here’s something to think about, follow if you can. If the MSRP/sticker price on a car is 25k let’s say, the invoice price on a car like that is probably around 23500-24000… thats a markup of about 5%-7%…. Again there are sometimes kickbacks and other things the dealer gets from the manufacturer, but maybe that totals up to another 5% for a grand total of 10%. So on a 25k car the dealer would make about 2500 dollars on what we call “the front”. There is other money as well to be made on financing and protection products or “the back” let’s say another 5%-10% for a grand total of 15-20%ish. ONLY 15-20% or a grand total of about 5k on “the front” and “the back”. That is nothing compared to other products you buy everyday, we have been conditioned to think dealers have $1,000s to discount cars, that’s not the reality, people are conditioned to think that if we ask 25k for a car we own it for 18k, NOT THE CASE. Use to manage a retail store before getting into car industry, most clothes are marked up 100% or more from cost, fragrances? 200-300% or more the list goes on. If I sold $25,000 worth of apparel, my old business would expect to see profits of $20,000-25,000. Profit on a $25,000 car? We hope to make $5000. My final point as I end my rant lol…car dealerships do not stay open and get rich because of how much money the sales department makes, they stay open and are profitable because of service department and parts department. End rant. Lol

[@gabeh7373]

Your dad is good at what he did for a living I would have done the deal with him but he was respectful and that was key in that mock situation.

[@odie714]

More videos like this!! This is AMAZING!! Info videos are great, but seeing it really happen in full is invaluable. I hope you make more videos like this going forward

[@mrbojangles155]

Rule 1 in negotiation. Never split the difference!

[@soozempen814]

Wow, this was great! I'm helping friends buy a car this weekend (English is not their first language) and although I know they've done their research, I want to be sure I monitor the process and watch for any opportunities or potential pitfalls that would lose them a better deal. This video caused so much anxiety (but in a good way) as this is legit how the "game" is played. I feel better already knowing how I can be a stronger advocate for them during the negotiations.

[@morecowbell235]

This is interesting to watch and insightful. I've never experienced it, as I've bought 4 cars via e-mail and 1 via auction. I find exactly what I want, I find out exactly what loan and interest I qualify for and then I fire off some emails. The guy who gives me what I seek gets my business. Hasn't failed yet. Best part is that there is no opportunity for them to try any of these tactics and so forth.

[@frankesposito2229]

This is right on the money!! I've been through at least a half a dozen of these discussions in the last 15 years with sales guys and even walked out of negotiations. This is exactly what happens!!!!! Just remember, there are always other dealers and cars on lots that you can buy!!! Someone will be willing to sell you at car at below MSRP.

[@jay_thelion]

WOW this was my favorite video so far! I'm a visual learner, and so it's one thing watching you guys give us tips and things to do and NOT to do at a dealer, but seeing that example gave me so much more confidence to go out there and really negotiate!

[@leynos]

This was amazing!! Brilliant mock scenario content. I think watching this full on through without pausing would be great and then going back to it with a play-by-play. What i want to see next is how this is different if you ordered a vehicle. For context I’m looking to buy a BMW M3 and would most likely have to order it.

[@JupiMeow]

I love how Zach keeps laughing and smiling. Like thinking to himself how he knows the tactic being played. I'd love a play by play.

[@bullish1920]

The accuracy of this video. Bravo. I bought a Sentra SV with premium package back in January and it was this exact process.

[@edstrazz2758]

I've been through exactly what they just did. I grade myself an F in negotiating skills. Never bought a new car again.

[@wisemanwhite]

These mock sales & negotiation videos are great!

[@moviehosers6836]

How wonderful if we could live in a world where the customer is treated fairly and we get a fair price. I must live in a fairy land.

[@maryhunter8421]

This is a great video, thanks so much for sharing.... I almost bought a Mazda cx50 the starting price was 28500 and by the time the added all the other BS I was looking into a $45000 😟, was insane.... I ended walking out. They tried to get me back for a lower price but I was really upset about How much they are trying to ripp off people who are trying to buy a new car....

[@bassmastadee8246]

Hello Mary, I'm interested in the 2023 CX-50 Select Package once they become available. What in the world did they try to add-on to bring it to $45K if I may ask?

[@nickbroome332]

Rays tonality is perfect. Especially when he talks quiet. I heard from a salesman once that if you speak loud, they hear you but if you speak quiet, they listen.

[@dwightmitchell1464]

This video basically shows every reason why I haven't tried to negotiate on a 2017 Honda Ridgeline for $30,000. This Honda Ridgeline should probably be between $20,000 and $25,000 if the market wasn't so crazy... This vehicle has been sitting on their lot for at least 2 months. They drop the price $5,000 down to $30,000 a month ago. I hate buying cars. I guess that's why I still drive my 1998 Toyota pickup with 223,000 miles on it.

[@outsidethebox6986]

I have the opposite problem lol I've traded in my car 7 times in the last 2 years.

[@dwightmitchell1464]

@@outsidethebox6986 I bought my truck 20 years ago...

[@djkenny1202]

Keep it. Im keeping my 15 Scion 20 plus years. Its a Toyota. I would not buy a car unless it was absolutely necessary, and the market allowed below MSRP OTD.

[@likemilfes]

1998 Toyota pickup mega-cool. Not that the Ridgeline is a bad truck, but not vintage factor to charm the girls!

[@dwightmitchell1464]

@@likemilfes lol... She ain't pretty...

[@jaor727]

You need to be clear on what "Out the Door Price" means for the buyer. Is it the final price including taxes and any other fees? If not, what will the taxes and other fees be?

[@CarEdge]

The out the door price is total price including all fees and taxes. Sorry for the confusion. All the best, Ray

[@mordauntbrabner3804]

Awesome video. The dealers that still negotiate are soon to be dinosaurs. There is absolutely no reason to sit through a meeting like this with all the buying options available today. Do your due diligence and research walking in the door.

[@Scott-N-Atl]

How to negotiate in 2022: Me: What do you have on the lot? Dealer: A horse and buggy from Pennsylvania Dutch country. Me: SOLD! In all seriousness, your video is exactly how I negotiated my last purchase in 2018, although it was entirely through email. They sent me the signed sales agreement and I went to the dealer to pick up the car. Shortly after inspecting the car, the Salesman comes out with a "new" sales agreement at a significantly higher amount when the Sales Mgr realized I wasn't trading in my old car. (No mention of a trade-in was on the original sales agreement.) He said the "new" sales agreement was the best price. I stood up, walked out the door and as my friend and I were almost out of the parking lot, the Sales Mgr stopped us and stated they would honor the original agreement. Told him thank you but now I'd have to think it over, bad vibes, etc. Went home, shot the General Mgr an email detailing my experience and CC'd the email to a local consumer advocate. The next morning I received a new sales agreement via email with an additional $1k off from the original agreement. I went and bought the car. Moral of my too long story, don't be afraid to walk away, even in this market.

[@falcorzed]

This is the way.

[@scottmackenzie318]

Great role play gents - I have very low tolerance to this type of B.S from car sales people. I tell them what I expect to pay OR what my change over is on the trade. Take control. Say - you can either do it now OR I will find a dealer that will - its not a "win friends and influence people moment" Shop first - do your research - then negotiate .. there will be another car. You must be ready to buy and commit or walk - paying cash in this scenario (or pre-arrange finance and have it approved - DO NOT GO WITH THE DEALER) also helps to get the sale person and manager where you want them - exactly where you want to be!

[@Vigilant-Citizen]

Great video, guys. Everyone who is inquiring about purchasing a vehicle should watch this first. Tell a friend to tell a friend.

[@MARZILLI]

Great video… That scenario might work today but they will let you walk out in a hot market… I’ve got friends who sell cars and it was going well there for a while and they’d let people walk out if they weren’t willing to pay sticker… Because 10 minutes later someone would… So know the financial markets and whether car sales are up or down… ♥️

[@Mr392Scat]

This scenario was AMAZING! Please do more of these types of examples! 💯. Do one for leases too! Love the sense of humor as well!