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Ray treks to Gotcha Toyota in Puerto Rico, where he wants to purchase a new 2024 Toyota 4Runner for $48k. Will he be successful, or fold under the pressure and pay the ridiculously inflated first OTD price? Stay tuned till the end for an explanation by Ray himself about the tactics he used to get the deal he wanted.

[@mbraden8949]

I've been trying to negotiate a new Honda CRV for the past week with at least four different dealers and have come to the conclusion they are not hungry enough to even care to be honest, nor negotiate.. I decided I like my existing vehicle enough to wait until the tables turn.

[@LoganSpencerAutoGroup]

You're in peak car selling season right now, nobody's coming down off their prices because the cars are selling

[@Lendingyourlight]

@@LoganSpencerAutoGroupNah just look for one in the Midwest. I want a Kia EV9 and Luther Kia in Bloomington MN has the $7500 credit and additional $4k from dealer along with other incentives. Here in Boston they are not even close

[@jimmulderig743]

Trying to get my wife a new rav in my area Scranton Pa, trades totally are bad no negotiations at all. Carvana offered 23,600 local dealer 20,500. I bought 4 cars in past from this dealer in East Stroudsburg and Scranton.

[@GetAtThat]

I had the same experience this past weekend trying to buy a Pilot. Was at the dealer for about an hour and had to walk.

[@mateennique]

I’m in San Francisco Bay Area and I’m seeing deals on RAV4s. $500 of hybrids and $1000 of gas. The prime version could be had for even bigger discount. This car was a unicorn just a year ago. So the popular cars are not selling as quickly and can be had with a discount and without bs fees or charges, in my local market at least.

[@robertanderson5334]

Just traded in my 2018 Equanox for a 2024 Equanox RS. No games this time around,we arrived at a good price for my trade in, a good markdown off sticker with all Chevy rubber floor and cargo area mats thrown in. No four squares,no going back and forth on price,no going to talk to the manager, no stalling and getting us tired out,no added on b.s. fees,no games in the finance managers office.

[@mikedgenx]

The only way to buy. I do all my car buys online. So to avoid all the BS. But in this new market they still find a way to play games. Instead of walking away. I just stop responding.

[@bobberndt9744]

I need to find a car that's been on the lot for 4,283 days with an OTD price of $15,995. 57 miles on the odometer, CD player & A/C.

[@bp39047]

Don't forget the cassette player as well. :)

[@patbromwell8701]

What about the 8 track 😅

[@bp39047]

@@patbromwell8701 Yes, I almost mentioned that. They were popular in the 60's mainly. Darn ribbon tape coming off cassette holder always an issue. :)

[@Jackman66666666]

LOL, Me too!

[@Sunset4Semaphores]

Would you like fries with that?

[@legionmartin]

Car salesman ABSOLUTELY has to be in the top 3 sleaziest careers.

[@agrippa1234]

The problem is that the other dealers don't want to give out the door prices, especially if you're not local. I understand the process but those other dealers will make it painful and long.............

[@scottdesilets6147]

this is exactly what i was going to say

[@jerrylundegaard2592]

The out the door amount is not a price. It is the price plus state mandated fees such as registration and sales tax. Those state mandated fees are not negotiable and may vary between locations. If you concentrate on the out the door amount you may leave money on the table. Best to negotiate the net price of the vehicle before those state mandated fees. The net price includes the price, any fake dealer fees or add-ons less the value of the trade.

[@coherentpanda7115]

You still have other tools at your disposal, such as the known invoice prices. If a place doesn't want to give an OTD price, they probably aren't worth spending your energy on.

[@GG-xh7lc]

Use Car Prices continue to climb. 3 - 5 years ago, EV's were the future and V8's, even V6's, were downhill. New Lexus GX460 were selling at huge discounts in 2019-2020. Today, Honda, Acura, Toyota, Lexus are all selling at premiums and keep going up. 1. EV's are out, so those buyers are turning to the above. 2. New car prices are ridiculous, so buyers are turning to used. 3. Hyundai, Kia, Nissan are plagued with problems, so buyers turning to the above. 4. Domestic brands plagued with recalls, so buyers turn to the above. 5. Over the last 16 months, the luxury end of these car brands keep climbing. 6. Supply is very limited while demand is very strong. It's hard to find a GX460, RX350, Acura MDX - Advance, Honda Pilot Elite, etc. Not everybody wants to buy a Stellantis vehicle. You should be focusing on some of the Asian brands where the story is 180 degrees from what you espouse.

[@tedd8055]

I've bought many cars over the last 50 years and I can say I've taken it from behind so many times that I invested in Preparation-H.

[@ForrestSmith]

Yesterday I bought a Hyundai Tucson hybrid SEL convenience in Birmingham, Al. The MSPR was 37,249 and I got 37,995 out the door using techniques I learned from your videos and the information from your subscriptiion service. 1. Price and finance was it's own deal 2. I was informed, I knew what I should ask taken off 3. when we where stuck on the price I asked to switch to an identical vehicle that was on the lot for 96 days and got another $500 off. Easy peasy thanks for the help.

[@Lendingyourlight]

OMG you did terrible. I would never pay msrp or even close. I buy at invoice or I don’t buy

[@coherentpanda7115]

Hopefully the insurance for your Hyundai isn't too bad. The Kia boyz have even made insurance rates for the new cars go up even if they can't be stolen.

[@imhere6082]

@@Lendingyourlight I think you need to reread his post. He got out the door for $500 over MSRP that means he was most likely 2k or more under MSRP.

[@TheKingOfInappropriateComments]

There's a couple of issues with this in my experience. A.) They don't send emails anymore. They may text you but that's all the proof I ever seem to get. Maybe if you can somehow start out emailing them but they will just call you and ask you to opt in to text messages. B.) The local dealerships are like, ok bye. It's a small market with very little competition, multiple brands owned by the same company and they even own the stores in the next nearest town over. They can just wait for someone who won't negotiate as hard. It's worth a shot of course, just that it's not always that easy. And this video could have been a time lapse over a period of several days because that's how long it's going to take in reality. They just aren't that motivated. They will stall you as long as they can to see if another buyer comes along, especially Toyota which has low inventory to begin with.

[@Steve_in_NJ]

Surprised you didn't get the salesman to remove the add ons like Lo Jack and floor mats that are a waste of money.

[@bikeny]

I was thinking along the same lines, but also, did the other dealers throw in those same things for the $48K? Maybe that's why his local dealer was higher bc of those things.

[@dealer77005]

Make sure it’s apples to apples when shopping. same msrp

[@slowercuber7767]

Not everyone will want a good EV and for some, one of those nasty gas cars is really a much better choice… and if they or I will be buying one of those, then we will have to be dealing with a Stealership. And for us who will be doing that, these videos of yours are priceless! Thanks for the education!

[@hoapres]

I don't need to go to a dealership to buy an ICE vehicle.

[@Dantastic123]

I love the video mirroring, it adds great effect. Lol. And seeing Ray start to take his hat off between comments. I love these videos.

[@borisnjers]

I live in Sweden and cardealers here do not care if you go somewhere else or at least a vast majority of salespeople do not care and seem to let their customers leave the building unsatisfied without any regrets. Why that is so i believe has to do with the fact that their salesnumbers are not depending on privat sales.

[@rudianger123]

I am curious as to where the line between asking for a reasonable price versus asking something the dealer cannot possibly agree to is.

[@marcrodriguez1265]

I don’t even know if y’all will see this comment, but car edge and your videos helped me discount a 2024 Toyota Tacoma over $6,000 and they even threw in the roof rack for free. Seriously you guys helped a ton

[@christianwalsh6431]

When I’m researching for ford trucks I always see the online price around $40,000-$45,000 (my budget) but then when I open the sticker breakdown it’s shows additional pricing like how much trim package is and there’s even a breakdown labeled (optional features) but it’s all included in the total MSRP that makes the truck $50,000-$55,000. Can I negotiate the “optional features” to bring my OTD price to fit my budget?

[@tombuschman1468]

With you and your sons help you literally saved me thousands on the new 2025 Honda Pilot. In Paramus NJ. We did everything you say and saved so much money. You would be proud. I’d love to show you the invoice. Saved almost 10% off MSRP

[@eugenioalvarez3114]

Love to see how would you deal with the PuertoRico dealerships... their prices are outrageous. They markup a car way up after msrp and local excise tax.

[@nategohawks1535]

$50,000 on a vehicle is just absurd 😂. Good Acting and love the videos

[@LafemmebearMusic]

On a vehicle? Like any vehicle? That’s a broad statement… kinda has no punch cus it’s not specific enough. Do you literally mean any car is never worth 50k? What are you trying rod sy

[@timkline162]

Thanks to all I learned watching your videos I feel I god a good deal on my new car last week. Subaru crosstrek wilderness, it was a lease and I was able to get them to take a little over 10% off the MSRP.

[@Sunset4Semaphores]

*Reverse competitive bidding is the only chance you have!* New, Japanese built 2017 PHEV Prius Prime for $22.3k + TTL. Old $4.5k EV tax credit made it even cheaper... nuff said... still like new 6 years later... not giving it up for a while. Modern car prices are insane. I guess we will own nothing and be happy about it... while new, unsold cars are dumped in landfills... #bailout

[@breckfreeride]

Lol the only time i go to the stealerships for service is when i know it requires tools over 500 bucks or the chance of screwing it up is high! Win every time... Did my own phaser, timing, lifters and oil pump on an 04 5.4 ford.

[@rager1969]

I don't know, if the local dealer is that tough why give them the sale? Go to the guy that is trying to do a decent job. As for service, yeah it would be nice to give your patronage to that dealer farther away that gave you the deal, but you'll probably go to the closer dealer, even if they suck when buying the car.

[@hoapres]

We need a consumer union called UAD being United Against Dealers. It is time for DEALERS TO GO OUT OF BUSINESS and just let consumers buy the cars directly from the dealer.

[@bikeny]

I think you meant 'manufacturer' instead of 'dealer' as your last word. Otherwise, if the dealers go out of business, how are we going to buy cars directly from the dealer?

[@memoarias4218]

If I ask to beat the price from a different dealer, what’s a reasonable price?? $500? $1000?

[@coherentpanda7115]

Know what the invoice price is ,and find out how long the cars have been sitting on the lot. If there is still profit to be made on the sale, don't be afraid to go bigger.

[@clintmoore7204]

I work at an assembly plant for a major US auto manufacturer and want to know how to get the best deal while using an employee discount. Should I negotiate as normal, then hit the dealership with my discount at the end of the negotiation?

[@shiftintohigh5564]

That was smooooth!

[@martinosullivan7283]

Iam in the market for Volkswagen atlas cross sport 2021 to 2023. Willing to spend up to $32000. How much should I ask off mrsp????

[@MrDberumen]

Pop's is chillin !!!! Luv it

[@JourneywithJosh]

New subscriber.. Thanks for the wealth of info

[@yby7385]

Can you tell us how lease works

[@loganc7724]

Just got a 2024 Kia Niro Hybrid LX for 27.6k OTD...how did I do?

[@berniehf]

cheer's from Costa Rica (not Puerto Rico...)

[@mikec1773]

Take off the security package and we are at 46k.👍

[@rickwalther194]

Will a dealer even consider buying my 16 year old Mitsubishi Outlander with 180K that’s in good shape and well cared for on trade?

[@XMG3]

I’m trying to negotiate a new 2023 bolt euv, the dealer wont budge even when they have 20 on the lot celebrating 1 year birthdays, makes no sense, i said everything ray and handsome taught me, floorplan cost, recession etc, any help or tips?!

[@ItsEverythingElse]

I love how each clip ends with Ray taking off his hat.

[@1decee]

6:00 Good bye!!

[@kurtrussell5228]

.... just go to carmax

[@jerrylundegaard2592]

At Carmax you always pay more.

[@kurtrussell5228]

@@jerrylundegaard2592 if you really look into it you'll see in most cases you don't.

[@comicpilot]

Worst... advice...ever.. if you are being serious.. Most savy car buyers know Carmax inflates car prices by thousands....

[@kurtrussell5228]

@@comicpilot so do all dealers, difference is carmax is upfront about it..... go ahead and buy a car below MSRP, by the time they're finished with you in the fiance office with all the add ons and fees they'll make up for it and more.....but oh you'll feel so good about getting the car for MSRP or less......sucker

[@comicpilot]

@@kurtrussell5228 LOL... You must work for Carmax.. and NO Carmax is not upfront about them.. They inflate USED car prices by 5-10%.... and their warranties can be a joke.. Their "no haggle pricing" is just a way for people to think they got a good deal.. They DO tend to be more generous than traditional dealers when selling your car to them. And just because dealers have markups and addons doesnt mean you HAVE to pay them.

[@kevinsmith5318]

Great video! Very entertaining AND informative.

[@Darth_Raider_]

U already have offers at 48,000 why didn't u just buy the vehicle already?

[@SmittyAZ]

I wonder if the dealers know all of these tricks that the experts give to us to play the game against the dealers?

[@coherentpanda7115]

Most sales people just need the sale, so on a new car the out the door price hardly matters. If someone who has done their research walks in, who has a pre-approval from a bank, they'll usually know the games they usually play is just for show and will get down to business on getting the deal done. The tricks they use are saved for the ignorant who don't know how financing works, and just want a cool vehicle.

[@SmittyAZ]

@@coherentpanda7115 I'll also assume that even when you tell the dealer "NO TRADE IN", they assume that we're playing 'that' game. They watch us drive up and they're waiting for the 'smart' consumer to hit them with the gotcha!

[@wezzkeion7593]

Is this after credit approval that you can negotiate??

[@XX-166]

You can negotiate before anything happens

[@coherentpanda7115]

If you can, get a pre-approval from a credit union. It only affects your credit once even if you apply for a loan at 10 different places, so unless you think the dealer can beat your financing offers, come armed with it as a negotiating tactic.

[@XX-166]

@@coherentpanda7115 you have to have acceptable credit to apply anywhere. If that has falllen off then you’ll pay the price when obtaining a loan.

[@glennelliott708]

“Now before you leave, let’s talk financing”

[@ClockFixer]

Don't get SCREWED..........................STAY AWAY FROM CAR STEALERSHIPS !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

[@theblindsharpshooter]

But Ray... this only the deal with the salesman. Now you've got to deal with the Finance Manager and all the BS fees he will try and add on

[@662matt]

Warning watch out for KINGS JEEP AND RAM in Cincinnati Ohio. They are the sleazy ones you talk about with changing prices and add ons. Really shady and without shame about it. You should do a entire video about them

[@grumpy4316]

I just can't see paying Car Edge $19.99 a month for a one-time purchase of an automobile. A month? Maybe a one-time $19.99, but not a monthly fee.

[@Steve_in_NJ]

You can cancel anytime. The fee is for access to insider information. Or you can pay CarEdge to negotiate and buy for you.

[@Seer645]

Seems you do not say what you mean or mean what you say, if I tell you X $ is all I will pay and you come back over that amount I am walking and when you call me the next day and say you will accept my offer I say that was my offer yesterday, Take another $250 off for my inconvenience of having to make another trip to your dealership. Otherwise it just looks like scripted games with the same plot over and over.

[@robertmurdock7530]

Good job, Raymundo! 😂

[@KrisCortez]

😂 love these. Yur dad is great at role playing

[@toyomade]

I feel like a lot of commenters had this go right over their heads. This was a well executed ad for their concierge service. He’s demonstrating how he and his team will negotiate the deal for you. Yeah sure, he shows you some steps to take but y’all gotta read between the lines here. No hate, mans gotta eat too and I’m a subscriber, I’ve been to their website and checked out some tools. The self help is there but so are paywalls and those that are struggling with their local dealers might find this service valuable. I dunno how much it costs but it’s tempting for me too. If I save 2000 bucks on the vehicle but then break them off that same 2000 for services rendered, it’s a wash. Just take the $2000 hit on the car and save the step. Or try your best to negotiate it yourself. I have a dozen of their videos in a playlist I’m using right now to make notes on 4Runner purchase over the coming months. If I fail, I might see what they can do for me but the juice has to be worth the squeeze

[@BTC909]

Ray removed Raymundo from the annual Christmas card list.

[@felixperalta9135]

If you leave a deposit and sign a sales order contract are you legally obligated to buy the car if you don’t go back with the rest of the money or would you just lose your deposit if you choose not to proceed with no further issues?

[@breckfreeride]

Fools buy depreciating assets...

[@slowercuber7767]

$48,000? If you can charge at home, buy a Tesla. The Model Y LR RWD including 4,000 USD of options ( red paint, white seats, tow hitch receiver, mobile connector) and $1390 destination fee and $250 order fee would leave the lot for $43,130. Registration and state tax would be extra, but you’d still be under 48K. I personally prefer the LR AWD Model Y, and if you’re willing to skip the expensive paint and don’t mind black seats, it works out to be the same cost.

[@XX-166]

Keep your aluminum garbage can ELON

[@JackStrangelove]

No friggin way.

[@jerrylundegaard2592]

And they hope Musk does not lower the price again.

[@tommychicago1381]

I'd tell the salesman that the boss needs to get off his dead ass and come out to meet the buyer face to face and earn the business. If I was the buyer, I'd say you wasted enough of my time and, as a result, I'm going to pass on your offer today. I'll continue shopping else where, thanks anyways. Too bad you're too greedy because had you not been, the paperwork would already be signed by me. Unfortunately, you don't listen so you don't get a second chance to make a first impression. Good luck.

[@breckfreeride]

Lol save all your money and dont buy!

[@breckfreeride]

Fix your old hoopity!

[@breckfreeride]

All three vehicles I own have been too the moon...

[@z32twinturbo13]

Maan i fuck up. I paid 1500 above the price listed. I got 3 years but I do have my car I wanted sooo..

[@Catherine-yi5ut]

😮😂

[@margaretemerson9707]

Decent channel on the whole, but recycles old content in "new" videoes constantly.

[@harly4bill]

50% of your car buying service up front before you give me the details on the deal is a hard no for me!

[@bignicnrg3856]

Love the channel but this back and fourth is annoying 😂

[@TheMilkman-k7p]

The simple fact is nobody has an actual budget when they come to buy a car. They have it typically want the same payment they had years ago, when the interest rates were significantly lower and they want a car that is 20,000 with all the features as their used vechile. This happens 99 percent of the time. They think car dealers can just wash 20,000 on a car and if they don’t get it they walk. Education of a customer is critical in all sales. We don’t high pressure sell with crazy mark ups. We put a solid deal together that is affordable in their budget range. What’s the point of selling a customer a care they won’t get approved to drive? What a waste of time. Doing a proper needs assessment with the customer is what needs to be done at all dealerships. You figure out from a budget what they can afford….then bring it to the floor mangers and they identify the vechiles they can get approved for and drive home in. All this “get the out the door price or walk “ is completely useless until someone understands what they can afford. You blame car dealerships for trying to make a profit. I watched all your videos and you would prefer dealerships to go under and people lose their jobs, which they support families with….know what you can afford and stick to it…ask for help and we can get to that number so you will be in good financial shape and get into a safe good car. Otherwise I don’t sell someone something they can’t afford….why to have it returned or repoed? Sorry my dealership does not operate that way. Never has, never will. Not all dearlerships are bad….just call and find the right one. You read all the personal comments on their website. Do your work first and then we can have a successful transaction for each of us.

[@SamIAm10262]

No one is saying all dealerships are bad, and if that's your inference, that's on you. Most people know how much they want their payments to be, which is the mistake because suddenly you're in an 84 month loan on a vehicle they'll be incredibly upside down in the moment they drive it off the lot. If you know what the full price of the car would be and what you can afford at the interest rates that are in play, then the payment terms are up to you. 36, 48, 60 months, etc. It's ridiculous to say, "I want to pay 350 a month" and then have the dealer put you in an 84 month term to get you to 400/month. People need to be pre-approved before they go to the dealership, and then they know what they can afford. The out the door price is so much more important than the payment amount.

[@hoapres]

Your statement that nobody has an actual budget is wrong because at least one person being me pays ALL CASH for the car.

[@reloadNshoot]

Not all dealerships are good, not all are bad either. At the same time not all people finance and not all pay upfront for vehicles. We went last week to purchase a 24 4Runner runner upfront up to $60K but couldn't agree on price. Sometimes you're the bug and sometimes the windshield.

[@jerrylundegaard2592]

Actually astute car buyers, there are many, do have a budget when they come to buy a car. Me, for example. Before I engage a dealer I have already determined my budget, the price I will pay (including all dealer fake fees), the value of my trade. I also understand my credit profile and the financing available to me. With this I know the monthly payment I will agree to if I decide to finance through the dealer. I have also identified the dealers who are most likely to be somewhat honest. This actually makes buying very easy and very quick. Those astute car buyers know better than to engage in a "needs assessment" with a car sales person. The last person who understands my "needs" or how has a right to my budget is a car sales person. When a sales person asks about my monthly payment my response is that is not relevant. All I want to discuss is the price (again including any fake dealer fees) and the value of my trade. And I always, always get the sales manager involved. The sales person is merely a middle man between me and the sales manager. So why waste time with the middle man. Seriously, these guys have never once said a car dealer is not entitle to an earn a profit. They have pointed out many scams car dealers use to enhance that profit at the expense of an uninformed customer. A uninformed customer is one who allows the car sales person to perform a "needs assessment." Finally, no car buyer needs to have any concern about the sales person's job or his or her family. Those are issues between the sales person and the dealer. If the sales person does not like his or her job find another one.

[@MaD-wi5gy]

$48000 is a rip off