REACTION: Steve Richards MISDIRECTION SALES TRAINING at Car Dealerships- Homework Guy Kevin Hunter

[@TheBerkeleyBeauty]

STOP! If we’re “absolutely going to do it my way”, there’s no point in sitting here and wasting my time and yours by listening to your spiel. You guys ROCK! #thehomeworkguy

[@skapunkoialternativeliving6522]

This is why I love about your Channel.. because I learn why I should never ever buy a new car and why I'm never in debt because of it.. and this is why I cherish my used vehicles with last me 10-15 years each time thank God for that and thank God I'm DIY locker do it myself.. your channel is a great eye opener..

[@trackguy4038]

Keep the videos on Steve Richard coming!

[@AMYBIERHAUS]

Anyone else always hit the like button even before watching the video? Yeah, me too! 🤩

[@KevinHunter]

Thanks, Amy! We have a lot of viewers here who do that. Much appreciated! We try hard to live up to your lofty expectations!

[@AMYBIERHAUS]

@@KevinHunter AND, you always do; TY! 🥰

[@Apogge_kings]

I bought a car on Memorial Day. The salesman pulled up cars on the Internet and told me the prices of other cars. I asked a question to the salesman. I asked him if I was buying the car on the Internet or the car on his lot? He quickly moved to another failed tactic.

[@GA-wq8xq]

Steve makes a lot sense. If people want no down payment then the monthly amount goes up. It is basic math - it is done the customer way because they choose how much to put down, changing the term etc. He provides sound financial advice on reducing the balance.

[@richardeckhart2063]

Wow the older I get the smarter I get trying to pass this info to my children buying a car. I'll share y I urge video thank you.

[@samgelman1]

Thanks Kevin and Elizabeth! Watched a bunch of your vids after I suspected my friend made a bad car deal. Guess what- I was right! I won’t be making the same mistakes when I buy a car (eventually), thanks to you two.

[@KevinHunter]

That is awesome! Being a good student of the game is the pathway to a great win at a Dealership when the time comes. They train every day, sometimes several times a day. That means you need to stay in practice to come out on top too, so that's why we have a regular broadcast. Keeping people in the loop keeps them tuned for when it counts!

[@dougsoerensen1430]

This is awesome information. You two rock! Thank you.

[@KevinHunter]

Much appreciated! Thanks for watching!

[@azizbassman]

I love your channel and your videos I get so much useful information also from the KZbin channel auto Express it gave me the amination to secure a good used car deal on my Lexus nx300h. I folled the dealer to thinking I was going to buy with finance we agreed on a good price then I switched to cash and said that's all I'm paying. He didn't look very happy after that and I organised my own gap insurance which was half the price of theirs with the same benefits. I'm looking forward to more videos even though I've got my car now it's still interesting to learn more from your channel to advise my friends.

[@rfholmes222]

I just did the same. Awesome!!

[@driver4x4truck63]

Steve believes every customer coming through the door has no idea what they’re doing. 🤣

[@davidbentley6399]

I'm in the "got hosed" category... for now. I will continue to pay my insanely inflated car payment until it is completely paid off so the next time, I will absolutely be ready thank to THG!!! I will be the one doing the hosing next time!!

[@gradywilson9213]

I got hosed in1999 while buying an Olds Cutlass the last year they made it. The sales people took advantage of us having our then 4 year old son, who was very active, and we couldn't think straight. Just out of anger I kept the car 16 years & 163K miles, it turned out to be a pretty good car. I still occasionally see one around town. After I discovered CarMax or the like, yes I am aware of Carvana's problems thanks to you guys, I have never been to a traditional dealer since. You guys rock.

[@tomstoeckle733]

Steve is simply doing the verbal “4 square” to distract away from the OTD price and the actual interest rate the finance “salesman” is charging. Great video. Also a good follow up to your video on dealers using rule of 78ths which directs a higher portion of the payment to interest rather than principal.

[@rbmoose22]

Monthly Investment.....lmao ! 2:54

[@KevinHunter]

Car Dealers and their trainers just love that "investment" word, don't they?

[@1linkbelt]

A car is not an investment, it is an expense.

[@ToyotaTom04]

That's just positive verbal framing. It's used in any sales or retail situation

[@aipo86t]

I bought my first new car in 27 years 2 years ago. I had the “D Plan” (My son and Brother work at brand dealerships) fixed great price. I got zero percent interest and money back for taking the zero percent interest. The finance office was a hysterical experience. I knew what was coming and told the guy right off I wasn’t buying anything. He still tried every trick in the book, guilt, fear, what if. I was like dude are you going to sell me that car or what? I could have paid cash, but they were paying me to take zero percent interest and I was making about a car payment a year on the interest on the money. Less now that interest rates have dropped and as the balance decreases.

[@evanwindom3265]

I suppose the argument could be made that the video takes Steve's presentation out of context. Was his intent to describe the whole buying experience, or just to cover the reasons to put money down? We can't tell that from the video. After all, we've seen long presentations from him about payment options, etc, none of which was discussed in this clip. So, it's possible the entire intention behind the video was to focus on encouraging customers to make decent down payments, which I think we'd all agree is a smart thing to do. But one thing is abundantly, unmistakably clear --- When Steve talks about a customer who "doesn't have two nickels to rub together" and then says he still wants to write up the deal, that clearly refutes anything he's ever said about looking out for the customer. His ultimate goal is undeniable: Get the deal inked. Period. Don't you just love it when he says stuff like "We're absolutely going to do it your way" or "you're the judge and jury about what's fair"? That's like a fisherman telling a trout "We're absolutely going to do this your way" whilst he's putting a worm on a hook...

[@KevinHunter]

The fisherman analogy... spot on!

[@theannouncerdad]

Steve has said in other videos he wants a big down payment so he can sell them a new car sooner without them being upside down. He is doing the right thing for the wrong reason, he doesn't give a fuck about the customers finances. I am amazed any dealership pays for his services

[@GA-wq8xq]

@@theannouncerdadthat is an option if people want to trade sooner, but they don’t need to

[@Cecil_X]

My son was upside down 3 or 4 purchases in a row. Living in rural Pennsylvania, one will find suicidal deer, which Gap insurance covers. Once he came out on top, he was smarter about buying cars, and driving them longer. Experience is a good teacher. Painful, but effective.

[@spyderlogan4992]

To me, the top line selling price(on the contract) is the key. Invoice(knowing the hold back) vs MSRP. Because your already know: 1) Fair Trade in value of your car/have your title, no upside down outstanding loan 2) Your own financing pre-approved, 3) Cash for a) down payment and b) Tax. title, tags, doc fee. My 2 cents...

[@KevinHunter]

Your two cents are worth a few thousand bucks when used at the time of the sale. Well done!

[@crimestoppers1877]

1) Fact: New cars lose value the second the vehicle drives off the Dealers lot. Lesson?: Always buy "used" or "previously owned". 2) PRICE: Is it competitive for the EXACT make model, year, trim level, color, condition, mileage and warranties? 3) What is the MSRP, Invoice price and final "out the door" price? 4) Ask them the "Out the Door" price for FOUR possibilities: FOR EACH Dealer or Seller. A) CASH price? B) Dealer financed price? C) With and without a Trade in? D) Credit Union or bank financed price? What kind of "education" will you give the salesman? You have the money or credit worthiness and they have the car you want. Therefore YOU are in control and not them. If the price is high walk off the lot and do not look back.

[@Oxios]

If you're buying a used car, there shouldn't really be any difference in those prices except if the manufacturer has CPO rebates at branded new car dealerships. In fact if they had different prices depending on how you're paying (again, not counting manufacturer rebates) I would just not work with that store.

[@jamesmosley7794]

I saw this sam attitude in motorcycle sales. I got laid off and refused to go back. There were so many people I want to tell them to get their financial life in order and then come back and see me.

[@dathyr1]

Thanks again for this information on sales misdirection's from the dealerships. The object looks like take control immediately and find out all the other fees, protection plans, and add on options before even giving them a down payment number (what is my total cost). It looks like at that point in the conversation is to interrupt the sales person and get the OTD (out the door price) of the vehicle and why and what they are adding on from the base price. Also get individual breakdowns on all these fees, protection plans, and options before giving them and numbers of payments. Find out what I am paying for in total cost before discussing finance. Does this work any different when it is a factory order, car is not on the Lot yet???? I assume I go through the same finance deal and sign for total cost deal before the new car gets ordered. Or do we at that time???? Is there anything else I don't know about that they can add "cost wise" when the Factory order shows up for pick up???? Thanks for this video. Take care

[@bobbartlett3073]

Great information from you two. Thank you!

[@KevinHunter]

Thanks, Bob! We appreciate you watching and commenting!

[@BackwoodsPickers]

What is the best way to market shop for the vehicle I'm looking for?

[@superstock318]

My neighbor went to buy a new car, shes a women, they wanted her to put a $1000 deposit on the car BEFORE she could test drive it. She walked. Jacksonville Fl dealership

[@billdavidson3106]

Great Educational Program!

[@GA-wq8xq]

Yes Steve does well on education

[@Az56818]

I want what I want and I want it now! Salesman dream

[@KevinHunter]

Pretty much. The impulsive buyer get the hose job of a lifetime when it comes to car buying.

[@RockinRobbins13]

That's why an important part of their strategy is to get you excited about the process of buying a car. Don't get excited until you get a GREAT deal.

[@bradleysargent8070]

Thanks, I have been learning so much

[@sanangelo7926]

Monthly payment should always be second to total cost of the car. If you purchase a car based on total price then your monthly payment should automatically fit your budget. If you have to play games to afford a monthly payment then you can’t afford a car.

[@markrichardson3566]

It’s all about control

[@tonymontana3742]

If you do not fully understand car deals, you should finance thru your own bank. Your bank can then go thru the deal and contract with you with no bologna sales person around. Also you can back out of the deal with the clause, must acquire acceptable financing. Do not give authorization for the dealer to run your credit.

[@alinatamashevich3354]

Kevin, talk about 4 square and how they never touch "Gods" corner on that sheet.

[@alinatamashevich3354]

Bottom line is they lock down the car price, it IS NOT in play, what is left? Down payment, and length of the loan. They move your numbers around, not theirs !!!

[@thepatriot9136]

Sad thing is. I’m a licensed contractor and not cheap also own a flooring cabinet and stone shop yet I’m compared to used car dealerships when I try to actually save them money in getting the better products and labor because I look at it like your house will always appreciate your car doesnt unless it a one of a kind super car Ugh

[@Oxios]

Well there are bad contractor stories out there, but at the end of the day the American consumer is not taught or expected to value the cost of parts or labor or business expenses. These are hidden from the customer most of the time but they really don't want to know on the first place. The consumer's job is to not pay full price for anything. They need to specifically only have enough information to justify their demand for lower prices. If you can't do what they want, you have to be bad, because *somebody* has to be the bad guy and it certainly can't be them.

[@markh.6687]

First lie: Homes do not ALWAYS appreciate. Second lie: Remodeling always raises the value. Some remodeling actually doesn't. Would you like to talk about my trade-in value on the old cabinets and flooring next?

[@TheWaterman1000]

At one Stealership I was at. The sales guy excuse himself to run to the bathroom got up and I told him here's some paper you'll need. Several customers started to laughing. He and the manager asked me to leave. Such egos.... A few other customers left also...

[@Dac54]

While you were at it, you could have also offered him a rope to tie around the toilet in case he fell into it. Seriously, the last time I was told the sales manager was in the bathroom, I did inquire as to whether he had fallen down into the toilet. That's my way of letting them know that they're wasting my time and I'm getting ready to depart the dealership if we don't have a deal in the next few minutes.

[@robo9876]

Y do we get charged to finance when you finance at the dealer but the bank just makes the interest.

[@coziii.1829]

What I hate they always show a car you don’t want

[@gwillis01]

I would shut that down ASAP I know what I want and I will not be changing my mind. I will never buy a truck when I walked in wanting to buy a sedan.

[@j.s.hutchens7623]

How much discount should we get on a left over stock new car after the new year models come out? Would this vary depending on if the model of car is mostly carried over or if it has been redesigned?

[@kevs2good133]

The only discount you’ll get is 5k above sticker instead of 10k

[@TheWaterman1000]

Something stinks in here??? Oh-Steve is talking.💩

[@winnepeterson6570]

These reaction videos are extremely helpful. Thank you!

[@rain73ful]

Good video, but it's a shame how people have to stay one or two steps ahead of these crooks because they won't do the right thing and sell cars honestly

[@Oxios]

Businesses don't operate honestly. They operate for self interest. Honesty is not in their self interest. Now if an individual chooses not to make above a certain profit threshold, cool. I support that. I'd patronize their business. But I don't expect it.

[@otismygotis3670]

Never trust anyone with separated glasses.

[@dennissvitak5475]

I told a salesman that I was NOT going to pay for any of the crap on the side sticker. His response? "YES YOU ARE." Heh heh..when I got done laughing, I stomped out.

[@lanmarknetworking3034]

LF video about contract "consideration" and not leaving the lot even after paperwork is finalized. #thehomeworkguy

[@johnlacroix1639]

WOW very interesting super kool ,1st class great info.,, AAAAAAAAAAA++++++++++++ again great video I liked it a lot ,keep up the great work.

[@moose354]

On your "the real keys" you forgot to mention the buying knowing how low an interest rate they can actually qualify for. The dealer is going to upsell sell you on the rate for a higher commission.

[@gwillis01]

The most obvious way to have a lower loan balance is to buy a car with a lower total price tag. You will pay off a $20K car faster than a $40 K car

[@IvyLeather13]

Everyone thinks they need a big SUV or pick up truck! I'd buy a 25k hatchback in a second or even a 25k crossover before I'd spend 35k+ on these enormous SUV's/trucks.

[@tonymontana3742]

@@IvyLeather13 A price correction will likely affect more expensive vehicles the most. Sell an expensive truck or suv now and take shelter in a small efficient used car.

[@Artecus]

Their mantra is consistently, “Give away the car, steal the trade, fcuk them in finance.” It is uncommon to find salespeople who think in contradiction to this mantra.

[@B_rad926]

Not every salesperson thinks that way. I've been at a family dealership selling for almost 16 years now. Don't put us all in the same shitty category.

[@Artecus]

@@B_rad926 Like I wrote above, it is uncommon, not it is impossible. You are in rarified air. Keep spreading your cause.

[@skidivr]

Price? Price? Price? Thats all I want to talk about.

[@KevinHunter]

Steve Richards avoids price like it's the plague

[@mkwaku]

Nailed it. That's all everyone should worry or bargain on (PRICE OF THE VEHICLE NOT MONTLY PAYMENT). You nailed it. Why is this scammer Steve still in business. He so doesn't care about the customer

[@markrichardson3566]

Bait & switch baby

[@mikekrause910]

Everything Steve is saying is correct. Kinda feels like you guys stretching a little on this one....

[@marcbollinger1116]

I don’t get why they are so hard on him all the time. Out of all the car salesmen I’ve ever dealt with, Steve isn’t exactly terrible. He’s a sales guy teaching how to sell.

[@bigdogpete43]

I always just say that maybe I should just buy a cheaper car. That always shuts them up.

[@KevinHunter]

It's always wise to buy a cheaper car. That's something the dealer doesn't like very much, but always true. It's quite interesting to see how they respond when you throw that truth bomb out on the table.

[@bigdogpete43]

@@KevinHunter Thanks for your channel Kevin. Great information.

[@markrichardson3566]

It’s a contract

[@markrichardson3566]

Tell me something I don’t know

[@lorinwiese3545]

8 to 10 thousand dollars down? Customer is at fault here that is more than enough to get a nice used vehicle for cash as in no payments.

[@RockinRobbins13]

It's always the things they DON'T talk about you should be paying attention to. Actually as soon as he begins his "customer education" you should say "Stop. Let's talk about the price of the car." Then make him an offer, preferably one he can't take.

[@spazzman90]

Correct. The quicker you can get to numbers, the quicker you can buy or move on with no hard feelings or wasted time. If you aren't ready to talk numbers when you walk in the door, you aren't ready to buy a car, simple.

[@mikegemmati8658]

SuperHighIntensityTraining (S.H.I.T.?)😁

[@KevinHunter]

You got it. We dish it out every show!

[@greggalletta8679]

Sorry Steve. It’s time to negotiate the price and fees.

[@timcooper62]

Have you seen Steve Richards try to convince a customer that the car payment is only a fraction of the amount the customer actually pays? He asks the customer what will you have when you write the last check on the car loan. The customer answers a title. Steve then asks how much will the car be worth? The customer answers. Steve then has him divide this amount by the number of monthly payments and subtract that from the payment. This is your savings component he proudly claims. What rubbish

[@KevinHunter]

He was smoking something very hot before he came up with that idea...lol

[@timcooper62]

@@KevinHunter I saw Steve on one of his videos that he learned it from a Harley Davidson salesman.

[@greyhoundude6112]

Richards is simply working the customer for cash. Richards doesn't care about whether or not the customer has negative equity. If he can extract $8000 (or $4000 or $2000) from the customer IMMEDIATELY, he scores an IMMEDIATE profit on the car....in cash. Yes, it is good to put as much down on the vehicle as you can, but make no mistake that Richards doesn't give a rat's ass about YOUR financial situation. He has TWO goals: Sell the vehicle at full gross and work the customer for as much cash as possible on the front end. He will then turn you over to F&I where you will be eaten alive. Also, regarding "monthly investment," all I can say is......LMFAO!

[@dadmezz4024]

HE EVEN IS TRYING TO CON HIS SALEMAN FROM HELPING THE CUSTOMER.

[@KevinHunter]

Yes he is. He's putting out the "Two Ways" customers can save money, and ignoring every other factor (of which there are many), and conning the sales staff just as much as they will attempt to con their customer.

[@markrichardson3566]

Just looking at him, I wouldn’t deal with him

[@michaeldoherty5423]

It looks like Steve gave the video a thumbs down.

[@KevinHunter]

Yep. He was here this morning. He loves us, just doesn't know how to show it. Lol...

[@joshaltepeter1052]

100%

[@bmorris8276]

That fast talking im sure gets over on the dipshit buyer but folks who KNOW and are naturally educated its a waste of time and im betting they are like me in thst the salesman don't even get a Chance to talk that crap😂

[@markrichardson3566]

Investment, cars are a $$$$$ pit

[@KevinHunter]

It's their favorite word to describe a rapidly depreciating purchase. If they use the investment word on me, l ask them to give me $20K to invest for them. I'll reduce it each year similar to the depreciation of a car until there's no value left... and then at the end, I'll let them know they made a "bad" investment.

[@wwejason]

Steve the "fuh-nance" Guy

[@trahuynh_usa]

Come man , buying car don’t have to be that complicated. Bs lesson

[@1970sRacing]

motortrend certified vehicle....what a joke

[@mkwaku]

How is Steve Richards still a motor trend sales expert. What a disgrace. Shameful

[@KevinHunter]

Motortrend doesn't mean much these days, that's how.

[@markrichardson3566]

Not this guy again

[@juliancarpenter9731]

As always you two are exposing how crooked Steve Richards is in his training and dealing making so call car deals that are one sided and only benefits the dealership. I’ll be able to spot this bullshit a mile away on my next car deal. 👍👍. Thanks for the updates and awesome videos!

[@markhazzard9730]

I am mystified, truly mystified, why this con man Steve Richards is putting these videos on You Tube. He is "cutting his own throat" to potential car buyers on how car salespersons operate.

[@KevinHunter]

Quite true. Meanwhile, we keep having fun sharing them with our viewers! Lol...

[@joeschmoe5107]

Richards is a typical sleazy car guy