What TO DO When Buying a Car TO TAKE CONTROL (Former Dealer Explains)

[@koreyp360]

I want to say and express how much of a amazing relationship you have with your father.. most people in this world will never experience this. Cherish these moments

[@TheRunkFam]

As someone who lost his father at age 17… this father son relationship is beautiful to watch. Hope my two year old son and I can have a relationship like this some day.

[@juliearuna9021]

I agree

[@metallicaguy123]

It makes me kind of jealous because me and my father are the completely opposite, especially since my mother died. He has lost himself in drugs, alcohol , and I can’t get along with him because of his hatred and anger bursts. It’s like I don’t even have any parents now. I agree though, you need to cherish it because you are so lucky to have that.

[@kevintakeda2829]

So true! Made me feel weird bc I don't have that relationship.

[@adangaytan1098]

Awesome father son relationship super jealous

[@debbiel2098]

My Husband and I always play 'Good Cop/Bad Cop'. We act like we disagree on everything so the salesman has to work harder to please both of us.....

[@ryanpennington3523]

We do this too, but it''s not an act I'm just a people pleaser/golden retriever and she's tough. It comes across organically lol.

[@michaelrobles6420]

thats a great play. thanks for that nugget of wisdom.

[@suzannecherniawski7268]

@@ryanpennington3523

[@Jillousa]

​@@ryanpennington3523and you found opportunities where this is an advantage!!

[@michaelsanders7484]

That’s hilarious actually

[@DaveBsellsChevy]

I love when clients come in and lead the way... As a salesperson I just follow their lead. As they realize I am not a threat to them, trust builds, their guard drops and both sides can have an honest conversation about vehicles and numbers.

[@scottr2706]

No, both sides will never have an honest conversation about numbers. If any sales person had a conversation with a customer about numbers which was not approved by the sales manager, the sales person would be in trouble. Also, just because a customer leads the way does not mean the customer has dropped their guard. It often means the customer understands what is going on, understands the sales person is merely a middle man, understands to not trust a sales person, and understands he or she controls the process.

[@mhauserman]

Sounds like a weak order taker..

[@DaveBsellsChevy]

@@mhauserman Would you like fries with that?

[@DaveBsellsChevy]

@@scottr2706 never say never... I have a pretty loyal client base that consistently comes back to me because we've built a trusting relationship over the years.

[@3blenders]

This is nice and it shows promise. But... you knew that "but" was coming ... no offence, the car industry is built on dishonest sales and presentation practices and processes through and through. Although a sales person might have honest intentions, honesty in car sales is an oxymoron. There are 'honest' factors; honest, or legally applicable transactions are processed, officially. But dishonest practices include and are not limited to selling brand new flood damaged cars, pre-damaged / accident involved cars (during test driving) - repaired without disclosure, and fee-gauging, coercion, and price-lying. The pressure to sell a car is "ON" at a customer's first visit, because if he walks out he most likely won't buy a car from you in most situations. I know there is a statistic which I don't remember. I also fall into a 'no-sale' statistic because I have bought many cars and the dealers unfortunately know me now. Dealerships often talk with other dealerships about customers. While nobody officially kicks you out and shows you the "LIST" you are on, they do play organized tricks, schemes, and even pranks on you. Well, for sure not everybody. But I have experienced it enough to be able to say, at least it happened to me. I am SOOOO Black Listed because of taking control. Once they notice me taking control, the dealers walk. Is that dishonest? For sure, not, but it is their right, although it is bad enough to be subjected to all their organized games, schemes, pranks, and mocking when you are looking for a deal. And looking for a deal is the American way. "So are you just asking questions or are you actually going to buy a car"... I have been told that many times and that is just very rude and unfair. It is not dishonest, but it falls into 'bad' sales practice.

[@rembo183]

“Out the door number”…. is greatest tactic for controlling dealer bullshit

[@Gremlin87]

I have had to walk out of dealerships because they refused to stop talking payments.

[@jerrylundegaard2592]

They will still BS. They will just try to hide the BS in the out the door price. At a car dealer vigilance is always a car buyer's best friend.

[@ligafftheindifferent3495]

@@jerrylundegaard2592 If you talk out the door or total price plus tax title reg, you really cannot go wrong. Get the total price BEFORE you say a single word about financing. I had one agree to price plus TTR and then they gave me a contract that had the wrong numbers (in their favor). Once I figured this out (it was a pain) they reworked it and still tried to tack on a doc fee of $500. I refused this and they (finally) gave me what I agreed upon. If this happens again, I will ask them to give me $100 cash or I walk. This is, in effect, a fine for trying to stick a broomstick up my out door.

[@Nakelp86]

I tied to get OTD price by email from few dealers in my area, and all excitement for initially contacting me vanished with no replay. How can you be nice??

[@DeltaCharlie27]

I prefer “off the lot” with floor mats lol

[@C1rcle1]

Practice these skills in advance at several dealers. It builds confidence before you need to do the real thing. CONTROL is not easy when you're up against sales people who do it all the time.

[@bindingcurve]

When I go car shopping, I feal sorry about the first few dealers becouse I'm not buying unless they are crying. :)

[@ntwalipat2]

When all of this doesn’t matter if you know you aren’t buying the car and are just gathering the info! No matter how in control they are, they wouldn’t be able to sell you the car if you already know a couple of dealerships that are selling the same car at a much lower price!

[@Alpha_7227]

You have to remember to watch your body language as well, to be composed and think critically as if almost you are buying the car for someone else.

[@LindseyObrooke]

@@bindingcurve 😂😂😂😂

[@wildestcowboy2668]

All of that sounds good but if u want the auto you simply make an offer. If they expect it write them a check, if they don't you get into your trx and leave!

[@viviandibrell849]

As a 73 year-old woman who will be buying a car in the next six months, these videos are extremely helpful as I have real trepidation about buying a car and getting screwed over. I want to walk in there and take charge and I am studying with you guys on how to do that. Thank you ….a million thank yous!

[@backyardponderings2507]

Your power is you can walk away.at anytime .. and NEVER get rushed sign now this one time offer to get this "special"" ...don't be afraid to say I don' t like or agree with this fee, example the security window etching $350. a thief doesn't care ; )

[@mrc2165]

Hint... don't go in there at all until you have an OTD price in writing. The salespeople do this dozens of times a month. We do it a few times in our lives. It's like trying to beat an experienced chess player as a novice player. They will most likely win. But when you deal from your home, through text, phone calls or email, the ball is in your court, not theirs. Use TrueCar to find out the range of prices for the car you want in your area, and/or use these guys for invoice and start from there. At the dealer they will start from msrp or higher and work down. You want to start at invoice and work up.

[@louisek9654]

Do some tips on women buying & older seniors buying cars/trucks !! I really appreciate this video !!

[@luciem4562]

I bought a car two days ago. I didn’t know what I was doing but thankfully neither did my salesman. He was a very nice, 19 year old man that did not try to trick me. His managers on the other hand were master manipulators.

[@Bulletcore]

Congratulation. What did you get?

[@luciem4562]

@@Bulletcore 2019 Nissan Sentra S, 7000 miles

[@Bulletcore]

@@luciem4562 very nice car. 👌

[@Tropmouche4]

The paperwork will tell if you got “tricker” or not

[@lindap.p.1337]

Typical but soooo unnecessary!

[@chameleonquest]

ugh, drives me crazy that I have to rehearse for an audition. I just want to buy a car, and here I am studying hand gestures.

[@larryro]

I agree. I too wish the car buying process was easier, fair and transparent. But unfortunately it is not. Knowledge is power.

[@bourbon.36]

@@larryro Considering buying a car is your second largest investment, it definitely needs to be transparent. I’ve learned so much from ppl on KZbin and TikTok. I had no idea dealers are allowed to mark up the interest rate, to get you comfortable with a payment, and then can lower the interest to sneak in other expenses such as warranties. If buying a house can be transparent, then buying a car needs to be.

[@byranttaylor1535]

Lol...

[@crazycdn8327]

@@bourbon.36 It's not an investment. It's a depreciating asset and calling it an asset is a disservice to actual assets. It is your second largest expenditure though absolutely. And all the BS they try and sneak in, I agree. It needs to be a lot more transparent and honest. I worked at a car lot (washing cars and helping in the shop when I was teenager) and the way the sales people talked about customers was disgusting. Calling them lairs and cheats. And here I am talking to the finance officer (we were pretty friendly) and he's telling me all the stuff he hates about his job. Padding the loans, selling crap people don't need and might void the actual warranty from the manufacturer just to increase sales, etc.

[@angelachanelhuang1651]

Ask for help. Car dealerships is not meant to be scary

[@Icanchange1200]

I love the fact father and son are able to do this don't take for granted the time we have together on this earth.. great video ty

[@virginiaashmore8643]

This really let me see all the mistakes I’ve made in the past. By seeing myself in the roll play you’ve shown me how to course correct. Thank you!

[@yourfavoriteshiba7645]

Recently had a talk with my dad about some buying tips (he has a knack for negotiating). There was the usual don't get or give any numbers till afterward, be determined in what you want (i.e. taking control), etc. The one thing that really stood out to me is that, while staying polite, don't let the salesperson try to be all buddy buddy with you and lower your defenses. Being a CT technologist, I was like "Oh, so treat them like I would any of my patients when I first meet them." He laughed and agreed. So be polite, but also don't take any shit either. If they wanna act up (a.k.a. jerk you around), end it right then and there.

[@machtnichtsseimann]

Good advice. Another way of looking at it is: Don't go out seriously shopping for a car if you don't feel good, deeply depressed, very lonely, i.e. vulnerable to being taken advantage of. If you are already assertive and not easily taken advantage of, then this doesn't apply to you. But, my hunch is that many, many individuals live in a powerless state-of-mind where they don't want to put in the work to be educated, learn street-smarts, rather, they naively insist on the world being a place of trustworthiness and truth. Until...you cross a deceitful car lot where it's primarily about making as much money off of you as possible. Which is why it is of utmost importance to retain the power of your purse. It is your money. For anyone to act like it is their money, just a matter of getting it from you, is what you gotta look out for and head off proactively. Like the OP astutely pointed out, be cautious of the salesman acting suddenly like they are your buddy ( Honestly, they don't know you, why so trusting? ) or ganging up on you with others in Sales & Finance even to the point of subtly shaming you for being "dumb", basically, if you don't purchase their vehicle. Is it truly worth the disrespect and back-door thievery? Who cares if they don't "like" you for standing your ground. Walk in the power of who you are. If you don't know that power, learn it. Do the work. You are worth it.

[@CS-jr6ux]

This is BY FAR the best channel I've found on buying a car. I still have to look over their site, but I'm really impressed w/ all of the helpful information they put out there and they do it in a "scenario" way that allows you to see how it could play out. Way more helpful than just spitting out facts, plus, they keep it entertaining. Great job.

[@quilasanders7353]

Love this channel. Please consider a role play with female buyers. I recently went to a dealer to fact find on a car. The sales person spoke with me for about 30 second turned to my son and proceeded to ignore me. I left.

[@desertfish6239]

They always turn to my husband.

[@debbied8525]

Had the same experience when I was there with my former husband. Even with his telling the guy "You need to talk to her, she is the one buying the car with her money". The salesperson continued to only speak to my former husband. I walked out of the dealership so angry.

[@jeffw1246]

I told a dealer I was just looking and going to look at other dealer too. After an hour of hard pushing with 3 guys trying to get me buy a car with the " what would it take to get you buy this car today?" I told them you could just "give" me the keys lol. They were obviouslymad I didn'tcave to the pressure. I also reminded them that I was honest with them right up front just looking. Wouldn'tbuy anything from them or any dealer with high pressure tactics.

[@quitman977]

I've learned so much from your tactics and wise countermeasures of hard sell techniques that I feel much more at ease going into a dealership. But I would like to know when ( and if) do you finally broach the subject of a trade -in into the script? It's nice to know that with your tutorials ,even as a 78 year old....I can still learn new a new approach that saves money! Great job guys. Love the rapor of a farther /son relationship

[@michaelkoelsch146]

​@@quitman977as a salesperson, id recommend actually getting paper offers for CarMax and going in to the dealer with a real paper offer. As a salesperson I don't get paid off trades and most don't unless they hold on your trade. If we're overpaying for your trade and it's a pain its not worth a salespersons time or beneficial in any way to negotiate it. They're trained to take it away. Meaning just telling you to sell it somewhere else.

[@gabrielagabyrodriguez72]

Im studying your videos religiously! Thank you for this insight. As the head of household my money can make us or break us so you are saving my family ❤️

[@artfromcalifornia104]

Reality is, brand new car coast as it is you see it for yourself, and if ok with it add a sale tax to that price, which would be finance late. But you credit score is the ball game for the rest of deal financing you. And remember down payment mean nothing, regardless how much you bring, $1000 will get $20 on your payment, ain’t forth it to give it away money to them, keep you money to yourself, you can use as your first monthly payments later. Hope it helpful info for you as well.

[@foxybandmom]

OMG so am I I am so glad I found these guys, #LOVETHEM

[@porchswing401]

Geri here- Ray and Zach great information! I do think it’s different when a woman tries to negotiate a deal vs a man. Would you please do a segment with pointers when women purchase a vehicle? It would be so helpful. Thanks for being there for us!

[@kylerider7125]

I just bought a new car a few days ago and the process this time around was really wonderful. The dealership was top notch. Never made me feel pressured or tried to confuse me

[@JustinCase-my5vc]

send location

[@daveandy7060]

Very accurate role playing. I just went thru the sales pressure gamut on Sat. The only thing that backed the finance guy off was my math. The more pressure he applied, the more I subtracted from what I was willing to pay. Finally, he realized and gave up. Great video, and spot on.

[@davidp2888]

The hand-holding bit...solid gold! I've been through a few car negotiations in my day, and I shudder to think about the next time I have to do it. I think I'm better off using the email templates and getting all the details done through email, then once the deal is set I can go in, sign docs and drive home in my new car. In person negotiating is intimidating if I don't feel 100% confident. Your videos help me get there.

[@Yette]

My experience is many dealerships don't reply to these template emails or just ask when do you want to make an appointment. Many dealerships are not playing that game.

[@Dr.KennethNoisewater]

I’ve had great luck calling and asking for a video walk around of the car. Then say I will email them an offer. I don’t use a “template”. I just think through the logistics and clearly write it out. I offer immediate $500 down with acceptance my offer that is contingent on a test drive. I set it up so all I have to do is sign when I show up. Usually in and out in 45min. Nothing worse than 4hrs at a dealer trying to buy a car. I leave the financing up to them. If they try rip me off on financing I just pay it off in full when the first bill comes. The price is always negotiable no matter what they tell you. Always

[@RDub4433]

I have been negotiating all wrong. I have been trying to negotiate payment but all I really need is the out the door price. So helpful. Thank you!

[@davidspin5353]

I sold cars and I buy cars (personal use of course), great video. Letting the sale's person know who's in charge thru out the process is king.

[@pamelah6431]

I appreciate this content, but I resent the fact that we have to learn about how to prevent being manipulated every time we want to make a purchase. These car guys get turned into professional con-men and there's nothing preventing that besides a very well-trained buyer. That is nuts.

[@wesidk5662]

@@Ken-sd4uv 100% we usually have a set price for everything and you really won't normally get a ton negotiating

[@highq9039]

@@Ken-sd4uv Respectfully….. your stance is bullshit. Because if it was all good business this channel wouldn’t exist. You might be an honest car sales man but not all of them are honest and are trying to get every customer the best deal and biggest bang for their buck. Dealers will try and get over regardless of the year on your calendar.

[@kokesjohn]

@@Ken-sd4uv After 6 years I notice you have built up a HUGE ego.

[@eugeniobrianti8755]

@@Ken-sd4uv may I interest you in a ceramic coating for an additional $500?

[@Alexander_MD]

@@Ken-sd4uv right and all the BS add-ons like $300 extra because the tires have nitrogen. Dealerships milk you for total bs.

[@tthaas]

YES! Please film and analyze the other parts of the process!

[@manojamin6094]

Give me joy watching the bond between father and son…❤

[@hosrow]

This is the best video you have done, in my mind. Thank you so much for creating cost valuable content. Car buying is always high stress and at the end of it one always feels they were screwed somehow!

[@midnightfury4584]

These videos are slowly, but surely helping me get out of my emotional car buying. Thanks guys!

[@grumpyoldphart7325]

About 5 new car purchases ago I started using a “timer” when I started negotiating the price. I whip out my iPhone start a 60 minute timer and tell them if we haven’t reached a deal I am walking, the expression on the salesperson is epic. Invariably the sales manager comes to the desk. On one occasion (VW Jetta for my grandson) the clock had run out and I said we were leaving. I guess the actual dealer owner overheard what was happening and followed me out, as soon as I was outside I started dialing another dealer verifying they had a the car in stock. The owner tapped me on the shoulder and said come back in and he would meet my price.

[@3blenders]

Try that with a Toyota Dealer. Nissan and VW cars are easy to get deals on. Try a Toyota next time. You have a fun tactic. I will try that next time. It is such a pain to buy a car and trying to control the transaction.

[@PeteNice29]

The key with every interaction as a buyer is, you can’t want something too much. That goes for TV, appliances and cars.

[@matthewcopeland6039]

Would love to see the negotiation process. Along with a trade in with negative equity. Love y’all’s videos

[@sweetmace8574]

THIS PLEASE!!

[@bettysmith4527]

If you have negative equity, don't roll it into a new loan, instead work in improving your finances and paying off the current vehicle!

[@MadisonFalcoFoods]

I agree with Betty, never roll! Pay enough on it so you can get it appraised when it’s about even and have someone buy it. Then get a different vehicle. Trade in sucks either way imo

[@keltecdan]

@@MadisonFalcoFoods Yes absolutely because the dealer always gets their cut out of it.

[@CuriousOldMan]

I’ve seen several of your videos over the weeks but it really struck me today. Just got through- literally yesterday- helping my 88 year old father lease a car (it made sense for him though typically leases don’t). It was actually my first lease also. Working the numbers on leases is a lot trickier but the one thing I learned (even before watching this video) is always being in control. Strangely the sales manager handled the entire negotiation and he was throwing numbers left in right in an effort to obfuscate. Pretty obvious actually. I could tell my father was getting overwhelmed so I stopped the discussion completely and said “you’re not answering my questions. I don’t know whether it is deliberate or you didn’t hear them because you wanted to get your comments out. But we are going to stop right now and I will ask my questions one by one. I can even write them down if it would help you to remember (admittedly snarky and super passive aggressive).” He looked like I had slapped him in the face but- to his credit- he shut up and let me ask my questions in an order that made sense. Entire discussion/process turn from that moment and he was actually fairly responsive. In closing...Love love love the fact that you guys are so close and obviously enjoy working/ taking with each other.

[@zerokool14ss61]

Got kicked out of a dealership here in Utah because they wouldn't provide otd price, and told me unless I commit to buying from him they won't provide me any information. The pricing online was 51k they quoted me 60k then 69k then called after kicking me out, and quoted 70k. Won't ever buy from people like this.

[@trippplefive]

sounds like you dodged a bullet

[@johnsales710]

I’m thinking about buying a car in the near future. I feel very prepared because of you guys!

[@treyb387]

I love the duo and humor between you guys while educating us about buying cars. It's awesome.

[@CrazyManAI]

I can tell you what not to do....my wife test drove a car, and after getting back from the drive said to me "I want this car", Then with a huge grin, the salesperson said "Let's go inside and talk numbers." In the end it I was happy. That was the first of four cars I've purchased from them over the years.

[@dlgrayskibum]

When I bought my first Subaru in 2012, I had heard that Subaru dealerships sold cars differently than some of the other car makes, and there was a price and that was the price, no negotiation like others. Well, I probably got taken for a ride and paid more than I needed to each time I have bought a new ride at a dealership. Now that I've been watching several of your videos like this one where you happen to include Subaru in your scenario, I was thinking of both of my new Subaru car purchases and how I really didn't have any control, because I lacked the knowledge I needed to give me more control of the buying process. I have learned a lot from you guys, and it certainly will be valuable going forward with my next vehicle purchase. Thanks!

[@btan4209]

Number 1 rule. It’s my money, you want it, you work for it. A deal that I can’t walk away from. Nothing less. End of game

[@CC_Marauder]

Lol I just told the Honda dealership salesman last Monday (3.17.21), AFTER we started talking numbers, "we were not going to buy a car today, he was going to sell me a car within our aforementioned parameters." He was taken back by my statement, recovered and realized, I was not mincing words one iota.

[@dannyboyd1299]

And ignore the salesman of the week , they make ZERO decisions....ZERO....the sales person on staff is one notch above the guy washing the cars

[@2cuteNmyGT]

@@dannyboyd1299 exactly

[@mhauserman]

@@dannyboyd1299 😂😂😂

[@rustyshackleford5269]

Everytime about you two is amazing. You're genuinely having fun and educating people. I wish I would have had a relationship like yours with my Dad. Treasure these moments!

[@dreaa88]

Can I pay you to pretend to be my dad and you do all the talking for me at the dealer?😂

[@rustyshackleford5269]

That's a good side hustle for him!😂

[@stephensmith6790]

When a sales man asked me "you like the way the car drove didn't you" my response is always "well all new cars drive great don't they"

[@derekcoxii2771]

That’s a great response 😂

[@frankf8039]

They all drive great yes but that doesn’t mean it’s what your looking for..

[@willsu21]

Oh I love the way it drives. (I can feed them bs just as good as they can) Then thanks. See you. Text the numbers later then proceed or give up and move on.

[@John-CLT]

These videos are great. I appreciate the role play style. What would be helpful are do’s and don’ts in a checklist format for each part of the process including the approach to the salesperson, test drive, after the test drive, negotiating power phrases, and all the way through the F&I process. Also, how to do all of this whether you’re planning to purchase or to lease. Those are services I would find valuable! You guys are awesome together. I can tell you’re truly having fun running a business together!

[@matthewmcdonald9107]

I really love your content, gentlemen. Former salesman and car flipper, and ebay seller. I always like to keep my skills sharp, and watching your videos I am learning and reviewing to keep that shark mentality 🦈. God be with you both.

[@MikeJordanUnCamplicated]

The role playing are your best videos yet. I like the role play, just to see the game thats being played. Its like the football player watching film of the competition. When you understand their moves, you can understand how to counter them, to stay focused on your game, and not get sucked into their game

[@rubenalvarez6830]

You guys are doing a great job educating the consumer on what a person can negotiate on the car!!

[@vischo]

Excellent work guys! That role play idea is brilliant. Now, a question; how do you negotiate with a seller when they don't have stock? That's what's happening now, they don't have cars, or they don't have the trim you're after, they're selling really overpriced cars, they're only receiving reserves, and on top of that they have lots and lots of buyers interested in paying anything. How do you negotiate in a situation as adverse as this? I know, it's not the best time to buy or negotiate, but I guess we all can learn a thing or two and do better, after all there are people that really need to buy now.

[@TheGenerationX894]

You can't negotiate that, just wait to buy, or go to a larger market area and see if you can find what you want on a volume based dealer lot. They have to have a ton of inventory or you're getting screwed.

[@vischo]

@@chrisa.515 in my country there's a strange thing happening. Used cars are now more expensive than new ones, about 10-20% more expensive. For a new car of any brand you must pay a reservation, no guarantee that the price will stay the same, and be added up a waiting list which can take from 6 months to no ETA to wait for your new car. On the other hand, the used car will be in your hands as soon as you pay. Many people are paying overpriced cars, 10-20% more expensive than new, for an used car. How beautiful is that

[@KaylaWilliams-hl5nx]

Your best bet is to find a dealer that has what you want or close to it. (Many people have had to settle unfortunately) If you’re worried about value consider leasing a new one and after a few years see how the market is and decide if you want to stick with it or not. As far as negotiating goes, once you find something make a reasonable offer as it’s true that there are markups and ways to make more money because of the shortage however a reasonable offer considering used cars are also expensive if not the same as a new one you should be able to get some sort of deal. It’s all about building a relationship with your salesperson and dealership to the point they’ll want to help you out the best they can!

[@mememomo7232]

This is the best father and son ever

[@FunksIncKeys]

Love you guys!! Thanks for you videos. I sent you an email about my car purchase. 2 months ago when I started looking, I was very nervous and positive I was going to get ripped off. I went into my local dealer and got exactly what I wanted, for the exact price I wanted. I got the right money on my trade and I got the buy rate !!! I saved about $7,500 on a 2020 Civic Touring, plus what I saved in my rate. (I went in with my own financing @ 3.25% and left with 2.66%

[@larryro]

Great job

[@FunksIncKeys]

@@larryro Thanks bro, I'm over the moon right now

[@danwilliams6947]

Excellent! Love your father/son relationship, and the very useful help in how to swim with the sharks! More, please!

[@IIG_indinsgroup]

Great videos guys. I loved the car business and enjoyed working with customers during that time. It’s great to see tutorials on how to maximize the dealership experience. I would definitely try to tap into the behind the scenes of car salesman more by picking the brains of veterans of the business. Anyone who put in 20+ years will shed light on one fact… Regardless of how prepared the customer is, the average customer buys a car once every 4-5 years. Professional salespeople do this 4-5 times a day every day.

[@kenhoward3512]

"...maximize the dealership experience." That's the funniest line I've read today. Spending any time at all, as a customer, with the vampires who work at car dealerships is not something I desire to "maximize" in any way (except for my speed upon leaving).

[@dgmus2281]

Seeing this video 9 months later, and then seeing your current content - you guys have really taken off!!! Keep up the great work. Going to a Honda dealership tomorrow and plan to use everything I’ve learned from Deal School and all the other resources you’ve created. Thank you!!!

[@n2golf989]

Great content!!! Keep playing these because it gives us things to expect at the dealer.

[@martinkuliza]

Well , You can just bypass everything BY NOT GOING TO THE DEALER IN THE FIRST PLACE Here's a tip The simple fact that you walk into the yard of the dealership and say " Hi " Instantly tells the salesman "THIS PERSON DOESN'T KNOW WHAT THEY ARE DOING" see.. if you did know you wouldn't be there The fact that you are saying (and i say this respectfully, ok , and to teach you ) the fact that you are saying "it gives us things to expect at the dealer" Shows you don't know what your'e doing and You're going to return to a dealer when you need to buy a car that's incorrect and pretty stupid (and that's the truth) Salesmen are professional they hear the same bullshit and the same stories EVERY SINGLE DAY , Multiple Times a day They have a rebutle for absolutely anything you can say to them and you are fighting against a superior opponent (so to speak) You basically don't have a chance I mean, What ??? You watch a few you tube videos and you think your'e ready No mate You know how we do it in the sales game 1. You learn the sales process A Process that literally means , if you follow the steps it absolutely leads to a sale. You need to learn each step and what it means and the purpose of the step and the desired outcome of each step 2. you then put this into practice on each client 3. You are put under pressure with the threat of your job and you need to sell 13 Cars a month, Which equates to approx. 3 a day with an extra one at some point You as a normal person or customer HAVE NEVER BEEN PUT UNDER THAT PRESSURE, therefore your sales skills don't mean diddly squat and YOU THINK YOU'RE READY TO WALK IN AND TAKE CONTROL OF THE SALESMAN........... don't be silly You need to understand that pussy salesman do not last and if they fail to sell 13 on even 1 month......JOB GONE he is going to home to his wife with his head hanging low and saying "Honey, i fucked up, i sold 12 cars this month so they gave me the sack, now we can't pay the bills and feed ourselves" then she'll tell him off and maybe leave him You need to understand the pressure that is involved and motivation to hone those skills Try it sometime, Get a job in a car yard for 3 months... i dare you . You'll understand No mate, If your'e trying to win a fight, you don't pick the toughest guy to fight you pick the weakest prick you can find and that's.... PRIVATE BUYERS or AUCTION see at Auction, they don't give a fuck, they just want it gone At Auction, you can have a $30,000 that was under finance, someone failed on the payments, the car is owing $5,000 because the bloke paid $25000 already and now lost his job You can literally get the car for $5k to $6k and Private buyers, Well, Learn what you learn here and then approach a private buyer and play the game, I PROMISE YOU IT'S MUCH EASIER And you'll get a better deal Just remember this , When a person says "Oh no, i can't go any lower than.... whatever" THAT'S BULLSHIT, it always is Not because they are lying to you, but because, 1. They want to sell it 2. You want to buy it 3. You just need to appeal to their greed and motivate them with cash 4. also make them feel as if you are completely fucking broke and you absolutely cannot afford $100 more but you are going to ask your mate who is also broke to lend you $100 IF ONLY THE GUY WILL DO THE DEAL FOR THE PRICE YOU ASK I can tell you shit loads of stories, but here is one a few years back toyota Echo it was a 5 year old car, Good condition He wan'ts $13,000 a bit of negotiation he comes down to $11,000 says he cannot go any lower otherwise his wife will shoot him I ended up buying that car for $5,500 and there you have now Same car in a dealership, MAYBE $10,000 lowest price see the difference Never walk into a dealership IT SHOWS THAT YOU DON'T KNOW WHAT YOUR'E DOING

[@FreckleFinance]

I've been learning about proper boundaires and honestly the skills here are the same. You hold your boundaries and don't let what anyone says go against what your wishes are.

[@michaeld2662]

Rule number one I think is: Do not fall in love with the new shiny object. There are many like it. It is only a car. Love the vids.

[@antiqueexcavator9403]

Nothing better than working with your kid! I had the opportunity for a short time and loved every minute!

[@robertdebruin3653]

Would love to see more of these role-play videos!!! Could we please have a "numbers talk" role play? How do you stay in control while talking the numbers and how do you properly ask to see invoices etc. Please keep it up! Love these role-plays!!!!!!!

[@forgotmylogininfo]

Check out Kevin Hunter on KZbin. The Homework guy has great videos on this.

[@RelicFlyer]

I Agree with"'forgotmylogininfo". Kevin Hunter (The Homework Guy) is awesome too. Excellent role playing.....a whole different style of valuable information presentation and entertainment but both YAA and THG are excellent!

[@samwilson5912]

@@RelicFlyer Try "Please let me see the invoice". Salesmen use subtle forms of intimidation to get you to pay more. But recall you have what they want and they know it...the brand or make or model or color of the car is available at any dealer that sells them.

[@RelicFlyer]

@@samwilson5912 Yes sir....I had the dealer invoice for the exact VIN / vehicle I was purchasing. I was about $200 under (invoice + hb) until I paid the doc fee. I think I ended up about $200 under (just invoice) when all is said and done. Definitely money on the table....other dealerships would meet their OTD offer, but nobody would beat it.

[@2004cyrus]

Most of their invoices are bogus

[@BigGuyReviews]

Such a good relationship y’all have. Cherish ur time together. Love it.

[@oklahomalane]

Last time I went to a dealer I already knew what I wanted and was ready to buy, though they didn’t know. Salesperson was cocky and pushy, which was a turn-off for me as a buyer. Made me very uncomfortable. Can you request another salesperson when there’s no chemistry? I did NOT want that individual to get a commission from me so I walked out.

[@railenealbright229]

You can. I've done it plenty of times. When asked to speak with someone else and they asked why and I just said I don't think we are giving.

[@railenealbright229]

Vibing

[@lindap.p.1337]

GREAT question. Who is going to buy from an a hole? Not me. I would just leave, even if I wanted his car.

[@randomdaveUK]

You did well. I know someone who walked into a showroom wearing a t-shirt and jeans and the sales person have him a terrible time (was a merc dealer I think) so he asked for a different sales person and bought a car outright. £60k+ Making it very clear the other salesperson was NOT getting any of his money

[@jmanf223]

Yes absolutely you can request to work with someone else

[@mikeross111]

This is great. I worked at a car dealership for almost 6 years. My Step-Dad owned it, I got to see how crazy everything really is. The service department is where the craziness hits all time levels....

[@JasonEmerson711]

Would love to hear stories lol

[@waxologiellc3385]

You two are so sweet and I really appreciate your videos! This one is amazing with the role playing. Would love to see a negative equity trade deal and a lease deal.

[@jamesr8191]

Thank you for your videos. I followed your steps when i went to the dealership yesterday and got a great deal on my new purchase. The dealer was respectful when I told him I didn't want to talk about monthly payments or trade-ins before establishing an out the door price. Wven the finance officer didn't try to sell products I didn't want.

[@timk7073]

The role-playing is definitely good and informative. Awesome job!

[@4000mack]

Just the best father son vibe, I love these guys.

[@ammooth1592]

I do 💯. I wish I had him as a father, when it comes 2 🚗 knowledge.

[@PizzaProphet]

It's just nice seeing a father and son have fun!

[@charmer76]

I am thinking about buying a new car in the next 3 months, Thanks for the tips. Also, great chemistry between you two.

[@ScottALaFollette]

It doesn’t matter that I’m a subscriber, what does matter is listening to and learning from this father and son banter. ✨ Here within holds a mutual respect of father and son. 🌟 Thanks for the advice fellas. 💡

[@richardvarnold6245]

When you tell the salesperson, 'I'm financing through my credit union.' Isn't that the same as saying I'm paying cash? Years ago, I was serious about buying a Honda Civic until I got in an argument with the sales manager because he insisted that I should use their financing. I walked. I felt so sorry for the young sales lady who seemed very honest and sincere.

[@jimmccormick6091]

just went through that last week.

[@IAMjulesATX]

Yall are so helpful! I’m leasing a car and it clicked that I don’t want to talk monthly payment - I want the best OUT THE DOOR price above anything else. I am in control. ❤

[@chelseabarron2546]

I just want to say I'm autistic and buying my first used car this weekend this channel has Been Extremely helpful.

[@LarryZamba]

I’ve been following Your Auto Advocates on KZbin for about a year now. Using YAA techniques, I just went in with my daughter and bought a used Chevy Spark from these liars at a dealership in Antioch, IL. They supposedly wouldn’t budge on the price because “you’ve seen how the market is.” But because we knew all of their tricks in advance this was easy for us to come out ahead. After they gave us our price, eliminated the $600 “paint chip and dent protection package” they conveniently wrote in, they took us to another room. This guy was hilarious. This was the rust proofing guy, who showed us pictures of rotting under carriages cars that didn’t use their rust proofing. He told us that “by law we have to inform you your car is required in the state of Wisconsin and Illinois to get rust proofing.” We could get that for another $600 which was a lie and we of course decided to be scoff laws and reject that. We were them ushered into the next room to meet the final liar, the Finance Manager. The FM thought he could rip her off with 9% interest in the financing on the car, even though my daughter put 50% down on and she had a 750 credit score. He also tried for a long time to scam her on an extended warranty and maintenance package for another $3000. We rejected that. The best part of it is my daughter paid off the loan a week later, and the money was taken away from the dealership, Finance manager and sales person right away.

[@luzejo28]

This is awesome! Thank you guys for everything that you do. ❤

[@mamachicken1548]

I love the role playing. Your dad cracks me up!!

[@VWGeek8]

You two are so fun to watch together 🤓 As always, excellent content! Thanks again guys!

[@markmitchell48]

"If you want to sell this car as bad as I want to buy it, we might make a deal. "

[@3blenders]

LOL. yes, that is ideal, except when you drive by the dealership that has normally 300 cars on their lot, except right now, there are only 50.

[@J10-f4s]

@@3blenders exactly 😫

[@colinratner5504]

You guys are great and I love the father/son interaction.

[@rickpharris5634]

Your information provided is so valuable. The best part is the fun you have together. Makes me want to go negotiate buying a car tonight. I always love the challenge with the sales folks!

[@nocigar7730]

follow this up with roleplay w/ a desk manager and in the FI office - good content!

[@NattyGymBro]

My sister who knows absolutely nothing about buying cars, but is as frugal as can be and has the 850 credit score to show for it did it best. She just kept saying no to everything offered by the F&I guy until he caved. I wasn't even buying and was just there to give her emotional support and I wanted to cave 😅

[@nocigar7730]

@@NattyGymBro The only car I ever financed was 4 years ago. I got skinned alive by the f&I guy. 3k of backend on on 10k car. -_-Totally my fault, but it's a lesson I only had to learn once!

[@montyv9801]

@@nocigar7730 holy

[@blucaller1]

My final request (even with a good deal) is to ask the salesperson to ask the manager to lower it further. If they say no...walk....and drive away. Sometimes they call back and offer an even better deal...sometimes they don’t. Still worth a try. I did this “after” the sales person typed up most of “my” information.

[@ianhillman4007]

You two are great. I'm an old F&I guy from the 80's your Dad is spot on. I'm glad you are informing the public as they so desperately need this information. My favorite line from a movie is " You hate it now... But wait till you drive it. " Guess the movie guys. 🤣🤣🤣

[@CarEdge]

Ian, I'm guessing the movie Used Cars. All the best, Ray

[@cheetahb5]

@@CarEdgeNope, National Lampoon’s Vacation

[@marvinr7930]

it was the hand holding for me.. LOL Love it!

[@serjie1]

Mega props on your videos. I've been checking out vehicle reviews lately and stumbled across your channel. I've been binge watching your content and thoroughly enjoying it. The insight you're providing from your knowledge of the business is priceless to me the consumer. Just implementing a good portion of the techniques you share will put me at a great advantage over a shopper without similar insight. I've made some of the mistakes you've shared multiple times. I think it's cool that your father and son too. Great job!

[@davids6898]

So helpful! I’ve been pre-approved by my credit union so I know what my monthlies will be given the amount I have to put down so talking the numbers really is a waste. And I know what I want the OTD to be based on that. If it’s too high then I want an older model or trim or maybe even a different model. They will get a sell regardless.

[@auxil47]

More video's guys, they make me feel empowered indeed and thanks so much for getting us into shape.

[@BronxGirl3]

Great video! Thanks Ray and Zach. Please do more of these role playing videos. I'd particularly like to hear how you think a single woman could best handle these situations. In my experience, the dynamics are quite different for a female buyer on her own as opposed to a male buyer.

[@rulabo8834]

Set your price, be it total, or monthly, and be prepared to walk away. I’ve had a salesman say to me, ‘Well, your credit score tells me you can do a higher payment. To which i replied, And?!? i had taken the car home for he weekend and its the car i drove there in. i said, Can i borrow a phone? I have yo call my Dad. (Which he thought was gonna call for advice from my Dad, so he put me in the empty off next to his, so he could eavesdrop.) so when i said, Dad can you come get me, the salesman is playing games with me... He barged in and said, Ok, give me one more chance!. THEN... he played fair with me. But not til i was willing to walk away. He later said, thats why we don’t like dealing with women... because they, generally, do the budget and the know EXACTLY what they are working with regarding money. Thanks, guys... awesome job!

[@rulabo8834]

Be willing to walk away. There are car sales places in every corner. If YOU don’t like the way you are treated at one... stand ip... shake his hand and say thank you for your time.... odds are, he’ll chase you to the parking lot (IF you even get that far)... and he’ll come back with an appropriate offer this next time. Sometimes its the ‘reset’ they need... to make’em act right. But you must be willing to walk away.

[@brickvideo]

I was watching this in preparation for going to a dealership in Toms River and you blew my mind.

[@e.rivera4251]

No matter what you do, know that you will be ripped off at any car dealer...new or used. That is the business for car buying and selling. You can watch all the videos, go to any car gurus or read all the books on negotiation......at the end of the day YOU WILL PAY or you will walk off..dealers does not need you....you need the dealer.

[@karlv2876]

There’s always another dealer another car ….. just walk away .

[@chrisatzet8510]

The two of you are great together. The information is very helpful and presented so well.

[@delinquense]

I walked into a Lexus dealership in my city a few weeks back. I told him what vehicle I came into see. He took us to his desk, sat us down and showed me all the specs on his computer. After 3 minutes, I told him I was there to see the vehicle. He walked away and returned to tell me the vehicle was not available that day. I told him he just lost a certain sale for trying to deceive us and not being honest up front. I was prepared to purchase the vehicle that day. It checked all the boxes and we'd owned several of them already. I will now take my business elsewhere. I'm in no rush.

[@mcpw2005]

Love the role playing videos. It helps me a lot to think about how I can react in a given situation.

[@JimmyMakingitwork]

What i’ve learned over the years is twofold. 1, if you are uninformed you’ll end up on the losing end of the deal. 2, if they let you leave with the car, they made all the money they wanted to, regardless of how you think you schooled them.

[@jerrylundegaard2592]

You are correct. No matter what a car sales person may say no car dealer has ever sold a vehicle at a price he or she did not want to sell.

[@Jimba8011]

So at no point should you “leave” or buy a car? WTF? When do you buy the damn thing?

[@OklahomastrustedBigO]

@@Jimba8011 best way is probably finding out how long a car has been on the lot because those are more likely to be negotiable. however, some managers are super stubborn and refuse to get anything less than asking which is fair. But, again problem is why has the car been on the lot for so long, probably overpriced or has some issues.

[@philipkirkendall9489]

Thanks for all you’re doing, Kirk Cameron!

[@bobbyd4834]

I think the worst thing is leading with " I want to pay x amount a month " They can manipulate that to their liking. I think the fact that you said " I want the best out the door number" gets them to lower the actual MSRP and provide you the best monthly price if thats a lease, finance or cash. Preparing myself to enter into the BMW dealership soon :)

[@leonorfernandez3596]

I wish I’d watched this before I went car shopping 2 days ago. I stupidly said that I was paying cash and they wouldn’t budge on the price. Learned my lesson.

[@stevegilbert7285]

Great video! Being in control of the process is absolutely key. Doing your research ahead of time is also important. Talk to your bank or credit union ahead of time to see what their auto financing options are for you and what your payments would be for a $25k auto loan for 3 to 5 years. Talk to your insurance company to see what your monthly payment will be. Take a look at what a 1-year old low mileage car that you like is going for as a certified used car that has already taken the bulk of the depreciation into account. Know what you are absolutely willing to pay for the vehicle so that when you get to the out-the-door price works for you.

[@bassman7365]

You two are the best. What a valuable asset for the common man. Thank you so much for your generosity. This education is priceless. Our next car buying experience is going to be so different than the last!!!

[@Carlos_Jzx]

Next time I walk into a dealership my line is going to be after they ask me how was the test drive am going to be like. Am here to buy with facts not feelings and see the sales man's face.😂

[@TheTravelingMuslim]

I'd give you a sigh of relief, smile and say awesome, lets do it.

[@jp71889]

I loved this. I really appreciate hearing the expressions and phrases to expect and how to counter to maintain control without seeming too aggressive or adversarial.

[@cberkley4582]

From my perspective as a salesman, I have no issue with what you’re teaching. Totally fair. But I’ll stir the pot a little. A GOOD salesman, is completely undetectable.

[@stephensmith6790]

Lol...sure about that?

[@cberkley4582]

@@stephensmith6790 Lol... yeah.

[@krehbein]

Your right. I’ve met a lot of salesman over the years and the best ones make you feel like their on your side, are agreeable, and will convince you that $x is the best price they can do but it’s ok because you’ll be so happy buying the car.

[@jaydubaic21]

Out of left field (though love the content on these videos) but my father passed away when I was 5 so I literally never knew him as a person. I don’t think about it much (it’s something I didn’t have at all, more than I lost, so I don’t think the impact is always palpable) But seeing what you’re doing here here really makes me think it’d have been great to get to know him. I have kids so hopefully I don’t mess them up too bad given I have no real mentor for being a father but if me and my kids end up being this comfortable with each other I would think I’d have done a good job with what I had.

[@machintelligence]

"Let me hold your hand as we walk to my desk." I don't want you to run off at this point.

[@gwillis01]

Hold my hand??? Are we now boyfriend and girlfriend?

[@oklahomalane]

That part was funny. 😂

[@MrBEli-dw4rl]

You guys are awesome. Being following the you guys for about a year now and learnt alot. I love the YAA website you guys started. I got the out the door price from your website and the location where those were vehicles at. And yesterday I just got myself a brand new 2022 truck. Thanks to your guys I got saved $4500 on the tacoma out the door and the extended warranty. These car dealerships are sharks. Thanks to your videos, and research I was confident in myself. Thank you guys so much...