Don't Buy a Car Until You Watch THIS Video | How to Negotiate a NEW Car 2023

[@johnheff7227]

Never negotiate at the dealer. Research the vehicle. Calculate a discount based on market data and include the factory holdback. Add in tax and plate fees. Request the vehicle sticker so you know exactly how the car is optioned. Call the dealer/sales person back and ask them if they are interested in selling a car today. Give them your best OTD offer and tell them they have 10 minutes to call you back. Handle financing outside this purchase negotiations. They will call you back and try to tell you that can’t do you offer. Thank them and state that if they change their mind to call you back today. Your offer is only good for today. Hang up and go to lunch. I promise you they will call you back and accept your offer on OTD. You can then discuss financing and compare that to your local bank or credit union. I have purchase 6 cars this way and it works. Enjoy!

[@thunderb00m]

What about time of month to do this ? Dealers have targets so maybe they will be more likely to agree at the end of the month

[@chely452]

Can you be a little more specific on your examples in numeric forms perhaps? I’d be interested, thanks!

[@hiimnick2358]

how do you test drive the car using this method? explain that your offer is still contingent on a satisfying test drive?

[@cubist12]

I have no ideas how dealers work these days, it's probably been about 8 years since I bought a car last. But, what I used to do is just get a spreadsheet of local dealers, even ones a state over, and contacting (usually via email) their internet sales dept. I'd tell them exactly the model, trim, colors I was looking for and ask for their best OTD price. I'd usually hear back from about half of them, and some would be lower than others. I'd take the top few and see if they could beat the price of the lowest dealer. I'd take the lowest price and then go in and talk to them, with intent to buy. I'd always go in with an approved car loan in hand from an outside lender, and in both cases the dealer was able to beat the rate. The only negotiation would be with the trade-in. Since our cars were usually well used, there wasn't a ton of negotiation there. If I didn't necessarily like the trade in price, I'd have them throw in some all weather mats or something similar to kind of balance it out a little. To me, this saved a ton of time and ensured that I had the price I was comfortable with before even stepping into the dealership.

[@DantesCarTours]

As someone who works for a dealer, we wouldn't call you back if you did that here. I have no reason to try and decieve anyone in this thread I have no chance of selling any of you a car. I'm simply giving you feedback. I would like to actually help all of you be able to negotiate better. It would make both of our jobs easier if there was a mutual understanding between salesmen and consumer of what to expect.

[@mini627765]

This video saved me $5000! Specifically I refused to tell the agent what my “monthly payment goal” was and kept telling them I know my budget and I am not concerned about the monthly payment. I just wanted to pay for the car, the legal car registration fees, and none of the fluff. I was firm the whole time and got what I wanted!

[@dsrleader1563]

Can I ask why you didn’t want to them your payment goal

[@sethjohnson5964]

Good salespeople take that information and show you what you can afford with what you say. I don’t get why this process has to be so complicated for the salesman and for the customer. Guys that go in there and haggle like this usually end up getting ran out the door and FINALLY find success after shopping for weeks.

[@daxoze]

Thank you very much for this video. I am not a good negotiator and had to buy my first car. Watched several of your videos. I walked into the dealership, had a test drive, and then they put a ridiculous number in front of me. I shook my head and said I was not interested in add-ons. The manager "graciously" knocked off part of the price of the "mandatory" add-ons. I said I'm looking for x price and I would check other dealers. They said this was the best price any dealer would give me. I said I'd check with other dealers anyway and get ready to walk out. Suddenly they said, "wait wait wait"! I held firm on the price I wanted, and after some back and forth they magically brought out a paper with the price I wanted. This video saved me $4,000. Thank you so much.

[@PSPS437]

Can you please share what make/model you bought and what was the price you paid vs what dealer was asking for?

[@truthtable888]

Simply walk in, ask for the OTD price, and then subtract $2,000-3,000. They will definitely say they can't do that. Then, just walk out. As you're leaving, you'll likely see a salesperson following you, saying, 'Let me go talk to my manager.' Yeah, also don't forget to subtract their version of "warranty." Most of the time, the factory extended warranty is cheaper and you don't have to buy from the dealer that you bought your car.

[@THEIDLESHOW]

Even when I thought I was getting a deal I was ripped off. I’ve been ripped off for decades. Buying used=ripped off, buying new ripped off, car repairs=ripped off. I did extensive research still got ripped off. Now I take the train, not bc I can’t afford a car but out of spite.

[@jazminsanchez4846]

Months later I want to thank you both for your informative videos. I bought my dream car not knowing anything about buying a brand-new car let alone my very FIRST. Today I drive a 2023 with what was valued at about 67k OTD and negotiated to 58k. It was a three day very carefully calculated negotiation and one of my most exciting achievements. Dealers did try playing the whole 'war and low inventory situation'. I however brushed that over my shoulder. Never disclosed what type of payment I would be using until the very end when I was ready to sign paperwork is when I disclosed it would be a cash payout. I have to say the biggest challenge here was simply my age and getting dealers to take you seriously while negotiating.

[@TheDeathvice187]

why is it best to wait till the end to tell them its cash payment?

[@TheLibra926]

​@@TheDeathvice187because if you can pay cash like that it means you have the bread. So in the very end oh by the way I'm paying cash.

[@thehungrysage]

​@@TheDeathvice187if the salesperson knows it's in cash, they won't budge on the price because they won't be able to make money off of interest through an auto loan. If they know they'll sell to a person with a payment, they know they can get more money through a loan so they are willing to cut the price a bit. If they don't know the buyer will be using cash and they just assume an auto loan will be used, then the buyer can get the car priced in as a purchase with a loan but not have to pay interest if they can pay it in cash...most likely leading to buying below MSRP. This mainly works if you have the cash on hand and are willing to drop it on a car.

[@ElevatingInLife]

Would love to see examples of brushing the low inventory off and what to say, definitely want to utilize this, purchasing this week!

[@mergenocide]

@@TheDeathvice187 Dealers makes most of their money through finding favorable financing terms. They're willing to give a little on price during the negotiation if there under the impression that they can make it back by financing at a lender they work with, say by giving you 6.8% APR instead of 6.2% and skimming the excess off the top. So even if you haggle em down and take off the pinstriping and other nonsense, they can still make a profit off financing and still upcharge you in the end. But by waiting till the absolute last moment to disclose you have a cash payment you get the best of both worlds, you get the low vehicle price you haggled them down to, and you avoid the finance upcharge.

[@freddydee270]

You guys saved me thousands... It took a week or so, but it was worth it to have patience and work the dealers against each other. I can't thank you enough.

[@PaulDo22]

Did the dealers know they were in a bidding war and how did they react?

[@jlhandbuilt204]

I have been watching your videos for a few weeks and took some notes. Went to the dealer today and negotiated a few several thousands of dollars off their price to get into something that turned into a good deal. I can't thank y'all enough. I even negotiated a better rate because I learned to ask about the buy rate from you.

[@sse1378]

Was this a lease? By buy rate do you mean the residual value? How much time did you spend in the dealership?

[@georgen5882]

@@sse1378 Buy Rate is referring to the rate a dealer gets from a lender. Many(most)lenders allow the rate to be marked up. Usually up to 2 percentage points for the dealer to use as profit. There is also the Sell Rate, which is the rate they give you. This is becoming less of an issue now as lenders have tightened how they allow deals to be structured, but it's probably still very common. Think of it like this: dealer sells you a car, gets a 4.5% rate from the bank or lender. They tell you it's 5.5% the extra becomes money on the deal for them. There is a lot of hidden money in cars, but the finance side can and usually is more profitable on new cars these days, so that's why you ae pushed with the F&I side.

[@crosslink1493]

Love how Ray invokes an 'informed senior moment' with his age (72 y.o.) and current vehicle mileage (5K/yr) and possibly moving to Florida to get the 'Team 23' charge deleted from the cost. Also increasing the discount based on regional market conditions and doc fee charge. I've got to remember those.

[@shalenerobinson3775]

me too!!

[@Kaminalasvegas]

I want to thank you guys I just went to a dealership to buy a JDM car. The sales person was really nice but when I found the car I liked I asked for the OTD price and I saw in their faces how screwed they were, the sales guy insisted to know my down-payment before giving me the otd. I asked the otd 3 times and the salesman insisted to know the monthly payments and down-payment and just turn him down. Although I didn't get a car, I realized how legit your videos are. Thanks a lot

[@nickh5049]

Always get an OTD price in writing via email BEFORE you go to the dealership. This will inform you with at least some of their fees. Then attempt to negotiate from there after the test drive in person. Then get disgusted when they won't move off MSRP. Then leave. Rinse repeat.

[@zelowatch30]

They won't give it to you over email.

[@nickh5049]

@@zelowatch30 The better dealers will.

[@turntablesrockmyworld9315]

Most dealers in my area won't negotiate; they post the price knowing that they will move and say essentially, take it or leave it. The only time they are somewhat open to negotiate is if the car sits for a few months but again, this ol school stuff doesn't work as well around here.

[@symbiotezilla12345]

@@turntablesrockmyworld9315 Same, a major Toyota dealer straight up told us to leave if we don’t accept their deal. Absolutely no room for negotiation post covid cuz they know general masses will eat it up

[@Snugs_TTV]

@@nickh5049 my dealership will show OTD numbers via email because we don't do add on's or markups generally unless its a special case. (rare car). however we will almost never send you our best price because we know many people will just take those numbers to shop around.

[@crackuhpleez]

I'm really pleased to see your videos, they are mostly common sense, but common sense I've come to after 45+ years of going thru the hell of buying from dealerships. The whole "out the door" concept is what I came to focus on after letting salesman intimidate me/wife over several new car purchases. I love to hear your phrases used that I used as well - "Let me relieve you of that last year model", "I don't care about the payment, tell me the total cost", "Give me a loan rate lower than my bank". The last sales guy threw up his hands and came back with the (good) deal I got on my last purchase after I stood up and started to walk away when he insulted me with MSRP, telling me he was ready to give me a great deal. Bottom line, a little education goes a long way to getting a reasonable deal.

[@OreoKnick]

The random, 'Do you want a coke or anything?' cracked me all the way up lol 😂

[@isabelgeddeshines4059]

Yes they asked me that too

[@LotusindigoT]

They do that to distract you ...this is almost the only transaction...car sales that are just so trauma inducing lol...all this haggling...just give the price and thats the price like every other product we buy! Ugh. I think Zach/sales actor was too nice. What if

[@plunderdogleather1318]

Thank Zach and Ray!! Can’t tell you how thrilled I was to utilize all of your advice today when buying our new truck! I felt so completely informed and in-charge. I saved over $16k using your advice. I kept my mouth shut every time they asked about down payment or trade-ins. I went armed with the knowledge that you suggested about knowing the number I wanted and sticking to it. Worked like a charm! You took the queezy car deal feeling and replaced it with a vengeful frugality. Many many thanks!! Oh, I avoided using the term “out the door” for fear of sounding informed. Instead I asked for the “bottom line” or “the final numbers”

[@domonicmangino428]

Thank you, thank you, thank you. This video was so incredibly helpful. I went from a 43000 to a 36500 OTD price on a brand new 2024 Honda Accord hybrid sport!!!

[@Snugs_TTV]

Damn they loaded the crap out of that hybrid sport. the MSRP is like 35k.

[@valyatimtsenko]

Besides all of the great information they are explaining to us. It's a joy to watcha father son being able to connect in such a positive way . Good job dad you've raised him well. Hats off

[@paulmccoy6431]

I was able to negotiate what would have been a 43K OTD deal down to 38K thanks to you all. Negotiated a hair under MSRP thanks to everything I’ve been learning from you all! I’ve watched literally every single scenario scene y’all have done and I was able to also away from a 63K golf r that was marked up way too high. Pushed as far as I could with the FM to no avail. Found a dealer that didn’t do markups and I’m at home happy with my 40th Anniversary Golf GTI thanks to your work. THANK YOU

[@DimitriTheBarbarian]

38K for a damn Golf? Good Lord, times are crazy

[@jicalzad]

@@DimitriTheBarbarian Exactly what i was thinking. Not sure why people pay $40K plus for such a tiny vehicle.

[@TheSkierxing123]

@@jicalzadon a new car????

[@BBSurf37]

I think you got screwed dude.

[@123semaarairsoft]

I paid 31k during covid time with a 0.5 interest rate (2020) mk7.5

[@frankpoperowitzmusic]

I watch this video and got a report. Went to the dealer today and picked up a 24 Subaru Crosstrek Limited. I literally had them take off 1000 and another 3200 in BS fees. If you guys ever need a testimonial hit me up! Thank you!!!!

[@angieLizbeth08]

I need your help on getting one lol

[@floridaman2023]

Zach, Love theses videos, can't get enough of them. Your Pop is the gift that keeps on giving. My favorite line at the dealership always is, " If you get the price right, the payments will work themselves out"

[@jakecallinsky5170]

You need to have people you train that we can hire to help us in negotiations at dealerships I’d pay for this

[@Snugs_TTV]

Don't need to hire someone. Anyone can negotiate. It's really just about doing your research ahead of time and holding firm

[@rxmercado]

I watched a few of these videos before going in to negotiate on a 2023 ford bronco sport big bend and managed to get the price from $42k to $32k (all after taxes, which i know is MSRP range, but they're not going any cheaper in my area unfortunately due to the high demand) and got my APR rating down 8%. Really appreciate this informative channel and just wanted to let you all know you're helping people!

[@erikjeanes8359]

That's incredible

[@RealKevGotEm]

Ur apr is 8%! Mine is 2.9 or 3%

[@sandragaribay06]

8 percent is high! I got 2.9 percent for a GMC Sierra. You might of been qble to negotiate lower😢

[@fv5267]

​@@sandragaribay06when did u get that apr? And was the Sierra new?

[@sandragaribay06]

@@fv5267 about 2 weeks ago brand new GMC Sierra pro. GM had a special going on not sure if they still do but you get 2.9 percent with 60 months financing if you want to finance for more time it goes up to 4 percent which still isn’t bad. We do have a credit score of 780 not sure if that helps and we only put 2500 down. Our payments are about 760 a month though.

[@cubist12]

What I appreciated most about this conversation is the way that he showed us how to avoid the whole 'what's your payment?' conversation. I like the idea of forcing them to make the first offer and keeping the focus on the OTD price. My main worry is that most of the cars I am looking at fall in that 'low inventory/high demand' category. How do you steer the conversation in that situation? Since you can't necessarily say 'I know there's plenty of inventory' without looking like you're full of it, how do you still negotiate? Or do you have to accept some defeat in that situation?

[@DantesCarTours]

There's really not much you can do in that situation unfortunately. Dealers like mine when we have a vehicle that is low inventory high in demand, (For mine its Ram ProMaster 2500 Cargo Vans) we can't really justify lowering the price. In our case with the ProMasters, we get calls from commercial businesses daily asking about availability, some of them even trying to buy multiple units but we only get them so often. For us to come down on price on something like that would't be a great business move when we can have another buyer who will pay full price tomorrow or even later that day. It really depends how high in demand it really is.

[@turkwendell6904]

If you go back to the same maker of the car you got it from they know what your monthly payment is already

[@RealKevGotEm]

I got lucky I told them what price I wanted and my monthly payment and got EXACTLY what I wanted.

[@CH-vt1ej]

​@@RealKevGotEmsounds like you paid too much then, lol

[@chrishynes8531]

@@DantesCarTours I bought a Volvo years ago that was in fairly high demand. I had researched the price I should get. I got the dealer to make the first offer, and it was substantially below what my research had suggested. After buying the car, the salesman told me that because it was the end of the quarter, the dealer would qualify for factory incentives on every sale in the quarter if they sold a few more cars that afternoon. So the dealer might have been looking at $20,000 or more in factory incentives if he sold three cars in three hours. So they made offers you couldn't refuse! I got lucky in this case, but spending time with salespeople and learning about factory incentives has been part of my playbook every since.

[@jazzfan7491]

A lot of good advice in here. Before I bought my first new car 35 years ago (Acura Integra) I read a book called "How to Buy Your New Car for a Rock Bottom Price". A lot of the advice was similar, but there was one useful point I'll always remember: be nice to the salesperson, he/she is a person with feelings too, and, like all of us, wants to think of himself as a good person. I see that Ray in this video follows that rule quite well. "Thank you for considering my payment. Thank you for your hard work with the manager" etc. Also, key to remember, you as a customer have money. That is your ultimate power. If you tell the salesperson "at XX price I will write you a check right now", that is exactly what they want to hear.

[@stewarthoi]

Best case scenario from the buyer standpoint: An older white gentleman who obviously know about buying cars. On the other hand, I’ve done absolutely everything Ray did and the dealers just shrugged and could care less I leave. I’m a middle age Asian American, I dress professionally (I’m a scientist) and talk politely, and none of these tactics have ever worked. You know what worked every time? When I brought with me an older white male friend to do the negotiation for me.

[@chrisx5127]

It's because you fit the Asian stereotype and also act that way as well. I'm Vietnamese, I'm raw, no BS, and I also have a very strong and vocal filter. I'll out talk any white person. You being a scientist doesn't impress me.

[@SuperBlossom2011]

I wonder why 🤔

[@marktuyet]

Maybe you just suck at negotiating.

[@donaldduck2801]

It is True, If you as an asian not so tall guy comes with a White guy of even woman at the reception of a hotel, moste time they speak to the White person first. This happen also in asian countrys . They think that the White person is leading . You must set the counter party at his place. Being a bit ( nice) rude works. Or if some signing papers done by you let them waite so he know he was talked to the wrong person. Greetings from Holland.

[@stewarthoi]

@@donaldduck2801 Yup. Just like in horror/action movies with actors of diverse ethnicities, the white guy is always the leader by default, right?

[@jakemiller744]

I watched this before I went in to buy my 2024 Chevy Equinox. You said December was the month to buy. I did my research. Found the one I wanted. $31000 sticker price after all the rebates and dealer discounts and telling them I did not want to pay for their $3000 in markups and add one I got it for OTD of $21995 before taxes and fees. Thanks for all your videos!

[@goldleader6074]

"OTD of $21995 before taxes and fees." ......I thought Out The Door(OTD) meant the bottom line price with everything included in the price?

[@andyhung424able]

I love this role play exercise. It hits too close to home. Ray did a really good job being informed and being firm. However, based on my own experience negotiating with dealership, the dealership always has an upper hand in the negotiation because they grind you down by making you sit there for hours and hours. Not including the time for pleasantry and even the test driving, once you sit down at the table to talk about buying the car, it still easily takes 2-3 hours just to get to the agreeable OTD price. Then you still have to sit for at least another hour to deal with the one finance guy who is signing paper with 10 other customers ahead of you in the queue. My supplemental advice on top of everything that the video talked about are (1) prepare to just walk away for real in the middle of the negotiation, don't let them grind you down like you are in an interrogation; and (2) plan for a target OTD "range", not just a fixated target OTD "number".

[@erikjeanes8359]

Great input

[@voyowee]

10:42 They talk about this

[@turntablesrockmyworld9315]

This is why you go prepared to sit for a couple hours. Last time, I brought water, and snacks, and was well-rested and did not schedule anything later that day, in fact, I could tell the salesguy wanted the sale and was getting tired.

[@donkemp8151]

I took my daughter to test drive a vehicle. She kept saying “I love this car.” With the sales guy in the car. When we got back to the dealer, he said, “Come in so we can talk.” I said we don’t have time. I’ll be in touch. Negotiations via e-mail. When we reached a number, we went in to get the car. Smooth as a gravy Sammich.

[@LenP-oj1mz]

Always be prepared to leave if it becomes a waste of time. They need your business more than you need their car.

[@JonathanCK90]

9:30 "As a sales person, I'm going to say that I don't know what CarEdge is and I don't care that they think you should get an 8% discount." I wish Ray responded to that properly and justified the 8% discount more in-depth instead of responding sarcastically. It'd be nice to know what you should actually say to a dealer if they say something along these lines. Other than that, great channel and please keep it up!

[@masterfulfishsticks]

Props, y'all did an epic power move there and made it easy for folks to understand the how and why, and demonstrated how to retain control. That's where they make most of their money, the per month payments, they could match any number you say, but the apr and total years/months will end up biting you in the long run, thats why OTD# is mega important, from what I'm learning, you just happened to simplify it to make it easy to grasp.

[@ralphmtsu]

Can you do a video that role plays negotiating a purchase that includes a trade in as part of the deal. While the negotiations are separate-- getting the best OTD for the new car and the best price for your trade, how do you integrate the two transactions? Should you negotiate a complete OTD transaction that covers both vehicles?

[@jamesschneider3329]

In this case, the only number that matters to you is the amount you will be financing. Get the retail and trade pricing for the particular vehicles along with a price history of the one you are looking at. If it has been on the lot for a while, or the price has fluctuated, you can use that to your advantage. Present it as (my car) + (financed amount) = (your car). Those three amounts should have all fees, taxes, and carried over loan amounts accounted for.

[@cubist12]

I think you'd handle the trade-in in the same way. Same with the financing. Do your research (get the value from several sources), negotiate the OTD price first, then let them take a look at the car and see what they offer. If it's too low, show them the numbers you have and maybe have some numbers from what actual nearby dealers are selling your car for.

[@AS-ng5pi]

Recently was in a Nissan dealership. They had a discounted NEW car that I drove, but they refused to give me any price on THAT car. I was floored. Kept giving me other cars with higher prices. Would NOT give me a price on the car I actually wanted AND test drove. I even made sure the stock number matched their online price for that stock and had one manager confirm but the sales manager kept bringing me other deals. Ludicrous! I was willing to walk out with the car, but ended up just walking out.

[@stephenespinoza1831]

I could watch these father/son videos all day, you guys have a relationship I will work on with my boy as he becomes a man. The car buying info is great, but I would happily listen to you guys talk about anything.

[@user-eg7nj1is7l]

I negotiated a brand new 33,000 Subaru Outback premium (a car and brand that typically does NOT negotiate a whole lot due to their clear pricing and msrp evaluation) to 31,000 today saving me a couple thousand. All thanks to you. 🤘🏽

[@rilesandus2748]

Did you finance or buy cash?

[@xXpapercutsXx]

Remember that they want to sell you the car so YOU have the leverage in the negotiation. (Assuming you already have a car, if you don’t, and they know that, they know you NEED the car and there goes your leverage) What worked for me after some minor negotiations ultimately came to me saying “I don’t need this car, I want it, but I don’t need it. 34 scares me, 33 doesn’t. If you can’t do 33, then I’m not gunna be upset to not spend 33 thousand dollars today” while confidentially saying it and maintaining eye contact. And they’ll know that’s all you’re doing, period. Worked for me on my 2022 wrx 😎good luck y’all!

[@crazymonkey60123]

Damn you paid 33k for a boxer shit box 😂

[@xXpapercutsXx]

@@crazymonkey60123 I don’t care if you don’t like it, thankfully you aren’t the one who drives it! I love it personally 😏👍🏻

[@Seabasstien]

Father and Son you are wonderful, really enjoyed this especially when he offered his Dad /customer a Coke.❤

[@HunterBidensLaptop69]

"My jaw kinda stayed off the floor" LMFAO great video!

[@Franklinsone]

I love that you guys roleplay. More people should be made aware of your videos. So many shady dealership out there. Also, one tip to save a lot of time is just to give them your OTD offer. I called and went to many dealerships back in 2009 offering $24k on a $30k car. I exhausted all dealerships except for one in downtown Los Angeles. I thought given the high rent cost in the city, they would sell their cars at a premium. I was wrong. I called to ask what's the lowest OTD they would go before I make my offer. He opened with $24k. I didn't even negotiate with that and bought that day. Car was still wrapped inside and out from transport. I asked why they opened at $24k? He said they don't care about making a profit on the car. They are going for the manufacture bonus. They sell the most cars in SoCal every year and that's their goal. I thought it was a bait and switch scam to get me in, but I went anyway to see how this scam works out. I was wrong on that as well.

[@nammie12345]

The dealer doesnt care if he makes a profit? Sorry, dont believe that one bit.

[@Franklinsone]

@@nammie12345 Call around. It may surprise you. Same tactic Uber used to pay drivers. They get bonus for number of rides given so they rather accept multiple short $10 rides than 1 long ride for $50. I bet dealers get a bonus for selling X number of cars per month, quarter, or year. Smaller dealerships can't move as many cars so they need to make their profit on each car. Big dealerships make money by moving 100s of cars and signing 100s of loans. Now post covid, it may not be the same anymore. Shopping for my nephew and we had a hard time just to get it at MSRP (why YT started to recommend these videos) at many local Toyota dealerships. I took my own advice and called the largest SoCal Toyota dealership who accepted our offer at MSRP (they still do make a profit on the car) for a RAV4 hybrid.

[@NateClay]

To be fair Ray speaks well as a negotiator, but he doesn't have realistic pushback from a dealer. The dealers push back way harder

[@brianshaw373]

Yes they do push back harder and more stubbornly. It’s easy to do that when “the guy in charge” is behind a curtain. That’s when WALK OUT is a valid option… not the threat to walk out but real footsteps.

[@detangojet]

And more than one person at times.

[@brianelleman3494]

You guys make me miss my dad! Love you guys.

[@TRJ2525]

Loves these! Keep 'em coming! You can learn so much from these. Would love to see More role plays of trading a car, test drive, finance office, etc..

[@Zukuri620]

In 2015 I bought a new car for 25% off MSRP, the MSRP was 32k. I recently made an offer on a used car, listed at $59,500 and I asked for 7% off. I received a counter for 1% off, after that the negotiations died. Some dealers are just too greedy.

[@Snugs_TTV]

OR you are asking the dealership to take a loss on the vehicle. Not all manufacturers, models, and deals are the same. Just because something worked for you once, doesn't mean it is the same scenario again. Maybe YOU were too greedy trying to get a deal that wasn't truly possible. For example buying a chevy at 7000$ below MSRP in many cases isn't unheard of because of the value and market. However buying a Honda for 7000$ under msrp just isnt going to happen. Hondas have much smaller margins than most American manufactures have or they can't get rid of their 55 jeeps sitting on the lot.

[@Zukuri620]

@@Snugs_TTV UPDATE: Bought a new 2023 Lexus GX460 for over $8000 off msrp. Thats about a 9.24% discount, 60% cash down and 2.49% for 48 months for the rest. YES the vast majority of dealers are extremely greedy and china virus made it all the worse. Now, dealers try to artifically create china virus conditions to support their bs stories/excuse so they can try and charge more. I don't care qhat the real story is, if you're not working with me on pricing, I aint buying.

[@Ransom1867]

Went to a car dealership yesterday (of course, after researching the vehicle on CarEdge), and the salesman refused to give me the OTD #. He claimed there was a shortage of the vehicle, which supposedly justified the $20k market adjustment, when I knew that to be false. How the hell do you expect me to buy the car if you won’t tell me how much you’re going to sell it to me for? lol

[@flingmonkey5494]

I think I just got extorted by a Toyota dealership. I bout a new Prius Prime last weekend, and while I didn't feel comfortable with the final deal, I went with it. Then came the last guy that has you sign all the paperwork, and he presents us with a bunch of extended care options. The one that REALLY surprised me was the built-in anti-theft system. He basically tols us that unless we paid an additional $600 they would disable the antitheft system that was already on the car. I have been buying Toyotas with built-in anti-theft systems for over 25 years, I have NEVER been dinged extra for it. The idea that I had to pay extra OR THEY WOULD DISABLE THIS FEATURE stunned me. The car is still on the boat, I have not taken delivery yet. I feel so pissed I might cancel the deal (other reasons to cancel also exist.) Does the anti-theft system, functional, come standard with Toyotas any more? Is there any validity to them claiming they will disable it if I don't pay? I mean, jeez, the cost out the door is about $50K, do they really need to extort more?

[@nwatson2773]

I went into Honda with a great credit score. I walked out with a zero percent interest, financed by Honda with gap insurance, tax, tag and fees for under 25K for a new Honda HRV EX, this was in 2021.I did my research ahead of time and I took advantage of their promotions. I turned down all the dealer add-ons!

[@thehealthinsight4587]

OMG I just subscribed. I'm your female car buyer who has once (won't be twice) been victim to some level of auto industry sales behaviors directed to my segment =D. Love driving, love cars and really learned so much from this video. Thank you guys and great channel!

[@judyl.6550]

Powerful!!! The character, Ray, was assertive, but not aggressive.

[@scottgriffin2005]

This is really good guys! I just did this yesterday, and I walked away without a truck. The dealer tried to sell me a lease (monthly payment) and the only thing I am looking at is the OTD price. So they offered $50,325 OTD on a lease, and later said $52,325 if I purchase with cash. So I walked. (Leases are a lot more expensive because of all the interest built in.) If they would have offered $50,325 cash/finance, I would have the truck today but the Dodge is only offering incentives for lease. BTW this is about an 12K discount off MSRP on a Ram 1500.

[@Snugs_TTV]

generally interest on a 50,000$ vehicle lease is around 3,000$ give or take

[@tbok2478]

Planning to buy a new car very soon this video and many others are helping me to learn negation tactics wish me luck!

[@lavaunjohns7796]

I'm considering purchasing a Mazda CX-5 and I found this video extremely helpful. I did not find Car Edge as helpful as I'd like as I expected it to give me more insight as to what what I can work with similar to what you did here and I didn't find that. Maybe I missed it. My intention is to obtain a loan with my bank and sell my 2011 Challenger RT after I purchase a new vehicle which KBB indicates is between $10,000-$15,000 and Car Edge only gave offers which were less than $3,000.00 for the one offer. I'd consider a trade-in if the offer was good and I'm told to keep that under my hat until the negotiations are complete.

[@cousinjohncarstuff4568]

Reverse the role play. Switch seats with the same conversation. Ray, how do you counter the points you made with Zach as the customer? THAT I want to see!

[@taylorbaker5690]

How do you handle negotiating your trade in? I assume this is ideally done after getting to an OTD number. However, the trade in price obviously affects the OTD number from a tax perspective. Should you you, instead, just negotiate price for the car before sales tax?

[@taylorbaker5690]

@@EwokyBalboa lol. This is so wrong

[@BicoastalJet]

I followed their methods and using their online portal in 2021, and bought my car with the out the door price I wanted. Thanks, guys.

[@blackheartsmarine0351]

I’ve made some bad vehicle decisions financially my whole life. 90k I’d debt on two vehicles. One I’m upside down on. Closing on my home in 4 weeks and taking the positive equity to get rid of the 60k truck and buy something 15k or under and get rid of the Cadillac and buy something cheaper. Gonna be binge watching your videos now lol

[@sunitjoshi3573]

Best of luck.

[@jorgepena4162]

I would love a role play the other way around. Ray has tons of experience selling cars and would love to see his techniques as a salesman. Zach would be more similar to some of us who have only purchased a few cars in our life time.

[@user-lr5sf6gv3h]

Thanks guys for all your videos very informative. Just purchased our Honda Odyssey 2 days ago using this script. Saved couple of thousand and still got the dealer add ons.😊

[@MrSknottykid]

I’m going to go test drive some cars for the family today. I was feeling a little anxious about being overwhelmed and maybe not getting the best deal. This helped a lot! Thanks for all the information.

[@gerirosman4983]

Hi Ray. If you're still here in North Carolina, would you come with me to buy my next Honda? I'm a single boomer. I've been watching every one of your videos but having you with me would be awesome!

[@1moresaved]

using your vids and simply pitting dealers against each other made it fairly easy this 4th of july weekend as i was gonna buy something. rav4s and foresters were taken off the table due to high demand and lack of available vehicles on lots in denver area. got two decent OTD prices on a 2023 mazda cx-5 S select and S select preferred at 28.6 and 31.6. hit my numbers fairly quickly after i told them the price, showed competitors offers, and said not to worry bout monthly

[@CLHMedia]

**IMPORTANT QUESTION** Does all of this occur before or after I have my credit run? Do I wait until the very end once a final total price has been agreed upon, then proceed to that step?

[@Snugs_TTV]

if you dont have your credit ran and are planning on financing, they are less likely to A. give you a good deal because dealerships make money off the APR. and B. The worry you have a low credit score so there is no point in spending all that time to negotiate down for declined credit anyway.

[@javahonest5720]

When I first came to the US I saw my brothers who owned taxi businesses back then, argue and argue and demand to erase all extra BS and leave the dealership when dealer wouldn’t agree the price they ask. Then, the dealer would stop my brothers right before leaving or call back their cellphone to give for the price my brothers ask. I saw that and now, me and my husband never ever got any extra BS from cars for ourselves for the last 10-12 years 🤭 these techniques WORK! 💯 (I didnt shop for a car after pandemic tho, we’ve got covered, but by just looking at this craziness I don’t wanna step foot to dealerships)

[@gdn86]

As a former sales person, I can say for a fact that these guys know how to position the customer correctly. The key is to understand what they are telling you. Don't be greedy. Know the value of what you are buying, and know how to establish that value with facts to back it up. It is the same thing a well trained and experienced sales person can do. I got out of the business because it just isn't in my nature to create value where it is not, so lying by omission was not in my abilities. I was lucky to be selling mostly trucks, so literal towing and work capabilities were more important, but unless you loved the vehicle, myself, or both, it was not a fun experience. edit: Be specific to the vehicle. Know the trim, the options. If its used, know the mileage difference, history etc. Do not try getting a price on a vehicle with more equipment based on one with less, and a price on a vehicle with 60k miles vs one with 30k. Don't be stupid, or you're just wasting everybody's time.

[@bradybowen8080]

Unfortunately, you can not tell your salesperson to look up this data on caredge on his/her computer because the data is not free.

[@abyssalsoul6216]

Not if you sign in on the account and let them see

[@Adinkydude]

$1099.44 is 3% of $35950. There are states that are at or below this car sales tax rate, but the average rate nationwide is 5% which would be $1797.50. If we updated the discount from $1500 to $2800 and removed the $2495 "Team 23 For Life", that would be $32155. 5% of that would be $1607.75. Add the fees, the OTD price is $34563.75 which is very close to $34500 offer OTD price.

[@denmanfite3156]

Never have I ever seen a car salesmen sit quietly for 3 minutes (6:00 ish to 9:00 when Ray stops talking) while you monologue about the price of a car.

[@krystalmcnemar5303]

That’s what I do! I do my numbers research before I go there. I tell them I don’t have 4 hours, I have 30 mins to get the sale done. If I am not signed in 30 minutes, I am out. It works every time. I have papers in hand as well with price that I found is fair market.

[@cawvhmoobband9938]

You guys are awesome. Followed your steps and made a purchase. Saved me thousands.

[@iamric23]

with all due respect, not all cars are negotiable at this time due to extremes shortages. I've been waiting for the 2023 prius, in fact I am in the que, and when it comes in, I will either sign a check for the amount or he will send it off to the next guy in the que.

[@turntablesrockmyworld9315]

Exactly. Here, most dealers won't negotiate. There is some room for used but most don't even do that. They post the price and they know it will sell.

[@egillogly1]

So grateful to have found this video and others ya'll have made! This vid reduces the intimidation factor of doing this car purchasing things on my own .

[@divadawg9234]

Learned so much from this! I’m about to go buy a car for the first time (all my previous cars have been purchased from family members when they get new cars) and I’m paying in cash (came into a little extra cash recently) but I’m not in a huge hurry so I’m learning to take my time and get the price I want

[@dc0374]

What do you do when the car dealership doesn’t have the vehicle onsite and they need to order it? Like the Toyota sequoia..How do you negotiate the out the door price?

[@EnterTainment-vv1qs]

Great question

[@davidcrocker4276]

Really good video. This is how you do it. Know your numbers and simplify the deal. Then give the dealer a reasonable offer. At that point, hold firm and walk if they won't get close. No need for a lot of back and forth or games. If you can't get there in 30 minutes, then it's not worth it. Just remember, they are building new cars every day of the week. There will be another car.

[@thomasreynolds786]

Thank you for making these videos. It help me negotiate $3000 off a preowned Camry yesterday with confidence

[@alicostanzo8897]

How because I’m trying to maybe get them to knock off 3k about

[@gerrycorbino66]

This is probably the best new car negotiating video I've ever seen. I was on your website a few minutes ago looking at the info for a new Mazda Miata convertible because I'm mulling on selling a 1979 MGB with a Rover 4.0 V8. Love the car but if I can get enough for the B by selling it myself then I'd have close to enough capital to purchase the Miata. Haven't said anything to my wife yet because I enjoy living on this side of the ground!

[@patbromwell8701]

Wife aka she who must be obeyed 😅

[@gerrycorbino66]

@@patbromwell8701 Yes, sometimes I believe that I am channeling poor old Rumpole!

[@samuelcastro7857]

Hey! Any update on buying the Miata? I was planning on purchasing one myself. I would love some tips if you have any! Thank you!

[@theamerican4609]

What about options? Do you negotiate the MSRP then add the options or do you add all the options, then haggle the OTD price? And, are options even negotiable?

[@Snugs_TTV]

Options are always negotiable. It's a tactic to stick more gross on the vehicle. What you want to find is a dealership that doesn't try to stick you with add ons in the first place.

[@bmarkowitz1]

Another good one that seems innocent but really isn’t (especially if you’re asking for an OTD and not divulging your desired monthly payment): “So, what do you do for a living?” Or “where do you work?” “How long have you been there for?” They’re trying to figure out on their own what a rough monthly payment would be that you’d likely be able to afford and/or agree to, based on your job and the average salary for it, etc.

[@bonesgaming1248]

I went to a dealership and was foolish on making a appointment to see the truck I liked and so when we started negotiations they wouldn’t budge more than 500$, so I hesitated and walked away they call 15 minutes earlier and dropped 500 and wouldn’t do anymore. After that 1 month later that same truck dropped 1.5k thank god I didn’t get it

[@ted9948]

Can you give us what kind of research we should be looking for? Like a checklist of what is the most important things?

[@Barbarapape]

Great way to buy a new car. sales people realy wind me up when they keep going back trying to find out what you can afford to buy. This and the insults called a discount have resulted in me walking out of a lot of showrooms.

[@GL1610]

it's crazy though. You see their internet price online, then go to the dealer, and then they will smack a $3 - 4000 market adjust price BEFORE taxes, docs, fees.

[@Barbarapape]

@@GL1610 This is what Ray and Zach have been warning us about, until all buyers wake up and refuse to accept them dealers will get away with it. It's sad that due to the tactics of dealers inflating the out the door price that it makes trying to buy a car at a sensible price a total nightmare.

[@tommanna6137]

Scotty Kilmer hates the Rogue.

[@chrisx5127]

Yeah, it's a Nissan. The only good Nissan is a GTR, Frontier, and Titan. The rest are garbage. Japanese quality should be much better than what Nissan offers.

[@scottlouis1064]

Ray makes sense. I was an F&I manager many years ago. And we never added "Team 23" or whatever comprehensive program (that is HIGHLY inflated) to the deal. We talked about warranties, finance terms, etc., in my office, because I didn't want the sales guy negotiating it, I had plenty of them screw up any chance to add any products. Maybe this is how dealerships do it today but they are leaving money on the table, IMO. Have the salesmen get the commitment to purchase the car, and let the managers take it from there.

[@johntait491]

Excellent rollplay gentlemen. Very informative and instructive. Thank you. 👍

[@OraneenarO]

For someone who ordered and got an allocation for a car, would they have any negotiating power when the car arrives/ and able to walk away from the deal if it's no longer feasible? Or is it a situation where they're e obligated to purchase the car?

[@comicrandomness3289]

You don't need to buy the car. You can walk away. You do have to pay for your order but for me it was $100. I didn't know if that is a lot or a little so i took it.

[@JoePvpii]

Can you do one including how to negotiate with the finance office?

[@ensign926]

They may be able to do a new one but they do have 1 in their back catalog negotiating with the F and I office they actually have a former F and I person to do the role play.

[@SanctusSanctusSanctu]

What about asking to see the invoice? That is how we always knew the real price (there are still much padding in the invoice price, dealer holdbacks, etc.) then add a reasonable amount, and usually way below MSRP and closer to the real cost to the dealer. Or is none of that information available from the car buying sites. USAA used to do it, but I think they no longer do. Consumer Reports may have too. I prefer negotiating up, rather than down. Also, they should add in to next video role play, all the options you want. That quickly gets crazy too! Great video.

[@Logan-ph4lk]

Great video. Thanks for the info! I’ve been shopping for a car for months and it has been a nightmare. This video definitely helps.

[@Bluepath16]

Great video… if only you guys went further and talked about trade-in along with lowest price.

[@dawg_man_73]

This is exactly what I was thinking.

[@Snugs_TTV]

Trade in is tough because it gets complicated. Every used car is super different in condition and options. Adding the condition, accidents, scratches, maintenance adds a lot of factors. Hard to put in a 10 minute video.

[@pameladavis45]

Wow Ray...do u hire out by the day so I can take u along with me to the dealerships?!😂 I'm really interested in a toyota venza but they're not as prevalent on dealer lots. Any strategies for getting the price down to something reasonable ?

[@Clearly_Berry]

When Unc brought the point back to “Micheal Jordon”I hollered very clever 😂✊🏾I immediately liked the video thanks you’ll for sharing this very informative

[@danklein8587]

The team for life discount is referred to as the Bend Over Sucker discount in the industry.

[@marypannunzio9839]

Would love to see this in a lease scenario.

[@superturtle61177]

Pretty much the same thing. Focus on the price of the car. The money factor and residual value don't change on leases so once you have the price you plug it in to get your monthly. There are sites that can tell you the known incentives/rebates, and the unknown money factor and residual value.

[@marypannunzio9839]

@@superturtle61177 Thanks. What sites give you the money factor ?

[@celestialmojoastro]

I was literally coming in here to ask the same thing! What would change based on leasing? When do we ask about the buy rate, etc.

[@marypannunzio9839]

I know a lease is base off the sale price. Not sure how to get money factor and residual value. Often time the are dealer holdbacks. It is a % of the msrp , and vary by the manufacturer. @@celestialmojoastro

[@turkwendell6904]

@@marypannunzio9839 I can't believe he didn't put that in it's not like it's some big secret just Google the name of the car you want, year,trim and put in "Edmonds forum " where you will receive the money factor and residual from people across the United States and it's very accurate

[@whatsitlike6392]

Be careful in this conversation. When you start saying I'll do it for $34k you're still thinking out the door price. You'll initial it. Later they'll say, oh no we were talking about the price of the vehicle. Keep saying out the door price until you are blue in the face.

[@karishmakapoor4285]

Okay, I watched this video and thought to my myself that I can never pull this, but guess what I could I actually do this and this is the result. Initially quoted by dealership: 30,350 My ask based on the same calculation: 25,500 Final agreement:26000 I realized anyone can do it, you just need to be informed . Thanks a ton for saving my $$$$

[@danfish4life249]

It's a miracle to find a video about buying a car that is easy and even enjoyable to watch amazing. You've got a great dad and dad you've got a great son. Now I'm headed out to buy my new truck. I'm hoping to get the dealership down another $1,000. I've been wearing them down for a while now I think they would like to just make the sale and see a lot less of me. hehehehe

[@T_210]

Far too much talking, I'd have left after a few minutes.

[@j2skillful]

You all (meaning the KZbin ca purchasing too community) give good info, but I’ve never heard any of you address the lots that offer haggle free prices like Hertz, Enterprise, Carnac, etc. - and whether or no their prices are reasonably fair, or if you can actually negotiate a discount from them despite what they say. Love your work

[@steverus1336]

Excellent example. In a car transaction remember the salesman is not your friend he is your adversary. Trained to make you feel good while maximizing the sale price. In the end I would have said 33,500 and I will sign. They will never give you their absolute best price. Even invoice is not their actual cost for a vehicle. So many people pay far too much for a car simply because they are uninformed.

[@Snugs_TTV]

How is invoice not their actual cost for the vehicle>?

[@TheShoopdaddy]

Thanks!! I used Rays tactics about controlling the conversation and now giving all my intentions at first.

[@stevem437]

I don’t even walk into dealerships without having a deal in place. This is how you take the “the salesman has time on their side” away from them. I’m doing all my research and coming up with an OTD number. I email the dealership and tell them that if they agree to the OTD number, I’ll come and test drive the vehicle. If the test drive and my visual inspection goes well, I’ll buy the vehicle. I understand sometimes we just can’t make a deal and that’s ok. But I’m not about to waste anyone’s time. Do your research. Make an offer pending a test drive. Get your payment method ready. Then execute the deal if everything checks out.

[@Eden639]

I appreciate how you guys help educate car consumers. In the summer of 2021, I went to Nissan in Universal City in Los Angeles CA, to get a Nissan kicks, they mark up the cars $2K plus they hide a 2K fee for a paint glaze that will keep the car like show room they said. I told them I did not need that and they said all their cars have it and they come like that from the factory. So there are other ways to hide and inflate prices that you did not mentioned. I walked out of that dealer so fast. I also encountered that paint glaze fee at a Subaru dealer, where it was $1,600 for the glaze but they agreed to get me a car without it. I also went to Hyundai and cars were marked up 3K, the same at Toyota, both were straight forward about it. In the end we got a new Subaru crosstrek at a more honest dealer and got a lease with 5K down:( I wished I had seen your videos before, now I know that was money in the trash.

[@n3rdworldproblemz877]

"if Kenny wants to be the best HE can be..." Bahaha hahahaha amazin.

[@nicholasdupont2468]

Somebody help me out here - I've gone to Toyota, Honda, and Kia trying to implement these tactics to buy a Camry, Accord, and K5, respectively. All I get is a big fat "get the heck out of here" message in return (I live in a city of about 2 million). I've kindly dealt with them and left them my terms (only $1000 discount) and to call me if they want to make a sale. Crickets for weeks. Ray and Zach - please do a negotiating video for the higher-quality brands. We need to know IF we can even ask for ANY discount!