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

[@bluestar9486]

It's sad that car consumers have to even go through this bs with dealers

[@airbornesoldieramerica7125]

Don't know on why so many of us tolerate this for and how long we been tolerating it for. People need to come together on this and put an final stop to it, since these career politicians will not help us any, and these career politicians they will allow these very bad dealerships and crooked sales men and women still get away with it.

[@NoamTheGOAT50]

​@@airbornesoldieramerica7125to be honest, the career politicians CAN and HAVE the power to stop the high cost of living in general, not just this Shit.

[@chuckinhouston9952]

I enjoy the negotiations.

[@drumflip1253]

It has always been, and always will be a game with dealers.

[@davidbelley7911]

The way I see it... The dealer did his homework to sell the car with profits (which is legit since it's a private company) and so should you before you buy it. As a consumer you need to know what you get into. Channel like this one is a great start.

[@GeorgeCarneal]

Zach, you did a great job by talking in circles like most of the shifty, shady, sales reps. We appreciate you and your dad making this video. Well done!

[@Lessontobe]

Yes it is a very good post.

[@alldaysportstalk365]

This is very helpful. I got a pre-approval from my bank and am looking to buy a car within the next couple of weeks

[@mike60521x]

dont forget the number 1 purchasing technique - pushing back your chair, getting up, and walking out

[@TC1Z2L3]

The powdered sugar coated gaslighting was pretty spot-on.

[@FUYouTubeCensors]

I would've broken his kneecaps and forced him to buy the car

[@deanw1958]

As a former Ford car sales consultant..good video..I would add as you work the deals final numbers just tell salesman your going to lunch and you will be back in an hour..THEY FREAK out and will do anything to keep you from leaving the show room..good trick to get your price!

[@antweeezzyyyantop6743]

i like this any more tips i’m going in to see this vehicle tmrw

[@RodrigoHernandez-zp7iz]

Is there a reason they freak out? I’m a newbie to all this lol

[@Zed-Head]

​@@RodrigoHernandez-zp7izbecause you might not come back!

[@Flareman-qc2ui]

@@antweeezzyyyantop6743did you get the vehicle and how was the negotiation

[@rexdiamond]

I used car edge when researching the purchase of my Audi Q5. Going into the dealership informed is a game changer. Just like in this video I laid my cards on the table so they knew I was negotiating based on knowledge and facts, and they cut the BS and negotiated in good faith.. I ended up getting the car at a fair price.

[@MattGarcyaDC]

What exactly did u research

[@JrSOGD]

Yeah, what you did??

[@Lexbaee]

Share details ! 😂 I’m looking at an Audi S4 right now

[@diznutz5110]

Your first mistake is buying an Audi

[@gund2281]

It's amazing how good Ray is at this, which I know comes from decades of being on the OTHER side of that table. But it's also absolutely infuriating that THIS is how you have to converse with a car dealer when you go to buy a car. The time you have to spend doing research in order to have the pertinent info available to you is simply not feasible for many people. Also some people, like myself, are just not very good at being assertive in this way. Having the information is one thing, being able to keep your focus and deliver all of that information is another. I fail at the latter.

[@Birdyblue12]

Totally agree

[@stockstnt8]

Its the time wasted playing games with idiots at dealership we should stop all dealerships from the games or close them down

[@rand8527]

It is amazing how Ray screwed people over for decades and is screwing people over more by having a shady KZbin channel under the guise of being “honest and helpful.”

[@gund2281]

@@rand8527 Who hurt you Rand? Who hurt you?

[@rand8527]

@@gund2281Nobody. I just don’t like abhorrent behavior. Go figure. I imagine you or anyone else dones’t either when it doesn’t benefit you/them financially. I also just don’t like political corruption where they pass legislation and shape laws and rules that would otherwise be illegal but benefit them and are not at all in the interests of the people they supposedly represent. But I guess we shouldn’t acknowledge any of that and just focus on “who hurt me” because that’s the point🙄.

[@tradermunky1998]

Zack was a little unbelievable as a salesman. He didn't compliment Ray on his stunning good looks, high IQ, huge salary, and how the ladies must be well satisfied after taking a quick glance at his crotch.

[@sebastianheine378]

Phenomenal crotch

[@helennoble9587]

Eww 🫢

[@jrplanning7700]

Tbh they would just kick me out.

[@The_Panda99]

Fr

[@jamesklee3]

Hey fellas, I watched this video one hour before negotiating for a used car last night. Y’all are reallllly helpful and informative, helped me get down to an out the door price that cut out all BS the dealership tried to add on. I normally don’t comment on videos but had to here!!

[@wilmarbarrick3194]

I'd just wear a shirt with Ray's face on the front (like Zach). First words out of salesperson's mouth would be "uh-oh".

[@hoofzy]

It would have to say "really, you gotta be kidding me." On the back so they see that when you walk out.

[@shackrat2331]

Don’t kid yourself. I would imagine that 98% of dealers have no idea who they are. I have enjoyed this channel for quite a few years, and they usually offer good advice. I’ve been in the business for over 38 years, and I’m amazed that some people take all of this as gospel. Each car deal is different. I love when my clients are educated, it helps me determine which car meets there needs and hopefully budget. I would love to share a few glasses of wine with Ray and swap stories about the old days. CIAO!!

[@FlightRobXIII]

Not a chance. In fact, like a blackjack player counting cards, they’d rather not have your business. Someone will pay the sticker. Happens every day.

[@reptillia3]

Love the work you are doing! Your videos have definitely made me more confident when speaking and negotiating with dealers. I have been asked “nicely” to leave multiple dealerships bc they know immediately their up-charges and bogus fees won’t work on me. Thank you and keep up the great work.

[@MopedWheelieMachine-uw1zw]

You’re that guy. Those dealerships could care less that you leave. They actually welcome it. They don’t want a pain in the ass, know it all as a customer anyways. You buy a car once every 5 years and you act like a pro. These dealers do it EVERYDAY, the actually are pros. If you don’t love their car or like their price just respectfully thank them for their time and take your business somewhere else. People that act like a know it all car hero are people we celebrate their parting of the dealership. Haha. These dealerships make millions they don’t need your $1500 to $3000 profit to stay a float.

[@joeknight8128]

@@MopedWheelieMachine-uw1zwlmaoooo you sound like a butt hurt car dealer 😂😂😂😂

[@ImSoExcitedBo]

Can you guys make a video on the pros and cons of buying from a big car dealership vs a small local dealership?

[@basstheangelo]

Big dealerships always give me a better deal than small dealerships.

[@jamesschneider3329]

I went through this a few weeks ago. When the salesman comes back with the initial deal numbers and starts with "Remember now, these are just numbers, not an insult", I just knew the deal was dead. I went ahead and tried anyway because my wife and I really wanted the car. So I counter-offered with equally insulting numbers to them. When I showed him the price history for the vehicle and that they had it listed for the incredibly low offer I put forth at one time, he mumbled "so you've done some research" and I never saw him again- just his sales manager. The sales manager basically just complained about his wallet, and never really tried to move closer to my numbers. He tried some numbers games to make the ripoff not seem so bad, but I had given them too much time already. I thanked them for their time and left.

[@chuckinhouston9952]

Excellent

[@wolfeadventures]

Walking sooner than later is always best. Hand them your info with Your final OTD price. Might be surprised you get a call at some point saying they will make that work.

[@TheNobleLoyalist]

I got to tell you all, I have bought quite alot of cars and motorcycles in my time, and UNLESS IT'S JUST ME NOT REMEMBERING CORRECTLY, OR IT'S JUST MY PARTICULAR AREA (NY-WESTCHESTER, PUTNAM, DUTCHESS COUNTY) the last 5 years or so I've noticed both used and new car dealers don't budge AT ALL. I have been in quite a few high-commission only sales positions (No sale, no dinner) albeit never been in car sales but still something I might do one day; I only mention this about myself so it's clear I am well versed in tactic and expectation, and no matter what I try, it seems like they genuinely don't care AT ALL whether or not i buy/they sell that day. A quick example; during the height of covid when most if not all businesses were closed to the public at large, that is to say only open by appointment, I had been on the hunt for months looking for a Corvette C5. I am very specific always in getting exactly what I am looking for, ie., 2002 to 2004 C5 only, white non-convertible only, manual transmission only, 75k or less mileage, anyone who knows about Corvettes will tell you that just being specific about the color right away limits options in the New York New Jersey Connecticut and Pennsylvania area so drastically that it's nearly in impossible task. I had literally looked at hundreds and unless I wanted to buy sight unseen and only on the seller's word of condition and have it shipped here I had to accept that I may have to choose a second option color and possibly third option color. I was one day just about on the verge of completely giving up and going to my second color option it was more and more difficult especially being the height of covid even private sellers we're not showing their car to prospective buyers. And then suddenly I came across exactly what I was looking for. It was absolutely beautiful and it was at a used car dealership without a used car dealership someplace in New Jersey. I called the dealer and made an appointment to view the vehicle and drive it. When I brought my girlfriend at the time because I was dead-set on buying it so she could drive my car back while I drove the vet. When I got there needless to say the neighborhood the streets and the dealership was like a ghost town. The salesman were there as well as the in-house mechanics and I guess they were using this opportunity of downtime to fix up the cars and revise their prospects and sales techniques and inventory. When they pulled the Corvette out onto the street for me to look at it and drive it as far as I was concerned I had already bought it if it drove as well as it looked I was finally going to be a Corvette owner. I went for a ride in it I drove it everything felt wonderful. Then came the moment to do the paperwork and close the deal. Now I will say that anyone who has looked into buying torvest especially a C5 will quickly realized that the prices are all over the board there is literally Lee no set price I've seen beat up one going for 15000 I've seen Mint Condition ones going for 11,000 and of course these numbers go up and down both ways. It mostly depended on the mileage I noticed that many of them with 120,000 miles or something of that sort were priced at 11 to $13,000 and the ones with the lower mileage like 75000 miles and below we're going for 14 to $16,000 this one was overpriced indefinitely they were asking about $3,500 then what I think it should go for based on all the numbers I've seen over the months. I thought to myself I'm going to definitely get this car and I'm going to offer them a fair price and they're going to say yes because there's nobody buying cars right now and I would imagine this would be a no problem no-brainer sale. We sat down and I had brought cash with me that day to cover what I thought the car is worth and of course some more money to cover additional cost. I immediately started off with what I thought was fair and the gentleman quickly responded with we do not negotiate the prices are the prices at this dealership. Now this is the third dealership that I've come across this phenomenon. I stated my case and explained to him what is a car is actually worth and that it is for sure overpriced however I would be willing to meet in the middle and again the salesman came back with a prompt no, he did not even pretends that he was talkin to his sales manager or even entertain me and pretend to run numbers in his head. I asked him show me the total again everything out the door every single thing what is the total? Something didn't seem right as the number final was higher then it was at the beginning of talking I inquired about it and he told me there is a $500 doc fee. 😂😮 I had did my due diligence regarding these fee that old dealerships for the most part have ends in New Jersey they are allowed to get a lease a minimum of $75 is the actual cost and they could charge up to $500 that is the maximum. I told him that I did my due diligence and I think it's ridiculous the price they are asking for the car I told him however I will pay the price for the car but there is no way I'm paying any more than $75 for the doc fee. And again he came back with a quick no prices the price you did not even trying to take even $10 off. This was very insulting to me so I quickly threw out there in a snide manner, but you have a lot of people busting down your doors to buy Corvettes during this peculiar time do you sir? Been selling a lot of cars recently sir?🙄 he sat there with a steady and Stone Cold expression, so I got up from the chair and told my girlfriend forget it let's leave. I told him before I walked out here is my phone number I will be willing to come back and purchase the car at this particular price if you call me from now until the end of the weekend. I was extremely disappointed but I figured that he would give me a call at some point during the week with some kind of a number. He did in fact call me back the next day and insulted me further by telling me he would sell the car to me at the price he told me at the dealer with the fee as well. At that point I decided that I will be just as insulting so that point I told him I have changed my mind about what I will pay and now I will pay what the market is actually determining and so I gave him a price $3,500 less then the offer. He responded that that was a silly request and insulting and that I wasted his time. I laughed at him and told him good luck selling it. Needless to say furiosity album of me about four months later, and the car was still there for sale but $500 less than before. I did not end up getting a Corvette by the way I ended up buying a sportbike.

[@jammer2.036]

Guys, they just sold it to someone else that knew that it was market value priced and probably made a few bucks off the financing so don’t waste your breath.

[@Paytonwh]

Where did you find the price history of the vehicle?

[@kerry7932]

You forgot the final dealer response: "Sorry, my hands are tied. That's the best I can do. Take it or leave it. One moment. I need to check with my manager and I'll get back to you." The seller goes to a back room and reads random twitter for 15 minutes then returns. "So, have we got a deal?"

[@mcheb8910]

You guys can do these mock video's all you want, but the truth is dealers don't give a shit about arguing and going back and forth like this, because someone dumber will come in tomorrow and buy the car. Meaning you don't get the car or a deal and they don't budge off their BS and games. Not much has changed in the car business even under these times. Dealers DONT LIKE EDUCATED CONSUMERS. They'd rather kick you out the door then go back and forth with you, they want you to leave. You're not their customer......

[@DreamVicarious]

Very true, completely agree.

[@tilltill2071]

I know that Ray has been doing this for 4 decades (or more), but damn! If I can control the dialogue with a salslesperson half as good as Ray, I'm guaranteed to negotiate a good deal!. Great job!

[@mike60521x]

here is a excellent technique for controlling the conversation - never reply to any of their questions, silence is golden as they say - you ask the questions and you set the price and if they dont like it, get up and walk out

[@e.rivera4251]

..well 4 decades dealing with crap salesmen is a lot ...maybe is time to change how we buy cars..like any other piece of furniture..........anyone ?

[@jobeall5078]

I heard this pitch almost word for word last week at a dealer. They kept pitching the monthly payments and I i kept saying I only care about the out the door price. I ended up walking out. They called a couple times this past week trying to get me back in.

[@SSTillmanEsq]

Did u go back? U get the vehicle?

[@jobeall5078]

@@SSTillmanEsq No, I ended up getting a vehicle from a different dealer. The other dealer was more straight forward and gave me a way better deal on my trade in.

[@josephkraft5640]

Yes my wife and I just bought brand new Subaru legacy limited and MSRP was 35k. I knew that the trade value for the Highlander we had was 40k by speaking with a few other dealers and I also had pre approval for 6 percent interest rate for 60 months which is still too high but that’s where they are right now. I knew what my payment should be with my down payment and trade difference by using online auto loan calculator with said 6% rate and I knew that sales tax wasn’t a factor since we were trading down from 40 to 35k. These guys tried hard to focus me on the monthly payment which did not work with me. Also they started off with 35k for my trade which was unacceptable. The payment was way off and I asked what interest rate are you figuring they said “high teens” quickly and I laughed and told them I knew I was approved for LESS than 6 percent and showed them competitors offers for our trade and after a long frustrating journey I got the trade value I wanted, the interest rate I wanted, and the “out the door price” I had calculated and expected and the payment was actually a little cheaper than I had figured after I had to go through all the “add on” options from the finance department and declining those everything lined up perfectly. These dealerships will take thousands of dollars from uninformed people easily and make considerable profits off of you if you’re not careful. Now they don’t like me very much out there but hey it only took me a few hours to potentially save at least 5K. I appreciate these types of videos to help people understand this process better and to get informed and be prepared before buying a very expensive depreciating asset.

[@kirkdunn1379]

100%......they will take whatever your willing to give them.....research, time invested is only going to save thousands so a pretty tough argument to go into a dealer uninformed and letting them work out a deal "for you" Huge purchase should be well thought out, planned and knowing the market and the finances before even beginning negotiations...... It's your fault if you find a week later your deal you signed was a bad one....

[@ed5308]

Sir you are an educated buyer. Think how many car dealers the average person has to go thru that will make a deal. They do not want to see you come in the door. They just keep flogging how much can you pay a month and then stick the average person with ad ons they do not want.

[@fizzazzle]

Great job! I just went through this process and the salesperson tried every tactic in the book to sway me including the emotional appeal "Don't you deserve to have the luxury and safety of driving this car?" My favorite line was "Don't pay any attention to THIS number (the car price), it's just these little chunks (the monthly payments)". OH, and asking about my husband (don't have one) and asking me out to dinner. I came in having done a lot of research on car models and have excellent credit but I decided not to buy a new car. The one I have is fine and is paid off. It's a horrible and disappointing process that needs to change.

[@harknowhere]

This kind of overconfidence and facts doesn’t work by me. I went into a dealership for a scat pack with my friend and he had a cashiers check ready to buy the car outright and once we said “out the door price”, he spoke to his manager and then came back 5 mins later and said the vehicle was already sold and they apologize. 2 weeks later I come by and the car is still there. So sad

[@an5lg]

I hate negotiating and talking with sales people. Want to come over to Washington state and help me buy a car? Ill take you out to Texas Road House. LOL

[@robbyprice8247]

Just buy a Tesla. No sales people no stress, no lies.

[@petedelaossa583]

Modeling is a fantastic adult learning technique, and you guys nailed it! Thank you. Keep up the great work!

[@samtx5518]

Facts nothing but the facts….Spot on Ray!

[@CarEdge]

Thanks Sam. All the best, Ray

[@tknapp]

Loved the role play. ❤. Since you’ve schooled all of us on negotiating the OTD price via email before going to the dealership, could you do a back and forth email simulation of how to manage that? You guys rock! 🎸 Thanks.

[@CarolinaCarolina-ph9mx]

This is what I need. I don't have a vehicle right now to get out and look, and many of the vehicles I might be interested in are not in my area. I need to know how to negotiate over email, and then how to set things up to have the vehicle inspected by a mechanic when I can't drive it there. How can I do that??? I can figure out how to get there to pick it up once everything is taken care of, but I need my money to go towards paying for the vehicle, not riding around looking. I have sent emails in the past, and I ask straight up and first thing what the Out The Door Price is - and for that number to breakdown whatever additions, charges, fees, etc., make up the price. I have responded with counter offers - providing the vehicle checks out okay by a mechanic of my choice - but no takers yet. Prices have been so high no one is playing, but I hope that changes soon. I am willing to go above KBB, but not by too far. I know that if I were to wreck the vehicle or it was stolen, insurance is going to go by something closer to KBB to reimburse me, so I don't want to take a big risk here and end up shorted thousands of dollars. That's money I would have to come up with again to buy another vehicle, so trying to keep it close.

[@scon1425]

Yeah I’m a big fan of role play

[@jep5105]

I bought a Tesla recently. Just visited the showroom to see the models…no sales people, no pressure. The reps just answered any questions I had. About a month later I ordered my Tesla online. When the price dropped while I have waiting for delivery the automatically lowered the price. The price went up shortly before my pickup date but the price stayed at the reduced price. When my pickup date arrived they rolled out a red carpet for me, used the app to transfer ownership and walked me though configuring the setting. Going though this BS discussion with legacy dealer sales people sound ridiculous. This mock sales discussion just proves how this whole process is a giant scam and the dealership trying to rip you off. Why would you want to put yourself through this stressful argument with a sales person. I will never go to a legacy dealership again.

[@davidhunt5682]

I'm convinced there is no such thing as a "good deal."

[@valdezpeter2007]

A good deal is only the in the buyers perspective.

[@codychadek6742]

Except who has $6,000 of profit in a used car right now 🤣🤣🤣

[@daytonpyro]

and they say BYE BYE.. there will be a guy in to buy this for 37k...

[@cp3onmtv963]

And that’s A ok because he just showed him 2 or 3 other options, 1 with less miles on it AND NO JUNK FEES that he could go buy instead. Your comment may have been accurate a year ago but in this particular situation the dealer loses!

[@daytonpyro]

@@cp3onmtv963 the Stealers never really lose

[@noree5807]

let the stupid person overpay then. Bye bye it is 😂

[@jammer2.036]

What planet are you on where you think you can negotiate $6000 off of a preowned vehicle. First off book value is somewhere between $32,000 and $33,000. If you made an offer of six grand off a vehicle, especially a hot selling Honda, you would have your walking papers. 😂

[@priceandpride]

People that are playing games, ask for a different salesman

[@isaactuttle1529]

This is great but how can i know if a car is within my budget when im a first time car buyer and i dont kniw what my INSURANCE will be

[@jandjbrothers1]

This guy sounds like the guy who says “Inconceivable” from the Princess bride

[@Red_Bearded_Dad]

I think everything the "buyer" did was amazing. That being said, I truly believe the dealer/salesman/manager would say, "I'm sorry but we can't get to that price. It's just not possible."

[@UnseenSpirit]

Fair enough but you don't lose anything as a buyer

[@Afterword.]

Just did that at a car dealership (though there was a more back and forth and I didn't show the other cars). They did come down in price a little (not much). But ended up walking away.

[@northernmb1]

First of all by pass salespeople and go directly to sales manager or dealer principle…. Then what’s your best price? Make an offer if it’s not close then tell them I’m not interested then and walk out! Flat out your time is money… so dont sit down and talk for hours !

[@jadeezy21]

I am a car salesman and I hate that we get such a bad rep :( I've made sure to train myself to where I don't sound like your typical shit-salesperson and that I prioritize customer experience. I receive great feedback from all my customers for being genuine and straightforward, and I am proud of the way I do my job. When I have customers this educated come in, it makes my job quicker and easier which is good for everyone. Keep up the good content!!

[@rand8527]

😂 “I’ve made sure to train myself to where I don’t sound like your typical shit-salesperson and that I prioritize customer experience.” Good for you. The only difference between you and a traditional car salesman is that you make people feel good while they’re being screwed over. That’s the typical modern day salesman. They know that most people don’t fall for traditional salesmanship so they change their strategy to having the nicest most over the top friendly interaction with the customers but still use the exact same shady financial tactics. That way the customer thinks “Well I’m still getting screwed over but at least we’re having a really pleasant conversation that’s making me feel good.” Only weak minded people view this as an acceptable consolation. Or there’s the gullible people that actually think that just because a person is really nice that it means that they won’t be screwing them too bad. Either way people will leave positive feedback. But people with a modicum of intelligence know that getting screwed over is getting screwed over. Personality means nothing if the numbers are the same. So your negative reputation is well deserved. But nice try. You would make a good politician. I once had a car salesman say something along the lines of admitting that the dealership tries shady tactics. In other words try to get me to think “oh he’s being honest with me so that means I should trust him and that he’ll be honest with me when it comes to negotiating the car price.”🙄

[@jadeezy21]

@@rand8527 sure buddy lol

[@teamdefined]

@@rand8527 Yes, dealerships are a terrible experience but don't take it out on a guy who is trying his best and keeping his morals to make a living for himself and his family. There are bad apples everywhere but don't shit on the one person trying to put the customer first. You're paying for the cost of conveniency everywhere you go, being educated in the way you negotiate is the only way to ensure you aren't getting completely screwed over.

[@TheMrjetdoc35]

Bullshit!😂😂😂😂 all the same

[@smlofficial6911]

@@rand8527Lmao it amazes me how much uninformed hate people have for car salesmen. The car salesmen that are shady are the ones that don’t know shit about the car they’re selling. Cars are extremely complicated and the majority of salesmen fail to know their product knowledge and inventory. That’s the reason car salesmen get a bad rap. Otherwise, they’re just like salesmen in literally any other industry. Their job is to build relationships, give great customer service, and in the end close the deal so both parties are happy. Nothing shady about that.

[@3-dnetwork588]

With cars being on back order and dealerships having to reserve cars for people - I was able to negotiate $3800 off a ‘23 Corolla LE + tint and Matts + 4 year maintenance + lifetime power train warranty at an auto trader Toyota in central Florida. I hopped from 5 different Toyota dealerships bringing in the buyers order from the last ones and had them all try to lower their price until I went with the dealership that gave me the greatest perks (+ at the end I even whipped out my military ID and said “add this $500 rebate for being in the navy and we got a deal.” And it worked. This was only because all these dealerships hadn’t had the car in inventory and it allowed me a window to dealership hop until I found the one who was able to give the greatest value. I’m a 21 YO navy corpsman who went solo into the dealerships and did just like you guys said - out the door price first, not mentioning my budget of military status, and than once in finance having them match a greater APR compared to my navy fed pre approval. The salesman and finance manager *knew* I had an idea of the game they were trying to play and coming prepared with a folder filled with notes and bar graph calculations for monthly payments let em know I was serious. binge watched your most popular videos and looked into the free course you have on YAA. You guys are lifesavers and now I have a life skill that I’ll keep on refining and I’ll spread the news to my other military buds + friends and family. Forever grateful.

[@juicetin9997]

how much otd

[@seawall5102]

Great video showing true back-and-forth discussion. This is exactly why most people do not enjoy the buying process. Weather you see a great add on tv or paper, sticker on the vehicle or website (if they show it), the price is never accurate. Not to mention that this is an exhausting process that takes hours. When you began by saying do not worry about the monthly payment, at that point most salespeople are in shock…as that is how they are trained.

[@14Marathons]

Love your channel and what you both do for the consumer. I laughed so hard when Zach said, "my hands are tied" and without hesitation. Ray said "no, not yet, but they should be, and in fact handcuffed...." (4:35) Zach cracked up. What a great line!!

[@RG-si6dy]

A lot of sales rep don't even bother with much effort anymore because people Google to death the car they want and already know everything there is to know.

[@dougb3699]

Everybody says, "Get a pre purchase inspection" but nobody outlines the actual logistics and cost of getting this done. Will the dealer allow a mechanic to come in to do this? Will the dealer allow the car to be moved to the mechanics location? There is no information given.

[@dantesantoyo3460]

Maybe bc that’s contingent on your local mechanic and what they’d charge and the dealership. If you’re buying a Honda from a Honda dealership I’d assume it’s been pre-inspected. If it’s a small dealership and they don’t want you to do that, that’s a red flag 🚩 to leave imo

[@mrbluemancheese]

It's usually a small fee around 75-150 dollars to have the specific dealer check it out. You can also go to local shops with experience in the particular make.

[@curtfreeman7066]

Well done Ray and Zach! Not only was this a great demo about negotiation but it sold me on a Car Edge membership for some upcoming transactions. Achievement unlocked!

[@ZachShefska1]

We’re here to help! So proud to help consumers save money! Thank you for being a part of our community!

[@DeepakKumar-Welostinplaces]

This is really helpful. I would love to see a negotiation video for a new car (preferably a RAV4). I think current market might not have that flexibility but I would really appreciate to know buyers options while finalizing a new car. TIA

[@ZachShefska1]

New car coming next Saturday! Thanks for watching 👍

[@trev9168]

Rav4? Good luck

[@joesanchez9512]

We walked away from a rav4 yesterday. They were asking 5k of dealer add on. Tried giving me only 2k on my trade in 🤣

[@brianturner9434]

I took a 2023 camry nightshade se from 34.8k sticker to 33k out the door. It's possible these days

[@trev9168]

@@brianturner9434 that really not a great deal bro. For a se? Nah

[@Claire_III]

This was great! Would love to see one of these on a new car for this summer. Looking at Rams and know I can negotiate on them since the inventory is crazy high

[@ZachShefska1]

Oh yeah! We can 100% help you.

[@andyxmunoz]

The fact is - if you're educated, they don't care to close the deal any longer. They bounce to the next consumer hoping they'll agree to a terrible monthly payment. I've left 4 dealerships in the last couple days & they don't chase you out the parking lot like they used to.

[@tmc6185]

you may want to check back when they have a bunch of vehicles on the lot. I just noticed many dealers near me just had some major deliveries and their lots are full. I bet a full lot and getting closer to end of year with 2023 stock on hand, they wont let you walk out the door as fast.

[@sebastianheine378]

Thanks guys. Really needed this video. It’s been very challenging/stressful searching for a new car here in Ontario, Canada. Your videos have been super helpful

[@OutdoorsybyNature]

Thank you for this video! The car-buying process is so ridiculously stressful as it is. This video really helps me feel equipped to ask for what I think is reasonable and walk away if the dealer can't match it.

[@nashantiwari4834]

Out here in the Tampa Bay area there is still no negotiation. I was looking at a Honda HRV, would not budge on the price. The dealership was proud to advertise no "market adjustment" but had 4999 in paint protection, nitro filled tires and other bs. They state they are in demand and that's the price. Toyota Corolla cross same thing they were selling it for MSRP no negotiation. I went to multiple dealerships for both. I ended up going with a 2023Mazda CX5 carbon edition. They had no up sells and took 2000 off of MSRP for me. I finance through them at 3 years 2.9 APR. I feel it was the best deal for what we were looking for. In the end the dealerships are criminals. There were people buying Honda HRVs for high 30's and low 40's thousand dollars in today's market. Crazy.

[@8bpianoplayer]

Yeah, we bought a 22 Honda HR-V EX last year at our local dealer for $30K while some dealerships closer to the city had "market adjustments" for $5-7K on the base models...saying they were in high demand. We also negotiated off that "auto butler" and some other nonsense charge to even get it to $30K (EX-L model was an additional$2500 over the model we bought), but we still saved about $7K on the OTD purchase. Wild times we live in.

[@KengJeeThao]

I would like to see them do this at a Actual dealership and see their reaction. It would be amazing! it will go viral!

[@anabonilla7785]

Love love this video. I am Spanish speaking and a woman so people like me are so vulnerable and those dealerships just take vanished of me (NOT any more) so I can't thanks you enough for these video.❤

[@star9732]

In 2023 i just wanna go online buy a car and have it delivered to my house with no BS or negotiating.

[@XX-166]

So you wanna pay exactly what the stealership says is fair and ask ZERO questions. You trust them that much huh??? 😂😂😂😂😂😂😂😂🎈

[@star9732]

@@XX-166 i want to buy directly from the manufacturer

[@XX-166]

@@star9732 you go right ahead and trust them completely and allow them to set the price for you

[@kylewingrove]

2 short Questions for you guys on the last point of being pre-approved: 1.) So for the Bank/Union I work with their pre-approval is a HARD credit inquiry they don't seem to have a soft inquiry option. You only get 60-90 days to buy a vehicle with that pre-approval, should you still go through them for such and take that risk of having to find a vehicle in that time period or should you do go through somewhere else to get a soft credit pre-approval rate? 2.) Secondly, can a dealer lie about whether a credit check is soft or hard credit approval? It's no myth that dealers can be shady or even lie, but legally can they lie to you if you want to compare rates for the dealer on whether it's a hard or soft credit inquiry? I ask this as they may offer you a good rate (Although I know it's not always likely just worth comparing if they have it). Love the videos thanks for the awesome advice. My fiancee was shocked when she saw me negotiate after learning some of your guys stuff. :)

[@Chris-Smith]

1] Never heard of a hard credit check for a preapproval, unless you are declined. If you never go through with it, it drops off since no corresponding account is opened nor were you declined, if you go through with it, then it stays. 2] Credit Bureau companies recognize multiple inquiries within the same week or so is a customer shopping around and they eventually drop off once the customer chooses one and thats the only one that is shown on the report

[@stellijer]

Good stuff overall! I just have a couple remaining factors: 1) The ammunition with other deals is great. But what if you comparison shopped and they really ARE the lowest? How to edge a good deal then? 2) If they're the lowest, how much might I get away with asking for a deal? For instance, if their pre-tax price is $28000, and you expect their fees to put it around $30,000, what kind of price could I realistically ask for? Especially if they claim "no haggle" pricing? 3) Other fees I've seen include "dealer fee," and a form of electronic registration fee. How much is a realistic dealer fee? And is this electronic fee legit? How much should it top out at? 4) If they come back with a Doc Fee of $500+, should we call BS on it? Otherwise they have a $50/hr employee working for 10 hours on paperwork!

[@sparkabundance]

You two are the absolute BEST. I feel so empowered watching your videos as I shop for a new vehicle. THANK YOU SO MUCH!!!

[@SkinnyCow.]

All mumbo jumbo. $37,912 is what they want, just state your "take it or leave it" out the door price, say $33,000 and walk. If it takes you 4 days working 8 hours to save $4,000 in effect your working for $125/hr tax free and that's not bad money

[@Burps___]

I would already know what I’m paying out the door for the vehicle (use CarEdge or whatever resources you want) and I would be a buyer that would speak less (they don’t care about your questioning “reconditioning” or showing comps at other dealers) and just write the number I’m willing to pay on the paper and that’s that. Works every time. Trust me.

[@withlittleman]

The msrp has went up 52% avg since 2019. What does that say about msrp below invoice now vs 2019. Its not inflation its greed.

[@michaelm1739]

Zach/Ray excellent video, quick question, why did you accept the DOC fee as is? Isn't this a negotiable item? Would you offer $50.00 as a a max DOC fee? Thanks

[@MrIEnigma]

Pre-approval is huge. Do the math. Some dealers just undercut by 1% just to get you in the door but slap a bunch of crazy mess onto the cars. Be smart about your money.

[@therealcoolchris]

Awesome! Thank you for this. Now, can you fellas role play on how to negotiate for a NEW car? Love to see that one.

[@isaacohnstad3765]

These guys are dumb. Most people never research what price car they need to be looking at to be in the payment range they desire. That is why the car salesman needs to know what payment you are looking to accomplish. If the salesman knows you want a $400 payment with no cash down that means they can show you cars priced $15-$20k.

[@dtmproductions]

This is what I did at my last car deal. No payment plan talk, just give me your best offer of an itemized out the door price. Make sure it is itemized so you can see all the little revenue things they would have charge you for in the final price. Also I did not accept any of additional fees for nitro, theft systems, ultimate ceramic options that the dealer said were "already included with the car." I told them that its a good car and has almost everything but not everything. I did not custom order it but rather YOU (the dealer) put these options on. I don't want them so either take them off of the car or reduce the sales price by that amount. They reduced the sales price. Next the doc fee. Some dealers can be tricky but I have never paid more than $200 for a doc fee. The dealer said, well everyone has to do it. For context I live in a Southern state where the laws do not cap the fees. regulated

[@kenlewis6699]

or...counter offer around 32k right at the beginning, don't discuss the details, walk out, and have salesperson call you if they want to make a deal.

[@samshare2146]

Excellent advice/roleplay. A very long time ago when I did car sales, this is the type of customer that was the hardest to hoodwink, uh, sorry, I mean work with. They did their research and came prepared and went about it with clarity of purpose. Those who came in clueless with no idea of what exactly they were in the market for and how much they can afford were the ones that were the easiest to add extra fees, higher financing rates, and vehicles that were outside their budget.

[@tl2135]

So Ray, "why didn't you buy from carmax and the other dealer, why did you choose this Odyssey?" Ha!

[@umersaleem3100]

Wow that was incredible! I am planning to lease a car next month, I really wish yall can make a similar video, where yall are role playing how to negotiate a lease deal. Yall are awesome and I watch all your videos everyday!

[@billm639]

Don't lease anything. Ever!

[@BA-gn3qb]

I think the car salesman would walk away for the table before Ray did. Crying of course.

[@OreoKnick]

I love this type of content Gentleman! I'm going to watch this several times over. I'd love more of these!

[@bassw1758]

That's kind of a tough way to negotiate, I know a lot of people think it's good to get into the detail and negotiate every little number but that's kind of a waste of time, there's so many variables in the equation that you don't even know about, let them figure out how to get to the number, you're better off saving time and make it easier on everybody, giving the manager the number that you want to pay, tell him to take it, or leave it, with no emotional attachment, if it's a semi-fair number usually he'll take it and get a quick sale, opposed to going back and forth for the next 6 hours, and move on to the next sale.

[@eddym5532]

When I buy me a brand new car I wish I can get me a mentor like Ray and go with me to negotiate a good deal.

[@ErinBurke]

Just go in and be able to walk, this is the best negotiation there is, this is the price and i dont want one extra thing,And if you charge 275 or higher on DOC fee ill pay half or i walk

[@arnoldarnoldr5114]

A good salesman Would not allow the customers to take over the conversation. What condition were the less priced cars in? No, I don't sell cars.

[@pricilaaguilar7637]

love your knowledge and that you share it with us consumers , thank you so much for educating us

[@thetalkingboard]

Why are you trying to justify your counter? I just tell them this is the number or no deal. Very simple and avoids the dealer BS.

[@johanvercueil404]

Always enjoy these skits, but I feel like Ray as a buyer was on another level compared to Zach as a seller😅 if only all sales people caved in as quick as Zach did and as politely😅

[@roflorida1]

What about dealers that say their salespeople are not on commission and that the vehicle is priced by the market and is non negotiable. Is this true? What negotiating do you do for this type dealer, if any, or do you just stay away from these type dealers altogether?

[@jons4760]

Hey guys, had a question. I’ve been visiting a local Subaru dealer for a few weeks, test driving different models. Now after I discussed potentially using my current vehicle as a trade in, I was told by the saleswoman that they wouldn’t inspect my trade in unless I was sitting down ready to purchase a car. The saleswoman stated that it was to keep it “fair” so that way I wasn’t going to shop for other deals with other dealerships? Anyone else ever heard that?

[@ItchyKneeSon]

Try calling a couple other Subaru dealers to ask.

[@MAGA_Randy_Marsh]

If you’ve been visiting the same dealership for WEEKS, test driving different shit, and STILL haven’t bought anything. I would respectfully tell you to get off my lot and go take your business elsewhere. Stop wasting the sales people’s times with your picky shit. Lol. Just being honest though. They said it nicer though. And yes I’ve heard of it. They’re basically telling you to stop wasting their time. They’ll look at your trade seriously, when you’re seriously ready to buy…

[@Dorksterist]

How does pre-purchase inspection work? Will they allow me to drive this thing to a local Honda dealership for inspection prior purchasing it?

[@GuruChaz]

I have a question: what if I went into the dealer and did everything Ray did and the dealer said something like, “We just can’t sell the car to you for that. Is there maybe another vehicle that would fit into your budget?” Do you just walk out and forget that dealership?

[@XX-166]

WALK OUT

[@Chiklet42]

Yep, that’s exactly what’s happening at dealerships. I’ve walked out of 4 Toyota dealerships.

[@chrisharding3499]

Walk out

[@toxisists]

Worksheet hah! They’ll five you “numbers” on a sheet of blank paper and try to keep it

[@jordans5792]

Thank you for this video. I just went to a local Toyota dealership in Tampa to look at a preowned Lexus IS 300 they were advertising for $35,278. After the test drive the guy showed me the numbers and they added $4223.38 for their reconditioning fee, $3995 for a lifetime power train warranty they called “Toyota Advantage”. The salesman and the manager just sat there focusing on asking me how much I wanted to pay per month and when I would tell them the OTD price of their car was too high they just kept telling me that it just looks high bc I still owed money on my current car 😂.

[@jcamp9293]

I've only bought new cars, but I'm under the impression not to buy a used car from a dealer that wasn't the brand the dealer is selling.

[@ScottEggert]

Enjoying your videos! Do you have recommendations regarding buying through the fleet department? You covered some fleet stats in a recent video. I own a business and have bought through fleet for about 15 years (one at a time, and mostly for personal use). Do you have tips for negotiating dealing with fleet sales people? I have enjoyed a far less painful process, but am curious if I should negotiate more. We are buying soon, and even considering a Jeep due to the stock issues you have shared!

[@bellarincon1]

Car dealer would not tell me the out the door price unless I told him if I was financing or paying cash is this legal?

[@camerenisonfire]

So glad to see a new role play video. The old ones were what bout me into following YAA to start with. Seeing what y'all talk about in action helps so much with feeling more confident that I can do that when I'm in the hotseat next.

[@timothyjordan9573]

I just made an offer on a truck and the sale an said he uses a program to set the cost and can’t negotiate. This a dealership?

[@AZ-yc7lt]

The big problem that we have been running into with the last 2 or 3 cars we've bought in the last year or so, is that when we walk into the dealership they'll say that "this is what we bought the car for" and "they can't go below this number because that's how much they have into it" Any thoughts on how to deal with that scenario, seeing as I'm faced with buying another 2 cars for my other kids fairly soon.

[@FlightRobXIII]

It’s essentially the same scenario. Doesn’t matter that they “may” have paid that much for the car. You have to be reasonable, do research, and make a fair offer. Every car I ever traded in was instantly put back on the lot at $3-6k more than they gave me…so especially on trade, you already know that there’s money there. This market is different because prices are dropping, and the dealer may have overpaid. Don’t get emotionally invested. Let them send it to auction if they don’t want to let you take their L.

[@Chris-Smith]

"So you want to tell me I'm lucky you didnt overpay even more for the car?" or "thank you for saving me time" and walk out, if they dont stop you, then they are willing to wait to find a sucker that will overpay for the vehicle, if they do, then you can begin negotiation

[@edwsal59]

This shows me that you should only go for the best value Car Edge models and skip these types of dealers.

[@LicPlate8VPL158]

I got kicked out of every Chevrolet dealership here in San Diego using these tactics. They said playing games are in the past and someone else will buy with mark up or add ons whether I like it or not. "If you don't have the money, we don't have the time" was their overall motto.

[@Chiklet42]

I’ve been going through the same deal trying to buy a hybrid Corolla. The dealer piles on $5k worth of add ons and if I don’t want it, someone else will.

[@thomaskittock2866]

Totally acceptable, and their choice - provided they're actually giving the value they're charging for. In business, there is such a thing as "not my client." Now, whether they have other options for you... That depends. Are you looking for the cheapest price or a better deal?

[@LicPlate8VPL158]

@@thomaskittock2866 I am looking for one specific car, the Bolt euv (or ev) because i have the grant and rebate for an EV.

[@P7u8i9]

@@Chiklet42about to go through hybrid corolla buying process through Toyota. Did you end up buying/financing ?

[@Chiklet42]

@@P7u8i9 We bought one from a reputable Toyota dealer who didn’t do any mark ups. If you are in North Texas, go see Lisa at Family Toyota of Arlington.

[@roob2131]

People still tip their servers and waiters nowadays right? I’m in no way defending what a dealership does to hide their profits. However coming from being a car salesman myself (not a baby-eater) who’s well known for my professionalism, transparency love/respect for EVERYONE. We spend a LOT of time running around the dealership back and forth serving you the customer. In the heat/rain, in dress shoes and formal attire finding what you need making sure you’re given the best service so that we can MAYBE have a chance to sell you something. Keep in mind folks that 95% of salesman are purely commission based employees. If you have a salesman giving you his/her very best and they’ve spent 3-4+ hours with you answering or finding the answer to every single little question you had about the cars rear view mirror… why wouldn’t you want to leave your salesman a tip on your second largest purchase in your life? Salesman get the worst rep, meanwhile we’re doing all the grunt work to make your deal go a smooth as possible. While at the same time most likely dealing with an a** of a sales manager (MOST OF US DON’T LIKE OUR SALES MANAGERS EITHER). I understand people want to get the best possible deal under msrp like they did in 2016/2017 however that’s not todays reality anymore. Plus when you strip a deal of add-ons, you leave the salesman who spent all day with you, $0 commission to make off the deal. Maybe $100 “mini” if they’re lucky. Most people will read that and say, “I could give a rats a** what this guy makes from this deal. This dealership is probably making a fortune off this deal!” All the while your salesman is left with the short end of the stick. Just keep in mind, that the next time you’re looking to purchase a vehicle, ask yourself if you’d tell your server/waiter that you don’t care about how much work or effort they put in to make your experience as seamless as possible. Be kind to your next salesman, they do a lot more behind the scenes than you think and a lot of the times are simply the middle man trying to make a living.

[@allbayfishing9456]

A)It’s foolish to wear dress shoes and formal attire in this day if you are working the lot. B) you get the chance to sell once someone is on the lot, it’s your job to be closing. C) can’t compare a service job (waiter) to a sales job. If you are a good salesman, you will find endless high paying job opportunities but they all come with high pressure. Some of us thrive under the fun, pressure, money, ego that comes with closing deals!

[@andy.bernard]

Pre covid these negotiating tactics worked, but I've noticed most salesman/dealers aren't budging at all these days since it's a seller's market. It does appear to be changing though. But until the tables turn in favor of buyers like before covid, negotiating gets you at best a few hundred off.

[@truckercowboyed2638]

Last October I went back and forth with the finance manager over add ons and even making sure the payment was what I had calculated, came in $10 under what I expected for payment and he actually reduced my interest rate from 6.4 to 5.4, 1% of interest could be thousands over the loan term..so it saved me a lot more than a few hundred

[@johnroppelt5549]

Changing as we speak right now. Inventory is up and repos are higher than 2009.

[@MrJoshpit]

That's some good anecdotal evidence there chief 😏

[@shanec4441]

I’m noticing several car listings by individuals list the car price at retail cost. I don’t expect to pay retail prices from private parties individuals. Car dealers will list retail typically. The difference can be $3000 usually for a $20,000 car.

[@roninsc]

Best video you've ever done! It's a must see (AND DO) before buying a car. Well done.

[@CarEdge]

Thank you! Please share if you know anyone buying a car anytime soon 👍

[@ronedee]

The easier method is: "telling" the salesman what YOU want to pay.... TOTAL. Then they do their little "dance", and finally ask you if you will buy it today? Tell them; IF the total, minus tax & registration is the price I stated, then Yes! DON'T GIVE AN INCH. This method works 95% of the time. It cuts out all the bs and you either drive away or walk.

[@Godot1337]

Buying a used car doesn't make too much sense vs. a new car in today's market, correct? A video about buying a new car might be better! I'd love to see a mzda one since a lot of us going to them due to Toyota "driving" us away. (Pun intended lmao)

[@lilibear62]

True, especially when you factor in better interest rates and a full warranty.

[@rogern5368]

In this area of the country dealers have thousands of wealthy families that are buying up everything in site at what ever cost a dealer prices new vehicles at. Most Ford/ Chev dealers are adding a market adjustment of 10-20 thousand or more on very high demand cars. That are not going to sell for less as long as people just keep buying like this. Money is no object to some and want is king over need. So everyone suffers especially the working man trying to just survive in this world. This is a sad situation we’re in and greed is taking over honesty and fair business practices. Oh and btw Florida !

[@donaldjones8920]

This is why places like Carmax and Carvana have become so popular. People would rather pay a little more than go through this kind of BS. You would think car dealers would wize up.

[@MiddleTennesseeLiving]

Carmax is way overpriced. Although Carvana is also overpriced, it's not as bad as Carmax.

[@krisevon]

Wouldn’t the dealer just say why are you here looking my Honda if there are 3 other cheaper similar options? Their advertised price is basically the same as they are offering you this is why this is unrealistic.

[@TheElectronPusher]

Because sales people want to make sales. What you're describing is the sales person daring the customer to walk out the door -- which might work, or might completely backfire.

[@krisevon]

@@TheElectronPusher definitely a risk. I guess if you want to flip it why would the buyer be at this Honda if the others were truly similar and advertised at a cheaper price? Salesperson should be able to tell if they really want this color etc

[@funny573ff]

While this RP was good and extremely valuable, it's not about hitting them with 'facts' but about 'insider experience' in the industry, 'knowing' how dealers work and what they respond to. Like someone else said, going thru all this to get a deal is BS.

[@sacaloslots8577]

and take off another $1000 for you trying to BS me 🤣

[@chinea13]

I remember, when I did this at Findlay Henderson Toyota in Nevada. The manager went bunkers on me.