I own a dealership. I'd be pissed if I found out that my managers spent 20 minutes on the phone trying to convince my customer that they don't have time to give them numbers. Absolutely stupid.
Stop pretending to be an owner. That’s what’s absolutely stupid. He made it clear they didn’t have any sales so it’s probably stupid,if this was “your” dealership, that you would rather employees walking around not doing shit versus trying to make a sale. It’s 2024, online and via phone is the new age my friend. It’s stupid as a consumer to do the back and forth thing in person when it should and can be done over the phone.
That's a one sided view of the argument. All businesses want to keep business, not give it to others. But you can't keep people from making the best decision for themselves
@@alonso7124 🤷 If their price is competitive, then they shouldn’t worry about people shopping around. They’re selling commodities, they’re not artisans doing custom work for you. Price is literally the only thing that matters. Some dealers still live in a world where people were forced to buy and pay whatever their local dealer demanded. Welcome to the future, boomer.
@kungfoochicken08 some people rip dealerships off too. I get the market is expensive but everything is. No one goes to Walmart and negotiates any of their prices. the ability to negotiate is a taken advantage of too, and boomer? Lol you're funny I'm not that old.
Watched a ton of your videos and yesterday was able to get 7.5% off MSRP for a 2024 4Runner Off Road Premium. Thanks so much for enabling me to negotiate effectively!
Tomi, this was a brilliant piece of work. This is the kind of content I’m here for- I can actually take actionable notes from this negotiation and use it effectively in my own negotiations. Thanks for this.
Thank you! I want a mix of content, so at LEAST one negotiation a week is my guarentee. BUT PLEASE watch the other stuff as it all supports the channel. :)
Actual lies. He’s calls trolling people and lieing. He should be teaching people how to save up for vehicles and pay cash not haggle and lie to save a point on financing
I love to go into the dealership. I literally bring a lunch box and when the salesman goes to the big manager desk tower office thing, I just set up lunch on the desk and have a picnic to pass the time. Go ahead buddy, take your time. I've got allllllllllll day. 😊
@@flychomperfly Something else I didn't mention previously, is that I like smelly foods and I love beans and I love bananas. And when I'm done with the bananas, I place the peels in the trash can next to the desk. After a while, they're going to want to get out of there. More often than not, they just show me to the door but patience, I've got.
@its_the_SENSEI could also bring the kiddos and have them set up their toys and a blanket for them to play on the floor. Or in the case of Subaru bring some foster dogs out for a field trip to a car dealer. After all... It's what makes a Subaru a Subaru
@@TheKingOfInappropriateComments YES! My girls are older now, but I used to intentionally bring my daughters, nieces and nephews with me and explain to the salesperson that "I had kid duty today", the kids would get bored stir crazy after a little while and the sales manager & other reps would clearly want the kids out of there ASAP as the kids would start getting loud, but they don't want me to leave if they're convinced I'll buy that day, and I'll make it a point to hint that I'm really close on another competing model elsewhere so they think that if I leave, they'll likely lose the sale. It's amazing how that "absolute lowest number we could possibly go, the owner had to approve this" can still go lower when they think your kids are costing them sales but they also know they can still make a buck on you. On many occasions, I've got dealers to settle for $500-$1000 over invoice (not MSRP) and that in combination with incentives or cash back and/or manufacturer financing at ridiculously low rates (0%, 1.9%, 2.9%). And I NEVER take more than a 60 month term, EVER. I'll secure pre-approved financing from a few credit unions beforehand so I already have competitive financing and I make it clear that they would have to beat that rate at the same term for me to consider it. The crap people let them get away with these days is bananas! I found out my niece bought a new bought a new Jeep Wrangler Sport 2-door manual transmission back in March, sticker MSRP was $42K, that had an $8400 Market Adjustment tacked on, another $2000 in fees (no tax here) and only gave her $2000 for her Civic that KBB showed trade-in value of $6000+ dealer and $9K private sale, they originally sent her home thinking she giving an $8K down payment and was financing about $42,000 for 72 months at just about 5% APR and around $675/mo, more than she planned for but she could swing it. They sent her home in the Jeep and then called her back to finish signing paperwork the next day and they tell her she wasn't approved for financing, but they got "really lucky" and found another bank that would approve her keeping her monthly payment "almost exactly the same" if she could somehow put another $2K down. She was stupid, agreed and didn't go through all of the revised paperwork. Those scumbags put her in an 84 month loan at 9.9% and tacked on a 2 year dealership service plan for another $2000, new monthly payment around $695 and financing $42K, she was happy thinking the extra $25 a month wasn't a big deal and her grandfather loaned her the extra $2K for down payment, she signed. That Jeep is going to cost her $16,400 in interest over 84 months, $70,000 in total for a Jeep with a sticker MSRP of $42,000, while also screwing her out of at least $3K fair trade-in. So that dealer assuming an invoice price of $35K, made $15K in markups/adjustments, made another $4K on scamming her trade-in sold about $200 worth of oil changes and tire rotation for $2000 and probably made at least another $3K scamming her into that horrible loan, so close to $24K in profit on a Jeep that cost them $35K... That's what, 40 points of margin on a new car? I hope they all go out of business!
Bought a Toyota on 7/31 and got my trade in up 2.5K vs KBB and the final price down 2K thanks to some of the tactics I learned here. Not a HUGE win, but Im taking the W on not totally overpaying. Thanks for the content! !
Its all relative... just bought a 4Runner with skills I learned from watching Tomi and Toyota as a brand is not easy to negotiate in the current market. Be proud of yourself for getting the price down at all. I called 15 dealerships before I found the right one that earned my business.
@Sensei_888 Good point... I think the more a salesperson defers a call to the Sales Manager...the more they feel the Sales Manager will not need them on staff...so they usually block that transfer as hard as they can until you break them down.
@Sensei_888 Also noticed an abundance of young, bland, mindless SPs during my initial call and an occasional slime all that quotes $10k above market standard and pretends to be your best friend knocking $10k off , 5 mins into the convo making you feel like best buds. All he did was bring it to .arket avg. Feel bad for the uninformed buyer.
I have purchased houses over the phone, yet these car dealers want you to come to the store. There is only one reason and that reason is not about customer benefit.
It's always easier for them for you to "come on in". Better to confuse and annoy/beat down a customer in person for hours instead of just giving a starting price on the phone.
I went to CarMax for my last couple of vehicles. The price is online and doesn’t change when you show up. Maybe I don’t get the absolute best price, but my time is worth money too. 🤷🏻 Bought my last car at CarMax eight years ago, never any issues with it, no bad memories of dickering with some jerk salesman and his manager. 👤👤😡 When I bought that car, they had it tagged, washed, and a big red bow on the hood. 😀
OMG this 2nd new car i just bought was the most horrible experience i ever had. To add insult to injury, the sale person contacted me again, after I had spoke with Sales Mgr who laughed at me cuz of the price i wanted. Asked the usual what can he do to get my business, told him after the hour long driving all over the metroplex and apparently no one understand what OTD means I quoted him my price. Told him i was willing to finance with Hyundai at % for 72 month at $$. He says hold on he'll talk to GM. short story get there wait forever, talk to a fin mgr, tells me higher % rate. I said that's not what was agreed on the phone, showed him the text, and he said it didn't say 72 months WTH????.... I was so upset with this game playing and sick and tire of all these hour long drive we had to do and 2-3 hour wait to boot. Now we're still game playing?? Kept saying the sales person didn't understand. BS!! I of course became upset and yes was rude, told me if I couldn't be polite i could leave. I was so upset, crying told my daughter lets go. I waited 3 years to buy a car I can wait longer.... no skin off my nose!! Waited in the car, daughter smooth it over, got it for the original pricing & % and brought the sac warranty... normally won't but since its new tech for 2025 it'll cover bumper to bumper. I was too worn out to give argue with them for the extra $40 extra. Like Tomi says, don't understand why they make people wait for like hour or two just to get the deal done, and play mind games with you.
Me too -- my time isn't worth it, and they almost always call back if they haven't sold the car in the next day or two... sometimes I get a call back the same day! You have have dine your research and tell them what your numbers are... but if they give you grief, then assure them you will be buying from Someone at those numbers and hang up. If the salesperson is inexperienced or an idiot, I have even called back and insisted on talking to another salesperson or the sales mgr. Most of my best car deals have been with managers.
Spent 20+ minutes explaining how he didn't want to waste time giving numbers and losing a sale. He hasn't had a sale yet all day, and the bare minimum he can do is give a customer the numbers on the car he's literally interested in buying/leasing literally that same. But this 'policy' is exactly how you lose sales and fail as a business...because you're not willing to give the customer the information they need to make an informed decision, and the price is the exact same over the phone as it is in person.
As a salesperson yes 1st thing you will try to do is get the customer in if that doesn’t work try and get an offer, if they won’t do that step back and punt and just send them the #’s.
After spending 30+ years since I started buying cars as an adult, last two cars were purchased online with Tesla. Honestly, I don't mind negotiating for a price and I am actually very good at it, given my sales background. I just hate the time and effort involved at a dealership.
Same here.... tesla online is 10 to 15 minutes tops and done...you either wait a month to get your vehicle, I purchased off of their inventory so in my case two days and I was off. And driving. Car dealership are shooting themselves in the foot with these old tactics and still think it will last!
And this is why I now only buy cars from Carmax. They aren't perfect either, but at least I can walk up to a vehicle, see the price and know that's the price I am going to pay.
Man i will be using you next time, ive purchased over 10 cars since 2017 and i have got pretty good but it is frustrating and i am a busy guy. Currently having a hard time getting a deal better than 20k over msrp on a raptor r f150. And you are 100% correct dealers are TOUGH in the Pacific north west!!
“We aren’t looking to drive anywhere unless it’s a done deal. If we go to the dealership it’s to pick up the car” please send the OTD numbers and credit application. Even if we don’t use their credit app, asking shows them our commitment. These lines work well for me and I usually don’t have push back.
They aren't selling any cars but the desk manager is somehow busy? lol I would have hung up on those clowns way sooner than you did. I typically work with a fleet manager when I buy my Fords. I get the numbers over the phone, Bill knows the last Ford he sold me, Bill brings me the truck and paperwork, and takes my trade with him or gets a ride back to the dealership.
@guerro327 - yes! 👍 Even tho i'm not buying fleets, I will deal with the manager. I don't shop for cars... I shop for a good salesperson or manager, and good service depts. I have excellent relations with the people I buy from and have gotten so many amazing deals! Part of it is their knowing that I will be getting the car serviced there. I even paid extra ADM on a limited car -- where they still gave me a great deal and a crapload of extra perks. We were both happy.
@@flychomperfly That's just it, if you have a great dealership, you don't have to buy fleets of vehicles in order to work with the fleet person. I have found they love adding one more truck to their sales. They don't play games because they don't have to.
I can think of like 3 dealers that do over the phone in Portland. Ron Tonkin which is owned by Gee Automotive I learned has an unofficial policy to not sell over the phone.
I used to work sales at a dealership and quit because it made me sick. Would never go buy a car at a dealership rather buy from a private seller even if i pay more
Ive been in a car dealership for 3-4 hours once buying a car, it was horrible. Another time made a deal to buy a car then was asked to drive back the next day 45 mins to do the financing. That also, really horrible.
This is why you save up money over time while your car is still in good condition, then pay cash for your new car. Always try to buy your new car before you sell your old car.
Literally did everything via texts and emails when I bought my 2020 Camry from Renton Toyota (Seattle area) All I did was drive down, sign and that was it 🤷🏻♂️
Took me a few minutes to get the out the door price from dealers all over the country. Made it real easy to identify the dealers that were full of it and trying to scam people with markups over advertized price.
That is a smart dealer! If he were to give him a price the customer would just shop that number all over town. He is begging to get lowballed! The dealer can’t win in this case!
@craigjorgensen4637 - actually, the dealer CAN win by giving him a number AND sealing the deal. Tomi said he was ready to buy with that deal, and if the buyer is serious, then he has a deal. If the deal is truly the best he can do, if the buyer screws him and shops around after all and squeezes yet more out of another dealer, then the salesperson will know that the other dealer had to eat it in order to make the deal. Maybe not worth the deal, right? And, how important is it for that dealer to do biz with a customer if the customer is already lying to them? Also, how important is the sale? For some, very important.
This is a horrible mentality. For a dealership that said "We haven't sold a car all day" and have enough time to answer the phone. They have two options 1) Give the number, get shopped, and they lost 5 min out of their day. or 2) Give the number, sell a car. I told them if they got to my number, i would buy. You will see what happens in part two. But its a risk of sales.
And the buyer can't win when he goes into the dealership without numbers. Honestly, a lot of customers will be willing to work with the dealership that even charges a little more if they make the process a lot easier
@@Ka_Gg- Yes, that is exactly my experience! I don't always get the absolute lowest possible price, but I get a really good price, and QUICK, pleasant service. I would say that my prices come out about the same or better than a Tomi deal with his fees... and then, I have that nice dealership relationship. However, I am in a big market with a lot of choices for each brand. I am lucky that I can shop around to different dealerships if I want a certain brand or (as has happened), a dealership changes hands. I understand that the research and hassle is totally worth the money to hire Tomi, so I Love what he does. And, it's still fascinating to watch, as I have walked out of several dealerships due to the kind of crap that they try to pull on Tomi.
Dealer always wants you to come in to make sure you’re a serious buyer. I’m sure they get calls all day from people just price shopping. Plus they have to run credit checks to make sure the person qualifies for leasing/financing. As a consumer for sure it’s just easier to pickup a phone and call around for the best price, but the goal of a dealership is to make the sale. The odds of a sale increase dramatically if the customer is on the lot, but a guy just calling for prices most likely not based on experience.
@TheLoreNetwork413 - that is why I usually get great deals -- because I do my research in advance and let them know what I see as reasonable. I don't try to squeeze every penny from them -- the deal needs to be fair for both parties. And in this case, Tomi has told them what he wants to pay...and if it was out of the question, they should have just said, "No" and hung up. But the dealer kept talking, so either the dealer was just trying to get Tomi in there to negotiate higher anyway, or thought the deal was good enough that if they couldn't talk him into paying more, they would still accept it. It's normally a game of wearing the buyer down until the buyer gives in just to make it end. That is why I will hang up or walk. Not worth my time if they aren't reasonable.
As someone stated 7% is a great price on the car and makes sense for the dealership. Its below invoice and below holdback. I do a lot of research, also this is the PNW and its a tougher market.
@IamKenRoss - he already previewed clips from the next part(s), so those have already taken place. I'm totally fine w being patient, but the info in those clips concerned me, so I would like to see them to rest my mind, or to know if he has issues. Believe me, if I was just waiting for the next installment for the sake of entertainment or just curiosity, then I wouldn't have said anything. 😜
@@flychomperfly the deal was completed live weeks ago on stream. Just had not edited it. If I put both videos out, they don't do well like that on YT. But if I made them into one video it would of been 40 min long. Not many people want that long. Both conversations there is something to learn from. So two separate videos.
@Delivrd - oh, phew... yay. I missed the live and was concerned. I am so used to bad news lately, that I was worried. No complaints... you (obviously) shouldn't kill yourself for us...I was just concerned bc I want you to succeed.
I had a 19 Tundra SR5 with 60k miles, new tires, brakes, serviced regularly. Went to trade for a Venza Nightshade, would not budge on the MSRP., and interest rates were terrible for an 800 credit rating. Venza's sell terribly, so much they stopped making them..again. Ended up getting a Mitsubishi Outlander SE Black Edition below MSRP. at 0%. Toyota dealer did not try to keep my business at all.
I filled out a pre approval with my credit union last week. I have a high credit score was approved for 70k$ and a very low Apr. I callled four dealerships one didn’t call back the other three I sent my approval to did even care and didn’t want to move on price. Tesla offers 1.9 percent Apr for 60 months looks like dealerships are in the Stone Age at this point. The only thing dealerships have is the option to negotiate. If that’s fine then why wouldn’t I just go direct and at least get a low Apr deal.
Yeah dude these guys are making it hard on themselves. I sold a used Ridgeline today, cash deal, literally had the write up and out the door and had the deal closed within 10 minutes lol
Most of these dealerships are a pain. One of the reasons why I keep my cars for at least 15 years. Cars are a depreciating LIABILITY. If you want to build wealth I say avoid buying cars.
Ok Dave Ramsay. My 15 year old car is costing me about $3000 in repairs and maintenance annually and is very outdated in terms of safety. It's not nearly as cut and dry as "drive cheap junk to build wealth"
Invoice is public holdback is dealer specific and hard to know unless you work for the dealer. Holdback is what the brand pays the dealer for selling their car (additional profit)
Ive bought my last 3 toyota vehicles over the phone in 5 minutes. Here is what i will give you for a Tundra. Let me check with my manager. Done, put 500 dollars on my credit card to hold the truck. When can i sign the paperwork. Done.
What’s really crazy is when a shopper wants the car at invoice PLUS the holdback and then ensure that they make no money on the financing as well as no additional products. Is the busy not supposed to make any money? Or just the bare minimum? Smh. It’s the only business in the world where a customer can shake down a company and insist that the company sell a product with no mark up on it. Sad.
Lol what a bs dealership. I had a dealership give me the best lease numbers over the phone, I signed the papers electronically and they drove the car up to me the next day. No bs, straight business, and very accommodating
We don't want to waste your time, we just need you to come in..... It will take quite some time before we can get numbers cause we only have one guy working numbers..... these 2 statements are diametrically opposed.
I know you get a ton of questions about sales, but I have a question about financing: I immigrated to the US and have no credit score but make over $100k per year. My American wife has a decent credit score but is a student making less than $10k per year. What would you recommend for securing financing in our position? Can she claim my income as her own without my credit history being checked and likely torpedoing the deal? I want to negotiate a deal but I'm not confident that a credit union will give me a preapproval first, which means I'm at the mercy of the dealership's horrible APRs. Also, I'm looking for a Rav4 gas model. Do you know what current invoice and a viable OTD amount is?
@Swift016 - I'm not a financial expert, but I have had to get loans where one spouse had drastically different credit scores. I would Not assume what a credit union or dealer may or may not do -- check with some. We've been surprised. Also, dealers very badly want to make a deal, so depending on the brand and model, some dealers might work with you to get a better rate. HOWEVER, one of the best ways to get good rates is to put money down. The more you can put down, the better chance you usually have for negotiating a good rate, since that lowers their risk. Also, if you are in a job that makes good money, then there are sometimes credit unions specifically associated with that industry to help. And, there are sometimes banks or specific branches of banks that focus on a particular community and will give breaks to them -- when you see a bank that makes a point of saying that they speak polish/spanish/korean/whatever... they often have a special tie with that community. Sadly, with all the consolidation of banks, that is less available now, altho it may be an option.
I would have dropped the F-bomb several times already. I will be hiring a negotiator but I'm trying to decide between you and Car-Edge. Either one will probably be the same - I'm guessing.
![Chevy Ripped Me Off: Undercover Investigation [TRUTH REVEALED]](http://i.ytimg.com/vi/5R-KDCfm3qo/mqdefault.jpg)
I own a dealership. I'd be pissed if I found out that my managers spent 20 minutes on the phone trying to convince my customer that they don't have time to give them numbers. Absolutely stupid.
Where is your dealership
@@moejoepotatoe8140 High plains, rural, CDJR.
Best comment here
We need more dealerships like yours
Stop pretending to be an owner. That’s what’s absolutely stupid. He made it clear they didn’t have any sales so it’s probably stupid,if this was “your” dealership, that you would rather employees walking around not doing shit versus trying to make a sale. It’s 2024, online and via phone is the new age my friend. It’s stupid as a consumer to do the back and forth thing in person when it should and can be done over the phone.
LMFAO when you turned around his argument about being full and having a bunch of customers against him. That cracked me up.
"we don't want you to go to five other people" ... in other words, we don't want you to shop around, we want to trap you at our dealership
Can't believe dude said that, they're so ignorant
I had a funeral home tell the same thing when we were planning my grandmother's funeral. Some people just shouldn't be in sales.
That's a one sided view of the argument. All businesses want to keep business, not give it to others. But you can't keep people from making the best decision for themselves
@@alonso7124 🤷 If their price is competitive, then they shouldn’t worry about people shopping around. They’re selling commodities, they’re not artisans doing custom work for you. Price is literally the only thing that matters. Some dealers still live in a world where people were forced to buy and pay whatever their local dealer demanded. Welcome to the future, boomer.
@kungfoochicken08 some people rip dealerships off too. I get the market is expensive but everything is. No one goes to Walmart and negotiates any of their prices. the ability to negotiate is a taken advantage of too, and boomer? Lol you're funny I'm not that old.
Watched a ton of your videos and yesterday was able to get 7.5% off MSRP for a 2024 4Runner Off Road Premium. Thanks so much for enabling me to negotiate effectively!
I love it! CONGRATS!!
Sweet ride! 4 runner is always a great choice!
@@Delivrd Can I pay you to negotiate on my behalf??!!😂
How much is 7% off MSRP for you @bryanhunt1959 ?
@@Joshua-tk9hlYou can he charges 1000
Tomi, this was a brilliant piece of work. This is the kind of content I’m here for- I can actually take actionable notes from this negotiation and use it effectively in my own negotiations. Thanks for this.
Thank you! I want a mix of content, so at LEAST one negotiation a week is my guarentee. BUT PLEASE watch the other stuff as it all supports the channel. :)
Actual negotiations!👍 this is what we came for
@DPER4 - love it 🎆
Actual lies. He’s calls trolling people and lieing. He should be teaching people how to save up for vehicles and pay cash not haggle and lie to save a point on financing
@@mikeygROCNY what lies? No lies.
Yes! Keep them coming.
@@mikeygROCNY he's not teaching financial advice. he's teaching how to negotiate and get the best prices on a car deal...
He knows the car is there guys! He’s looking right at it. Lmao
Right! And was dumb saying what if something is wrong with it? Tell me you didn't go over the vehicle at all without telling me that!!!!
Dealer wants you there so they can back you into a corner and waste your time so you will submit to a “deal” they don’t want you shopping around
So they are too busy with one desk manager to give numbers yet they want him to come in and sit around waiting
You have a lot of patience. You really master the art of negotiation. Probably my next car purchase, I will hire your service.
I love to go into the dealership. I literally bring a lunch box and when the salesman goes to the big manager desk tower office thing, I just set up lunch on the desk and have a picnic to pass the time. Go ahead buddy, take your time. I've got allllllllllll day. 😊
@TheKingOfInappropriateComments - I usually don't have that much time -- but i bet it's a hoot to watch you do that 😆
@@flychomperfly Something else I didn't mention previously, is that I like smelly foods and I love beans and I love bananas. And when I'm done with the bananas, I place the peels in the trash can next to the desk. After a while, they're going to want to get out of there. More often than not, they just show me to the door but patience, I've got.
@its_the_SENSEI could also bring the kiddos and have them set up their toys and a blanket for them to play on the floor. Or in the case of Subaru bring some foster dogs out for a field trip to a car dealer. After all... It's what makes a Subaru a Subaru
@@TheKingOfInappropriateComments YES! My girls are older now, but I used to intentionally bring my daughters, nieces and nephews with me and explain to the salesperson that "I had kid duty today", the kids would get bored stir crazy after a little while and the sales manager & other reps would clearly want the kids out of there ASAP as the kids would start getting loud, but they don't want me to leave if they're convinced I'll buy that day, and I'll make it a point to hint that I'm really close on another competing model elsewhere so they think that if I leave, they'll likely lose the sale. It's amazing how that "absolute lowest number we could possibly go, the owner had to approve this" can still go lower when they think your kids are costing them sales but they also know they can still make a buck on you. On many occasions, I've got dealers to settle for $500-$1000 over invoice (not MSRP) and that in combination with incentives or cash back and/or manufacturer financing at ridiculously low rates (0%, 1.9%, 2.9%). And I NEVER take more than a 60 month term, EVER. I'll secure pre-approved financing from a few credit unions beforehand so I already have competitive financing and I make it clear that they would have to beat that rate at the same term for me to consider it.
The crap people let them get away with these days is bananas! I found out my niece bought a new bought a new Jeep Wrangler Sport 2-door manual transmission back in March, sticker MSRP was $42K, that had an $8400 Market Adjustment tacked on, another $2000 in fees (no tax here) and only gave her $2000 for her Civic that KBB showed trade-in value of $6000+ dealer and $9K private sale, they originally sent her home thinking she giving an $8K down payment and was financing about $42,000 for 72 months at just about 5% APR and around $675/mo, more than she planned for but she could swing it. They sent her home in the Jeep and then called her back to finish signing paperwork the next day and they tell her she wasn't approved for financing, but they got "really lucky" and found another bank that would approve her keeping her monthly payment "almost exactly the same" if she could somehow put another $2K down. She was stupid, agreed and didn't go through all of the revised paperwork. Those scumbags put her in an 84 month loan at 9.9% and tacked on a 2 year dealership service plan for another $2000, new monthly payment around $695 and financing $42K, she was happy thinking the extra $25 a month wasn't a big deal and her grandfather loaned her the extra $2K for down payment, she signed. That Jeep is going to cost her $16,400 in interest over 84 months, $70,000 in total for a Jeep with a sticker MSRP of $42,000, while also screwing her out of at least $3K fair trade-in. So that dealer assuming an invoice price of $35K, made $15K in markups/adjustments, made another $4K on scamming her trade-in sold about $200 worth of oil changes and tire rotation for $2000 and probably made at least another $3K scamming her into that horrible loan, so close to $24K in profit on a Jeep that cost them $35K... That's what, 40 points of margin on a new car? I hope they all go out of business!
Bring your iPad and crank up some porn. 😁
Bought a Toyota on 7/31 and got my trade in up 2.5K vs KBB and the final price down 2K thanks to some of the tactics I learned here. Not a HUGE win, but Im taking the W on not totally overpaying. Thanks for the content! !
Its all relative... just bought a 4Runner with skills I learned from watching Tomi and Toyota as a brand is not easy to negotiate in the current market. Be proud of yourself for getting the price down at all. I called 15 dealerships before I found the right one that earned my business.
@@totalnoobfishing1753thank you! We got a 24 corolla cross for below invoice and my Colorado z71 up to 26K trade. I’m taking the W!
@Sensei_888 Good point... I think the more a salesperson defers a call to the Sales Manager...the more they feel the Sales Manager will not need them on staff...so they usually block that transfer as hard as they can until you break them down.
@Sensei_888 Also noticed an abundance of young, bland, mindless SPs during my initial call and an occasional slime all that quotes $10k above market standard and pretends to be your best friend knocking $10k off , 5 mins into the convo making you feel like best buds. All he did was bring it to .arket avg. Feel bad for the uninformed buyer.
The biggest catch is all of us watching Tomi milking this video out with the salespeople, so we get hooked watching this.
I'm here for it
The chefs kiss was the... I appreciate you guys bending the rules for me LMAO.
I have purchased houses over the phone, yet these car dealers want you to come to the store. There is only one reason and that reason is not about customer benefit.
It's always easier for them for you to "come on in". Better to confuse and annoy/beat down a customer in person for hours instead of just giving a starting price on the phone.
How much money does a dealer waste on trying to play the long game?
It would take him 10 minutes to get you numbers. 😅
Wow. Thank you for posting this video. So much to learn. Even just negotiation. Its amazing.
Man just came across this today and just bought a car. I feel like I got snuffed but need more channels around like this 😊
I went to CarMax for my last couple of vehicles. The price is online and doesn’t change when you show up.
Maybe I don’t get the absolute best price, but my time is worth money too. 🤷🏻
Bought my last car at CarMax eight years ago, never any issues with it, no bad memories of dickering with some jerk salesman and his manager. 👤👤😡
When I bought that car, they had it tagged, washed, and a big red bow on the hood. 😀
OMG this 2nd new car i just bought was the most horrible experience i ever had. To add insult to injury, the sale person contacted me again, after I had spoke with Sales Mgr who laughed at me cuz of the price i wanted. Asked the usual what can he do to get my business, told him after the hour long driving all over the metroplex and apparently no one understand what OTD means I quoted him my price. Told him i was willing to finance with Hyundai at % for 72 month at $$. He says hold on he'll talk to GM. short story get there wait forever, talk to a fin mgr, tells me higher % rate. I said that's not what was agreed on the phone, showed him the text, and he said it didn't say 72 months WTH????.... I was so upset with this game playing and sick and tire of all these hour long drive we had to do and 2-3 hour wait to boot. Now we're still game playing?? Kept saying the sales person didn't understand. BS!! I of course became upset and yes was rude, told me if I couldn't be polite i could leave. I was so upset, crying told my daughter lets go. I waited 3 years to buy a car I can wait longer.... no skin off my nose!! Waited in the car, daughter smooth it over, got it for the original pricing & % and brought the sac warranty... normally won't but since its new tech for 2025 it'll cover bumper to bumper. I was too worn out to give argue with them for the extra $40 extra.
Like Tomi says, don't understand why they make people wait for like hour or two just to get the deal done, and play mind games with you.
Im embarassed for this sales guy.
Wow I would of hung up already lol
Me too -- my time isn't worth it, and they almost always call back if they haven't sold the car in the next day or two... sometimes I get a call back the same day!
You have have dine your research and tell them what your numbers are... but if they give you grief, then assure them you will be buying from Someone at those numbers and hang up. If the salesperson is inexperienced or an idiot, I have even called back and insisted on talking to another salesperson or the sales mgr. Most of my best car deals have been with managers.
"Serious? I would rather slam my %$$# in a car door than buy a car so if I am talking to you...that is serious lol
This was great! Tomi I learn so much from your content. Thank you.
This is a masterclass - great job Tomi and I’ll have to leverage your objections in the future to get figures over the phone
Thank you, this was such a fun one!
This was beautiful to watch. The slow persistence is awesome.
Was the part 2 ever released?
I always thought the "presence is power" phrase was Tomi joking, but the salesman actually said it and it sounds so dumb.
Just came across this channel today, man is it addictive. Good stuff!
Glad you enjoy it!
12:30 the absolute turnaround with that. Salesman v Former Salesman
Love watching your live negotiations.. I got screwed on my first car but I will be a professional for the second
Glad you enjoy the videos, rooting for you!
Probably your best video in my opinion. I mean come on dealerships... just give your best price over the phone it's not that hard...
Most painful experience on earth is buying a car. They know it too.
Spent 20+ minutes explaining how he didn't want to waste time giving numbers and losing a sale. He hasn't had a sale yet all day, and the bare minimum he can do is give a customer the numbers on the car he's literally interested in buying/leasing literally that same. But this 'policy' is exactly how you lose sales and fail as a business...because you're not willing to give the customer the information they need to make an informed decision, and the price is the exact same over the phone as it is in person.
Wow you really are a solid negotiator.
Thank you :)
As a salesperson yes 1st thing you will try to do is get the customer in if that doesn’t work try and get an offer, if they won’t do that step back and punt and just send them the #’s.
After spending 30+ years since I started buying cars as an adult, last two cars were purchased online with Tesla. Honestly, I don't mind negotiating for a price and I am actually very good at it, given my sales background. I just hate the time and effort involved at a dealership.
Same here.... tesla online is 10 to 15 minutes tops and done...you either wait a month to get your vehicle, I purchased off of their inventory so in my case two days and I was off. And driving.
Car dealership are shooting themselves in the foot with these old tactics and still think it will last!
@@snowman9667 you don’t negotiate with Tesla. You just pay msrp. You can do that at any dealership.
And this is why I now only buy cars from Carmax. They aren't perfect either, but at least I can walk up to a vehicle, see the price and know that's the price I am going to pay.
Amen. 👍🏻
yea the price that is overinflated and that you cannot negotiate nothing on, hahaha
Overpriced auction cars. No thank you.
Man i will be using you next time, ive purchased over 10 cars since 2017 and i have got pretty good but it is frustrating and i am a busy guy. Currently having a hard time getting a deal better than 20k over msrp on a raptor r f150. And you are 100% correct dealers are TOUGH in the Pacific north west!!
“We aren’t looking to drive anywhere unless it’s a done deal. If we go to the dealership it’s to pick up the car” please send the OTD numbers and credit application.
Even if we don’t use their credit app, asking shows them our commitment. These lines work well for me and I usually don’t have push back.
I legit need this part 2 hahaha.
Monday i think....
@@Delivrd Tomi why you gotta edge us like that! I'm refreshing your channel at 12:01 AM EST on Monday 🥵
@@Delivrd Take your time. I'm learning a lot from your videos. I'm just impatient.
Last month i had to travel to Arizona to get a deal on a 392 wrangler, NOT ONE DEALER would deal up in Washington state. Scored it for 12k under msrp.
Incredible work here Tomi. Keep it coming
Thanks
I want to buy a car but this is making me hesitate I don't want to deal with sales people what do you think of buying through carvana with set prices.
Lmao, this is such a disaster. It’s astounding people put up with this.
Best video on car buying I’ve seen yet thank you
Glad to help!
They aren't selling any cars but the desk manager is somehow busy? lol I would have hung up on those clowns way sooner than you did. I typically work with a fleet manager when I buy my Fords. I get the numbers over the phone, Bill knows the last Ford he sold me, Bill brings me the truck and paperwork, and takes my trade with him or gets a ride back to the dealership.
@guerro327 - yes! 👍 Even tho i'm not buying fleets, I will deal with the manager. I don't shop for cars... I shop for a good salesperson or manager, and good service depts. I have excellent relations with the people I buy from and have gotten so many amazing deals! Part of it is their knowing that I will be getting the car serviced there. I even paid extra ADM on a limited car -- where they still gave me a great deal and a crapload of extra perks. We were both happy.
@@flychomperfly That's just it, if you have a great dealership, you don't have to buy fleets of vehicles in order to work with the fleet person. I have found they love adding one more truck to their sales. They don't play games because they don't have to.
I cant stop watching this lol idk why but its so entertaining
I’m glad you have clients and not doing this as a personal gain tactic
I can think of like 3 dealers that do over the phone in Portland. Ron Tonkin which is owned by Gee Automotive I learned has an unofficial policy to not sell over the phone.
This is amazing I’m so glad I found this Channel.
This was exhausting to watch. Great advertisement for your services 😂😂
Haha true!
1992 Movie Glengary Glen Ross: “Guy doesn’t come on the lot unless he wants to buy.”
It’s the old formula that still works today.
I bought a car over the phone, they drove it out to me.
I used to work sales at a dealership and quit because it made me sick. Would never go buy a car at a dealership rather buy from a private seller even if i pay more
Ive been in a car dealership for 3-4 hours once buying a car, it was horrible.
Another time made a deal to buy a car then was asked to drive back the next day 45 mins to do the financing.
That also, really horrible.
This is why you save up money over time while your car is still in good condition, then pay cash for your new car. Always try to buy your new car before you sell your old car.
“Thank you for breaking your rules for me” 🤣
Come on down! (We have dental tools). As a salesman, I appreciated informed consumers. They will push you, but not make unreasonable demands.
Literally did everything via texts and emails when I bought my 2020 Camry from Renton Toyota (Seattle area)
All I did was drive down, sign and that was it 🤷🏻♂️
Are the vehicles that you are buying for your customers and have you called the same dealership multiple times for different customers? Thanks.
My goodness, just give the man his damn numbers
😂😂😂
Did the Part 2 video come out? I didn't see it clearly listed in the videos tab.
Took me a few minutes to get the out the door price from dealers all over the country.
Made it real easy to identify the dealers that were full of it and trying to scam people with markups over advertized price.
That is a smart dealer! If he were to give him a price the customer would just shop that number all over town. He is begging to get lowballed! The dealer can’t win in this case!
@craigjorgensen4637 - actually, the dealer CAN win by giving him a number AND sealing the deal. Tomi said he was ready to buy with that deal, and if the buyer is serious, then he has a deal. If the deal is truly the best he can do, if the buyer screws him and shops around after all and squeezes yet more out of another dealer, then the salesperson will know that the other dealer had to eat it in order to make the deal. Maybe not worth the deal, right? And, how important is it for that dealer to do biz with a customer if the customer is already lying to them? Also, how important is the sale? For some, very important.
This is a horrible mentality. For a dealership that said "We haven't sold a car all day" and have enough time to answer the phone. They have two options
1) Give the number, get shopped, and they lost 5 min out of their day.
or
2) Give the number, sell a car.
I told them if they got to my number, i would buy. You will see what happens in part two. But its a risk of sales.
And the buyer can't win when he goes into the dealership without numbers.
Honestly, a lot of customers will be willing to work with the dealership that even charges a little more if they make the process a lot easier
@@Ka_Gg- Yes, that is exactly my experience! I don't always get the absolute lowest possible price, but I get a really good price, and QUICK, pleasant service. I would say that my prices come out about the same or better than a Tomi deal with his fees... and then, I have that nice dealership relationship.
However, I am in a big market with a lot of choices for each brand. I am lucky that I can shop around to different dealerships if I want a certain brand or (as has happened), a dealership changes hands.
I understand that the research and hassle is totally worth the money to hire Tomi, so I Love what he does.
And, it's still fascinating to watch, as I have walked out of several dealerships due to the kind of crap that they try to pull on Tomi.
Dealer always wants you to come in to make sure you’re a serious buyer. I’m sure they get calls all day from people just price shopping. Plus they have to run credit checks to make sure the person qualifies for leasing/financing. As a consumer for sure it’s just easier to pickup a phone and call around for the best price, but the goal of a dealership is to make the sale. The odds of a sale increase dramatically if the customer is on the lot, but a guy just calling for prices most likely not based on experience.
I have been through this inside car dealership and almost broke down in tears. I am never buying a car from a dealership again
Do you feel like you left money on the table? They didn’t balk at 7% off msrp.
Can a business make SOME money?!?! Good lord how much markup do you think are in these cars??
@TheLoreNetwork413 - that is why I usually get great deals -- because I do my research in advance and let them know what I see as reasonable. I don't try to squeeze every penny from them -- the deal needs to be fair for both parties.
And in this case, Tomi has told them what he wants to pay...and if it was out of the question, they should have just said, "No" and hung up. But the dealer kept talking, so either the dealer was just trying to get Tomi in there to negotiate higher anyway, or thought the deal was good enough that if they couldn't talk him into paying more, they would still accept it. It's normally a game of wearing the buyer down until the buyer gives in just to make it end. That is why I will hang up or walk. Not worth my time if they aren't reasonable.
As someone stated 7% is a great price on the car and makes sense for the dealership. Its below invoice and below holdback. I do a lot of research, also this is the PNW and its a tougher market.
There's a difference between accepting an offer and saying it's"reasonable"
I went to a dealership once and when I tried to leave, I had a flat.tire, makes me wonder if they did it or not???
PART 2 NOWWW
Yah, curious why not part 2 yet, since he does have clips from it. Something's going on...
It hasn’t even been a day yet. When were you expecting part 2?
@IamKenRoss - he already previewed clips from the next part(s), so those have already taken place. I'm totally fine w being patient, but the info in those clips concerned me, so I would like to see them to rest my mind, or to know if he has issues.
Believe me, if I was just waiting for the next installment for the sake of entertainment or just curiosity, then I wouldn't have said anything. 😜
@@flychomperfly the deal was completed live weeks ago on stream. Just had not edited it. If I put both videos out, they don't do well like that on YT. But if I made them into one video it would of been 40 min long. Not many people want that long. Both conversations there is something to learn from. So two separate videos.
@Delivrd - oh, phew... yay. I missed the live and was concerned. I am so used to bad news lately, that I was worried. No complaints... you (obviously) shouldn't kill yourself for us...I was just concerned bc I want you to succeed.
$200 for a Doc Fee is fantastic. In Utah its Typically $500 or more. The ethical ones here are $300 and they are rare.
The high pressure to get you in I would of hung up by now
I had a 19 Tundra SR5 with 60k miles, new tires, brakes, serviced regularly. Went to trade for a Venza Nightshade, would not budge on the MSRP., and interest rates were terrible for an 800 credit rating. Venza's sell terribly, so much they stopped making them..again. Ended up getting a Mitsubishi Outlander SE Black Edition below MSRP. at 0%. Toyota dealer did not try to keep my business at all.
I worked deals over email and finally phone, found the best deal, in and out in 45 minutes.
Dudes a professional Jack 😂
😂😂😂
"Our policy" no one cares about your policy 😂 great video!
I got an idea 😂😂😂 pull up
The video with Jackson off-roading 😂😂😂
LOL
I'd almost rather go to the Dentist than a car dealership!
Bro Eric recited all of Andy Elliot’s sales script for that call
let me talk with my manager!!! 😂😂😂😂😂
Someone tell me what having family members working for Microsoft have anything to do with it?
Microsoft has negotiated prices for its employees through a program called prime.
In the time of this phone call I’ve desked 10 deals and sold 7 🤦🏼♂️
I filled out a pre approval with my credit union last week. I have a high credit score was approved for 70k$ and a very low Apr. I callled four dealerships one didn’t call back the other three I sent my approval to did even care and didn’t want to move on price. Tesla offers 1.9 percent Apr for 60 months looks like dealerships are in the Stone Age at this point. The only thing dealerships have is the option to negotiate. If that’s fine then why wouldn’t I just go direct and at least get a low Apr deal.
15-20 min to get numbers?? HAHA 😅😂 When I was IN dealerships, they had numbers in my hand in 2-3 minutes! LOL
Yeah dude these guys are making it hard on themselves. I sold a used Ridgeline today, cash deal, literally had the write up and out the door and had the deal closed within 10 minutes lol
I do get a lease deal takes longer and trust me I’ve worked with desk guys that hate giving out the doors over the phone but I make them do it lol
Hmm what’s buy rate? Im guessing MSRP and the 7-10 is the processing fees?
Most of these dealerships are a pain. One of the reasons why I keep my cars for at least 15 years. Cars are a depreciating LIABILITY. If you want to build wealth I say avoid buying cars.
Ok Dave Ramsay. My 15 year old car is costing me about $3000 in repairs and maintenance annually and is very outdated in terms of safety. It's not nearly as cut and dry as "drive cheap junk to build wealth"
TOMI 'IM LIVING THE DREAM...' [ Your nightmare].😅😅😅😅
How do you know what invoice and holdback is? Where do you find the numbers?
Invoice is public holdback is dealer specific and hard to know unless you work for the dealer. Holdback is what the brand pays the dealer for selling their car (additional profit)
Ive bought my last 3 toyota vehicles over the phone in 5 minutes. Here is what i will give you for a Tundra. Let me check with my manager. Done, put 500 dollars on my credit card to hold the truck. When can i sign the paperwork. Done.
How does it work with a trade-in? They can't really 100% value your trade-in unless you come in, right?
15:00 deal with me over the phone or don't and i'll go else where... all of a sudden the don't need you to come it, hilarious
Where do i find part 2?
What’s really crazy is when a shopper wants the car at invoice PLUS the holdback and then ensure that they make no money on the financing as well as no additional products. Is the busy not supposed to make any money? Or just the bare minimum? Smh. It’s the only business in the world where a customer can shake down a company and insist that the company sell a product with no mark up on it. Sad.
Holly crap
Doc fees in Charlotte NC are like $800
Lol what a bs dealership. I had a dealership give me the best lease numbers over the phone, I signed the papers electronically and they drove the car up to me the next day. No bs, straight business, and very accommodating
We don't want to waste your time, we just need you to come in..... It will take quite some time before we can get numbers cause we only have one guy working numbers..... these 2 statements are diametrically opposed.
I know you get a ton of questions about sales, but I have a question about financing:
I immigrated to the US and have no credit score but make over $100k per year. My American wife has a decent credit score but is a student making less than $10k per year. What would you recommend for securing financing in our position? Can she claim my income as her own without my credit history being checked and likely torpedoing the deal? I want to negotiate a deal but I'm not confident that a credit union will give me a preapproval first, which means I'm at the mercy of the dealership's horrible APRs.
Also, I'm looking for a Rav4 gas model. Do you know what current invoice and a viable OTD amount is?
@Swift016 - I'm not a financial expert, but I have had to get loans where one spouse had drastically different credit scores. I would Not assume what a credit union or dealer may or may not do -- check with some. We've been surprised. Also, dealers very badly want to make a deal, so depending on the brand and model, some dealers might work with you to get a better rate.
HOWEVER, one of the best ways to get good rates is to put money down. The more you can put down, the better chance you usually have for negotiating a good rate, since that lowers their risk.
Also, if you are in a job that makes good money, then there are sometimes credit unions specifically associated with that industry to help.
And, there are sometimes banks or specific branches of banks that focus on a particular community and will give breaks to them -- when you see a bank that makes a point of saying that they speak polish/spanish/korean/whatever... they often have a special tie with that community. Sadly, with all the consolidation of banks, that is less available now, altho it may be an option.
I would have dropped the F-bomb several times already. I will be hiring a negotiator but I'm trying to decide between you and Car-Edge. Either one will probably be the same - I'm guessing.
Either is a good option. I do a free consult on my website. You meet with me directly.
So did you buy the car or did you tank his chain and do exactly what they knew you would do?
is there a part 2?