3 things car dealers DO NOT want you to ask when you're negotiating a car deal (former dealer)
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- Опубліковано 7 сер 2024
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0:00 Introduction
1:20 The market conditions
2:10 How long the vehicle has been on their lot
3:12 The out-the-door price
4:10 What happens when a customer is knowledgeable
Stay connected with Zach and Ray here: / shefska & / rasisjaz
Today Ray and Zach discuss the 3 pieces of information car dealers prefer you don't know when you come in to buy a vehicle. Dealerships make the most money when their customer is not knowledgable about the car buying process. Remember, knowledge is power, and these three things are pieces of information you need to know before you buy a car! - Авто та транспорт
Get pre-approved but don’t tell the dealership. Really haggle them on the OTD & let them think they’ll get you in the F&I office. Then don’t buy anything in the F&I office. The OTD you negotiated with the salesman is all you sign for!
Nailed it. That’s how it’s done!
Needed this!! Got pre approved and had no clue but now I know what to do. Thank you
Also make the manager sign before you do because it locks in the deal and there’s not much F/I can do about it
After 30+ years in the car business, I appreciate the "different path". We need to remember, the customer is still the boss. They deserve to have their needs met. Kudos.
Spread the word Dale.
To me, asking for the OTD price is like asking them to show you a price tag. Imagine going to the grocery store and not knowing what things cost. It is entirely reasonable to ask the person who is selling you something, how much that thing will end up costing you.
Bought my car a couple months ago and I still can't stop watching these types of channels. I want to go make a deal just to see how I do lol. Y'all and a few others made the process fun for me, thank you.
I learned so much from you two. Side note: I hope my children and I have a bond similar to this when we’re older. ✌🏾
I like how you formulate the questions for your customers and they always become win-win!
I’ve worked in dealerships all my life and don’t really need guidance on car buying, but I watch you guys because I find your perspectives and insights very interesting.
Ray...you dropped some gems! I wonder how many salesman listen to your channel🤣 thank you !
You guys are marvelous. I love that you both are informative and entertaining. I’m not in the market for a vehicle at the moment, but I will return to access all the information that you supply.
Another great video guys. Could you do a video about what to look out for in the car contract's fine print to avoid being ripped off by dealers.
Thank you guys for the great information. I just tried your site and got an a report on a car I am looking at and the market report, This was so helpful, that I actually switched which dealer and car I am going to go look at. I am going to recommend your channel and your site to all of my friends!
Would you guys do a video exploring the differences between buying from a used car dealership that sells across manufacturers versus a manufacturer dealer such as Ford, Chevy, etc.?
I love the relationship you two have with each other!!!!
;)
Nothing wrong with a short, concise video. Balances out the long ones.
I like that. Short sweet and to the point. If you can get the price right. That’s the way to go I would think 👍🏻
You guys are great. I've been learning so much from you both. Thank you so much.
I like the way you guys stay on the "customer objectives" of buying the desired vehicle at the "best" possible price!
Dad is on point..! Love his no nonsense. 😂
Papa Shefska at his finest!
Thank you guys for these videos
Usually I have so many questions about the vehicle that I throw them off their steps. I do expect a knowledgeable person and some one to show me how everything works. I usually tell them I'm cheap and want a leftover bargain. If I get a vibe that I won't get along with said salesman I will ask for another. Sometimes people just don't speak the same language and I don't mean language. That can go for anything you shop for. Sometimes personalities don't mesh.
New subbie checkin in from Maryland 👋🏾 So glad I found this channel!! I will soon have to purchase a new car and I’ve been terrified, because I know salesmen see a woman coming to buy a car like lambs to the slaughter. Now I’m about to binge watch so I can be ahead of the “games”
Felicia, take a male to the dealership with you. Your dad, your boyfriend, your brother,.....heck, even borrow a neighbor if you have to. If you and a male go together, they SHOULD treat the two of you with a little more respect. (It shouldn't be this way,...but sometimes, that's just how it is).
Felicia M.
Better yet, find a dealership sales person or finance manager and ask if he would be willing to go to the dealership with you. Pay him if need be. Let him do the negotiating. Or, pay a contracts attorney to go with you. A vehicle these days costs as much or more than a house did a few years ago. And, you go to a home closing with an attorney.
I learn so much, but so many times I have to pause and re-watch because I'm laughing so hard!
I live in London, Ontario, a city in which trying to negotiate with car dealers is almost impossible and the usual practise is to charge full sticker price for the vehicle. Trying to go to another dealership is useless because they al use the same tactics. The only sweetener they’ll try is to throw in some floor mats, or some such. Very frustrating.
I live in London, too. Good information to know. The only way to counter this kind of behaviour is to refuse to buy. If enough people stop buying, then they'll drop the full-MSRP game. Another counter is to go to a dealership in another city and say, "London dealers won't sell me a car unless I pay full MSRP. Do you want to sell a car today?"
I think 3 important thing to know are dealer holdback, factory to dealer incentives,how much profit in MSRP, this way you have some idea what dealer is making.
"I apologize for embarrassing you in the process" - Dad. You guys are awesome!
You guys are a hoot, but very knowledgeable. I appreciate your tips and will be using them. My wife and I are looking at some nice used vehicles, can't afford a new one, so I'm trying to do my research. Thanks again, Steve
in the (old) days "the out the door price" was just that... price of the vehicle only.
I've purchased dozens that way. Found out recently dealers want to add taxes and tags
to that price. I can found my way to the county clerks office to pay that. They aren't doing me any favors. But I am old and not in a hurry. good video
1million subscribers, you will make it there guys you do great things
Great video as always. I am in the market for a new car and this video has been great!!!
If you live in a state that does state inspections, look at the month the sticker is due to expire, that sticker was put on shortly after the vehicle arrived at the dealership.
Hi, good advice. How can we find out if the state we live in does inspections? Also, where would that sticker be?
Inspections are done yearly and the sticker is on the windshield. Since you don't know where a sticker is, I assume you are not in a state that requires inspections.
@@robertcarly9183 Good point Robert Carlee. I remember that tip from my buying days in Virginia. They had to put an inspection sticker on as soon as the car arrived. It was a dead give away on how long the car had been on the lot!
If you buy a used car in a state with inspection stickers (don't buy a used car from a dealer's wholesale lot, the dealer has already looked at the car and feels it's not worth putting the money into) and you don't have a PPI done, you can take the car to a garage that does inspections to make sure the items covered by the sticker pass. If it fails, take it back to the dealer you bought it from for them to repair. In my state. The State Police issue dealership's and repair shops inspection stickers and if the dealer says no to the repair, call the police, they have Trooper's who enforce this and they can pull a dealership's right to inspect. Usually a dealership will do the repairs, thinking you are educated on this and the dealer may have honestly missed something. Do it within a fee days of buying the car and don't drive many miles. A PPI or certified used car is a safer way to go.
@@robertcarly9183 6:45
This show is like my morning coffee ☕, must have it!
Excellent info-thank you.
I’m in the market for a new car, so happy I found this channel
We're glad you found us! :)
Your hair is great. I wish mine was still like that 🤣
Very Ben Askren.
This is extremely interesting and I did watch your videos for a couple of weeks before we actually purchased our new car and I thank you for that, I went in knowing the vehicle that we were interest in, in this case a 2021 Toyota supra and we also knew this was a weekend car, one that would be sitting in the garage under a cover... so I went in and we took a test drive and we really liked the car however we wanted a car more style to us so we explained our specs. Several days on the phone and I stated we are going to purchase at this price, out the door price and we already had financing , and told them to give us a call when they have located the car... not a car like the car, but the car. A week later the car had come in. And we walked in handed them the check and drove off with the car... it was pretty noneventful except one thing they said they were having trouble locating the vehicle at our price, out the door and I mentioned to them that’s OK there are 109 Toyota supra is in Nashville right now and we will purchase from them... 10 minutes later they found our car and agreed to our price ,other than that it was very uneventful.
I really like the interactions of son and dad... upbeat, familiar, respectful, knowledgeable.
Been watching UA-cam for years and everyday this the first time I have wanted to subscribe.
Thanks we hope you do subscribe even if it is just for a few laughs. Stay safe, Ray
Just want to thank you guys for your coaching. Bought a 2020 Chevy Colorado today 7k under msrp and killed ALL of the attached fees except for the necessary ones. Tried to sell me glass etching, clear coat,. Had to beat them up for the out the door price.
Super helpful insights!
Almost speechless? I don't think Ray could ever be speechless!😜
You guys are great !!
Been watching you guys for a bit, love the content! Quick question: do you know why some dealers fight to have the customer make the first offer? I asked mine what their best offer would be after letting them know i did my research and knew what i was looking for, they got annoyed and pushy and tried to have me throw my offer out first haha
I think it's great Zach that your Dad calls you handsome. Good Dad and he's correct. Great video. Thx
Great video. I love your channel! I’m wondering if you could share what time of day on a tuesday or wednesday, is best to visit a dealership to buy a car?
You all are a fun team! I'd like see more time devoted to leasing of cars.
Hey I enjoy your videos. Plus good info
Zach: "we hit our time limit, and all the credit goes to you!" I was expecting Ray to ask "What is my credit limit, Zach?"
Consumers are so much more informed about the car buying process these days. There is a virtually limitless amount of information -- including the myriad bits of insider information from you guys -- so that consumers are able to make an informed decision. I remember 50 years ago when I was buying my first car ... I know I got screwed. If you don't get the deal that suits you; and your needs, wants and desires .... shame on you! Thank you for these videos guys!
All of your videos are always great. Have you guys researched the Rodo app and it's lease pricing? If so, what do you think...is the pricing fair? (I live in California, so more than half of the listed down payment goes to taxes & fees). Try using a BMW X3M Base or Competition model for an example.
I grew up in Silver Spring. Thanks for all the great info I can use when I walk into the dealer ship. If you know of any trustworthy dealerships in Montgomery Co or Frederick Co Could you give me a hint?
I love to see how close you two are.A great father/son duo.Thank you both for the info.I have learned a lot.
Rodent parden Sr from albemarle?
Good way to see how long a car has been on the lot is look at the v.i.n. plate on the door and in Pennsylvania look at the inspection sticker on the windshield.
Im a new sub i love you guys
When they ask you to sign the deal including all rebates I submit one asking they informed me all available
You guys are the BEST
I loved this video! I am the customer who has plenty of time but refuses to spend it at a dealership. Am thinking about a new Rav4. I might have to fudge a bit and use the I don’t have the time scenario.
Great info....thx for sharing
New subscriber 😀
Your videos are very helpful
As I mentioned in a much earlier video I really enjoy watching your relationship with your son and have learned quite a bit even though I’m not a big fan of buying cars because they depreciate. However I may be looking to purchase a new 2020 F-150 January ish if their prices come down. My cousin is chief engineer of the F-150 line so I would qualify for something called the A plan which is a family discount. When do you recommend I inform them of this? Get the out the door price and then say oh I forgot something!😉. Kinda like not showing your hand until called type of thing.
I worked for/with Ford Credit in the UK a number of times over the years. I can still get an employee discount and prety much define my own finance deal if needed. Out the door (or on the road as we say over 'ere) price negotiations first, every time.
Do you really need a new vehicle though?!?! I've got a load of Dave Ramsey vids to the right of my screen!!!
You guys are great together
Bismillah- Wow, what a great father/son relationship....Wish mine was ...
I always ask which car of the particular model I’m interested in has been on the lot the longest. They had two new 2014Denali I was looking at both the same year color and exactly optioned and the one they had on the lot for 47 days saved me a lot.
November 2020- I did buy a 2021 Jeep Compass at a out the door price,which was something stupid because the internet price for that Jeep was $18,087. and I offered $22,400 which is almost $2,000 more when tax, title , and Doc fee was added.
When tax,title and Documentation fee was added to the internet Advertisement they had of $18,400 it came to $20,300
How do you do this remotely while dealing with a trade-in? I don't think most dealers want to say OTD pricing or trade-in value until they've seen and assessed your car no matter how pristine you swear it is.
Great info
Great video, as always. Subbed and hope you get your Ytube plaques
Yeah. So true...I gone in asking for the OTD number and told them I don’t have time to sit here for hrs dealing on the price and then they get frustrated and do they decline my offer, normally a good offer...they want to milk you on the other stuff...you have to be just as tuff and walk too if you need to.
Exactly! Do your homework, know exactly the specs of the vehicle that you are going to buy (from any of a few dozen dealerships in a 200 mile radius) and don't get sucked into playing their games. My mindset & plan is to turn their game against them. And don't ever stay at the dealership for more than ONE hour.
Hi guys, great information. The last two vehicles that I purchased, I walked into the dealership with a letter of credit from my bank, and I picked out a vehicle, and I said I want that car with this letter of credit, can you make that happen? If they said, no, then I said thank you and I left. Is this a good or bad way to purchase a vehicle?
Good day, Gentlemen! How much time on the used car lot is "too long" for the dealer? I'm talking about average used-car lots with average used cars, not super-hot cars or exotics? I've seen a couple of new car dealers apparently doing a markdown every 30 days on used cars; do independent lots generally follow this also? Older information says cars burn holes in dealer's wallets just sitting there, but I've seen cars on lots for 2+ years (!) and still selling them for the original price they asked back then. You'd think they'd take less money and get them off the lot. Maybe a topic for a video; maybe I owe you both some Tylenol? Thanks.
Good question I had too, from what I've seen and learned from a friend and sales mgr at a dealer, New car dealers don't hold old or used past 60 days, but if you wait too long they will wholesale it to a used car only lot. *Used car lots don't play by the 60 day rule. Some of these fools think their cars are like wine! Ive seen cars for sale up to 3 years on CarGurus!😆They're usually way over-priced and they want to get as much profit as possible OR something is wrong with it! Either way, if they won't give you a fair price or allow a inspection, just say NO, DON'T BUY IT! Keep the dealers honest and in check for everyone else.
Thanks for sharing and getting to the point, I always skip the too long videos.
Hey guys, good job. Canadian LAW now demands that all Car dealers MUST disclose the final ..walkaway price. We call it the "on the road" price. I assume you guys are Americans...But you are right on. Get that price right away. thats what matters to most ppl. Also, if leasing...figure out what you are paying in total.
As a 20 yr vet of car dealerships...I can confidently say, its now alot tougher for ppl to get shafted. Used cars however are another subject.
I have a dealer that added the rebates before the adjusted price after establishing the out the door price. Just doesn't seem right?
Keep working on your popularity. I have seen several YT creators do an unboxing video when they get the SILVER PLAY BUTTON award plaque for 100k subscribers. It is your proof that you have reached the elite ELITE level of YT popularity. I have noticed from all the unboxing videos that it is quite a hefty item. Thick, heavy, and as large as a coffee table book.
Gwin, If we get there I'll have to buy a coffee table to put the plaque on. Thanks, Ray
One you get the OTD number from a dealer on the vehicle you want.....how how do you negotiate the financing to get the best deal on financing also ..
Great information, exactly what I was looking for. I’ve been in a situation where I knew the make.,
Sorry, model and accessories I wanted an still wasted 4 hours getting it done.
What’s wrong with short concise answers they get right to the point. Nothing wrong with a short quick video that answers all the questions and half the time.
UA-cam is under Shorty awards. A channel actually gets a trophy presented at one of the numerous annual American events or competitions that each recognize achievements in a particular theme or sector for social media and digital channels. It's just like the Oscars for movies and Emmy for television. :)
We bought one of the first Mk4 Jettas produced. The dealer had a bunch of black ones. When we gave our final offer the dealer countered with "will you take a black one?" Color wasn't a major consideration for us, and we made the deal.
Love you guys, lots of information between the banter! Lol. My question is about credit scores. When a dealer pulls your credit report do they average all three scores to determine you finance rate or do the automatically go to the lowest of the three? Thanks
Archie, sadly most dealers will only disclose your lowest score to you while supplying the banks with a copy of your highest bureau score so that they can increase the spread they charge you from the buy rate APR to the sell rate APR. To combat that always ask to see the results from all three credit reporting bureaus. Stay safe out there, Ray
@@CarEdge its best to just get your FICO Auto Score 8 (gathered from on all the 3 bureaus, which costs $29) that way u see exactly what the dealer sees if/when they pull your credit
How can you determine when the car was manufactured and how long the car has been sitting on the dealer lot?
I see Dad was a great salesman Bravo
So where do you get market conditions from and I have to tell you I appreciate short to the point videos I don't know if UA-cam penalizes you for short videos but my time is valuable too.
Educate yourself! Educate yourself! Educate yourself! Watch informative channels like this one people and your success at buying a car at a good price will greatly improve!!👍👍👍👍
I agree totally! Plus ....if people do educate them selfs on this stuff it will force shady dealers to change!!!!
@@The08450 Most people can watch all of the videos in the world and even take a class in this stuff and will still be bamboozled by these rip off vehicle sales and finance people at the dealerships. The dealerships are carneys and always have been. They are run by dishonest people who employ only people who are willing to be dishonest. The manufacturers are all in on the scam which means there are no honest watchdogs in the industry. A good friend was a salesperson at a large Dodge dealership here in town. He eventually was promoted to finance. Lasted a short period of time as he would not lie, cheat, and steal from people as the management dictated. As a salesperson he had to do some of the same but nothing as bad as in finance. Shady dealers, which are most if not all of them, will never change unless the government, like the FCC or FTC, forces them through extreme financial penalties and/or loss of license.
Can you talk about buying a used vehicle that is not very common, is there any specific approach to take there. Also, what about buying car remotely from across the country
I can’t stand it!!!🤣😂. You two are just too cute together! I love your videos (and hair Zach😝)🥰🚙🚘🚙🚗Thanks for the informative videos 🙏🏽🙏🏽🙏🏽
Car max gives you price history and reduction dates. Even on slightly used cars.
Thats because they start out way high on price! So much for their 1 price and no negotiating BS😆
Buying a used car is completely different it is much harder to know what a particular 2nd hand car is really worth. sed cars are like snowflakes they were all used or abused and maintained differently and you will not be able to know if you are really getting a good deal or not.
Hi Guys ~ How can one have a car assessed for internal wire corrosion prior to purchase? It seems the other bases can be covered during a basic inspection, however this is more difficult to detect. For example, refurbished vehicles brought over from natural disaster regions / states which otherwise seem in top condition. Note: if anything done to the Cecile wasn’t reported to police, it won’t be included on the Carfax report. Thanks!!
So regarding your first point, if you are interested in ordering a car optioned the way you want are you at a disadvantage from a negotiating standpoint, as compared to dealer stock which may have been on the lot a long time?
Lol dad went from the first to the last so quick- I’m writing this down & I know I didn’t miss number 2 lol
Ayeeeee Marylander here too!
UA-cam has an award show annually called the Streamys.
Heard it say when you purchase either a pre owned or new vehicle, first 2 years goes towards interest of the car not towards principal. Is that true? Why? Please explain.
Best deal out the door on Toyota Corolla le 2021 In Wilkes-Barre Scranton PA area
does your link work in Canada as well
you guys are so sweet, i feel the love between father and son! so when or at what point do i ask for the inspection? after we solidify the out the door price?
Yes Amy once you have agreed upon the price you ask to the inspection. Stay safe, Ray
Is it best to ask for the OTD price or make an OTD offer?
Better for you to make the OTD offer since you set the baseline value from which negotiations proceed
I was talking to salesman about truck I was thinking of buying but I ask how much are you asking
for it he said he didnt know hum
I said you want to sell me to buy it with blank check nope
@CarEdge Where's the link for YAA regarding market update on car models, days on market and days of inventory available? Shouldn't this be a live database? Also, how did Car Edge get access to this?
it doesn't make sense to have to have the vin when you want to created a market price report. Help
Many years ago, I went to a dealership looking specifically for a certain make and model, like a Cutlass Supreme. The cranky old guy behind the desk told me he didn't have the car I was looking for. He then said, "but we just got in this nice Dodge Dart that is in great shape." I balked, but he said, go have a look at it. This Dodge was nowhere near the vehicle I was looking for, and was priced at $8995. I came back into the office and told the guy I wasn't interested. It REALLY wasn't the kind of car I was looking for. This was an old geezer vehicle, and I was a youngish 35 year old male. -- The guy then said, "would you give me $8000 for the car"? - I said, no thanks. He then said, "would you give me $7,000 for the car"? -- I again said No thanks. He then said, "Would you give me $5,000 for the car"? -- I told him again, "No"! -- He then looked at me like I was crazy,....like I had just shot him or something. -- 2 points here I'm making......1. I didn't like the car, and he could have offered it to me for FREE, and I would have said "No, thanks"! -- 2. The price of that car dropped almost 40% in a matter of minutes, which tells me these dealers play these pricing games, and they often have lots of room in their pricing to negotiate. That's why whenever I buy a used car these days, I always start the price negotiations at least 25% lower than what they are asking.
How does one go about getting the sales report for similar vehicle mentioned on this video?
Yah they keep talking about that Market research report, I have yet to see it and the site still hasnt launched!?!