Remember, don't get attached to a particular car, and know there's always another dealership. I negotiated for a while for my last car and reached a price I wouldn't go above. He wanted $500 more, he asked me if I was really going to give up on this car for $500, I asked him if he was really going to not sell a car today over $500. He came down to my price.

I remember buying my first car. I thought it would be soo easy, in and out…boy was I wrong. The best thing I ever did and can suggest to everyone, is simply walking away. I remember negotiating back and forth on a price for 2 hours. Once it was accepeted, we went to finance and suddenly the deal wasnt the same anymore…I looked at them, told them I was tired of their games and walked away. The next day, the sale rep called me, apologized and said everything was fixed, price as we agreed, please come back. I did and everythig went smooth.

Last car I bought was on deployment, I emailed 4 different dealers asking for their out the door price, letting them all know I was emailing 4 dealers. When I got responses I would email each of them individually with the lowest offer asking if they could beat it, and continued that tactic until I got an amazing price out the door. Took about 3 months, worth it.

I’ve purchased many cars in my years and this conversation is EXACTLY how it always goes. I thought I was getting a special treatment, nope. THIS IS IT. Great job guys.

Ray just sounds like he was born for this role! The almost 4k market adjustment at Toyota they dropped to $2,500 then wouldn't budge under $1,500 markup - So Sell it to someone else..........EVERYONE the BIGGEST leverage you have is your ability to WALK AWAY!!!

My wife and I bought a 2021 Ioniq. They tried that “market adjustment”, fabric protection, etc. They didn’t get any of that. We walked. Said 28 out the door. They started at 33. Came to 29. We walked. Two days later, they came back with 28,154. We took that.

Four techniques a friend of mine used to great effect: (1) In the days before cell phones, he asked to use the phone on the desk to make a call while the salesperson went to talk with the manager. He called a *competing dealership* and started negotiating with them for the same vehicle to see if they would beat the asking price. 🤣 When the salesperson came back, he was utterly flabbergasted- “you’re talking to the other dealer!?” My friend was just chill and said, “Yes, they’re going to see if they can do better.” Very ballsy move, and it worked! The dealership he was sitting in got very cooperative. Creating competition is, after all, the reason state laws require cars to be sold through dealers and not directly from the manufacturer - society _wants_ there to be competition between the dealers, so let’s help it happen! And it’s easier than ever to do this with a cell phone. (2) It’s well known that saying you cannot make a decision by yourself, but that you need to get approval from someone else, raises your power in a negotiation. This is why home sellers use real estate agents and why car sales people have to “go talk to the manager.” So you can use this to your advantage, too. Just arrange for a spouse, business partner, or parent whose approval you have to seek for every line item on the document. Dismiss yourself from the table to go make a private call to them, and just keep coming back saying they don’t approve of that and we’ll have to find a better deal (or that they are only able to go so far). You can use this to make it just as painful for the sales person as they are making it for you: “I get it, and I want to work with you, but there’s no way my partner will approve that.” And no, your spouse/partner/parent cannot come into the dealership to negotiate, because they are sick or out of town or too busy. (After all, is the manager going to come out of the office and deal with you directly?) They have asked you to arrange a deal, and they’ve charged you with getting an out-the-door price of $_____, or finding another dealer. (3) My friend was a finance PhD, and brought in his fancy finance calculator and would just run the numbers every time the finance guy suggested different financing deal. It’s was a power move and kept the conversation focused on what mattered. In the end, they didn’t offer him a good enough financing deal, so he said he’ll just pay cash. Hahaha (4) He was willing to buy a car in a less-popular color or with less-popular options. But he didn’t let on when he came into the dealership. Instead he looked at nicer, more popular models and options. And then he “noticed“ a cheaper car with an odd color, and started asking questions about it. And then he let himself be talked into buying the ugly duckling they wanted to get off the lot. This gave him additional power in the negotiation because they believe he didn’t actually want that car very badly. I know not all of these are helpful in the current pandemic pricing craze, but I’m hoping future readers will find benefit in some of these techniques.

When I purchased in 2019 the dealer focused on monthly payments instead of total cost. He tried to gloss over as if it didn't matter how long the loan would be for (rack up that interest!). I sat there, patiently, was firm with what I wanted. When they got to finance, the price was magically different. I told them I was walking away, when magically the numbers added up correctly. Its all a game to be played. Good to know the rules so you can come out a winner.

Definitely do more examples of this on real car buying experiences. This will help ALOT of people and I always enjoy seeing a master negotiator at work!

This was so real that I started to get an anxiety attack and was getting ready to walk out the door, but realized I was at home. 🤣 thank you.

When Zach busted out singing the Gotcha Dealership jingle, I about DIED laughing. You guys are amazing. Not only am I learning A TON and have access to incredible tools through my joinyaa memebership, but I also receive regularly reliable entertainment. A++, gentlemen.

This popped up in my thread. I sold vehicles in Oklahoma for two years. This is literally how it’s done and I hated it. I never did this approach. I sold so many cars just being up front and letting the buyer do most of the talking. But man this is spot on and hilarious

As someone who has bought close to 10 cars at dealerships, this is spot on. I usually have the KBB price or MSRP and just add TTL to that and that's what I'll pay. The sales manager comes out and tells you what a great deal you're getting and that's the absolute best he can do,but if you can't get to my number, I walk. Plain and simple.

I really hate dealing with Stealerships. I basically talked like this to the first dealership in Toyota few weeks ago and got the salesman to drop a car from $35,500 to $29,800 with fees for a base 22 Corolla Hatchback without accessories and I walked out felt so good hearing him cuss in anger in the middle of the floor. Don't be afraid to walk out. I went to a 2nd dealership and had the store manager yelling at each other to drop some of the bogus fees and almost told me to leave the premises. I ended up getting the same car fully loaded with sports crossbars and all accessories installed for $27,350 with fees included.

Thanks for this! I used your tactics to get an additional 3k off their "best offer." I met with the owner of the dealership and explained what good lifetime customers my family and I would be for him, and then I showed him that I was prepared to get up and leave if I didn't think the number was fair. It helped using your advise to understand where all their costs and profit reside. I got a fair deal on a rare and sought after car so your tips really work!

having you guys do this skit was amazing, and also very very informative because it lets people know when and how to use the tactics you've been telling us about, very awesome. Thank you.

🎶”One time we gotcha ..now we gotcha foreverrr” 🎶 🤣 Seriously you guys helped me out a lot. I bought a car two weeks ago and was nervous like super scared. I watched deal school 1.0 and 2.0 and it made all the difference. I told them removed these accessory fees($792 or something) but even they said that was optional. I got the VIN etching fee ($300) removed but still got the VIN etching benefits (they took the $300 out of car price). My mother noticed the price handed to me on the worksheet was incorrect by $600 so we got that fixed. And sure enough the manager came around with all the extra warranties and focused on the price per month! I said wow this is exactly what Ray and Zach said would happen! I politely asked him to give me a break down of what the cost was for each package is instead of what my monthly payment would be and made my decision after that. Which was I will purchase my own later as the dealership had a 12 month warranty anyway. Only thing I couldn’t get them to drop was the doc fee which I’m sure was bogus . The salesman claimed that even if he bought the car that was The dealership’s fee and he would have to pay it as well 🙄. I suggested we take it out of the sale price of the car but no go. Either way I got the car at a decent price for this crazy market. Just really wanted to say thank you thank you THANK YOU for these videos. Helped a youngish lady who has never purchased from a dealership ever in life be prepared as to what to expect. To be forewarned is to be forearmed.

Still got shafted. Few years ago, saw a Subaru Outback for 21k (20,995) that wife and I liked. I went in and asked what the lowest they could do. They said 19.5. So I flat out said (with confidence) “ok Ty for your time. I had another one at a dealership down the road I looked at more, think I’ll go with that one.” They scrambled and said what you wanna pay? And I said, we were planning on 16k and we weren’t in a hurry. So they said they couldn’t do that. So I got up and was walking out. And they said they could do 18. And I stuck to it. I was ready to walk out THREE TIMES. And eventually I bought the car for 16k. They asked for my credit, and I said no. I’m paying cash. Moral of the story, there are plenty of other car dealerships. They want YOUR business. Don’t succumb to the pressures. It’s YOUR business transaction.

I love how Zach keeps laughing and smiling. Like thinking to himself how he knows the tactic being played. I'd love a play by play.

This is EXACTLY what my husband and I ran into when shopping for his car after his truck was totaled. Thankfully we walked after the salesman AND manager wouldn’t budge. Thank you for this! This will help me with the upcoming purchase of my first time mommy car.

Wow, Ray is good. That is the exact scenario that happened to me. The only difference was that they were willing to let me go because there was other people willing to buy and maybe pay more. They sold 2 cars I was interested while we were negotiating online. I ended up waiting for 3 weeks for a car and had to settle for a color I didn’t like. But I got the price I was willing to pay. You may ask, why I keep negotiating with them. Well, they were the lowest price out of 5 other dealers I reached out to. They were extremely pissed after I went to the finance office and told them I was paying cash and wanted no additional options such as warranty, paint products and so on. My advice to everyone buying a new car now is, don’t physically speak to you hem. Do everything on email and text (don’t pick up the phone). This will help you to keep track of what they offer and have everything in writing.

I remember I was so proud of myself when I got my last car when they talked about the door protector and I was like yeah I don’t want that. They said it was already added and I said well great but I don’t want it and I’m not spending $2000 or whatever it was on door protector. I basically was like if I have to pay for this I’m going somewhere else and they had to take it off finally and I’m like dang so I can just tell them I don’t want something? 🤯

You know what also makes car salesmen nervous? When you’re bilingual and can freely discuss everything with your partner or family without them understanding a word. I can see how unco,fortable and anxious people get when we do this and it really gives us some more negotiating power

As a 28 year retired car salesman, this video was freaking fantastic! Almost wanted to start selling again! Almost! Lol

This was phenomenal! I actually got physically uncomfortable watching this it was so realistic.

This is nearly a perfect back and forth. I've had to endure countless hours of product knowledge videos, as well as KZfaq videos on the process, and this was straight up how it goes. The objections and overcoming them, talking with the pen, body language, price justification, and more importantly, the customer's prior research, willingness to walk away, and if I may add, his politeness; all in all, a great example! When I used to do it, I don't think I've ever worked the manager's desk harder, than I did for a customer who was just plain nice and cool. Lol. Great video, guys.

My daughter and I were hit by a drunk driver, thankfully she came out relatively unscathed (yay car seats), and my car was a total loss. So the guys insurance is ON me about buying a new car. These videos have been helping me to know what I’m getting into and how to handle it. Thank you guys

This brings back such memories. I was in the car industry for 20 years. Salesman, internet salesman, sales manager, finance manager and then finance director. I left the business in 2017. This is so cool. All the memories flooding back in. I love it! To be honest most people do not negotiate this well. If I could get them from a $529 payment, down to a $499 payment, we were usually done. 👊🏾💪🏾 Love it! 😁👍🏾

Excellent roll play, and this is exactly why I held on to my car for now 17 yrs... to avoid having to go through the "negotiation" 😅😅

"If you're not paying it, you're saving it." I'm using this gem in the future.

We negotiated 2k off MSRP on a new Telluride. After waiting 8 months on order we got a call from the dealership stating that the price had gone up 4K - 5k. They offered one free service to make up for it. We walked and got our deposit back. In this market lots of dealerships aren’t into growing their customer base or long term loyalty. We’ve opened up the brands of vehicles we’re going after & the search continues…

This brings me back to when I was trading in a car and they told me they could only do about half of KBB because there was a small recall on an AC part. I showed the manager the recall email I got to take the car in for a free install on the new part, who made the salesman apologize and they gave me full KBB trade in value for my purchase.

What a wonderful video. Literally reminded me of my recent car purchase where I'm sure I got swindled, but it was a learning experience for sure.

That was fantastic. The sales person always steers the negotiation with language, fake empathy and the perception of lowering the price. Ray is VERY good!👍

I’m so glad I ran into this channel. I was writing a ton of questions to ask and this put it into perspective for me. Thank you again.

I am more confident, more inspired to get 'the car' at 'my price' by watching these videos by YAA. Thanks guys for taking me out of my 'innocence' in car buying. Hey! I negotiate on everything else. Even after having been in the auto parts and repair business, car buying always seemed like a extra-terrestrial phenomenae. My decision maker will be right at the other end of the phone nixing every extra thrown at me. Wish me luck!

This was so good. Please do more of these videos. It's like exposure therapy to help overcome the anxiety of car buying. As much as I love Papa Shefska (and Zach too!), I started to feel the same rising anger that happens every time I've sat across the desk from some manure master salesman in a car dealership. I know I need to do a better job of controlling my anger and the "stick that deal where the sun doesn't shine" RBF as I walk out the door.

I just want to say how helpful this video was. Even though I was not able to walk away with a car, I was able to avoid a bad deal. I can’t emphasize the accuracy of this video vs my experience at the dealer. It was essentially a play by play. From the 4 square grid to the follow up questions they made and them wanting to focus on the monthly payments. Thank you for making this video, you guys saved me so much money by holding my ground and not letting myself get bullied by the salesmen.

I love your channel, I was a successful salesman at a “high end” domestic dealer in LA and sometimes I still get haunted by some of the deals we’ve had people get into… great video.

Thank you so much for your channel! I guarantee all the good you guys do will come back to you guys big time. You two are so appreciated!

This scenario was AMAZING! Please do more of these types of examples! 💯. Do one for leases too! Love the sense of humor as well!

WOW this was my favorite video so far! I'm a visual learner, and so it's one thing watching you guys give us tips and things to do and NOT to do at a dealer, but seeing that example gave me so much more confidence to go out there and really negotiate!

Would also be useful to see negotiation of warranty / contracts too. I feel like you can use that as a bargaining chip on the base price because I’ve heard that warranties/service contracts are what a lot of dealer commissions come from. When I bought my car new last year I was able to negotiate off all the dealer addons except a $300 “prep fee”. I didn’t go for any extended warranty / safety packages which really pissed them off. I still feel like i could have gotten a better deal if i negotiated better.

Do this for a used car. Would be great to see. Used to sell car at a luxury dealership and was very successful at it. But I always love seeing this stuff for when I go back to buy. Weird being on the other side of the table when I go to buy, because all I’m thinking about is how I could do it better 😅

Guys, that video was super valuable to me! This method of putting everything you've been saying into a real life scenario, and watching the interactions really helps me understand what to watch out for when it's time to deal. Thank you, and please do more of these, like when to say "I'm paying with cash" or walking out on the deal.

Love it guys! Went through this a couple years ago and they kept screwing around, finally I stood up to leave and said I was going. He had already played the game going a bit more down as I came a bit higher in what I would spend. He finally says, you will buy it now for your last offer, I said I am out of here, he repeated my "out the door price I had last said" I stuck out my had to shake his and it was a done deal. I would have walked and he knew it. I think it was a fair price for both of us. (I had done some homework)

Second time car*owner*, but first time car*buyer* here. I have always hated doing roleplaying at work and showcasing situations amongst ourselves, but now I see the huge benefit of showing this to the general public, your viewers (or customers). I have to say: huge thanks for the scenarios you portray on this channel. I one time willy-nilly met with a Subaru salesman and kind of just intimidatingly took his word on a lot of stuff. I brought up points I didn't like about the deal, but I definitely let him drive the scenario and I had no experience with it all. Luckily, I had an absolutely minimal interest in walking out the door with the car, so it was just a valuable lesson and not a costly error. I'll spend more time checking out your other scenario vids as well. As you guys said in the video, inventory is low (they're not lying about that), but only I know best on what exactly I want for my car. If their lot car is pumped full of the stuff I don't want, I'm not taking it, straight and simple. I'll go in the direction of your factory order video. These are all really valuable lessons before parting with cash.

Having never bought a car before new - this video makes me much more confident about what to look for and what to listen for! Thank you

Yep. That exchange is all too familiar. I always have my financing already taken care of through my credit union before going in there, but let them think I'll be financing through the dealership. They're usually willing to give in on the price of the auto, when they think they'll be able to take advantage of you on the finance rate. So, once the price is locked in, I pull the rug from underneath them. I love seeing the look in their faces. I do it when I have a trade-in as well. Never show them all your cards right off the bat... work it one piece at a time.

Wow, this was great! I'm helping friends buy a car this weekend (English is not their first language) and although I know they've done their research, I want to be sure I monitor the process and watch for any opportunities or potential pitfalls that would lose them a better deal. This video caused so much anxiety (but in a good way) as this is legit how the "game" is played. I feel better already knowing how I can be a stronger advocate for them during the negotiations.

what a great video!!! I wish I could negotiate that well. I would love to see more of these negotiation videos, they would be so helpful. I once sold/gave/traded in my pristine van away for nothing. I didn't realize a trade in was negotiable.

This is amazing because you've got two people who are clearly good at negotiating and I'm so impressed :)

This is hilarious and pretty much what I go through on average once every year. I almost always go in with the price I'm willing to pay, then spend half a day negotiating just to get back with what I started with. then have to go through F&I and play their games. I spent a short time doing auto sales and F&I back in the 90's and nothing has changed.

This was amazing!! Brilliant mock scenario content. I think watching this full on through without pausing would be great and then going back to it with a play-by-play. What i want to see next is how this is different if you ordered a vehicle. For context I’m looking to buy a BMW M3 and would most likely have to order it.

You know what. As someone who hated dealerships growing up, and now being a completely new salesman, this is an amazing video to see on the outside. Honestly I can totally see how that could’ve been done better by the salesman and how he could’ve spoken better.

WONDERFUL video. PLEASE do MORE videos just like this. This is golden. I learned so much.

I’m SO happy that I ran across this video yesterday before heading to the dealership. This was the type of I had been looking for weeks. I’m a visual learner so watching y’all mock negotiate (? lol not sure what the correct words are) was so incredibly helpful. Y’all literally helped get a great deal on my first car. Thank y’all!!! :’)

I have been swindled so many times but I still loved this video mainly because it wasn't me sitting in that chair. Pre covid I traded my one owner 2016 GT-R with 12,300 miles. All service was up to date. The tires were six months old. Never driven in winter, never launched. Sticker was 119k new. I got offered 58k. I foolishly took 68k trading down to a 34k 370z. The next day the GT-R was on their website at 89k FIRM and it sold in less than three days. A further kick in the butt? I got charged Hendricks $799 dollar whatever fee that included a tank of gas and free loaner if I ever needed warrantee work that was more than 24 hours. Six weeks later, Hendrick Nissan of Kansas City closed down. I called demanding my 799 dollars back. Oh no sir if you have problems with your new 370z just take it to our Hendrick Chevrolet and we will honor you factory warranty. I hate car dealers. More than you can ever imagine.

Please do more of these and help provide clarity on what customers should do.

I love your videos. It is heartwarming to watch the love and respect that both the son and the Father have for each other. Videos are informative and engaging. Please keep 'em coming!💚

More videos like this!! This is AMAZING!! Info videos are great, but seeing it really happen in full is invaluable. I hope you make more videos like this going forward

This happened to me a year ago. My car’s MSRP was 25,600 and I didn’t know better and the dealership played me. I came out the dealership paying 36,100 for the car. Learned my lesson the hard way and never making that same mistake again.

Man.. I've got so much to deal with. I don't have the time energy or motivation to put this much effort in... Definitely nothing against this. Props to y'all.

This is too spot on. Went to look for a secondhand car about a year ago- with all the add ons (plastic protective, nitrogen tires, wheel locks, warranty etc) the car came out 10k above the msrp. I told them, I never asked to have these accessories on there- and they told me the "fine print " on the website says prices may vary based on accessories. Tricky tricky. I just told them, it's my fault I didn't read the fine print, and I didn't want to waste any more of their time and that I'd go back to the drawing board to get a car that I can afford and thanked them for their time. it took a few hours but I left with the price I saw online.

You guys are a great team, thanks for educating me.

Had a recent purchase, very similar. Didn’t know I was haggling down my price or negotiating when I just wanted to leave after seeing all these accessories I cant remove and worse trade in value. Stubbornness prevailed and negotiated both sides. Very accurate video on how to handle the situation.

My last purchase was from an individual and it eliminated 75% of this, but you guys nailed it. This was every buying experience before this last one.

Bought a car yesterday. This is 100% how the conversation went. Hammer them on out the door price (they avoided it for awhile) and get a detailed breakdown. Also consider calling ahead of time before you're in the dealership to get everything up front and in writing.

A few more tips: Get a written or printed quote, then take that to other dealerships. Repeat. Make them compete. If they get up from the table to “go to the back “ then you get up too. NEVER sit there alone like a chump. Secure your own funding. They get too much leverage if they know you’re dependent on them for a loan.

I LOVE how Ray kept a straight face and Zach couldn't contain himself! I've watched A LOT of your videos already and they've been very helpful. I created a relationship with a salesman at our local lot. I made it clear that I was going to order a car but was waiting for the 2023. I asked him to text me when he got one of the models I wanted on the lot (NONE on our lot even now) so I could at least see it and take a test drive. I knew the car better than he did! It was a hot day and as we sat in the lot after the test drive, enjoying the ventilated massage seats and a/c, I told him I was going to guess the price.. I nailed it within a couple hundred dollars! Needless to say, he was impressed. Then he told me the dealer was charging an additional $5k due to the chip shortage. HE told me it was smart of me to wait! Thanks guys! You've taught me patience for sure and knowledge at the dealership is POWER!!!!

I just came across your channel. Please make more of these types of videos! This is gold.

The accuracy of this video. Bravo. I bought a Sentra SV with premium package back in January and it was this exact process.

I love these experiences! It makes videos more interesting and right to the point. Not too much talking about this and that! 👍🏻👍🏻👍🏻

The role playing in this vid provides practical strategy on both sides. Excellent video. Please do more of this content. 👍

This is only my second video I've just watched from you guys and pops is amazing at sales. Obviously. But man I learned a good bit. Going to keep watching.

You guys are amazing!! I just learn so much in 10 min. I'm thinking about buying a new car in about a year and I want to be ready to get the best deal out there. Thank you.

I am going to be in the market for a car soon and have literally no idea what to expect other than old experiences with my parents. So thank you for these videos! That market adjustment bit was insane and I’m so happy I saw this video because I would’ve fallen for that crap lol.

These mock sales & negotiation videos are great!

Great video guys.Very informative, as are your other videos. I used to bring in the NADA used car guide (little book about 3"x5") to negotiate with the sales mgr and they went bonkers between the sales price and trade in price. I always got the deal at less than NADA and more for the trade in. I've probably got 10 cars at good deals this way

This was brilliant. So helpful. Thank you for creating this video!

Beautiful, would utterly love to see more deal plays, absolutely love it.

This was awesome to watch. I’ve always wanted to know what to expect when going into a dealership. This reminds me of the king of the hill episode where hank buys the sticker price after peggy managed to wrestle the price down. Thank you gentlemen

I know y'all say to keep your emotions close to your chest but I literally love y'all channel. The best father son duo out! Keep making solid content!

Your dad is good at what he did for a living I would have done the deal with him but he was respectful and that was key in that mock situation.

Never, ever buy the window etching. Period. That is a complete rip off. The clear guard is too.

I think this is exactly the video I needed today. Great job, guys!

This is right on the money!! I've been through at least a half a dozen of these discussions in the last 15 years with sales guys and even walked out of negotiations. This is exactly what happens!!!!! Just remember, there are always other dealers and cars on lots that you can buy!!! Someone will be willing to sell you at car at below MSRP.

As someone who works in sales, this is pretty accurate. That being said, I’ve had a few customers that loved the negotiation process. Some people get a rush out of it.

Great video. Pointing out the tug of war for control of the deal. Definitely a confidence builder for the face off at the salespersons desk.

Great Video! " Gotcha Motors" lmao! That "would you take it home today if..." I hate the process of buying a car. This video is a great prep and coaching for what to expect.

Love it! Keep up the great work!

Imagine going to buy a new freezer. And then they say "By the way we've added 50 lbs.of New York strip steak to help you fill it. This will cost 1000.00 that we add to the price of course 😭

These examples are awesome, getting ready to purchase my first car from the dealership and definitely need the negotiating practice

Love it! Great vid!

Subscribed I love you guys, content is great and informative! Keep it up boyz!

For some of the popular models such as Ford Maverick, and Honda Civic Si, I was unable to bring it down to MSRP due to very high demand. However, with less demanding models such as CX-5, I was able to get 1% off MSRP. Another tip is to repeat the same negotiation method to a different dealers and bring the price down lower!

Awesome video. Great to see it play by play. Something in the finance office next would be great also.

This felt so real a pit in my chest formed whenever the conversation turned abrasive. Fantastic job.

Love the video, trying to get your website to advance sucks!! I'll try after the holidays. Thank you. Merry Christmas. Chuck

You guys are really turning it up a notch. Very nice. I would love to see you interview AMD again, and also Ford Boss Me and Rainman Ray. Those are really good mechanics and have a lot of information. You two are very good interviewers and those would be fantastic.