Don't Buy a Car Until You Watch THIS Video | How to Negotiate in 2024 

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Excellent example/presentation as to why the average person hates to buy a car.

Every high school in the country should show students this video. Doesn’t matter if it’s econ, drivers ed, mathematics, just do it.

I wish manufacturers sold cars directly so we can cut off dealerships and stressful negotiations like how Tesla is doing.

I don't have the patience to be this nice to the people trying to gouge me.

Don't try to negotiate. State your terms. If they don't accept, get in your current car and drive away.

this gave me anxiety- dealerships are the worst experiences I have had personally- I would rather have a root canal than deal with dealers lol

This was a great roleplay! Especially from Ray showing us what a tough salesperson looks like while still being polite

Ohhh...as an older woman who is having to buy a car alone for the first time, I HAAAATE this! I might have to go get a bicycle!!

You could tell that Ray is a savvy salesman. “The dealer fee is a lot more for the Grand Highlander” “I couldn’t take a vacation on this commission” “I don’t know what other dealers do” Subtle ways to make it sound reasonable.

Very useful video. I just purchased a 2024 Subaru Outback Touring XT. Using your strategies I negotiated the car for $3,500 under MSRP, increased my trade in for $1,000 more than my research said it was worth, and convinced them to transfer in from another dealership the exact car I wanted at no cost to me. The keys were negotiating each element of the deal, one element at a time, in the proper sequence, and walking away before I came back with my final offer. “If it is subject to sales tax, it’s negotiable.” Very helpful. Thanks guys.

I discovered you both a few weeks ago as I was in the position of having to buy a new car due to a bad accident that we were in. As a woman, I do find the process very insulting at the best of times. I absolutely hate to feel that someone is trying to pull one over on me and strive to be well informed. This brings me to you both. I can’t thank you enough for what you have taught me. I watched a number of your videos and took notes. Not only did I feel equipped and in total control during the process, everything that they threw at me, you had covered and I wasn’t having any of it. The sales person that I eventually bought my car from, who had been in the industry for many years, said to me that he was impressed with how I handled the deal. Thank you so much for what you do as it is so valuable and helped me get an amazing vehicle for a grand price. ❤

As a former car salesperson, I will do ANYTHING to avoid setting foot in a dealership, playing their deceptive, demeaning games.

I walked out of the RAM dealer because they wanted to charge me $525 for door edge guards and nitrogen. All the other numbers were great as far as dealer discount, etc. sometimes, you just don't feel like being gouged. I went 40 miles up the road, bought almost the same truck, and saved over $1,000.

It seems like the ultimate secret to buying a car at/under list is that you not be in a rush to have a new car at all. aka its a nice to have, not need to have type purchase. makes it much easier to just walk away.

Just three weeks ago purchased a new GMC Acadia, $6000 off of MSRP plus $500 military discount, no weird dealer fees and just standard doc fee. No big hassles although sales manager gently tried to get me to purchase an extended warranty, I declined. Overall very pleased love my new ride!

I might not be ready to step in a dealership again. I was shocked when I found out this video was only 15 minutes, felt way longer.

These guys are father and son right? If so, easily one of the best fathers/son duos ever. Watching you two together always puts a smile on my face

"Once we getcha, we gotcha", I love that! I just went through this misery buying a pickup at year end. You guys are the best!

I used CarEdge’s techniques and data. I got the car I wanted, used, 1,413 miles, 3 year manufacturer warranty, for $4,588 under sticker. No dealer add-ons. The CarEdge data works!

My husband is a bit of a math wiz and he spotted that they were charging us a few thousand extra in seconds and spoke up and they acted like they had no idea. “Oh, wow. So sorry that’s not supposed to be.” 🙄 always bring someone that’s good at math and that’s not scared to speak up. Don’t be a sucker. Great job with making these videos. 🙏🏼

I work in freight. You can get freight from Michigan to NC for 2k. I’d ask him “did the truck come down with only that car on the trailer or were there 7 other cars on the trailer?”

I was so anxious watching this negotiation, I had to stop halfway through! The dealer always seems to have so much psychological leverage, how do we level the playing field?

I was looking to buy a Rav4 a few months ago.I asked for the out-of-door price from a dealer and after going around for a while they gave it to me. I went to another dealership and made the same request and the agent told me it was almost impossible for her to give it to me because that only could be done at the end of the negotiation. I told her it could be done at any time of the negotiation and she was not happy.

I know one thing. If you're trading in a vehicle, never give up your keys because they will hold on to them trying to get you to buy the car. They don't want you to just get up and leave. When I buy a car I tell them the most I'm willing to pay and that's all. I don't try to lie or play games. I am honest and I will tell them this is my top price for this particular vehicle. If they cannot meet that price then I will move on. I walk away the moment they start trying to get me to buy at a higher price after I already told him my price cap. I do not like pushy car salesmen and I cannot stand dishonest car salesmen. If they honestly tell me that they cannot meet my expected price then I can move on and maybe find something else that's a little cheaper. Or I can look into perhaps less accessories or something. I just hate when they waste my time

Great video. A few things I’ve noticed after buying many cars over the years. 1. Almost every time without fail when I was looking to buy a vehicle one of the very first things the salesmen asks is if I have a trade in. This video the salesmen(Ray) does not ask about a trade in which in reality would never happen. This is important to dealers because as soon as they know you have a trade in they are doing calculations on the sale of the new vehicle with your trade in calculated in. 2. Buying a vehicle with out a trade in is a much easier process in terms of what the numbers actually look like. As someone who looks at P&L statements every month dealers love to hide the actual number of the sale when you have a trade in.

THIS IS SO STRESSFUL

Literally just bought a 2024 Camry last week. Weird how this was a suggested video. Also got it out the door for 29000 flat. Didn’t even try to sell me any extra warranty fees. Came with an unlimited time and miles powertrain warranty aslong as I do regular maintenance by a licensed place and keep receipts. Toyota of Denton Texas! Great place! Only fee besides Ttl was a doc fee!

Really good dialogue. Thank you! I bought a car 3 months ago and wished I would have seen this first. So many of these tactics were used but I and the salesman, I believe, walked away satisfied. Not friends but not enemies. But I know they got more from me and my trade than I from them. 6 hours of agony but we enjoy the vehicle now. I don't enjoy it but think I will do better on my next round of negotiations on the next one. I am not claiming expertise but my rules are: Be honest, be persistent, ask for a lot, and give a little. The bottom line is they are making money every which way on you so I am not afraid to point out they are just adjustable numbers on a page - so please lower them if you want to sell the car. They are like Vegas the house never loses.

I’m not in the market to buy a new vehicle (yet) but I sure do enjoy the heck out of these two’s videos. Informative AND entertaining.

For those new to buying cars, don't get into the conversation about what monthly price is good for you. You want to know what the total out the door cost of the vehicle is. If you talk monthly, they'll just start playing with numbers and the trade in value to get to the monthly cost.

Ray you got me in a minute and a half, "does your wife need to be here" rolls off your tongue like you've said it a million times!

I recently bought a car and it was the best experience I’ve had and a lot of that credit goes to you (and my wife) and knowing what’s appropriate and what’s not on these things and what’s fair in negotiations. Heroes for the masses.

"I'm getting the sense that you'd like me to do something for you, I need to know what it is you'd like me to do" - haha what a great line, this guy has been around the block a few times for sure.

This made me not wanna buy a car

Geeze. And I thought I did good on getting 1K off a 25K car. 5K is a whole other level of negotiating.

Ray is 100% correct. You have to give the seller, dealer or private, a number. I hate it when someone asks, ehats your bottom price? Or even worse, when they seller, usually private, asks what do you want to pay? And no price advertised.

local dealer in Los Angeles area added the following to OTD quote for 2024 Toyota Corolla Hybrid $ 3,995 dealer markup $ 495 door inserts

Thanks dudes, my wife and I are about to buy our first new car and I'm going into every dealership like a nonchalant Terminator. Knowledge is power. Wish us luck!

I love this!😂😂😂I am trying to lease an X1 BMW for my wife, but I am afraid of the salespeople. It's like getting in the ring with Mike Tyson or playing golf with Tiger Woods.

Look at like this. You can pay the full price in a negotiation with 0 negotiation, or negotiate and get paid $500-$1000 an hour for your troubles. My advice is go to a fixed price dealer, or negotiate over the internet and/or phone, and refuse to come in until the deal is finalized, with vin #. Always go thru fleet/internet sales, and never deal with the retail dept. (clowns standing by the door)under any circumstances. Ask for a fleet/internet manager. Sooner or later you’ll find the right dealer.

Though I am DREADING going through buying a car, I am feeling better about it from watching your videos. You guys are so awesome the way you interact. All dads should be so wonderful (and their son, too!)

This week I bought a nicely used Ford Fusion Hybrid for $5500 under dealer sticker and I bought gap for 33% off retail all thanks to CarEdge!!!

In the 90's I was club racing VW's and we had a VW dealer in suburban Chicago that sponsored our club. I am a engineer, and being in the maintaincence sales end of that business I had sales experience. As a favor to the dealer who was short sales staff, I agreed to work for them. A recently retired gentleman who wanted to buy a new silver Beetle came in. We agreeded on price, and when I went to the mgr. I was told the dlr. wanted $3,000 over list due to it was silver, and only 2.5% of the Beetles were painted silver. I begged the customer not to take the deal since it was outrageous. I begged him not to take the deal. He wanted the silver Beetle, and paid the price. I was paid $935.00 commission on that deal. To this very day I still feel bad about having sell that car at that price. I always felt I was there to help people meet a need, and not to make a killing. The mgr. told me I would never make a good car salesman. To which I agreeded, and resigned.

“I was hoping for Tahiti and now Im settling for Hershey Park” 🤓 I’m one of the few folks that love the back and forth of negotiations.

I laughed so hard at this negotiation role play because it was SO good! You can be a tough negotiator and still have a bit of fun. Personally, I love busting the chops of the salespeople and when someone tells me they paid sticker for a car, I cringe. But taxable =negotiable is a great strategy I’ve never used. Thanks, guys!

Just got my new Hyundai Kona SEL for a bit under MSRP while getting great value on my trade-in! Watched a lot of your videos and stuck to my guns with the out the door price I wanted, told them what I was willing to pay, and they ended up going even lower than I asked! I spent a few hours there, but I got a good deal and a great new car. Thanks!

The long dance to get to the final price is what drives customers crazy...

I never go in cold to a dealership. Negotiate everything online and get my OTD set before I walk in. Then I test drive the car and get the paperwork started. I keep a copy of the email string so theres no doubt of the deal we agreed too. If they try to add extra bullshit fees I kindly tell them i will not pay anything extra to our agreed price. If they try it again I walk out. In my experience 9 times out of 10 they come running after you as you leave or they call you over and over to come back

I went to a dealer to buy a truck a few years ago and the sales person wouldn't meet my price so I told him i was going to have to leave and he said why I told him i dont have to have a vehicle its my price or i walk so I got about 10 miles down the road and the sales manager called me and asked if I would come back that he could meet my price and he actually went lower.

1 trick that can be effective is going to Yelp if you feel a dealership wronged you. Bought a brand new 2024 Highlander hybrid LE nightshade recently. So a dealer was advertising the vehicle for 43k, i told another dealership about the 43k price and they straight up told me they didn't believe me. I sent them proof and Went on Yelp wrote about the experience and the next morning they contact me wanting to sell me the car at 43k, i basically said to get my business you guys will have to offer me a deal i can't refuse especially after basically calling me a liar but not in those exact words. In the end got them to sell me the car at 42.5k plus taxes. I put it on the dealership to make it right and they did.

I’m still waiting for these market crashes before I buy.

I am in the market to buy a car now. The experience causes me serious anxiety. I got some great tips, but I’m still filled with dread. Thanks so much for your efforts to prepare me!

Don’t go in with a hangover. My friend wanted me to share this info.

Okay I saw 2 things in this video you guys have said before NOT to do. 1. Never let on to how much you like/want the car. In the beginning he said he really enjoyed the vehicle 2. Don't mention anything about a trade-in until after a deal has been reached

another fantastic video! Finally, an opportunity for anyone connected to the internet to find out how to really negotiate a car deal. Real life stuff hear-- thank you!

I just got a 23 Corolla with 18k miles for 19k otd. They were asking 23k. I got a decent deal ln it, but i found your content just after i did this. I never asked for buy rate (didnt know what that was until now) but i still managed to do okay and get a decent interest rate. Didnt get any added warranties and looking at the line items now, i didnt have to pay for anything "extra". I did however, have to spend two weeks of goung to different dealerships talking salesman down and comparing cars/deals. I got lucky!

The mark up is insanely high, in Oz a new toyota corolla cross discounted by $6000 oz dollar for toyota staff member , and they still make profit. A general public would mostly get up to $2000 discount if they got lucky. So, lesson is always aks for a big discount or walk away and dont Forget to write up your experience in google review or any review website to inform others and put pressure on these mafias.

I’m in the market to buy a new car so I’m watching these videos to learn a thing or two. What I didn’t expect was to see a picture of the Toyota plant that I work at on here. Pretty cool.

Love these guys! Tongue in cheek conversation, but gives me some comebacks to sales tactics.

Fact is dealerships need us more than we need the car. Keeping that in mind we should always be in control and not the other way around. Last car i purchased just walked into dealership, wrote the out the door price i was willing to pay on the back of my business card with my personal # on it dnd and told them to call if they wanted my business. Next day received call and got it.

I'm getting anxiety watching this

Going thru a new car and trade in negotiation right now. I was polite, but when they lowballed the trade in value of my car by over 4K and refused to budge, i just said " that's unfortunate", and got up and walked away. The key is to literally not care if you get the deal or not; not act like you don't care, but genuinely don't care. They know it if you're merely acting. They called me up first thing next morning and promised to " see what we can do". I actually gave them a deadline and said I'm moving on to other options by the end of the week----and I meant it. So we'll see what happens.

I want to start by saying I love your channel and you helping others! With some of the dealership experiences I have had, I try to help as many people as possible. I do wish that you continued the conversation, as I have never seen a business manager come back below what you asked because you have a trade. The only exception would be if they plan on just undervaluing your trade by a couple of grand. This is where I wish you expanded the video to show how you would handle that as if you backed out of the trade, I don't see them honoring the original price as they told you that price was with the trade.

Just bought a truck listening to you guys. Worked like a charm 👍🏿

Your title is spot on. And now, after being a 6x brand loving Ford customer and my last being an F150 that they refused to acknowledge it was even broken (I have no 4WD and was hauling for a living - I am now in foreclosure on my home due to this) I can definitely tell you that 2018 was the last Ford I will ever buy. Not only have they 100% alienated me financially from their trucks (not many base 4WD avail) , they ghosted my issues, to my face. I really have loved my Ford SUV’s, Hybrid & pickups and it’s like having a partner on drugs. You don’t want to, but you have to say goodbye. Why do I have to be punished for wanting to live a middle class lifestyle? They’re making normal people feel like cockroaches. And I’m beyond sick of it…

This is why people go to Carmax. At least you get cheated in peace.

Now let's go to finance for the real Gotcha.

I just recently bought a MDX. Test drove it. Salesperson asked if I liked it and said yes. He said lets go make a deal. We walk inside and he sat me down. Right after we sat down, I told him I'm a straight shooter so to give me the OTD price. He came back 5 minutes later with the worksheet. Didn't care for the number and told him it was $6k out of my price range, got up to walk out and told him to call me when he comes down to my price. Next day, he calls me to go pick up the vehicle. They rearranged some numbers here and there. I didn't care as I'm paying the OTD price only. Oh, i had already got approved for a loan from my credit union prior to going in. Total time spent at dealership for both days, less than 1.5 hours.

If I am in Zach's seat, my blood pressure has sky rocketed, my anxiety needs medication and my fight or flight response is off the charts. CAR EDGE HELP ME NOW !!!

6:39 - This “Got-Cha me” line popped me!!!! 😂😂😂😂😂😂😂😂😂😂😂😂

AWESOME roleplaying - THANKS!!

We actually tried this method and got 9k off on Acura RDX for my wife.....😊😊😊 . thanks for creating this video...

“Somebody’s gotta be there.” Killer!

This might be one of the best car buying videos I have ever seen. I would love to see different examples of this, but at the same time, I assume this type of negotiating can be applied regardless of the price of the car. Amazing upload, thanks so much!

MSRP doesn't include the Destination Charge (what they called the Freight in the video). When you build and price a Ford, they are not only adding a Destination Charge, but also an Acquisition Fee. Both are on top of the MSRP. I've found dealers are willing to drop the Acquisition Fee, but they are not willing to drop the Destination Charge (especially on an in-demand vehicle like the Maverick) .

I just bought a 2024 Toyota Camry SE, spent only 90 minutes at the dealership and paid $28,579.00 out if the door. I don't go to the dealership to negotiate, buy an additional service plan or gap insurance, etc. I make it very clear if I stay more than an hour at the dealership, I most likely will not buy it. However, I had to wait for the car to be washed. I don't sit at the dealer, I don't drink coffee, I don't talk much because I usually do business over the phone with three or more dealers.

If only all negotiations were like this. I laughed so hard throughout the deal.

I’m going to look at new cars this weekend. Between you guys and my sister, I think I’m already getting good at this. Been talking with the sales guy and brought up if their prices online are their otd prices. He said no but I want him to think I know what I’m talking about. I pretty much told him “let’s make a deal, if the numbers work out I’m sure we will do a deal” my sister is like “no, we’re gonna refuse the first two offers and make them give us a good deal” 😂 I just want to do good business and within my limits

Yeah I walk in and say I’m not paying any random fees no dealer prep no freight no dock fee etc if they say we can’t do that I leave

I used to hate this process, but now I get a kick out of it and enjoy it. I know when I leave I'm getting what I want at the price I wanted. You can't walk in without a plan in place and a goal in mind.

Please do part 2 with the trade-in

Grading a vehicle with that many mile has a lot to do with how it was cared for. I have a 2014 and I'm very pleased with it. Bullet proof and safe. Very versatile and easy to get in and out of. I do agree with too much cabin noise.

The truest thing I got from this video is that every dealership is a "gotcha dealership".

Man, I'm impressed. Sent this to my wife and showing my kids right now!

Can’t beat these guys. Father and son doing a good thing for us. And funny too. Love it.

I so needed these details on understanding how to communicate the out the door price! I'll be using them today! Thank you!

Another ploy is once you agree on a number and when they pass you over to a finance person. they try to add more items like gap insurance , warranty extension plans,oil changes for service plans. one guy kept telling me if the lcd gave out one time it would cover the cost of the warranty. then another wanted to raise the intrest rate when i asked him to add my wifes name to paperwork.

You guys are offering immense value to those of us who love cars but hate buying them. Thanks.

I was getting too much anxiety just watching this negotiation, had to stop 2/3 of the way through! Could you sometime explain why the dealer seems to have so much psychological leverage in this situation? Being on their turf I'm sure has a lot to do with it.

This is great... reminds me of every conversation with every car salesman I have ever had.

What I have found is At car dealerships they're all saying they're like CarMax or Carfax where their prices are non-negotiable. where are you guys going that you can somehow negotiate? cuz it seems like no car dealerships are negotiating right now. At All!

They always make you do the ask, which puts you at a disadvantage because then you feel committed when you're not sure you want to close. So you can't compare other dealers. They're depending on you to be too polite

My blood pressure was rising as soon as he said, "I really like the Camry......"

When I negotiate for a new car, I know what I want the monthly payment to be over 60 months and have an idea of the rate. This tells me the amount I will finance. Add to that any down payment and trade in to arrive at the OTD price including tax. If the dealer can’t make it work, I walk.

My husband told me to keep my mouth shut at the dealership and to let him handle it. We walked out with no deals and ended up buying the car. He’s actually not the greatest at negotiating but he handles all the finances and usually in negotiate but I let him have his moment. Now he’s learned and doesn’t want to negotiate going forward.

I feel bad for all the people saying how much anxiety they are having regarding car buying. I love this video for giving insight. I think doing research like this helps immensely. Knowledge is power. Thank you for sharing this with us. I hope that comparing prices at different dealerships and putting myself out there as a perspective buyer to more than one dealer will help. I have money, let them fight over me. I feel letting them know I AM buying is a positive, whether or not I buy from them is up to them. I will find out if I am full of BS for taking this stance, because I am actively car shopping now. I do not tolerate pressure sales or being rushed to sign. They push, I walk. I like to work with a Sales person who is a good communicator. We test drove a couple of cars tonight. The Sales guy was nice. When we were done driving he asked if we wanted to go do paperwork. I told him we would not be buying today, but asked for his card. He was savvy enough to do as I asked. I like Sales people who guide and take guidance. It was all very relaxed and a good time. Back in the 80's if you even walked onto a dealership lot it was like a hostage situation. One time after not being allowed to leave for 4 hours I called my Dad, pretending he was my insurance agent and told him what was going on. He said to call the police if they would not let me leave. I literally had to threaten them with that. But it got me out of there. Horrible thing to go thru as a 20ish year old woman. I am glad that they are no longer like that. So any car purchase feels way better than that particular day. But honestly, buying a house has been easier for me than any car purchase. LOL Best of luck to everyone looking to buy. You got this.

NEVER negotiate with a dealership. Their only goal is to screw you. Do your homework. Stare your price. It's yes or no. If no ... walk. Count your blessings.

Great lesson of buying and selling, not only for cars deals.

Awesome video!!! Wish I had used you guys on my recent lease/purchase.... lost so much value on the deal with my trade in. 🤦‍♂