The Price Isn’t Right: Car Negotiations w/ Delivrd
Salesman Is TOO SCARED To DO HIS JOB and BLOCKS the Deal!
36 annotations
Negotiations for a Ford Bronco Outer Banks turn into a deep dive on how to hit a specific out-the-door target while dealing with fees, rebates, and inventory reality. The hosts and callers compare online listings (including hard-top vs soft-top mismatches), confirm availability using stock/VIN details, and debate cash vs financing. FTC pressure on advertising fees—like dock fees and processing charges—keeps coming up, alongside roleplayed tactics about scarcity markups and closing with extras like floor mats.
This is a specific version (trim) of the Ford Bronco SUV. The “Outer Banks” version is the one the buyer wants, and the whole discussion is about getting that exact Bronco for the right price.
00:48
Company
FTC
The FTC is a U.S. government agency that helps protect consumers. Here, they’re saying the FTC sent a letter to car dealership groups about how dealers should handle and advertise certain charges.
01:15
Term
documentation fee
A documentation fee is an extra charge a car dealer adds for handling the paperwork. In this segment, they’re saying dealers may have to clearly show that fee online, or they may not be able to charge it.
01:38
Term
trade bonus
A trade bonus is extra money the dealer gives you for trading in your current car. They’re saying it’s an additional $1,000 on top of what they already offered for your vehicle.
02:00
Term
stock number
A stock number is like an inventory ID the dealership uses to point to the exact car they’re talking about. It helps them find the right vehicle fast.
02:08
Term
briefhold
A “briefhold” (likely meaning a short hold) is when a dealer temporarily reserves a vehicle so it can’t be sold to someone else while they confirm availability or details. It’s often used during the sales process to prevent the car from getting taken.
03:13
Term
finance
“Finance” means you borrow money to buy the car and pay it back over time with monthly payments. It’s the opposite of paying the full price upfront with cash.
03:22
Term
pay cash
“Pay cash” means you buy the car using money you already have, not a loan. That usually makes the deal process simpler than financing.
07:19
Term
black on black
“Black on black” just means the car is set up with mostly black styling—typically black paint and black interior. They’re using it to describe why the exact car they’re looking at might not match the price you’re seeing.
07:27
Term
hard top
A hard top is the solid, fixed roof on the vehicle. They’re checking whether the Bronco they’re looking at is the hard-top version or a soft-top version, because that can change what you’re actually buying.
07:27
Term
soft top
A soft top is a roof made of fabric instead of a solid panel. They’re comparing what the listing picture says versus what the actual sticker shows.
07:55
Term
out-the-door
The out-the-door price is what you’ll actually pay in total to get the car ready and legal to drive. It includes taxes and fees, not just the sticker price.
08:04
Term
dealer add-ons
Dealer add-ons are extra add-ons the dealership tries to charge you for on top of the car’s price. They can be things you didn’t ask for, and they make the final bill bigger.
08:04
Term
dock fees
“Dock fees” are dealership charges that are meant to cover handling or logistics—often tied to getting the vehicle from where it arrived to the dealership. They’re commonly debated because they can feel like extra profit on top of the car’s price.
08:09
Term
conveyance fee
A conveyance fee is a paperwork/processing charge the dealership adds to get the car ready for you. It’s usually separate from taxes and registration.
Presence is your leverage bro, that's who you know, I'm trying to get like ten percent. I don't know what else to tell you
Like don't be afraid. I guess presence is power, right? This would have been better if I was in store
I probably would have got ten percent off, huh? No, but a boom bada bing. I want to keep rocking and rolling
Let's move on. Okay. We got to pick up next deal
We're doing a Ford Bronco Outer Banks in the great state of New York now this client lives in New York, New York
He went to black on Black Ford Bronco
What would make him happy one of the things that we do differently here delivered as I don't ask you just what kind of car
You want one thing that we like to do is ask you what would make you happy
Brian would be happiest if he had a Ford Bronco Outer Banks on the price point that he's trying to be at
He talked to a lot of New York City dealerships and they declined him
He's flexible in most the aspects but wants to be at the budget
He wants and willing to sacrifice equipment to make this happen seems like a great deal if you guys don't know
I'm gonna give you guys an update what happened with the FTC if you guys don't know the FTC sent a letter out a month ago to
97 dealership groups. This is important dealership groups not dealers
This could be thousands of dealers that they were reaching out to basically saying hey
Rumor on the street is dealerships are gonna start a bang now
They've had this happen 15 million times and they've got away with it every single time
But this apparently things have changed even the documentation fee is supposed to be advertised on the website for now on or they can't charge it
So we're gonna test that we are going to test that right now. We have another deal
We've called three dealerships today. This is now gonna be a Ford dealership in the mid or northeast
This dealership is not advertising. I'm gonna tell you
I'm gonna call him
Are you calling what our thousand dollar trade bonus I was not but that sounds enticing
Yes, it's something that we're currently offering out throughout this month
It's an additional thousand dollars on top of what we already appraised your vehicle to be
I don't know why that was so hard for me to say. No worries. Oh, I'm not trading in anything. That's a bummer
Yeah, no worries. What were you looking to do? I'm looking to first off see if you guys have a car available
What was the vehicle? I'd be happy to sit. I have a stock number if that helps perfect. I'm ready. Okay stock number is F is in fiat
368 85 I'm gonna just need to put you on a briefhold to confirm availability
Not a boom, but a bang 2.6 thousand people on YouTube. Wow, it's a record. That's insane. It's like I don't stream and more people watch
I saw delivered wrong
I know I made a mistake three years down the drain. I bought merchandise thousands of dollars. It's spelled wrong
The logo is also a grill. I
Don't see the grill people said a hamburger. I can see the hamburger a few moments later. Hello, Tommy. Hi
How are you doing today? I'm still doing well. Oh my apologies. I was having some technical difficulties
I was able to check on that 26 Ford Bronco outer banks for you
And as of right now what I'm seeing on my end is that it's currently showing available
Were we thinking about stopping in to take it for a test drive? You know what? I'm gonna make your life so easy
I've already driven it. I already know I want it. I want more of it
I'm really just trying to get the best down in pricing this side of the Mississippi and I've heard there's nobody better to call
But the yeah, no worries. We'll be happy to get you that best price. I'm gonna get you over to our managers
I'm just gonna need to collect some things that way we can give you that best price
We're we looking to pay cash or finance. I'm open to cash. I've been a financing
All right, I can let them know you're looking to explore both avenues
Were we looking to put any money down that might need to be factored into that?
I just want to be sure everything's included. I mean, I want to pay cash that part isn't too big of a deal
No worries. I am gonna get your information over to my managers at the store once one of them become available
They will be in touch with you. So just keep an eye out for a phone call. Okay, it sounds good. No worries
I hope you take care. No worries. Sounds great. All right. Bye. Bye
So if you guys don't know who I am. Hi, my name is Tommy
I negotiate car deals for a living. My goal is to save you time energy and anxiety
We'd over 300 car deals on a monthly basis now
I have a team of 15 people that are dedicated to just making this a more enjoyable process
I advertised I save you time energy and anxiety save you money, but that's a byproduct
You're sure to fly fee of a thousand bucks. We handle everything for us
The secret to the sauce is we have five people that are working on your car deal at any given time
You only talk to two people but through that entire process you have five people working
I put it akin to a Michelin star restaurant
You see all the people working to build your beautiful dish
But you only talk to two but you know the amount of work that actually goes into actually getting you a great deal
And not getting a great deal meal a great dish of food. We're gonna learn more link is in my profile page
We're about three weeks out currently. I don't advertise to be the cheapest advertised be the best
That is what we're here for we do now do some of these live
We do a few of these live that we're gonna do okay, so this is the next dealer again
We're trying to figure out if you guys don't know the FTC busted down on some dealers saying you have to advertise all your fees up front
Including your dock fee. This is the next dealer. We've only seen one dealership so far actually do it now
We haven't seen any hidden fees, but we've only seen one dealership and now they could just have removed their dock fee
That is a possibility
Hey, I was just seeing if you guys have a new car available
Yeah, which car are you looking at? Oh, I have the last four of the vin number if that helps. Okay. Let me take a look here
What kind of car was it? It's a Bronco. Okay for the Vin last is 8 306
You the stock them before you know I I see the word stock and then colon and then it's a blank
So the option is a blank option. I can say nothing. Okay. It's that means hasn't come in yet
Okay, is it available for sale? It is but um, I'm just wondering I see a Steve the exact card last for the Vin
Show me doesn't pull it up. It's a Bronco bad lens or rather banks outer banks
No, this dealership is not advertising it on the bottom of their fee at all
They have to advertise it in the price of their car. They can't advertise it and find print anymore
That's an entire idea of the whole thing black on black. Yeah one around 50 52,000 msrp is what we're trying to get
All right 1115 right? It was a 8 306
It's an outer banks, huh? 50,000 dollars 50,485. I'm gonna see I'm looking at one that's 52 for 20
52 for 20. I mean that's an alternative, but I was trying to be the lowest msrp not the second
I even see a 52,000 dollar one on your website. It's a full size right now the sport
No, yeah, it's a full size four door full size the only one that I see is this is actually the stocktomers 22088
Oh, no, I'm looking on your website. This is this is weird. This is weird here. I don't know why I can't see this
I said that 52 are you looking at this board?
Dot com website. Yeah, there's only one website. Okay, cool. Go new and I'm gonna hit Bronco
Okay, cool. I'm at forwardstands.com. Now. I'm going to go to
Model make sure I hit Bronco. There's 95 of them. Now. I'm going trim. I'm going outer banks
Copy marted and now boom. I have 123 the first three options are 50,045 50,645 50,645 53 170
Oh with no stock numbers. Wow. I do not see that. Are you kidding me?
I wouldn't lie to you. I have no reason. I know I believe you you're telling me what you're seeing
I'm telling what I'm saying. I'm not I'm not thinking you're lying. Okay, right here going new going Bronco
I'm you know, I'm going through the steps again trim outer banks 16 available eight 306
9611 1094 1115 none of those exist to you. Is it because they're in transit?
But I don't even see ones for 52,000. Maybe we only have six new outer banks. I don't know what to tell you man
Maybe it's a me issue. I don't know but I'm just seeing I see the 16 you you don't have 16 so none of these are
That's crazy. I have six outer banks listed here. I'm not disagreeing with you
I just don't know why I'm seeing other ones and you're not you have one for 52,000. Is it black on black 52,420 bucks black on black
Outer banks hard top. This one is a says soft from the picture, but it could be different
Let me take a look at the sticker hard top black painted. Yep. This is our boom bottom boom
What kind of deal can you give me on that one? Just give me a stupid deal on that one. What let's call it a day
52 420. Let me see look at a pay cash
Cash I'll cash. I'll finance whatever gets me the best deal. I'm open
Let's see what I can do if it's a 2,420. I mean, where are you coming from? Are you living in the neighborhood?
No, I am in New York. All right. So a little more expensive on taxes. Uh, I can give you a good two flat
Is there plus is a tax title license fees? What else is involved with this? Oh, yeah, this is tax
This is before tax letter registration. So that'd be another whatever new york is
7.75 on taxes because I have any of those dealer add-ons or
Dock fees or anything craziness $795 conveyance fee. That's the only fee that we got that's not associated to
Taxes or registration. I won't lie. I was looking for I heard there's some crazy deals on broncos like a few hundred bucks off
Doesn't excite me. I mean, it's hard to negotiate over the phone. Why not? I'm here. I'm ready to buy you got my
I got money in my hand. I mean, you'd be here if you're ready to buy. Yeah, but what changes anything. I got I got money
Present is your leverage bro. That's who I mean, what are you doing right now?
Anyways, like you just sitting there entering the phone. I mean, what's worse it happens
You don't tell a car and this conversation went nowhere, but I'm ready to buy a car. So you don't want to take it
So what are you looking to do? How much are you looking to get for it? You know, I was trying to get like 10%
10% 10%
You want 5200 dollars off this car? Yeah, it's a bronco
No way dude. You can't do that. Why not?
Because we got it for like $50,000. You don't lose money on curse never never you've never lost money on a car ever
You've never lost money on a lightning an f-150 nothing that's been on your lot for 300 days
Well, this one this one's 206. We don't even have pictures of this one. This one's this one's a freshie
The answer is not never then you should be looking for $5,000 discount on this car. Yeah, you saw what kind of deal I'm looking for
I'm telling you what kind of deal I got what I want. Yeah, I can't do five. There's no way
What can you do because you both know $400 is a joke. I gave you a real offer people in this country are doing 10% off
It's not a crazy number. You know, you know 2025 people are doing like 20% off
Here's four bronco raptors that were doing 20 grand off, you know the idea that this is crazy
I mean, there's a lot of inventory on this car. I mean, listen, if you can find a dealer
So it's giving you $5,000 off a brand new 2026 out of banks. I'm telling you to go there
Well, that's what I'm trying to buy it from you. I guess the whole point. That's why we're making a phone call
I understand that but there's just no possible way. I would walk up to my manager and say, hey, can I get this car for $47,000?
Why not? That's not possible. They would not agree to that because it's gonna sell to someone else with a 2420
Assuming you have 95 I guess my website could be wrong. I got you just like you just not take your offers to the manager
I mean, no, I can't stick $5,000 off my manager. No way. What's he gonna do?
I don't know what else to tell you like don't be afraid. I'll do this right now ready
Hey, Tony on a 22088 pull it up in the screen right now. Yep. Yep. I have a customer on the phone off from 47. Would you take that?
He said no, thank you. Hey, look at you. You faced your fears. I'm proud of you
But like I said, man, I mean if you find someone that's giving you $5,000 off that car
I'd tell you to go there because that's not happening over here
I know well, I know the dealers that'll find it. Uh, I just I'm just looking hopefully find something in the north
25 but there's a reason why we don't have any 25
We sell them all and you're just trying to use the argument of that we have 95 Broncos
The reason why we have 95 Broncos because we sell so many
Is that that's the reason why you guys have so many Broncos you guys just sell so many because we stocked so many of them because
You guys have four you guys have according to the website of look again, which could be wrong
40
per month
Like like for example last month we sold 55 Broncos
I get it, but you guys still have plenty of 2025
It's not like you guys don't have any inventory on your lot like if you took a video of your lot
You probably have a lot of Broncos sitting there. It's okay. I'm not mad. I'm just I'm just telling you
This is good
Like I'm just telling you that there are other dealerships that will do it and then a $400 discount doesn't excite me
And it's insulting to me just like it's insulting to you for it's 10% of you think 10%
$400 is also insulting. So like if you want to give me a number that makes sense
I'm all for hearing it, but I'm not doing $400 off three $420 off the car
All right, then I guess we'll have a deal. Hmm. Okay. Well, I guess presence is power, right?
This would have been better if I was in store. I probably would have got 10% off, huh?
No
Oh, I guess I guess the room where the presence's power is not real. All right, man. Have a good night. Okay. Have a good night
Okay, so this dealership is advertising their dock fee. I think dealerships would be ecstatic to have AI negotiate with them
It's really easy to beat negotiation. I wonder if I can do that
I'm gonna what we're waiting for juliana. I'm gonna do this
Hey, I want to practice my car sales negotiation ability
So what I would like you to do is to do your best attempt work your hardest
Use all the tricks and secrets to try to get a good deal on a car from me
And I am the car salesman and I'm gonna try to overcome your objections to get you to pay above MSRP. How does that sound?
I'd love it. Let's dance. I'm coming in as the buyer and I'm not here to make it easy
But hey, you'll see I'm fair. Let's start with a car. I'm eyeing a
2025 toyota 4 runner TRD pro. You'll try to get me to pay above sticker
I'll push for the deal of the year ready when you are salesman. Well, I appreciate you looking at the TRD pro
It is a fantastic model very limited edition the blue wave runner beautiful color
We only get like one of these a year. So we're charging $20,000 above MSRP. I see what you're doing scarcity play
Look, I get it's a hot trim, but I've seen market trends. I'm not biting on an inflated number
Let's talk reality TRD pros have a decent markup. Sure, but 20k come on
Let's start with MSRP and negotiate from there or I'll walk to the next dealership
Well, I mean you could try to walk to the other dealership but first off your AI you can't do that
You don't have legs
But secondly the dealerships across the street don't have a wave runner blue what you want
There was only a limited make of these cars. So, you know what because I like you. I think you're a good guy
I would give you 15k above MSRP but that don't tell my manager. He'll be he'll be pissed
But yeah, I'm doing you a favor. I appreciate the theatrics, but let's get real. I'm not here for a favor
I'm here for a fair deal limited or not. I know what these have been going for
Let's cut the fluff if you can't make me closer to MSRP or at least within a few grand then hey, I'll wait
But if you want this deal done today drop the drama and give me a number that doesn't insult both of us
Okay, final offer. I will give you
$12,000 above MSRP. That is the best deal we both know on market data trend
You can look at all of the resources auto trader cars.com auto trader trust that delivered guy
They'll all say 12k above MSRP is a good deal. We both know it's a good deal
Let's sign the dotted line quit the theatrics and call it cut the fluff. You're persistent
I'll give you that but I'm not signing anything until it's actually a win for both
I'll give you a shot 5,000 above MSRP and I'll walk out today with the car and give you a glowing review
I'm not here for a battle. I'm here to close if you meet me halfway
So are you ready to make a real deal happen or are we just practicing here? You know what you're right
I don't want to practice the blue runner. I'm probably gonna lose my job
It's 7,500 over sign the dotted line. You're a tough negotiator now. We're talking. I'll take that 7,500 over MSRP
But only if you throw in floor mats. Let's wrap this up before either of us changes our minds deal done
Deal done. So guys AI did really good there 7,500 above MSRP. He really won. He really won there
Let's keep looking where's scott. I'm gonna call scott. Okay. Let me call holding. I'm gonna call him again
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