EV tax credits are money the government gives (as a tax break) to help you pay less for an electric car. If they’re no longer available, the car can cost more than you expected.
Lease credits are discounts a car maker offers to make a lease cheaper. They’re not the same as government EV tax credits, so you might still get a deal even if the tax credit is gone.
Car
Lexus GX550
The Lexus GX550 is a premium SUV from Lexus. Here, the hosts say it’s one of the most requested cars they’re negotiating deals on, partly because it’s hard for people to find.
A waiting list is when you can’t just buy the car right away, so you get put in line for an allocation. If supply is tight, it often means fewer discounts and longer waits.
MSRP is the official sticker price the manufacturer lists for the car. If the host says MSRP is already a great deal, it usually means the car is hard to get and dealers aren’t discounting much.
Car
Lexus Land Cruiser
The Lexus Land Cruiser is a rugged SUV that’s famous for lasting a long time. In this segment, the host suggests it can be a smarter buy than the GX550 if you’re focused on getting a good deal.
The Toyota Land Cruiser is a large SUV made for both everyday driving and rough roads. People talk about it a lot because it’s designed to last and handle tough conditions. In the podcast, it’s suggested as a good option if you’re shopping for a deal.
The Pacific Northwest is a part of the U.S. on the West Coast. The hosts mention it because car pricing and availability there can be different, affecting what people pay.
All-wheel drive means the car can send power to multiple wheels for better grip. In this context, the host is saying the buyer is being picky about the exact AWD setup they want.
A rear entertainment package is extra stuff for passengers in the back seat, like screens or media controls. If you won’t accept a car without it, you may have fewer choices and smaller discounts.
The Toyota 4Runner is a rugged SUV built for rough roads and off-roading. The host is saying it’s one of the cars where deals/discounts are easier to find compared with other models.
TRD Pro is a Toyota trim level aimed at off-road use. The host is saying those versions usually don’t get discounted as much as other 4Runner versions.
In car shopping, inventory is how many vehicles are available for sale at dealerships (or in the market). The host connects “plenty of inventory” to better negotiation odds and more discounting.
Front-wheel drive means the front wheels do the work of moving the car. The host is saying that the biggest sales discounts tend to show up more often on all-wheel drive versions than on front-wheel drive ones.
“Expand the radius” refers to widening the geographic search area for inventory when negotiating. The idea is that if your local market isn’t moving a specific model, nearby markets may have more supply and stronger incentives, leading to better discounts.
Topic
rumors from people at Toyota
The host is talking about what they heard from Toyota workers about why cars aren’t being made as much. That helps explain why discounts might be different than usual.
An oil crisis is when oil prices or supply get disrupted. The host is using it as an example of big world events that can affect car production and the overall market.
Concept
production on a car
This is about how many cars the factory can actually make. If the factory can’t build as many as people want, the car can be harder to find and pricing can change.
Dealer add-ons are extras the dealership tries to add to the sale price after the car is already priced. The host is saying you want a deal where the dealer doesn’t tack on extra charges.
The window sticker is the paper/label on the car that shows the price and options. They’re saying dealers can add extra charges that raise the sticker total.
“Negotiated off highly” refers to the idea that dealers will discount a car more aggressively when demand is weak or inventory is sitting. The hosts contrast that with situations where popular models are priced above MSRP, meaning there may be less room to negotiate downward.
The Ford F-150 XLT is a popular pickup truck version. The hosts are saying they got a very big discount on it, but you still have to check whether the final price is actually a good deal.
The Ford Expedition Platinum is a top-level version of Ford’s big family SUV. They’re using it to show that some versions can get large discounts, but you still need to compare the final deal to MSRP.
The Ford Explorer ST is a sportier version of the Explorer SUV. They’re talking about how much they were able to take off the price for that specific trim.
This is a Bronco setup meant for off-roading: Badlands plus the Sasquatch package. They’re listing it as another example where they got a large discount.
The GMC Sierra EV is a pickup truck that runs on electricity instead of gasoline. It’s brought up because you may be able to get a discount that lowers the purchase price. The podcast is pointing to a specific amount off the price to show what’s possible.
This is a big, family-sized SUV from GMC. “Denali Reserve” is the nicer, more expensive trim level, and the host is talking about how much money you can knock off the price when negotiating.
The out-the-door price is what you actually pay at the end of the deal. It includes the car price plus the extra government and dealer charges, so it’s the number you should compare between offers.
Car
Ram Rebel
This is a version of a Ram pickup truck. The host is saying some dealers try to charge more than others, so you may need to shop around to get a good deal.
This is a big luxury SUV from Lincoln. “Reserve” is a higher trim, and the host is talking about how much you can negotiate off the price and whether it’s worth it compared to alternatives.
This is a larger BMW luxury SUV than the X3. The host is saying the discounts on the X5 are so big that you can often get around 10–13% off with the right shopping and negotiation.
This is a BMW compact crossover (the X1) in a sportier trim. The host is using it as an example of a real-world discount you might be able to negotiate.
The BMW 3 Series is a luxury car that’s designed to feel sporty while still being comfortable for daily driving. The episode brings it up because there may be discounts available that reduce the sticker price. The main takeaway is the potential savings mentioned for that model.
The Audi RS 3 is a fast, sporty Audi built for performance driving. It’s more expensive than a regular Audi model, so the podcast mentions it in the context of how much you might be able to save. The key point is the stated discount off the sticker price.
The Porsche Macan S is a sporty Porsche SUV. The host is listing it as one of the cars where you may be able to negotiate thousands off the sticker price.
A “ceiling” here means the highest limit of what you should expect to get in a deal. The host is basically telling you the top end of what’s realistic to negotiate for.
The Toyota RAV4 is a popular SUV. The host is using it to show that a smaller discount on one car can be a better negotiation than a bigger discount on another car.
LIVE
Have you ever wondered what a good deal on a car is?
Sure, you've probably seen many experts go out there
and talk about invoice pricing, hold back assistance,
but you've always wondered what a good deal is.
And I hate to say it, but people walk into a dealership
and by the time they're done,
they're always wondering if they get a good deal.
Even though all the information told you,
you may have got a good deal.
The problem isn't you, the problem is the information.
The information you're getting is invoice.
You might just hold back for plan assistance.
A lot of terms that you may not understand,
but on top of it doesn't define what a good deal is.
So here at Delivered, if you don't know,
we negotiate more deals than,
arguably, almost anybody in the country.
We negotiate over 400 deals on a monthly basis.
So we have a large pile of data.
Now, we aren't just calling dealerships to say,
what is your best price.
We are negotiating dealerships back and forth,
your hometown versus out of state,
moving the most accurate data
of telling you what a good deal is.
But I wanna talk about the market as a whole.
I wanna talk about the cars that are doing well,
the inventory that's doing rough,
and the cars, if you want the biggest discounts,
what to go for.
This is not gonna be one particular brand.
This is gonna be every single car
that we can think of that is worth talking about.
Let me know in the comments.
If you wanna see more videos like this,
but let's dive into it.
If you guys don't know, hi, my name's Tommy.
I negotiate car deals relatively.
My goal is to save you time, energy, and anxiety.
More importantly, my goal is to change this industry.
Okay, so the first thing I do wanna talk about
on the car market is the most popular cars right now
that we're gonna get into have the least discounts,
which that sounds like a shocker,
but there's gonna be some vehicles in here
that we used to be able to get crazy discounts on.
But due to inventory constraints right now,
the discounts just aren't there right now.
Finding some of these cars are gonna be an accomplishment.
And that's one of the biggest things
that we've noticed here over the last 400 deals
that we've done.
Now with Delivered, if you don't know,
we don't just negotiate with one dealership.
We negotiate with any given dealership
or any given deal anywhere between five to 15 dealerships.
And one of our main goals is always to negotiate
with in a local market as well.
Because we help clients nationwide,
we have one of the largest pools of data because of that.
So let's go into three market backdrops that I have.
So first off, if you weren't buying a car this year at all,
and now you're in the car market this year,
understand that tariffs did have an impact on the market.
What I mean by that is that the average MSRP,
the average price of the car has raised
year over year, about $2,000.
Now, this is one that I do wanna put some blame
on the manufacturers because a lot of these people
got refunds for these tariffs,
but yet consumers got none of that money back.
Now there's some conversations about maybe some people
paying that money back, but I'll see when I believe it.
I put a lot of blame on dealerships.
This is one where I'm gonna give a negative stamp
to the manufacturers.
If they got that money back,
they should be trying to give that back to consumers
in some way or another that would make the most logical sense.
But the average price is about $2,000 over year over year
for the entire market.
Now every year, prices go up in cars,
but the average markup for a car year over year
is about 400 bucks.
So we are seeing about a four to five times increased rate
because of that.
Inventory is lopsided.
I would say about 20% of the most popular vehicles
are extremely hard to get,
but the vehicles that have inventory are a plenty.
So understand you, the first thing you wanna do
when you're buying a car and negotiating a car deal,
you wanna see how the inventory looks,
because that's gonna determine your negotiation.
This is one of the markets here
where things have changed just a little bit
where instead of it, you're trying really, really hard
to get a good deal.
Sometimes it is more market dependent
and you need to know that market
if you're going to go in to get a great deal on a car.
And then finally, if you've been living under a rock
over the last six months and you're like,
okay, it's time for me to buy a car.
This is the first video I'm seeing
and I wanna buy an EV.
This is $7,500 EV tax credits gone, guys.
Spoiler shocker.
Some manufacturers are still doing some lease credits
on those, but that is just incentives from the manufacturer.
Those are not actually these credits.
So if you're trying to get an EV credit, that's no longer.
So what I wanna do is go through the top five
most wanted cars from delivered
and talk about these deals.
These are the top five most popular deals
that people are buying, paying us for delivery,
paying us to negotiate.
The number five most common car that we are negotiating
is a Lexus GX550.
This is one of the most highly requested luxury SUVs
that we are seeing in the market.
One of the reasons being is people just can't
get ahold of them.
Now the market is bare on this car.
Lexus has come out and basically told their dealers
that they are not getting many.
Dealer ships are actually starting to restrict
the people on waiting list on these cars.
So it's been a very hot commodity for us to negotiate.
Realistically, MSRP is a great deal on this car
and you're probably only gonna find it
in your local market.
That's changed over the last three or four months
where we were doing a lot of Lexus GX550 deals,
but we could do them out of state.
Most dealerships are restricting this to their local market.
If you're in the market for a Lexus GX550,
you have to understand you're probably gonna have
a pretty decent wait time.
MSRP is a considered a good deal.
And if I were in your shoes,
truthfully on this car,
and this is the only one I'm gonna say it on,
I would really consider a Land Cruiser or a TX.
TX, you can get great deals on.
Land Cruiser, you can get great deals on.
And I've said it from day one,
you can find previous videos.
I think the Land Cruiser is a better dollar
for dollar value anyway.
But realistically, the GX is one of the hardest cars
to get in the inventory,
but it is our fifth most requested car that we do.
And we've done quite a few of them,
even though clients are understanding the wait's longer.
Number four is the Toyota Sienna.
Toyota's done a great job with this minivan.
People love it to death.
And even though it's not the most technologically advanced,
it's not the most comfortable.
It's not whatever it is, people love it reliability.
People who are buying minivans want reliability
and they love the idea of the hybrid motor that just lasts
and they get the option for front wheel drive
and all wheel drive.
We are doing a lot of these.
These cars are still hard to get, but discounts are there.
The reason why I wanna talk about the Sienna
is a lot of people think that this car does not get discounts.
Like you can pay five grand above MSRP
in the Pacific Northwest.
Realistically, the worst deal we did at delivered this month
over the last 30 days was $1,000 off MSRP.
The best deal we did off was 4,320.
The average discount off this car was 2.7 K off MSRP.
Now, when we talk about discounts like this,
I wanna be super clear.
It depends on how particular you are.
The person who got $4,000 off,
that I want any Toyota Sienna Platinum you can find,
compared to the person that said,
I want a heavy metal limited all wheel drive
with the macadamia interior.
I will not take the rear entertainment package
and X, Y and Z.
Oh, and it has to be in a 500 mile radius of me.
Okay, like that's going to limit your discount.
So one of the things you can do to increase your discount
is increase your radius.
With the Sienna, this is more true than any other car.
If you're on the West Coast or the Pacific Northwest,
you're probably not gonna see these deals.
You need to leave that area.
The number three car on the list
is the Toyota 4Runner.
Now, the Toyota 4Runner is obviously TRD pros
you're gonna get for $1,000 to MSRP,
but every other vehicle you're getting $4,000 to $6,000 off.
These vehicles are highly plentiful.
I think a lot of people are moving towards this vehicle
because the reliability's there.
Doesn't matter if it's a gas,
doesn't matter if it's a hybrid.
The only three exceptions to this rule
are really going to be a trail hunter.
It is going to be a TRD pro and a platinum a little bit.
The platinum is the highest trim.
You can still get deals two to four grand off,
but they're not the four to six grand off
on the platinum right now.
But obviously understanding spending your radius
is gonna be the best way to go.
Plenty of inventory on this car.
Great deals to be had, definitely there to be there.
Number two car.
The number two car negotiated for us right now
is a Toyota Camry.
The sedan, is it dead?
It blows my mind that so many manufacturers
gave up on the sedan.
There are so many people with gas prices rising,
moving to a hybrid sedan.
And the Camry, 50 miles per gallon.
Beautiful car, looks great.
The XSEs are awesome.
And the deals are just insane.
I think that's why a lot of people are going to them.
Anywhere between $4,500 to $6,500 off,
I've seen deals as high as seven,
but that is not something that Delivered has negotiated.
We've just seen from personal people.
The data that I can give you
is the best deal we've done is $6,500 off.
The really the worst deal that we did
was $4,300 off a Camry.
Front wheel drive, all wheel drive, does not matter.
There are phenomenal deals to be had.
If your market is struggling with the car,
make sure you expand the radius.
All wheel drive does have a higher burden than all wheel drive.
You're probably not seeing $6,500 off a front wheel drive.
You'll see it on all wheel drive.
In the number one car,
highly most requested car at Delivered
that people are having us negotiate,
the Toyota RAV, fully redesigned.
This is the most wanted, least discounted car in America.
I wouldn't say the least discounted car in America,
but this is one of the hardest cars
to get in America right now.
Now, rumors from what I've talked to
with people at Toyota that worked at Toyota,
not dealerships for people at Toyota,
is that manufacturing has been low due to,
as they've said, global issues.
Whatever they wanna put it at.
There's been, and there's a lot of things.
There was an oil crisis.
There is obviously the gas prices.
There is going to be a war going on.
Whatever Toyota is saying,
this is one of the cars
that they have not been able to max up a production on.
This car, I wanna be super clear,
discounts are
We have done deals.
We've not taken a deal over MSRP, I'm proud of that.
But a few months ago,
I was discounting thousands of dollars off these cars.
If you are looking for a very particular car,
like a RAV4 Woodland with only one color
and you're not willing to go nationwide,
you might be a good deal at MSRP with no dealer add-ons.
I know that's crazy.
That's the RAV4 market right now.
I expect that to clean up here
in the next few, probably next quarter.
We're just not there yet.
But realistically, discounts are gonna vary
between MSRP to two grand off.
If it's a plug-in or it's a Woodland,
they're not moving too much.
There just isn't much inventory on these cars.
I will say that we have reached out to more dealerships.
We have an entire, we have one person,
which is Ryan, our newest Toyota person.
It's top five Toyota person in the country.
That is just doing ref.
That is a crazy space, full-time job right now,
and finding dealers that'll give us there.
There is no weak link here.
Again, if you get $1,000 to $1,500 off a RAV4,
it's a phenomenal deal.
Now, anytime we're talking about Toyotas,
understand that dealers can add to the window sticker.
They'll be a little careful.
So those are the top five most wanted deals.
Not saying those are the best deals,
but those are the most popular ones
that we're negotiating here to deliver.
Now, I do wanna point something out.
Just because something's a large discount
doesn't necessarily mean it's a great deal.
You have to understand that,
that this doesn't mean
that you should just go buy these vehicles.
Normally the rule of thumb
is that things are negotiated off highly
because nobody's buying them.
Like the RAV4, dealers are charging five grand above MSRP.
That's a norm right now.
We are getting that off plus getting it off MSRP.
So when you see, for example,
we did an F-150 XLT, $13,000 off in South Dakota.
Crazy market, crazy deal.
But we also did an F-150 at $9,095 off MSRP.
So right now the F-150,
one of the most popular trucks in America,
also the one of the most discounted trucks in America.
Second vehicle we have here is the Ford Expedition.
We did $8,623 off an Expedition Platinum
for an Ford Explorer ST, $10,500 off Ford Bronco Raptor,
$9,217 off Ford Bronco Badlands Sasquatch,
$8,750, a GMC Sierra, $1,580,
for X, $8,000 off a Yukon XL Denali Reserve.
Remember that video we just did recently
where the dealer said that MSRP was a good deal?
Well, I say $7,300 is a good deal off,
or $6,900 off, which is on two sides.
One is on the Midwest, the other one's on the East Copes.
Now if you're looking for a Ram Rebel,
there's some dealers that are,
I saw a dealer that was trying to charge above him
and start peeing on a Rebel.
$11,655 off, and then a Lincoln Navigator Reserve,
$10,763 off.
I will say, I think the navigator's a better value
than the Escalator right now.
I said what I said, I just think it is.
You can get great deals on it,
you can get great deals on the Escalator right now,
and that's something that's hurting.
Now I do wanna go into the German luxury market.
German luxury, BMW X3, we did $8,111 off a BMW X3,
just a little old X3.
If you're buying an X3, the deals are insane.
The BMW X5, $7,877 off, plus bigger discounts to be seen,
the X5 deals are all over the place,
you can get 10 to 13% off pretty consistently
is what we're seeing on that car.
A BMW X1M Sport, $6,759 off,
a BMW M340i, 9.4% off,
another BMW X5 for 13% off.
Don't worry, BMW's not the only one giving away their cars,
we got a Mercedes Benz GLE 450,
realistically getting $5,500 off MSRP.
We got an E53 wagon AMG at $5,122 off,
but it's not just Mercedes.
We have one Audi deal that I wanna bring up,
because a lot of people don't understand the deals
you can get on Audi's right now,
but Audi RS3, $5,700 off MSRP,
a Porsche Macan S at $5,650 off,
and a Genesis GV70 at $6,753 off.
Now remember, not every market has these deals,
our goal is always to get the deal for our clients,
as close to them as humanly possible,
but this isn't always a guarantee.
I can't even always guarantee these cars
and these discounts, that's not the point,
the idea behind it is I'm giving you the ceiling,
understand that as real deals,
the numbers I am giving you right now
is we're gonna keep going through this,
are not make-believe fake numbers,
these are deals that delivered actually negotiated,
and these are deals that you should be aiming for
if you're negotiating a car deal as well.
Now understand, if you get $4,000 off an E53,
because you're a little bit more particular,
you still want, dude, or do that, it's okay.
So I wanna leave you with a few different things.
So first off, stop thinking that the discount
is a reward for you being a tough negotiator.
Sometimes when we're negotiating a car deal,
and I hate to say this because car dealerships
are gonna use this as leverage,
so this is between me and you and no car dealerships,
the bigger the discount doesn't always mean
the better the negotiation.
If you get $1,000 off a RAV4
versus getting $10,000 off a Rebel,
the person who negotiated $1,000 off the RAV4
is probably doing the better negotiation,
the person who got 10 grand off.
That's what I mean by that,
but you have to know the market, right?
Last thing I'm gonna leave you guys with
is everybody's fighting for inventory right now,
that's okay, that does not mean you don't have leverage.
Use competition, shop multiple different dealers.
That is gonna be the best way to get a deal.
If you're not tied to a particular brand,
don't be afraid to go to Honda and Mazda's,
but if you want Toyota, I get it, it's popular.
Understand that you're gonna have to expand your radius
or expand your option.
Now, I don't expect this to be a forever thing.
This is probably going to last another month or so.
Toyota is ramping up inventory,
just things move a little bit slower.
If you guys like this type of content,
I want you to like, follow, subscribe.
I want you guys to see,
do you guys want more market updates like this?
I could give you guys all the fake data in the world,
but I'm gonna give you real data from here on out,
going through and talking about what we're actually seeing
from a business that is doing 400 car deals
on a monthly basis.
We're one of the largest people doing largest deals,
and I'd like to say we're doing the best.
So comment what you guys wanna see next
and ba-da-boom, ba-da-bing.
Peace out.
About this episode
Negotiation “discounts” get unpacked using Delivered’s deal data—“We negotiate over 400 deals on a monthly basis.”—and the idea that big numbers don’t automatically mean a better outcome. The hosts connect discount size to inventory, markups, and even EV incentive changes (“This is $7,500 EV tax credits gone, guys.”). They then reveal their top negotiated cars for 2026, from the Toyota RAV4 (fully redesigned) to the Lexus GX550, plus real-world examples like “the worst deal we did… was $1,000 off MSRP.”
In this video I am breaking down the real car market right now using actual data from the 400 plus deals Delivrd negotiates every single month. I go through the top five most requested cars we are negotiating, which brands are giving the biggest discounts, and what tariffs have actually done to the average price of a car this year.
