Dealer's INSANE Policy FORCED Me To Walk Away From the GX550?!
The Price Isn’t Right: Car Negotiations w/ Delivrd
Dealer's INSANE Policy FORCED Me To Walk Away From the GX550?!
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Concept
hard-to-get car negotiation
Negotiating a hard-to-get car is different because limited inventory reduces a dealer’s incentive to discount. The episode frames the problem as: if the GX 550 is effectively unavailable across many dealers, the usual discount strategy may not work.
Brand
Overtrail Plus
Overtrail Plus is a particular version (trim) of the GX 550 with extra features. When you’re shopping, the exact trim affects what deals you can get and what’s actually available.
Term
options
Here, “options” means the different versions of the car—like different colors or packages. A number you see online may not mean there are that many exactly matching cars available.
Term
VIN
A VIN is like a car’s unique ID number. Checking the last digits helps confirm the exact car you’re being offered.
Term
bench seat
A bench seat is one wide seat instead of two separate seats. In the middle row of a three-row SUV, it usually means you can fit more people across that row.
Term
cat-backed performance exhaust
A cat-backed exhaust is an aftermarket exhaust that starts after the catalytic converter and goes to the back of the car. People do it to make the car sound better and sometimes gain a little power, but it’s not usually a huge horsepower jump.
Term
horsepower
Horsepower is a way to describe how strong the engine is. If they say the exhaust could add “10 horses,” they mean it might make the engine produce about 10 more units of power.
Term
add-ons
Add-ons are extra stuff the dealer tries to sell on top of the car. They usually cost extra and can make the final price higher.
Car
Lexus GX550
The Lexus GX550 is a luxury SUV. Here, they’re talking about how dealers price it and how that affects whether a deal is worth it.
Concept
market pricing
Market pricing means the price is mostly driven by how many cars are available and how badly people want them. So one dealership’s advertised discount doesn’t always mean you’ll get a great deal.
Term
10% off
“10% off” means the dealer is offering a discount of ten percent. The catch is that it depends what price they’re discounting from.
Term
inventory
In this context, “inventory” just means the cars the dealer has available to sell. It’s basically their current selection on the lot or in their system.
Concept
out of state deals
An “out of state deal” is when you buy a car from a dealer in one state but you live in another. Some dealers won’t do that because of paperwork, taxes, or their own rules.
Term
bin
A “bin” here is a dealer location/ID code for where a specific car is in their system. Saying “last four of the bin” is a quick way to identify the exact vehicle.
Term
stock number
A stock number is like the dealer’s ID tag for a particular car. When someone gives you the stock number, they mean the exact vehicle they have in inventory.
Car
Lexus GX
The Lexus GX is a luxury SUV from Lexus. It’s built to handle rough roads better than many regular “city” SUVs, so it’s often chosen by people who want comfort plus capability.
Term
allocated status
“Allocated” means the factory has basically earmarked cars for that dealer. But before it arrives, the exact car details can still shift as it’s being shipped and processed.
Term
two-tone
Two-tone refers to a vehicle’s interior or exterior using two different colors to create contrast. Here, the dealer mentions “black two-tone,” which is a specific interior color/trim combination used to match the buyer’s preferred look.
Term
chateau interior
“Chateau interior” is the dealer’s name for a specific interior color/material combination. It’s basically the cabin’s look—what color the seats and trim are.
Term
tax and registration
Tax and registration are extra fees you pay to the government when you buy and register the car. The dealer’s sticker price often doesn’t include all of that, so the final total is higher.
Term
markup
“Markup” is the extra money a dealer adds to the car’s price. If it’s a $10,000 markup, you’re paying $10,000 more than the normal price the dealer would be using without that added premium.
Term
resell value
Resell value is what the car is likely worth when you sell it later. In the conversation, it’s used to support why the dealer thinks their price is justified.
Concept
out-the-door price
The out-the-door price is the final total you pay to get the car. It includes the extra stuff like taxes and fees, not just the advertised price.
Car
Lexus RZ
The Lexus RZ is an electric Lexus SUV/crossover. They mention it to say they might be able to get a discount on an RZ instead of the GX550.
Concept
allocation / unit quotas
They’re talking about how dealers sometimes have limited supply and only “set aside” a certain number of cars for certain buyers or partners. To get the deal you want, they may require you to accept a less-discounted car while getting better pricing on other cars.
Term
MSRP
MSRP is the sticker price the manufacturer lists for the car. If something is “at MSRP,” it means you’re paying the listed price before extra fees.
Term
units
Here, “units” just means how many cars the dealer sells. They’re talking about how many cars per month would be needed to justify pricing at the sticker price.
Term
sticker
“Sticker” refers to the vehicle’s price on the window sticker (typically tied to MSRP). Saying they’ll sell “at sticker” means they won’t add the usual markup above the listed price.
Car
Lexus TX
The Lexus TX is a bigger Lexus SUV with three rows. They’re saying they have TX inventory, but the deal discussion is really about the GX550 not working out.
Term
invoice deal
An “invoice deal” means the dealer is aiming to sell the car for a price close to what they paid the manufacturer. It’s usually a way to get a better deal than standard markup pricing.
Car
Lexus ES350
The Lexus ES350 Ultra Luxury is a nicer, more feature-rich version of the ES350 sedan. They’re pointing out a specific feature—its headlights—as part of why it might be a good alternative.
Term
triple beam headlights
Triple beam headlights mean the headlight unit has three different light functions inside it. It can help the car aim and switch the lights more precisely than simpler headlight designs.
Concept
fleet manager
A fleet manager is someone who buys and manages cars for a business that has many vehicles. They may have access to pricing or deals that regular customers don’t.
Concept
giveaway deals
“Giveaway deals” just means really good discounts. Here, it sounds like they’re promising a much better price than what you’re currently being offered.
Car
Lexus RX 350 hybrids
The Lexus RX 350 Hybrid is a luxury SUV that uses both gas and electricity. If a dealer needs several of them in one area, it’s often because they’re hard to get quickly.
Concept
bulk deals
“Bulk deals” means buying several cars together instead of just one. That can affect the price and the way the dealer handles the transaction.
Concept
broker
A broker is someone who helps arrange the car purchase for you. In this conversation, they’re saying they’re better than brokers at getting the deal done.
Car
Lexus RX
The Lexus RX is a luxury SUV that many people use for daily driving. In this segment, they’re trying to buy several RX models at the same time.
Concept
application
An “application” here is the paperwork to get approved for financing or to qualify for the purchase. They’re asking for it so the seller can confirm the buyer is real and ready to buy.
Term
overtrial
It sounds like “overtrial” means the dealer wants to charge more than the target price. They’re discussing whether paying about $5k extra can still work for the buyer.
Term
Overtra plus black
“Overtra plus black” sounds like a specific version of the car—both the trim/package and the black color. They’re saying that if the car matched that exact setup, the pricing/offer could be different.
Term
captain's chair
A captain’s chair means the seats are more individual and separated, not a single wide bench. People like it because it can feel more comfortable and makes getting in and out easier.
Term
first come first serve
“First come, first serve” means whoever gets there or responds first gets the car. It matters because the dealer may not be able to hold the exact vehicle for long.
Term
deposit
A deposit is money you pay to hold a car for yourself. The dealer in this story doesn’t let buyers do that anymore, so you have to be ready to buy when the car shows up.
Term
hold it until they arrive
A “hold” means the dealer keeps the car available for you for a short time. In this case, they’re saying they’ll keep it only if the buyer shows up quickly after the store opens.
Term
vessels
A “vessel” here means the cargo ship carrying the car. They’re talking about when the car will leave on the ship and start the trip to the port.
Term
port
The port is the shipping hub where the car gets handled after it arrives. They’re saying that after the car clears the port process, they can better estimate when it will show up.
Concept
pre-purchase inspection (PPI)
A PPI is when a mechanic checks a car before you buy it. In this situation, the dealer won’t allow that kind of check before the car arrives.
Car
Lexus RX 350 hybrid
This is a Lexus RX 350 that uses a hybrid powertrain—gas plus an electric motor. When dealers talk about discounts on it, they’re usually reacting to how many are in stock and how popular that specific version is.
Car
Lexus NX
The Lexus NX is a smaller Lexus SUV/crossover. In this conversation, it’s mentioned because deposits would be allowed on NX deals.
Company
BDC department
A BDC is a dealership team that helps contact people who might buy a car. They’re usually focused on leads—calling, texting, and setting up appointments.
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Tommy, what's your last name?
Makula M-I-K-U-L-A.
I haven't heard that one before.
That's unusual.
Very nice.
Okay.
Copyrighted it.
Actually, watch your TikTok videos.
Oh, you watch my cooking videos?
Dude, that's so nice, man.
I've been waiting for somebody to watch those.
Thank you for all the nice things I said about you.
I appreciate the effort.
Whoever hired you, it's money well spent.
But yeah, we don't have it.
You want to buy a GX or you want to make jokes?
Nope, I'm not trying to make a joke.
I'm trying to buy-
How do you negotiate on a hard-to-get car?
A vehicle that we're going to be negotiating on is a GX550.
You watch my videos and watch my streams.
You probably hear the genuine rule of thumb of 7 to 10% off MSRP.
But the GX550 is nowhere to be found.
You can call 100 dealerships and there is not one available.
So how do you negotiate on this car?
What is considered a good deal on this car?
These are the questions we're going to answer today while calling dealerships,
maybe even 100 dealerships today to find my client the perfect car.
Enough with me yapping.
Let's get into the calls.
We are going to be looking at a GX550 brand new.
We are looking for one in the Overtrail Plus.
We are looking for Earth Brown, White, or Black.
There's a decent amount on the visor.vin for 2026s.
108.
Now that doesn't mean there's actually 108 available.
But that means there are options.
Good afternoon.
This is Greg and Sales.
Hi, Greg and Sales.
This is Tommy from Buying.
I just wanted to see if you guys have a car available.
This is Tommy from where?
From Buying.
Like I'm buying a car.
Oh, okay.
Yeah, what car are you looking for, Tommy?
I see it on your website.
I have the, like, Vin.
I can give you the last four of that.
I can even make a model.
What makes the most sense?
Is it a new car or a used car?
It says new on there.
Okay.
And what kind of car is it?
It is a GX.
Oh, okay.
I only have one available.
Generally, these GXs we're getting from other vendors.
So we have something to sell.
Did you see a price on it?
I hope it literally says, please call for price.
Oh, okay.
So these were paying over MSRP to get them.
So we have something to deal with and sell and test drive and all that kind of thing.
Because it's a long, long wait to get one.
And these were charging 20,000 over sticker on them.
I have one available that is a fluke that would be sold for MSRP that will be here in
about 30 days.
You can put a deposit on it if you want to secure the car.
So I have a luxury plus that's available.
You made my emotions go up and down, up and down.
Okay.
MSRP for luxury plus.
What is the color count though?
It's an exterior nightfall mica with a black interior.
Okay.
So the over trail.
Oh, okay.
You're looking at the over trail?
Yeah.
I was just wondering is the over trail plus one?
Yeah.
This one's not an over trail.
What's the last three digits of the VIN number?
288.
Let me see if I can find that and see what's going on with that one.
I'm curious.
What do you mean a fluke?
What does a fluke mean?
Well, that means that they're usually it's a two year wait to get one.
Wow.
That's why this one's available.
So the people backed out on it and 288.
There's no way to exit mine.
That would want it.
That's crazy.
Okay.
Yeah.
The 288 is sold.
The problem is all of them are sold that are coming in.
I don't have, I have, what I have on the lot is over MSRP and then I have this one blue
one that's available, but it's a luxury.
It's not an over trail.
Luxury plus and you guys are just doing that one MSRP because?
Because we didn't have to buy it from other dealers.
It came directly from the factory, but the person that was buying it couldn't buy it.
So now it's available.
So that's the fluke part.
I was going to go over to our plus, but I'd consider that at MSRP.
If you could text me over the, like the V spec, that would be great.
Sure.
Be glad to.
Tommy, what's your last name?
Makula.
M-I-K-U-L-A.
I haven't heard that one before.
That's unusual.
Very nice.
Okay.
I copyrighted it.
And it's ULA, right?
ULA, yeah.
So this vehicle we'd normally sell for 110.
Yes.
So in other words, you could actually resell it and make a profit on it if you wanted to.
Okay.
Now let me send you, this is going to be a picture of the vehicle basically.
I don't have it, but this is the color and so on.
And then I'm going to send you the spec sheet.
123
Send you that.
Perfect.
Thank you.
So that's the color, the spec sheet.
I think it says 90,000 approximately for the MSRP.
And so that one would be available and that one would be here.
I mean, it's not going to hit the lot for sale.
It's going to be available for it.
It should be here next month.
Okay.
So it's loaded to the hilt.
The thing is it's got a bench seat in the middle row.
It's a three row.
The over trail is a two row.
And then it has every option on it.
Let me look.
So this has the cat-backed performance exhaust.
What's that?
Well, let's see.
Oh, it's going to sound a little beefier.
It might increase the horsepower by 10 horses maybe.
That's what that is.
Okay.
Cool.
Awesome.
Let me give me a few minutes to think about this and we'll go from there.
Okay.
And that's my number, Tommy.
Appreciate you.
Thank you so much.
I appreciate you.
You're welcome.
Bye.
If you guys don't know, hi, nice to meet you.
My name is Tommy.
I negotiate car deals for a living.
My goal is to save you time, energy and anxiety.
Save you money, but to buy product.
I charge a flat fee of a thousand bucks.
I handle literally everything for you.
The price of the car, the trade, the add-ons, the accessories.
We actually have an entire team of 15 people working towards you.
Every single person that has a deal negotiated here or delivered has a minimum of five people
that are working on their deal at any given time.
Okay.
I'm going to try to call this other dealership and now my client doesn't want an over-trail
plus, so I do want to get them an over-trail plus.
There's some in California right now.
The problem with all of those is they almost never turn out.
This dealership is advertising a thousand dollars off a GX550.
Dealerships don't determine what a good deal on a car is.
Consumers don't determine what a good deal on a car is.
The only person who decides what a good deal on the car is is actually the market.
The market's going to make a decision.
So, they got a GX550.
MSRP is considered a good deal.
If you get this, if you find one of these cars and there's no markup, that is considered a win on this vehicle.
I'm going to call the average amount of dealerships.
I have to call it a GX550.
Fun fact is about 74 dealerships.
Thank you for calling.
Hey, I just want to see if you guys have a car available.
Yeah, actually. Give me one second.
What was your first name, sir?
First name is Tommy.
I mean, I actually watch your TikTok videos.
Oh, you watch my cooking videos?
Dude, that's so nice, man.
I've been waiting for somebody to watch them.
Yeah, yeah, I do the cooking montages.
Which vehicle was it, Tommy, that you were looking at?
Last four is 5145.
Did you see that?
I did the Korean barbecue one last week.
Did you see that one?
No, I didn't actually.
I watched them here and there.
Yeah, the Korean barbecue one was really good.
I was really trying to play a different split.
Play on a burrito.
Alright, 5145.
You know what's insane is I never thought that you would give us a call out here.
Now is the day. year.
Let's put a burrito together, you know?
Absolutely.
So, somebody just stop pulling up on my end.
What kind of vehicle is it?
It's just like, this car, you guys probably get a lot of the GX.
Oh yeah, we get tons of those.
Yeah, I figured you guys basically want to get rid of them.
10% off.
Easy peasy.
Rock and roll.
Absolutely.
Now, fortunately, let me take a look here.
Let me see what we have as far as the inventory here.
GX 550.
Is it the premium plus or the luxury model?
Over trail plus.
Over trail plus.
Okay.
Let me take a look here.
It's the over trail, right?
I think you're getting toxic.
I think you're famous.
It's the over trail, right?
Yeah.
Are you famous?
You're getting more techs than I am for sure.
Are you live right now?
I am live.
Oh, great.
All right.
So what kind of deal can we work out here for you on this over trail?
Let's just go crazy.
This would be the first deal I ever get 10% off a GX.
Why not?
That would be insane.
I think that would be the first deal I've ever heard of.
10% off.
We could be the first.
We could go into the record books, you know, like this would be the day that people would
remember.
People would go back to this day.
So here's what I'll do.
So when it comes to the premium, that's not up to me.
And I'm sure that the dealerships that you call around are kind of getting the same
same scenario.
So here's what I'll do.
I'm going to present your offer over to myself.
I don't actually present that offer.
MSRP.
If you do a MSRP, it's a fair deal.
I got you.
Yeah.
That's what I get them at all day, every day MSRP.
Sorry.
I was just kidding.
But I'm 10% off.
I don't want you to present that.
I was going to be an automatic turn down from that.
But here's what I'll do, Tommy, because it's the biggest thing that comes to me.
When it comes down to that, it's really up to me.
I'm sure you know.
So what I'll do is I don't mind letting them know kind of where you're at.
Is your customer local to Riverside?
They're in Utah.
And you probably have other GXs in your area.
I need like nine of these bad boys.
So unfortunately, even if I was able to get him to okay that pricing, we have a dealership
policy where we don't do any out of state deals.
Unfortunately, it's all through California that we can that we work with any other state
deals.
The good news is, is I can take then a GX premium plus if you have one of those or a
GX 550 premium plus.
Let's do that one.
I would take a luxury plus to white or silver, saddle tan preferred.
See, I'm flexible and that one is in California.
Is this a good number to call you back to Tommy?
Let me work on for you and then I will call you right back.
Okay.
That sounds great.
All right.
Talk to you soon.
It's called pivoting people.
Pivot.
Pivot.
Pivot.
Pivot.
You pivot.
You pivot.
You pivot.
Why would you hire?
Why should you or should you not hire me?
General rule of thumb is I don't have a magic wand.
I don't have a secret sauce.
I'm willing to call the 200 dealers on this car.
You might not be willing to, but if you're like, Hey, Tommy, I value my time more than
I do my money.
My service makes a lot of sense.
We help over 300 clients on a roughly basis now.
Yeah, we're just going to keep being really nice to people.
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Thank you for calling.
This is Carlos.
That may help you.
Carlos, how is it going today?
It's going good.
How are you?
You know what, man?
I'm so much better now that I'm talking to you.
I just wanted to see if you guys have a car available.
Of course.
Of course.
I'm happy to help.
Is it a newer used car?
It's a brand new car and I can give you the bin or the stock number, whatever one you want.
Definitely.
Which kind of car is it first?
It's a Lexus.
What kind of Lexus?
Oh, yes.
Sorry.
A GX.
GX.
Gotcha.
Okay.
I'm ready for either one.
You can give me the last four of the bin if you'd like.
Last four of the bin.
5758.
I like this.
You seem prepared.
It seems like you do this a lot.
No worries.
Sometimes you get with a new car sales.
But Carlos, I can tell you're your professional.
You're probably like number one car salesman in your dealership.
Something like that.
I'm a good one.
That's what I like to hear.
Let's see.
5758 brand new GX.
That's it.
Where are you seeing this car?
Are you seeing this on their website?
.com.
Right on the website.
Five views in the last seven days.
Okay.
Yeah.
I mean a lot of the times when they're in an allocated status and they transfer over to
in transit, the VIN number could change.
Because I'm not seeing that specific 5758 on any of our GXs.
But what kind of GX is it?
It is an overtrail plus.
Overtrail plus and what color combination are you looking for?
It was in the earth color.
I'm flexible on that.
If you have like an incognito as well, I would take that.
Carlos, I'm flexible for you because I'd like to buy a car from you today.
Okay.
Sounds good.
I mean in transit overtrail plus, I have, I do have the incognito with black two-tone.
It's a chateau interior.
Wow.
You are good.
I love it.
Okay.
Awesome.
Let's talk about the pricing.
Carlos, I just want to remind you that you look great today.
I can imagine you're wearing your Sunday best.
Yes, sir.
I love it.
I love the positivity, by the way.
I'm sorry.
I didn't even catch your name.
What is your name?
It's okay.
My name's Tommy.
We're getting down to business.
So are you wearing a tie today, Carlos?
I always like to know if my car salesman is wearing a tie.
Of course.
Yes.
Okay.
Well, some people don't wear ties.
They're polos now.
Some people like to dress down and I just think like you're buying a nice car.
You want somebody with a nice tie, you know?
Yes.
I'm wearing a suit and tie actually, so.
Okay.
Awesome.
Thank you.
I'm wearing a t-shirt, but you didn't ask.
Okay.
Awesome.
What kind of pricing can we get on this bad boy?
Yeah.
Yeah.
Full transparency.
The MSRP on this one specifically, and I'm happy to share the specs so you can see how
this one's equipped.
This one's fully loaded.
86.619 is the MSRP.
If you've shopped around, maybe you're familiar.
There is a premium on this car.
We're asking $10,000 over.
So we're asking price on this one specifically, 96.619.
Carlos, thank you for all the nice things I said about you.
What was that?
I didn't catch it.
I think you forgot about all the nice things I told you.
No, I remember.
I remember.
That's why, you know, I'm shooting straight with you.
I'm sure you've shopped this car around and you're familiar.
This is very, very hot car.
I have pre-owned ones on my lot right now selling for over $90,000, by the way.
Oh, yeah.
That's, that's crazy.
I don't, I don't know if I could do that.
I'm trying to be at 86.619.
I like that price.
That price makes me, you know, drink a cup of coffee in the morning.
I'll bring you a cup too.
I'll tell you this.
I have a regular overtrial, not an overtrial plus.
I have one in stock actually with the earth, I have two in stock, earth and black on it.
And I also have a silver with black top.
Both are over trails.
The silver, we're asking 87, 605 plus tax and registration.
The earth and black on it.
We're asking 88, 304.
You're still doing 10K markup, right?
These are, yeah.
Yeah.
$10,000 markup on the over trails.
Well, this is disappointing.
I feel like I said all these nice things and can't take them back cause not a nice person would, but.
I appreciate, regardless, even if we don't make a deal.
I mean, I appreciate it.
You know, I'd love to help you out.
I'd love to sell your car, but that's just sped its market value on these kinds of cars.
I mean, every, you may have a, have a dealership tell you that they're not marking up a car.
You're going to be waiting over a year, a year and a half.
You know, we hear this all the time.
Yeah.
I know, I know what I call it.
There are dealers that do sell them at MSRP.
I understand the harder to get fine.
And like, you just kind of have to wait for the right moment.
I don't want to pay a 10K premium.
I feel like that's how people get in trouble.
And you know, I'm not going to be that person.
I'd rather wait and be patient.
I don't need a car.
I definitely want one a lot though.
Yeah.
No, I don't listen.
I don't blame you.
I have one.
If you research pre-owned market value on this vehicle, you'll see why.
I mean, this car holds very, very high resell value.
You have a 2024 with 10,000 miles right now.
This one, it's on our website on.com as well.
You can check it out for yourself.
We're asking $84,494.
So almost $85,000 for a pre-owned one.
For me, it makes a lot more sense to buy a new one, honestly.
Yeah.
But you also, to be fair, just like you're asking for it, right?
You haven't sold it, right?
You're asking for all these prices, but most of them that I've called today have
been sold because they were selling them right around MSRP.
You guys still have them available because you're 10K over.
You're just hoping for somebody to willing to pay for it.
But if everybody's going to pay 10K over your GX, how do they stock?
We sell all of these GXs at $10,000 over, my friends.
I don't, I may have maybe a thousand, $1,500 maybe of Wiggle Room, but that's, yeah.
They don't sell less than that.
Yeah.
I know some people will.
I understand you guys won't, which is fine.
I'll keep calling around until I find a dealership willing to do one of them as RP.
That's the goal, right?
What's your flexibility?
I mean, are you willing to?
Yeah, we definitely don't have MSRP.
I don't know if you have on these in stock ones.
I mean, I'm happy to, I'm happy to submit an offer as long as it's reasonable.
But it, you know, yeah, we definitely don't have MSRP.
Yeah.
I mean, I think MSRP is reasonable, right?
I'm calling it crazy, but you know, that's, that's what I feel is reasonable.
I want to call around to make it work.
I'm patient on the car.
I'll find the right one.
But I think, I think it's unreasonable to ask for 10 or $20,000 a markup for what I'm seeing.
So that's, that's the tough part for me, right?
Like if I was asking for 10 K off, I believe I'd be unreasonable just like your $10,000 over is unreasonable.
But yeah, MSRP is where I don't want to be at, which I'm willing to offer and pay for that today.
Okay, no, and I appreciate it.
We're not there.
Unfortunately, I wish, I wish I could help.
It's not my decision.
Believe me, I appreciate all the nice things you said about me.
That's not up to me.
Should I say nice things to your manager?
I can, if you want to put me on the phone with your manager, I can start saying nice things about him or her.
It's not going to help.
My manager's not going to be as nice.
It's just, just letting you know.
I'm really good at complimenting.
Yeah.
No, I can tell.
I know you if you flatter me, I'm flatter.
Yeah.
But no, it's sometimes, sometimes I get that helps get a good deal.
That's what I heard.
But it didn't work here.
Yeah, I don't hear.
That's crazy.
I'm hearing myself back now.
That's weird.
Yeah.
I'm hearing myself echo too, actually.
That's weird.
How's that happening?
Do you just, do you just like listen to your phone on another phone?
Yeah.
Yeah, I am actually.
Okay.
So, do you want me to ask your manager to see?
Oh, that's crazy, dude.
That's crazy.
Maybe we can get this deal done now.
No, listen.
Yeah.
Like I said, in front of the audience.
Yeah.
Yeah.
Not on, not on this yet.
We won't even entertain sticker price.
If you, and you can shop that around.
I mean, we sell these all day out of state.
You know, like I mentioned, I have maybe $1,000, $1,500 off on in stock units.
And that's, that's the best we got.
Well, I can tell you for definitive because you're watching on tiktok.
The last 15 I've done at MSRP, the most that I've ever paid in my history is $1,000
over MSRP because the client was in a payment rush.
So they had to have a car and that was in December for tax, for taxes.
So MSRP is the market.
They're out there, man.
There's plenty of dealerships that are willing to do it.
You just got to find them.
Which is why people hire people on tiktok to do it.
So they don't got to pay the 10K a markup.
I wish you best of luck.
I would assume if you had, and you've already found that deal, you have a contact that,
you know, I'm wondering why, why don't call them.
Because there's other dealerships in the country that are willing to do it.
Some people aren't.
Sometimes the color doesn't match.
I do 300 deals a month.
Who would have guessed some one dealership doesn't get 300, you know, 300 options.
They might have, you know, three or four they can do.
I have 10 GX clients, but I also have 40 Lexus clients and 10 clients that are in your area right now
buying Lexuses.
Normally I do work with Beverly Hills, but maybe we could do some more work together.
You know?
Yeah, no, no, I appreciate the offer.
I appreciate the effort.
Whoever hired you, it's money well spent, but yeah, we don't have it.
All right.
Well, like I said, if you're maybe your manager wants to get some extra units out in that
LA region, because like I said, we do about 40 Lexuses a month in the Southwest.
If there were any other car, I can get you an RZ $5,000 below sticker right now.
I'm all for it, right?
But you gotta scratch my back a little bit to scratch yours, right?
That's why those dealers that you're asking like, why do they do it?
It's because I do, you know, 60 Lexuses a month and they know they're going to get 10 Lexus
from me and one of them is a GX at MSRP, but the other nine are deals that they would be
more than willing to do.
That's kind of like the idea.
That's why dealers give it to me.
Not a GX.
I'll tell you that.
Not a GX.
The hot car.
Let me ask you a question for your manager.
How many units would I have to bring him a month to be able to get MSRP on a GX?
Maybe 60.
60.
60 a month sounds.
How many new cars are you guys selling a month Carlos?
Six to 700 cars a month.
You're saying it would take 60.
So you guys would need a, what a 20% or 15% increase in your guys' volume for you to
even give me one deal at GX?
Yeah.
That's insane Carlos.
That's a sales person answer.
Not a manager answer.
If I brought you 60 deals a month, have I brought you personally 60 deals a month?
That, I mean, yeah, that's crazy man.
I'll give you both of my overtrelds in stock at sticker right now.
Yeah.
60, I can't get you 60 deals a month man.
That's insane.
We both know that.
But there's nobody in the world that can get you an extra 60 deals a month, right?
But it's okay.
Like I said, this is why people give us this deal.
We're the number two Alexis dealership in the country.
We have plenty of inventory.
If there were any other car, I have 20 TX's on the ground right now.
I'm happy to do an invoice deal on them.
Not a GX.
Well, a TX, I don't know.
There's nothing else.
Let's do it.
If you have a customer, I mean, we can talk about that, but for the GX, I think this conversation
has been, we've had this conversation for long enough.
We're not going to meet and agree.
Okay.
What about a Lexus ES350 Ultra Luxury?
Triple beam headlights.
We can definitely talk about that in June when they're released.
Do you have an allocation for one?
No, not yet.
They're not allocated yet.
You don't have an allocation?
Maybe not.
I'm going through all my California deals.
You asked for the question.
So we're seeing what else I got for you.
Okay.
What about a RX350 Luxury Hybrid?
Let's see.
They would take a gas.
If that's what you have, a radium with macadamia, ideally with the market at Levenson.
I told you, I have 40 people waiting for my Lexuses right this second.
I'm good to go.
Okay.
You got this one?
Yeah.
I mean, I have an iridium RX350 Hybrid Luxury, black interior.
It's estimated to come in April 29th through May 16th.
Okay.
You have a gas coming sooner, so I can look at that one as well.
I want to take both.
I'll tell you what.
I'm going to transfer you over to my fleet manager who gives giveaway deals.
Okay.
Sure.
If you don't want to do them, it's fine.
Okay.
Give me just a moment.
I mean, if he says he's going to give me deals, I'm going to take the deals, right?
I just called his bluff.
This is essentially what I did, right?
Which he said, if it was any other car, he would do the deal.
I have so many cars that I need, right?
This is like, we have 200 plus played kind of clients that are waiting for their deals
right now.
I have plenty.
I have multiple GX's in the Southwest.
I have two Lexus RX's.
I have another TX in California.
Sorry.
I need three Lexus RX 350 hybrids in Southern California right now.
So like, what do you like?
Like everyone's play the game.
I'll play the game.
Hello.
Hello.
How's it going, man?
Hello.
Yes.
I heard you give away all the cars.
Yes, sir.
I give away all the cars to people that visit me.
Are you free to visit us today?
Nope.
Why would I visit you?
You're fleet.
I do bulk deals.
Why would I come visit you?
For what?
I mean, you want to make a deal or you want to crack jokes, man?
We're just trying to move some cars right here.
Do you want to do...
I have 40 Lexus deals.
I do a month.
I'm much better than any broker you ever deal with.
Yeah.
We sell over 40.
We sell 40 in a weekend.
I mean, you want to buy a GX or you want to make jokes?
Nope.
I'm not trying to make a joke.
I'm trying to buy out three RX's and a GX right now.
Why would I come visit you?
You're fleet.
Do you live with a car or do you pick it up from the...
My client would come pick it up right from you.
Okay.
Can we send him an application so we can credit up so we can see that you guys are
serious about this so I can give away this GX?
Dude, look at me up on...
Look at me up, dude.
I don't have...
I'm serious.
All my clients have already prepaid a thousand bucks every...
I'm not a broker.
I'm not a deal that says, oh, I have a customer.
Maybe like all my clients have paid a thousand bucks already.
I have four clients that paid me a thousand bucks to find them a car.
They all live in Southern California.
They're all willing to do a deal right now.
Okay.
Well, I only have the overtrial available.
Is that something you guys are shopping for?
I heard you guys had an overtrial plus as well.
Yes.
An overtrial and an overtrial plus.
I don't have a premium or luxury.
Is that fine?
That's fine.
I was willing to take the overtrial plus.
Okay.
So the overtrial plus...
Okay.
So typically we...
Just so you know how we do business here on the premium and the luxury.
We do 10 grand over sticker on the overtrial plus.
We do 15.
But if the best deal I can do is five over on the overtrial plus.
Is that something we can work with?
Nope.
I'm trying to be at MSRP and I was trying to do all these other Lexes RX deals as well.
I mean, I can do MSRP, but it's going to be about six months wait.
Is that something you're okay with?
Nope.
So let's make a deal.
If you want to make something happen today, I mean, 5K is good.
He can sell the car tomorrow and make an extra 5K on top of that.
You know how this far is.
Yeah.
But I'll find it at MSRP because I do, you know, 15 of these a month.
So...
You will find it at MSRP, but you're going to have to wait minimum six months.
That's minimum.
I find MSRP all the time because I do 300 deals a month.
So people give me deals on these GXs because I do 300 deals a month.
So the only one that's most likely giving you MSRP is...
Right?
Am I right?
There's plenty of dealerships that do...
Or plenty of dealerships, but I would give me a...
Because again, I do 300 plus deals a month and they want to get pieces of the volume and we're only growing.
So...
But also my clients value having a...
Right now they don't have cars.
They don't have cars right now.
Those dealerships.
Not in this earth color that I'm looking for, which is why I'm calling you guys.
Exactly.
So that's why.
So this is my car, right?
I would like to make some...
Somewhat profit because this is the number one prime vehicle in Lexus lineup right now is this...
Yeah, which is why I was moving to the RX is because you guys didn't want to do a deal there.
So I was like, okay, let's see if we can do a deal with this.
So if it was like a...
If it was the Overtra plus black, I'll give it away MSRP right now.
But this earth color, my boss would literally fire me and everyone involved with this deal.
You know what I'm saying?
Because we need at least minimum 5K.
But do you have a black Overtra plus?
I have an atomic silver.
Perfect.
MSRP?
That one's Overtra.
That one's Overtra.
Let me see if I can use that.
I need so many cars here, man.
I do...
Again, I'm not a broker, man.
I have a lot of business we could do together.
Let's just see.
I have one.
I want to keep it in your PMA so you don't get mad at me.
No, I don't need...
I need a premium plus desirable luxury plus.
I would take one of those at a premium plus or if you have a whiter silver in that, then we'd have a conversation.
Yeah.
I mean, if you're not willing to do the 5K on the Overtra plus the earth, then all I have is the silver Overtra.
Well, I mean, does that one work?
Is it possible or no?
This client wants an Overtra plus, but I do have another client who want to do a premium plus or luxury.
You're saying you don't have one of those?
Premium plus or luxury.
I have incoming and on the 29th of this month.
What kind?
I will have...
Say whiter silver.
Let's get a deal done.
Is your client local or very nice?
This one's in Mission Viejo.
Mission Viejo?
They're pretty close.
Okay.
I'm going to have to just confirm the price.
Make sure the GM is not going to blow me out tomorrow and then we'll call you right back.
Okay.
And you have a whiter silver premium plus or luxury plus?
And the allocation, yes.
Not on the ground.
On the ground only have two cars.
They're both Overtra.
Yeah.
Let's just close this one and then I have three other deals we can do right after.
Like we can do all three of these deals, man.
Let's just do four deals right now.
Are they all TXs?
No.
I told you.
I have three RXs and one TX.
We can do right now.
I have this deal that's going to not be as fun for us to do all the ones that you're going to love giving away.
And I have an ES too, but the ES you can't give away yet because you guys don't have allocation yet.
Where are you located at right now?
I'm in North Carolina, but I do deals nationwide.
Oh, you're calling me from North Carolina?
No, my client...
Okay.
Just do me a favor.
Just Google.
That makes a difference, man.
Brother, brother, brother.
Listen, just do me a favor.
Google delivered after this.
You'll find my Wall Street Journal, my YouTube, my TikTok.
This is the biggest person in this space.
We negotiate more deals than almost anybody.
I promise you we do.
These are all California deals.
I work nationwide.
Okay.
I am just personally...
I am just personally...
The best number to reach you?
Correct.
And what is your name?
My name's Tommy, or delivered, D-E-L-I-V-R-D.
Okay, Tommy.
This is Jacob.
Jacob.
Awesome, man.
I would love to do a whole bunch of deals with you.
Again, I have all these California clients I would love to do.
Once we break the ice, we're going to start raining deals.
Then we just got to make that first one.
Dude, yeah.
Let's just get you to 100 plus deals a month.
Every month.
Let's rock and roll.
Hell yeah, man.
I'm so glad we connected.
I'm excited to be here.
You're the fleet guy there.
Yes.
Okay.
Yes.
Awesome.
Love it.
Okay.
Cool.
I love this.
This is great.
I'm super excited to hear more and get a deal.
Before, I'm going to go confirm everything with my boss.
Sorry.
What was your name again?
I was going to write it down.
Jacob.
Jacob.
Okay.
And is there a reason why you're not on the website?
Danny and Joshua are your fleet guys on the website.
Yeah, I'm new here.
You're new.
You're new and you got fleet?
I've been doing fleet for 10 years.
Yeah.
Oh, okay.
Got it.
Okay.
I just want to make sure, you know, obviously I'm just trying to find you on the website,
but you weren't on the website.
So you guys added another fleet.
Can you sell me if you'd like?
I mean.
No, I don't need to sell you.
What does that matter?
Well, I just want to make sure you're in fleet.
You know, I just want to make sure I'm getting transferred from wherever I'm getting transferred.
Okay.
Any other questions?
Anything, anything else you want to be sure of?
Do you do all your own deliveries?
How does that work on your side?
Yeah, I do everything from A to Z.
Okay.
And how many cars are you personally selling a month?
Why does that matter?
Because I want to, I want to know because I'm going to ask how many Joshua and Danny are
and my goal is going to get you to be able to sell more than both the other two fleet guys.
Damn, you're good at this stuff.
You're really good.
I'm going to tell you that the last person I had this conversation with his name is Ryan.
You should look him up.
He was the number five Toyota guy.
He was selling 60 cars a month.
He ended up selling 100 cars a month by the end of the time he was done working with me.
He became top five in the country.
So I wanted to see you.
That's the best phone call.
Phone call.
So how many cars are you selling a month, Jacob?
Right now I'm doing like 45.
45.
And how much is Joshua selling?
They're doing like about 70, almost 80.
70 to 80.
Okay.
So if I can get you to beat them every single month, you'd be an excited cat.
Absolutely.
Okay.
Cool.
Let's rock and roll.
Let's give this one together and I'll get you the rest of the way there.
All right, man.
Thank you so much.
Yep.
No problem.
You're going to call me back in a few minutes.
I'm going to call you back.
I mean, I'm going to see where my general manager is at.
Hopefully he's in his office.
If so, yes.
If not, then I'm going to text you and let you know when I have the confirmed.
Okay.
I'll tell you, man.
I work fast.
I move quick and I don't, you know, don't bullshit me.
So tell me how it is and I will rock and roll, man.
All right, man.
Okay.
Cool.
Go talk to your GM.
If you need my to jump in the phone with GM, I'm certainly willing to.
All right, man.
Okay.
Talk to you later.
Okay.
Bye.
My goal is to make you one of the top car salesman in your dealership for doing business.
And we have done that consistently with a lot of people in this country.
There's a dealership that ended up being one of the top five in his region.
And he was selling cars in his first year because he started doing business with delivered.
This dealership is being resistant.
We'll figure out if I can turn it, if I can turn it, I'm all for it.
Right.
We have enough business.
We need to make it work.
Somebody asked the question of how do we make it faster, easier, more convenient to buy
a car?
That is what I'm trying to do in this industry.
I'm trying to make it easier for people to buy a car.
I mean, I would disagree 1000%.
I've never once said, so let's be clear.
I never once said it was cheaper.
I said it was a more enjoyable process.
Anybody can do what I do.
I don't have a magic wand.
I don't have a secret sauce.
There is not a single video you can find.
Find me one and I'll pay you 10 grand where I say, I am a money saving service.
What I do, you can't do.
I've never once said it.
I don't have a magic wand.
I don't have a secret sauce.
I make people feel heard.
I make people feel appreciated.
I make people enjoy the car buying process.
I spend more time thinking about the car buying process than basically anybody out there.
We think about such mundane small things that most dealerships would be crazy
that I put thousands of dollars of resources and time into figuring out such simple small problems.
How a text message is worded and perceived by a client.
We spent two hours deciding what the best way to do it.
When I, we did our onboarding, which is 10 questions on asking a client what they want for their car.
We spent two weeks on that project making sure every wording was correct.
There was no wasted words, no wasted breath, no way to misinterpret it because it's important.
It's the first time somebody sees delivered.
It's the first thing after they pay us a thousand bucks to get an onboarding form.
That form has to be perfect.
And then you have to train your entire consult team.
So when they meet with somebody, they're not repeating all the questions they got asked
because that feels like a damn car dealership.
Does somebody actually work at like, they just spamming it.
Did somebody like, does anybody actually work there?
That's here or they just spamming it?
Okay, I'm asking for an Allen and I'm going to get trolled.
This is Omar speaking.
Omar, can I speak to Alan?
Of course, yeah.
Let me get you transferred to him.
You're talking about Alan, our sales guy, right?
Sure. I think that's the right guy.
Okay, give me a second. Let me get you transferred.
Thank you.
Thank you for calling.
This is Alan speaking.
Alan, I'm supposed to ask for you.
Do you know who I am?
Tommy.
Tommy. Wow, you're really good at this.
I heard you want to be the Lexus guy.
I don't talk to anybody else but you for now on.
All right, sounds good.
You got GX550s?
I do have GXs.
I won't be able to do anything out of state for those.
But for RX550s.
I got one of Mission Viejo.
So Mission Viejo, it's going to be which exact model?
GX550, they're premium plus or they're open to a luxury plus if you don't have a premium plus.
They want the captain's chair.
So let me see what I got coming in.
Are you saying you're taking my call?
I got a green one with black and I got a white with saddle.
White with saddle is perfect.
Let's just close this one right now.
So the only thing about the GX is Tommy is where I first come first serve.
Tell me more.
So basically your customer would have to be here now.
For Mission Viejo, it's a little bit further out from me.
It's about maybe an hour and a half drive.
You have to drive to get there?
Yeah. So how I've done it in the past with Mission Viejo customers is if let's say if a car lands and sometimes it happens.
You know, over here at the dealership where if the vehicle doesn't sell like 30 minutes of opening.
If it doesn't, they could drive to me at that same time.
We will hold the car for them till they arrive.
Okay. I mean, there's no way.
But with the X's, yeah, it's going to be a little bit difficult on the GX's.
But our X's TX's, I can probably get you, you know, better than most dealerships around me.
Okay. I mean, I'd love to, I'd love to do a GX and then do these four other ones that I need.
But I need to make sure my client, I'm not going to have my client in a situation where I'm like, okay, you might get one.
You might not. You got to drive an hour and a half.
Right. It's a little bit tricky with that.
Oh, like, why don't we just do, I get it.
Like, my deals are also weirder, right?
So like, why don't we just, there's no way we can put a deposit on it, call it a day and...
No, because this, like I said, this dealership, when they, they used to do deposits, but they stopped.
They mostly operate first come, first serve.
They don't take deposits.
It's, they just have this, that's just their policy.
If I was able to take deposits on GX's, I'd be selling every single one of them.
But if, you know, I know you want to get that.
I mean, like this is like, I think outside the box here.
Okay. Listen, white saddle.
I'm sorry if I said it's a premium plus, it's actually a luxury plus.
The client would take a luxury plus worst case, but I do see a premium plus on your website, but I get it.
That's one is unavailable.
Yeah. That one's a Benchie.
No, that one's a Benchie.
They're willing to take a luxury plus.
That's, I mean, this, this isn't scaring me away.
I mean, that car, I don't see anybody working a deal on it.
Like I said, like I said earlier, if the way I've done it in the past is we just kind of wait until a vehicle gets here.
I know it's not securing it.
I know it's not, you know, giving you a 100% hold on it, but the car kid come in and nobody could show up for it and buy it.
And if your client can come down that same time that we open, like after 30 minutes of opening, they could basically, you know, we will hold it until they arrive basically.
This seems like a crazy scenario to put my clients in.
I know it's, it's crazy, but I've, I've done it so many times in the past.
Get it. But why not like make an exception to rule here?
Like we're about to do four other deals after this.
So like we can't make an exception on my clients that they've just paid a deposit call today.
I get it if it was anybody else, but like let me just, let me just ask.
They're willing to pay you what five grand non-refundable deposit to make you guys feel good about it.
Let me just ask my sales manager instead of just me giving you an answer that I don't have the authority for.
So give me one second. Okay.
I'll be right back.
A thousand dollars for just for the extra purchase.
Have you not seen all of the calls that are 10 K above MSRP?
Like, I mean, this is the dealer. That's what we're dealing with right now.
So yeah, we're paying an MSRP with the idea behind it is the best offer my client has is 19 K above MSRP.
We'll see. We'll see how he does.
So one of the reasons why our clients hire us, people don't really understand this is to save time, energy and anxiety.
Right. They do not want to deal with the stress of buying a car.
My clients will sometimes pay more to not deal with the stress of buying a car.
They might pay a thousand dollars above MSRP to be able to put a deposit on it versus waiting for the day it comes in and gambling on it coming in.
That's what my clients think, right?
My client might want to make that move.
Realistically, they might pay a $5,000 non-refundable deposit.
So they don't have to think about it, right?
That's why they hired us.
They hired us for a better car buying experience and they don't want to have to call these dealerships.
See who's good, who's bad, who's indifferent.
They'd rather me do that or my team do that.
And that's the idea.
Yeah. Sorry.
Yeah. So I did ask, unfortunately, I can't do anything in terms of, you know, making an exception for this car.
But it, you know, as far as the car goes, I can, you know, stay in touch as far as when it's going to be coming in.
It will be an MSRP deal.
So no markup, nothing like that.
It's just, that's just how we do it over here.
Crazy, man.
I get it.
If you're like, hey, put a deposit on it and you don't show up in the first two hours, then we keep your deposit.
I don't think they can keep a deposit though.
I think something about California law doesn't allow you to keep a deposit.
It has to be a non, you know, you have to refund it if they don't buy the vehicle.
And then refund it after an hour, you know, like, okay, you get an hour to buy the car, you have first rights, you're going to put the deposit on it.
I know. Trust me, I'm on your team.
If I could do that, I would.
I just, I just have to follow the policy on the, on every car.
It just got built on the 7th of April.
It's going to depart at the vessels on the 14th.
It'll, it's saying between the 12th of May to June 1st, but those dates can change.
Once it processes at the port, we'll have a better idea of when it's going to arrive.
You're still going to get like five days where somebody's going to have to, what, just like clear their schedule and hope that it's.
Like, you know, they're like, for example, we've had overtrial pluses sit here for like 15 days.
Yeah, but then why not go out?
It's because if they guarantee for one person, then they got to do it for everybody else.
I know. That's not true.
Not if, not if I'm doing 20 deals a month of deals with you guys, right?
Like basically all I'm asking you for is just a little faith.
If I'm being transparent, I've sold the most GX is at this dealership and I've sold it to people from hours away in California.
I've done it before. It's just, you know, you never know what happens.
Somebody could literally either show up or some folks just don't have the time to come at 9am.
It could happen. You know, it's definitely a possibility.
I get it, but you're asking me to put all my eggs in your basket rather than keep calling around and find one that makes sense.
And you can't pre-purchase it. Do all the paperwork.
Why are you the money before it gets there?
Like, I'm thinking anything outside the box, man.
Like, my client's not going to want to do this.
Like there's, what about once it arrives?
Like once it arrives, can you take a deposit on it?
So like.
So once it arrives, let's say it's nine o'clock, we open up for business.
If by 9.30, nobody buys the vehicle and she's coming down from Mission Viejo,
she would have to start driving to me for me to hold it.
That's crazy, man. You're asking somebody to clear their entire day.
On a day they don't know.
I don't even take a deposit or anything when someone's driving to me.
All that's important is just heading down to the dealership and being here.
Like basically saying, okay, I trust that you're driving to me.
Your ETA is about an hour and a half out.
You're talking about 9.30 in the morning.
You'll probably have three days of leeway when that comes in.
That's assuming that it gets dropped off in the middle of the night.
What if this thing gets dropped off at three o'clock on an order there in the middle of your day?
How does that work?
You know, I'm like, there's so many nuances.
It's usually, I know, I know.
So there's two, there's two delivery dates that could either be dropped off around 6 to 7 a.m.
Which I just keep, you know, I keep track of this stuff at the house anyway.
If it drops around evening time, we usually have an answer by 5 or 6 o'clock p.m.
Now, if that's the case, most of the time nobody shows up in the evening with a one hour of closing time.
It's a lot of risk and I've never had a dealer should make me do this.
I know it's crazy, but it's worked out.
Again, it might work out, it might not.
I have to tell my client, hey, we're going to drop everything off, find a car,
and maybe you find one, maybe you don't, but you're going to have to clear your schedule.
It's just like, my client's value of time more than anything else.
Here's what I'll tell you.
Obviously, you want to make sure your client is, you know, you don't want to drop the ball on this one.
So what I've done in the past, too, is if people do have deposits or if they end up leaving a deposit with other dealerships,
I still let them, I tell them to keep your deposit.
It's still fully refundable.
If my car somehow arrives before the other dealerships does,
and, you know, I have nobody here to buy it,
then I just reach out and say, hey, it's available if you want to come on down right now,
and we could work it that way, too, if you want.
Because you're not really, you don't have any risk of not leaving it.
You don't have a deposit with me.
All that's left is just me reaching out to you and saying, hey, the car's two days out, one day out.
It could be here, you know, tomorrow, it could be here this evening.
You're also assuming that I don't find one by the time that happens.
My average time takes about two to three weeks to find one.
I feel like you're also assuming I don't find a dealership that's willing to just do it at MSRP,
put a deposit, calling a day.
It's the idea that I'd put all my eggs in your basket.
Sure, there's a world that I maybe need one the day this drops.
You can call me.
Maybe I need another client that needs a car like this in California.
But it's, I mean, this is how you guys do business.
And this is just your GXs you do it this way?
Honestly, it's every car, but, you know, a lot of it.
I'm not putting my clients through this.
And most of your cars are going to sell free out before they arrive.
We have a lot more inventory than all of our, you know, our pipeline is so much bigger than other dealers.
I've done deals with keys before.
I've done deals with, I mean, there's quite a cinema.
There's so many dealerships.
I do deal. I've never seen this.
And there's no, there's no volume dealer or volume.
Anybody negotiated that would be willing to do.
I mean, I have too many clients that you're asking me to juggle with your guys, the dealership only,
like this off chain because most of your cars were going to do before they get there.
Realistically, these RXs, you're not sitting on how many, you know,
RX hybrids just sitting on the lot that are going to be the perfect build.
Maybe I have 13 in stock right now, for example, 13 is a lot.
But I mean, we can, we can try to go.
But like, like if we agree to numbers on one of these,
I can't even put a deposit is what you're saying.
Like my client has to go in right now and that doesn't make any sense.
Okay. So let's, let's use.
So earlier, I heard you were, were trying to get a macadamia luxury or whatever, right?
Cloudburst or iridium macadamia, we can come to an agreement on numbers.
And if your client, we just require the person to get in here as soon as they can to purchase the vehicle.
Right. So for example, if it's right now it's five o'clock,
if your person can't come today, obviously they're somewhere in LA,
but if they can be here tomorrow at a certain time, then we could work it that way too.
Let's see what kind of deals we're even talking about here because we might be just wasting it.
What kind of deal can you give me on RX 350 hybrid?
Like what kind of discount?
Which trim?
I have two premiums and a luxury.
Okay. Let's say for example,
Just give a ballpark.
Okay. So I got seven premiums.
I can get you probably like five to six grand off MSRP.
That's a good deal.
I'm not going to deny it's a good deal.
I mean, man, but like that's way below it.
Yeah. No, I get it.
I'm not saying they're not good deals, but like I'm, we're going to have to like,
I'm willing to feed your dealership like, you know, 15, 20, 25 cars a month.
But like my clients, my clients value their time.
There's not going to be like, I'm not going to put a timer on everyone.
I can get $5,000 off of the dealerships.
They want to put a deposit on it versus six K with yours.
My client will take the five K one because they don't want to feel this feels like
every dealership tacked together.
Right. Your manager's going to, I mean, I'm willing to work with your manager here,
but we're going to have to be in a world where we can put some deposits on these.
Like, and I'm fine if you're like, we won't do deposits on GX's,
but we'll do them on RX's and TX's and NX's and everything else.
Like I'm fine with that conversation, but I can't put in a world where I'm rushing
every client that I have only with your dealership ever.
And I can, you know, it's $500 better deal than what Beverly will give me.
And I'm putting them through all this stress.
I'm rushing them through.
It just doesn't make sense.
My clients don't want to feel rushed just to, to get saved.
Like my clients do not value their time, their energy, the anxiety.
They like getting a good deal, right?
But they also trust me on an opinion.
And if I have a dealership that won't even work on a deposit system to be like,
Hey, my clients at work right now, they're busy people.
They want to come in tomorrow.
And you're like, sorry, I'm never going to call my eggs in that basket.
It doesn't make sense for my clients.
Doesn't make sense for us.
I'm putting all my eggs in that basket.
I can't hold the car.
They're going to come in tomorrow.
You sell the vehicle.
I now have to renegotiate this entire cardio just because you guys wouldn't let me put
a deposit on it.
Like this is so weird.
That's just how the first come first serve basis works on, you know,
every single one of these cars.
But, you know, I'm not going to negotiate.
Do you guys deal with like, do you guys have brokers you deal with anything on those lines?
So we don't deal with any brokers.
We just, we deal with the customer directly.
Yeah, I'm not a broker.
So that makes sense.
I'm just wondering, like, do you deal with anybody?
So you have a fleet guy that does it differently.
I'm just trying to figure out, is there any world that you guys, who has a different policy?
Somebody has to have a different policy here.
No.
So we don't have fleet.
We don't deal with brokers.
We just have three sales managers, a general manager, and we have about 15, 16 sales people.
We have a BDC department.
That's about it.
Okay.
Yeah.
Well, man, I'd love to do some business with you.
Your deals are strong, but like I can't put my clients through that, right?
I know.
I'm not going to do that.
I mean, just to give you an idea of like on the TX's, you can probably get again, 67
grand off as well.
Yeah.
I mean, I'm not saying your deals aren't strong, man.
And I'm more than willing to like see if my clients willing to go through that.
Do you want to like, it's, we're asking you're asking my client to be super.
I can, I can put you in maybe to one of my sales managers to kind of see if, I mean,
if you're going to bring about 15, 20 of these, I could see what he could do.
But right now in this moment, the random moment, I called 123456
I have seven Southern California Lexus deals that I could work with you this second.
Like that's, and I do 300 plus deals a month.
Like I'm going to bring like we have volume that we can do.
Now one of them is a GX, right?
So that's one of them.
But the other ones are all RX's, TX's, 1NX.
Like we have options when it comes down to deals.
But yeah, I mean, if we could figure out a system that makes sense, I'm all for it.
Right.
I'd love to do some business, sell some serious cars, but like I would need a special process
for my clients and I get, you can't do it for everybody else.
But I would need, I would need a little, even if it's a 24 hour hold, right?
We'll hold it for 24 hours and then it gets sold, right?
And it has to be on the lot.
And it has to be on the lot for 24 hours after it's a lay out.
Like I'm fine with rules.
Okay, that's fair.
Like I said, if you want, you could reach me directly.
I could kind of put you in with my sales manager.
Yeah, I mean, just talk to your sales manager real quick.
Let's just put this all together right now.
There's too many deals working right now.
Tell me, I won't get an answer right now from you.
But it's something we could definitely work on, right?
It's something we could work together as a team and take care of your clients.
And we, you know, we move some units and we can go from there.
Yeah, I mean, that's fine.
If you guys want to call me back, I'd want to talk to the manager just to
see if we can get a system that makes sense.
And like I said, I'm all for beating everything I have in South Carolina,
giving you guys a shot at it.
As long as you guys have it, we can make something work.
As long as the deal is competitive, it makes sense.
And you guys are easy to work with.
Well, before having a conversation, but like, I'm not going to put my client,
this is, I'm stressed and I'm the one deal, like I'm paid to deal with it.
Like I just see all the issues with you guys agreeing to do a deal.
My client can't be in for four hours.
You guys sell the car and after renegotiate everybody,
I have three people negotiating the car deal.
So they stop it.
They have to re go back to go.
It's just, it's just, it doesn't make sense for my business.
Doesn't make sense for yours.
But yeah, whenever your manager could jump on a call,
I'm all for having a conversation.
Okay. How do we reach you?
I mean, you can call me.
Here, let me give you a different number for you to call.
This would be a better number for me.
Let me know when you're ready.
Let's see what we can do for you.
Okay.
Let's see what we can put it together on.
I appreciate it, man.
Thanks for the opportunity.
Yeah, no problem.
We'll get these together.
All right. Thanks, man.
Take care.
Bye.
Yeah, I don't think this guy's calling me back.
If you guys haven't followed, make sure you guys follow.
Um, guess who would have guessed this dealership never called us back.
So GX 550.
The answers are really simple.
Call, call, call.
Eventually find a dealership that's willing to make your life easy.
This is not something that's going to take five phone calls and make it a day.
I understand you're watching the end of this video and you're like,
Tommy, there's no deal.
What are you doing?
I'm sorry.
Maybe some of the advice I gave you was good, but that's it.
So I'm going to jump off by the boom, by the bing.
Thank you guys so much for your support.
Thank you guys for everything you do.
Peace out.
About this episode
Scarcity and markup collide in a Lexus GX 550 hunt, where online counts don’t reflect real availability and dealers often source units from other vendors. The negotiation turns into a maze of VIN verification, trim/color constraints, and policies—like refusing out-of-state deals and not taking deposits—forcing buyers to show up fast or walk away. Along the way, the hosts contrast advertised discounts with what the market decides, and debate MSRP as a fair deal benchmark.
Original notes
In this video I call dealership after dealership hunting down a 2026 Lexus GX550 for my client. What I ran into was one of the craziest dealer policies I have ever seen in my career...
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