A markup is extra money the dealer charges above the normal price. When you negotiate, you’re often trying to reduce or remove that extra charge.
Concept
online price vs dealer add-ons
A common negotiation tactic is to advertise a low “online price,” then increase the final cost with dealer add-ons (like protection packages) and other fees. This segment highlights the difference between what the buyer sees online and what the dealer tries to add at signing.
A discount is a reduction from the dealer’s starting price, often used to offset other charges like markups or add-on packages. The host is questioning how the numbers can work if the dealer is both discounting and still “losing” money.
Front-wheel drive means the front wheels do the work of moving the car. The host is saying they want this one set up with front-wheel drive, not all-wheel drive.
All-wheel drive powers all four wheels, which can help the car grip better on slippery roads. In this conversation, the buyer doesn’t want that option.
A stock number is like the dealer’s ID tag for a specific car on their lot. If you use the stock number, you can confirm you’re negotiating for the exact vehicle you’re interested in.
The Hyundai Palisade is a bigger family SUV with three rows of seats. Here, they’re making sure they’re talking about the exact car that’s available before they go look at it.
Negotiating a car deal means working out the final price you’ll actually pay. The goal is to avoid surprise fees and get a better deal without spending all day arguing at the dealership.
A flat fee means you pay one set price for the service. It can be easier to understand than a fee that changes with the car price, but you should still ask what they do for that money.
Accessories are extra items added to the car, like mats or other add-ons. They can be worth it sometimes, but they’re also a common place where the dealer can charge a lot—so check the price.
A trade-in is your old car being used to lower the cost of the new one. The dealer might change the trade-in value to make the deal look better—so you want to know the trade value and the car price separately.
Topic
negotiation vs hiring a broker
They’re talking about whether it’s worth negotiating yourself or paying someone else to do it. The key idea is that negotiating takes time and stress, so some people prefer outsourcing it.
“Steel” sounds like the dealership they’re calling. Different dealerships can price things differently, so it can help to compare offers.
Term
vehicle screen
They mention a “vehicle screen,” which is usually the car’s infotainment display. If it’s not working, you may need either a part replacement or a service check to figure out what’s wrong.
“In transit” means the car is on the way and the dealership doesn’t have it in stock yet. That can change when you can take delivery and what the dealer can confirm about the exact car.
“First come, first serve” means whoever reaches out first when the cars arrive gets the better chance to buy. They’re using this to keep things fair instead of using deposits.
Sometimes a dealer can’t promise the exact car will arrive on a specific date, especially if the color and interior are very popular. That uncertainty is why they may avoid taking deposits. The practical move is to confirm details like the exact VIN once it’s known.
“Pre-selling” means selling a car before it’s physically on the lot or before it’s fully available for delivery. Dealers may avoid pre-sales if they expect to sell at higher prices later, but buyers can use pre-sale offers to lock in pricing and reduce uncertainty.
Pre-loaded inventory means the dealer already has cars coming that are basically reserved for them. Even though the car is “on the way,” the dealer can still decide whether to sell it at a lower price or hold out.
The listed price is what the dealer says the car costs. The negotiation question is whether they’ll stick to that number or try to add extra money on top.
They’re trying to find the exact car the dealership has by using an ID number. That helps make sure everyone is talking about the same vehicle before discussing price.
A trim level is basically the “version” of the car you’re buying. A higher trim usually includes nicer features, and that can change the price you should expect to pay.
“Pearl” is a type of paint finish that makes the color look richer and slightly sparkly in the light. “Creamy White” is just the name Hyundai uses for that specific white paint option.
Financing means you’re getting a loan to pay for the car. The dealer can sometimes use financing to change the deal math, so you want to understand the total cost, not just the monthly payment.
A rebate is like a discount paid back after you buy the car. The key is to make sure the rebate is real, the amount is correct, and it actually lowers what you pay.
Concept
negotiating the out-the-door price
They’re haggling over how much money you’ll pay for the car. The goal is to get the final “total price” number down, not just a small change in wording or payment.
They’re trying to find the exact car the buyer wants from what just arrived—same color, interior, and drivetrain. If the exact one is available, it can make the deal easier to move forward.
Black Friday is being used as a negotiation timeline—an expectation of bigger discounts and incentives around a major shopping event. The buyer is essentially saying they’ll wait for the “old school” deal structure (big promos) before committing.
“Three grand off” means the buyer wants a $3,000 reduction from the car’s listed price (often before taxes/fees). In negotiations, this is separate from rebates—so the buyer is asking for both a direct discount and additional incentives.
They’re saying the deal only works if you finance. Before you commit, you want to confirm the exact terms so you know the discount is real and not conditional.
This is a Hyundai Palisade, which is a big family SUV with three rows of seats. “Hybrid” means it’s designed to use less gas than a normal engine-only SUV. “Calligraphy” is a nicer version (higher trim) with more features.
Navigation is the built-in GPS in the car that helps you find routes and directions. Some buyers don’t care about it, so it can feel like “extra stuff” you’re paying for. If you don’t want it, you can ask whether it’s included in the trim or part of an added package.
They’re saying they need to change the car’s online status to “sold.” That way people don’t waste time trying to buy something that’s already been taken.
Concept
most wanted color
They’re saying the color is really popular. When a car color is in high demand, dealers often have more leverage and may be harder to negotiate with.
Term
interior changed out
“Interior changed out” refers to swapping the vehicle’s interior color/materials to match a buyer’s preference. Dealers may offer this when they have another incoming unit or when they can source a similar configuration, but it can also be used to steer the buyer toward a different (and sometimes more expensive) car.
Term
Picon
“Picon” sounds like a name for a specific color or interior option. The speaker likely means a particular trim/color package, but the exact option name isn’t clear from this snippet.
“Built like stock” means the buyer wants the car to remain close to factory configuration rather than heavily customized. In a dealership context, this often comes up when the dealer offers a different color or interior or when the buyer is trying to avoid extra add-ons that change the vehicle’s spec.
They’re saying they want to be honest about what’s happening—like whether another car is coming and when. That matters because it affects whether the deal stays consistent.
An asset protection package is a dealer-added add-on that raises the price. It usually includes things they say will protect your car, but you should check what you’re really getting and whether it’s worth the extra cost.
Trading in means you give your current car to the dealer and use it toward the next purchase. Dealers may claim add-ons help your trade-in value, but the condition of the car and what buyers want usually matter most.
A ceramic coating is a protective layer the dealer applies to help the paint resist dirt and water. It can help, but the payoff depends on how well it’s applied and what the warranty or expected lifespan actually is.
Recalibration is the process of aligning and programming driver-assistance sensors (like cameras) so they read correctly. After windshield replacement or related work, recalibration is crucial to keep lane-keeping and related features accurate.
Lane keep assist uses a camera (often behind the rearview mirror) to read lane lines. If the camera’s position or calibration is disturbed—like after windshield work—recalibration is required for the system to function correctly.
A GPS tracking system helps figure out where the car is. If it’s included in a dealer package, it’s worth asking if there’s any ongoing subscription or privacy tradeoff.
Dealer add-on packages are bundled “protection” or accessory items that dealers include in the deal, sometimes at inflated prices. The host’s point is that these packages may be negotiable or even redundant, because they’re offered broadly “on every single car.”
They mention USAA because it offers several insurance discounts. Those discounts can lower what you pay for insurance, which matters when you’re comparing deal offers.
They’re basically saying the dealer has to make money, so they may push add-ons or complicated deal structures. Knowing that helps you stay focused on the real price you’re paying.
Concept
remote car buying
Remote car buying means negotiating and completing the deal without needing to visit the dealership first. It can reduce the dealer’s ability to pressure you with in-person tactics, because the negotiation happens on your terms and timeline.
A protection plan is an add-on product dealers offer—often covering things like vehicle protection, appearance items, or extended coverage. These plans can be a major source of hidden profit, so it’s important to ask what’s included and whether it’s optional.
MSRP (Manufacturer’s Suggested Retail Price) is the price the automaker publishes as a baseline. Dealers often sell above or below MSRP depending on demand, incentives, and negotiation leverage; paying “above MSRP” usually means you’re not getting the best deal.
Financing means you don’t pay the whole price upfront—you borrow the money and pay it back over time. Dealers can sometimes make the deal feel cheaper by changing how the payment is set up.
Tax, title, and license are the extra fees you pay to register the car and get the paperwork done. They’re usually added on top of the car price, so the dealer’s discount doesn’t automatically reduce them.
Registration is what makes the car legal to drive. It’s a required fee to get your plates/record with the state, and it’s usually added to the final bill.
A dock fee is a charge for getting the car from where it arrived to the dealership. It’s one of those line-item fees that can quietly add to the total price.
An invoice is the dealer’s purchase document from the manufacturer/distributor that shows what the dealer paid for the vehicle (often before add-ons and holdbacks). In negotiations, comparing the invoice to the out-the-door price helps you judge whether the dealer is truly discounting or just moving numbers around.
The segment describes a common sales tactic: steering you toward unwanted add-ons by framing them as “value” and using scripts like “I know you don’t want this, but…” while still trying to sell it. Understanding this helps shoppers negotiate the final price and refuse packages or add-ons that aren’t agreed to upfront.
Kelly Blue Book is a pricing reference people use to estimate what a car is worth. The hosts are saying dealers shouldn’t charge thousands for add-ons by claiming they’ll push the car’s value far above KBB.
Company
Carvanna
They’re mentioning another company that helps estimate what cars are worth. The point is that add-ons shouldn’t be priced like they magically make your car worth far more than typical valuation estimates.
Paint protection is an extra coating or treatment meant to keep the car’s paint looking nicer for longer. Dealers may charge a lot for it, and the hosts are saying the real cost of the supplies and labor may be much lower than what you pay.
Term
$30 a month
They’re using the “$30 per month” number to show what the add-on would cost over time. Then they argue that if the damage hasn’t happened in years, paying monthly for coverage may not be worth it.
Term
door fixed
When someone says “fix the door,” they mean repairing dents or damage on the side of the car. It can cost money, especially if it needs paint or bodywork.
PPF is a clear film that you put on the car’s paint to help stop rock chips and small scratches. The host is saying it’s better to pay for real PPF than an overpriced dealer “protection” bundle.
Company
Dead Series
They name a specific PPF option/provider as an alternative to the dealer’s upsell. The idea is to choose a real paint-protection film solution instead of an expensive bundle.
They’re saying you usually don’t get your money back when you pay extra for add-ons. Even if you spend $5,000, the car probably won’t be worth $5,000 more later.
Term
$2,000 off
“$2,000 off” means the dealer is offering to lower the price by $2,000. Sometimes that discount only happens if you agree to certain deal terms.
This is paperwork that lets the dealer charge something to your credit card. Before you sign, ask what the charge is for, how much it is, and whether you’ll get it back if the deal doesn’t happen.
They want a photo of your driver’s license to verify who you are for the paperwork. It’s common, but you should still be cautious and make sure it’s for the actual deal process.
A credit app is the form the dealer uses to check your credit so they can set up your car loan. Don’t just accept whatever they offer—make sure you know the interest rate and the real total cost.
LIVE
Mia, I will talk to literally anybody that has a pulse.
Oh, she doesn't listen that well, and I have to yell at her, like my grandma.
Oh, man, you're the best.
You know what? My mom never said that, so I appreciate somebody telling me.
Well, you deserve to hear it, buddy.
You think Hyundai, like, their executives got in a meeting and said,
let's name our car Creamy White?
Like, it's just a weird thought.
Is that the real name of it?
It's Creamy White.
It sure is.
The price online, it is the price, but there's also a dealership added asset
protection package here at this dealership.
That's what we call it.
Make my job a lot easier.
Well, why do they make it hard?
How can they give me a $3,000 discount and be losing $3,700?
Say, we're going to do a Palisade calligraphy hybrid front-wheel drive.
We haven't done a front-wheel drive in the channel yet, so that's what we're going to do.
They want a front-wheel drive.
They do not want an all-wheel drive.
They're in Texas.
Okay, he wants white with brown interior.
Okay, so in the country, there's 53 of these bad boys.
So my goal is to get about $2,000 to $3,000 off these plus rebates.
That's the goal.
That's the dream.
That's the American party.
We're going to start making some phone calls.
Hi, this is Mia.
Christy is unavailable at the moment.
Did you have a question about our hours or location?
Or would you like to leave a message?
I would like to talk to a new car salesman.
I can help you with that.
Are you looking for a specific new car model or just want to speak with one of our salespeople?
Talk to one of salespeople.
I'm going to transfer your call now.
Please hold for just a moment.
Thank you.
Please wait while I transfer your call.
This is the most riveting content you've ever watched.
Tommy gets transferred four times and argues with AI.
Who wins?
Fifth time.
Please wait while I transfer your call.
Six times.
You're getting transferred on this episode of Tommy versus dealership.
So he puts them on an endless hold.
How long will he wait?
Hey, it's Mia again.
Would you like to speak to anyone else or is there something else I can help you with?
Mia, I will talk to literally anybody that has a pulse.
I'm going to transfer your call now.
Please hold for just a moment.
Tommy goes back at it with the AI.
Please wait while I transfer your call.
Good shot, Tommy.
Another hold.
Thank you for calling me.
Disaster on my sister.
Yes.
Hey, sorry, I've been just on hold for a while.
Hey, I just wanted to see if you guys have a new car available.
Yes, sir.
Which car we're looking at?
You know what?
I have a stock number if that helps you.
Great.
What is this?
I'm sorry?
Yeah, what's the stock number?
Yeah, the stock number is H is in Honda 039806.
039806?
039806, you got it, captain.
Awesome.
Let me see.
I appreciate you answering the phone.
Oh, yeah, no problem.
Yeah, we're a little busy right now.
I get it.
I was talking to Mia for a while.
She's nice to talk to you, right?
Not really.
No, she doesn't listen that well.
And I have to kind of yell at her like my grandma.
My grandma's not here with us anymore.
That's why I kind of have to yell if she can't hear me.
But up in heaven, she can hear.
I see.
Yeah, she can.
What vehicle is it again?
It is a Hyundai Palisade in the creamy white pearl.
So showing it is available.
But what I like to do is actually give my hands on the vehicle
just to make sure it is here.
Can I get your first and last name?
My first name is Tommy.
Your last name is Makula, M-I-K-U-L-A.
All right, Tommy, let me give my hands on it.
And then I'll let you, I'll call you back here in a bit.
Did you want to come in today or tomorrow to see it
or later this week?
You know, even easier if it's there
and we agree with the numbers, I'll buy it today.
I want to show it off on my Thanksgiving party.
Oh, there you go.
There you go.
Yeah.
Yeah, let me give my hands on the vehicle
and I'll call you right back.
My name's Oscar, OK?
OK, sounds good.
Oh, yeah, definitely.
Definitely.
I'm going to have a cool car.
All righty.
OK, sounds good.
All right, thanks.
Thanks for calling.
Oh, thank you so much.
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.
I save you money, but that's a byproduct.
I direct a flat fee of $1,000.
I handle everything for you.
The price of the car, the trade, the add-ons, the accessories.
We save you money, but that's a byproduct.
I don't claim to have a magic wand or a secret sauce
that saves you thousands of dollars more
than you can in your own realistically.
Anybody can negotiate a good car deal
if they're willing to put the time, energy, and anxiety in.
The problem is, for our clients,
they don't want to have to deal with it.
They hire us.
We get them a great deal.
I'm going to call a dealership called Steel.
Steel my money.
Double type of screen.
Make sure you guys follow if you haven't.
OK, just to make sure I understand,
are you calling about a part for your vehicle screen
or do you need service assistance with your screen?
Let me know if you're looking for parts or service.
Perfect.
Can I have your first and last name, please?
Tommy Makula.
Thank you.
Let me connect you with one of our sales team members.
Thank you.
Hey, this is Preston and Sales.
Who'd I have the pleasure of speaking with?
Hey, Preston and Sales.
It's Tommy.
How's it going?
Hey, it's going well.
Tommy, how can I help you?
Hey, I just want to see if you guys have a new car available.
Yeah, for sure.
Let me take a look.
I'm pulling up my system right now.
Let's see.
Which vehicle are you looking at today,
Tommy?
I have a last six of the VIN number,
if that will assist you.
I would.
Just one second.
Sorry, I asked and it's still sitting here spinning,
so I apologize.
Dude, that's how it works.
But what's the situation?
Are you planning on trading something in or what's going on?
You know, I'm looking to add to the family,
not looking to trade into something in.
I'm looking to add one of these great cars in my family,
a Hyundai.
Excellent.
And what is the last six?
The last six is 027-621.
Let me check.
I'm going to put you on a super brief hold,
because what it's showing me is that it's still in transit.
I don't think that one's arrived yet,
because the white with brown, it's our most sought after color
combo, so I'll probably know.
But I'm going to put you on hold.
I'll be right back.
Let me go check with the inventory manager.
I'll let you know.
I'm holding on.
OK.
A few moments later.
I'm back with you either.
I'm here, ready to go.
All right.
So yeah, that one hadn't arrived quite yet.
But yeah, we do expect it to arrive,
probably the first week here of December.
The dates are a little bit of a guesstimate from Hyundai,
but it's somewhat accurate.
So what I can do, I can keep your name and phone
number on my information and give you a call
once it actually opens up.
Yeah.
I mean, do you guys put deposits on them
before they arrive or you got to wait till they arrive?
No.
So the way we do it, just kind of keep it fair for everyone.
We just do first come, first serve.
So that way it's easier for our locals,
and we can kind of spread out from there.
So that's what, yeah, I'll keep your name and phone number.
I'll give you a call basically as soon as it pulls in.
I'll start calling folks.
OK, that's fine.
I will just call me when it arrives.
OK, for sure.
Is this a good phone number I can reach yet right here?
Yeah, that's fine.
I got it right here.
I'll put it all in here.
Are you located in where you're calling from?
I'm calling from about an hour away, so not too far.
OK, cool.
No worries.
No worries, man.
Well, I'll put you in my phone.
I will give you a call once it arrives.
OK, sounds good.
Bye.
Yes, sir.
OK, let's call another dealership.
Running, running, running.
Bum, bum, bum, bum, bum.
It's a great data.
This is Sandra.
How can I help you?
Hey, Sandra, are you a new car sales?
Yes, how can I help you?
Nice.
Perfect.
Awesome.
Hey, I just wanted to see if you have a new car
available.
OK, great.
What kind of new car is the one that you're looking for?
It's a Palisade, but I have the last six of the stock,
or the VIN, if that helps.
The VIN?
Yes, that will be perfect.
Awesome.
It's 04098.
And with who I have the pleasure to speak with?
My name's Tommy.
It's so nice to meet you.
Nice to meet you, too.
So I see that it's a Hyundai Palisade hybrid calligraphy,
the white with the brown interior.
Creamy white, yeah, that's it.
Yes.
That one, the estimated arrival, it's going to be the 29.
Awesome.
Perfect.
I love it.
Well, that's the one I want.
I want more of it.
Do you guys do deposits on them before they arrive?
No, unfortunately, we don't, because we don't know
if that's going to be the exact date that it's going to arrive,
especially because that color combination,
it's very popular.
Unfortunately, we can't take deposits.
But what I can do is I can, if I can have your phone number,
and I can let you know as soon as he gets here.
Yeah, I mean, hopefully I already bought one by then.
I'm looking to put a deposit on one.
You know, I don't want to have to like fight with everybody
before I can agree to numbers before it happens.
I know I want it.
I'm willing to buy it this month, next month.
Whenever it arrives, I'm pretty patient.
But so if you guys don't want to do that,
I know a few other dealerships are,
and I'll keep calling until I find the one that's willing to do that for me.
Okay, I understand.
Do you want me still to let you know in case he gets here before that?
No, it's fine.
I'll probably buy one by then.
Because it's a 29, so we don't know if it's going to come in in November
or December.
Well, I know that.
And I'm willing to buy one in November or December.
I don't like, for me, I'm patient.
You could tell me it was going to be here in January,
and I would have said yes.
Okay, all right, I understand.
Well, if you want to follow up with us, if you didn't find one,
we'll let you know if it's here or if it's doing transit.
Sure, yeah, yeah.
I mean, that's totally fine.
Yeah, like I said, I'm going to keep calling around today
and find one that's willing to do a deposit over the phone.
But I appreciate your time.
Oh, thank you, Tommy.
No problem, bye.
Okay.
So every dealership is allowed to have their own policy.
I do think it's pretty silly when dealerships don't want to pre-sell cars.
It's pre-loaded inventory.
You can make an argument that you don't want to sell it at a discount,
and I can respect that, right?
I think you should.
If you can sell a car, sell a car.
That's what I'm going to negotiate.
But that being said, if you want to make the argument,
oh, we'll take a deposit, but we'll take a deposit at our listed price.
Otherwise, we'll wait.
It's more than like you're going to charge a markup on those cars.
Hey, this is Brandon.
I'm going to help you.
Brandon, how's it going?
Good, man. How are you?
Man, I'm doing well.
I just want to see if you guys have a new car available.
Okay, which one is it?
You know, I have a stock number to make your life easy.
Oh, man, you're the best.
You know what?
My mom never said that, so I appreciate somebody telling me.
Well, you deserve to hear it, buddy.
You ready for it?
Yeah, go ahead.
It's you is in uranium.
O is in octopus 39385.
That's a strange stock number.
Are you sure?
You know what?
I'm going to double check.
It does say stock, and there is the hashtag sign,
which I think is number.
But some of the kids say that's a hashtag,
and I think that's different.
No, I got it.
Instead of a zero, it's the letter O.
Gosh, Billy darn it.
See, this is why my mother was disappointed in me all the time.
All right, so what I'm bringing up here
is a Palisade hybrid calligraphy.
That's it with the creamy white pearl.
Perfect.
You think Hyundai, like their executives
got in a meeting and said,
let's name our car Creamy White?
Like, it's just a weird little odd.
Is that the real name of it?
It's Creamy White.
It sure is.
It is.
And I can't...
That is weird.
Some executive was there.
I was like, you know what?
Creamy.
That'd be Creamy White, not just like...
Yeah.
I don't know.
Anyway...
Pearl would have worked, right?
Yeah, Pearl would.
Anything would have been better, but...
Yeah.
Yeah, dude.
It's a little creamy, I guess.
But anyway, is it available?
All right, so what's going on?
You ready to come pick this thing up tonight or what?
Is it available?
It is.
Awesome.
Well, I'm definitely interested in it.
I'm definitely ready to pick it up
as long as we can get to three grand off.
I'll buy it today.
As long as I can get to three grand off.
Easy peasy lemon squeezy.
Yeah, are you financing?
Sure.
Yes, but I'm taking three grand plus rebate.
I see what you're about to do there.
Didn't fall for it.
OK, so you want, with the rebate,
you want to be at five grand off, basically.
No, another rebate.
The discount's in rebate.
Rebate is $1,000.
So I want three grand plus rebate.
I want four grand off.
Four grand off.
Boom.
OK.
See, you almost went to your manager with 5K,
and I'm telling you 4K.
It's a win.
Like, you should be excited.
Yeah, I feel like you could probably
pick this up tonight, man.
Give me your phone number.
I'm so excited, dude.
OK.
Ready for it?
Your name again.
My name's Tommy.
Tommy, give me about 20 minutes at the most,
and I'm going to call you right back.
20 minutes.
I'm setting a timer on my phone.
I'm so excited for 20 minutes.
I got the best news of my life.
You ready?
That's right.
Yep.
All right.
That sounds good.
OK, one more question.
Are you local?
I'm like 30 minutes away.
Perfect.
OK.
Give me a few minutes.
I'll call you right back.
OK.
Sounds good.
Bye.
Bye-bye.
Guys, I actually do not know where my client lives
compared to this.
One second.
I got to figure out where this is.
Sush.
Where is Sush?
Where is Sush?
Honestly, great car salesman.
Great car salesman.
But I don't know where Sush is.
This is Melanie.
I don't have the pleasure of speaking with this afternoon.
Hello.
I'm so sorry.
You were the quietest person.
I made my volume too low.
I'm sorry.
Oh, my gosh.
No, I'm sorry.
Let me adjust.
There you go.
I can hear you now.
I'm getting old.
OK, perfect.
My mom said I can't hear you anymore.
But is this new car sales?
Don't worry.
It is.
Nice and great car department.
Hey, I just want to see if you guys have a car available.
OK.
Let me take a look.
And I'm sorry.
What was your name?
My name's Tommy.
Tommy.
How's your day been going so far, Tommy?
You know what?
It's a dream.
I haven't decided if it's a good one, but it's there.
Wow.
I'm going to start saying that.
You know what?
You can.
I'll give it to you.
But it is copyrighted.
So you had to pay me at least a nickel every time you say it.
Oh, yeah.
You got me there.
Dang.
OK.
Dang it.
I was trying to.
I'm trying to make.
I was trying to.
I've been trying to copyright it.
Just trying to make money.
But nobody's been paying me.
It's really sad.
Yeah, I hear you.
Let me give me just a second.
Take your time.
And then what was the car?
It is a Hyundai Palisade Hybrid.
I have the last six of the vinnits that helps.
And it's new, correct?
It brand new.
Spankin' new.
Never been heard before.
Untouched.
Untouched.
OK.
I'm ready when you are.
039792.
You said it's a hybrid?
Hybrid with the creamy white pearl.
And then the interior?
It should be brown.
They didn't make a fun name for the brown.
Brown.
It's just brown.
It's like creamy white pearl and then brown.
OK.
Perfect.
And then what trim level?
Palisade hybrid.
Right.
But it was in a calligraphy, a limited trim.
Oh, jeez.
Honestly, I thought I was going to get,
I almost got frustrated because I'm like,
it's a Palisade.
What are we talking about?
It's a calligraphy.
Jeez, Louise Batman.
It's been a day.
Don't be mad at me.
No, it wasn't me.
I was just frustrated.
I'm like, I said it's Palisade.
What's going on here?
But you're right.
That is not the trim.
That is the model.
I am just, you know, it's like,
I don't buy cars every day.
So I apologize.
You know what?
It's OK.
I sell cars every day.
So you know what?
You're the proud.
I'm going to say you're the one for the ride.
That's what I'm here for.
Here's the help.
It's just, and the only reason why I'm asking so many
questions is because it's not populating on my end.
Maybe you gave me the last eight.
That would help.
Last eight.
You know what?
I got it.
I got to count the high.
Please hold 1, 2, 3, 4, 5, 6, 7, 8.
It's T as in Tommy.
U is in uranium.
0, 3, 9, 7, 9, 2.
Let's see if this works.
Oh, there it goes.
It's a calligraphy.
Bada boom, bada bing.
Yes, for re.
Perfect.
And then it seats seven, right?
Is that about right?
Sure.
It says passenger seven.
So I believe you.
OK.
Let me go ahead and see if it's made it in.
I know we just got a new shipment of them.
But honestly, if you are just looking for a hybrid calligraphy,
a white one with brown interior,
I just took a video of one today just because it came in today.
Maybe this is the one.
So with that being said, yeah, it honestly might be.
I actually, you know what?
I have a list of the, no, it's not this one
just because I have a list of the vid numbers on my desk
from the videos that I was taking.
Well, you know, I read the written.
Yeah, I mean, it's not.
I mean, that's the one I want.
So I mean, if you have another white one, front wheel drive,
I'm interested.
Let me make sure that it's front wheel drive,
but I had to cough and I didn't want to cough in your ear.
So let me ask you this.
What can I do for you on that car?
You know what?
This is beautiful.
It's the best day.
I've already driven it.
Ready know I want it.
I want more of it.
I know the colors.
I know everything I'm ready to go.
All I need is the right deal and I will buy it today.
Well, I want to give it to you.
I want to give you the right deal.
Sounds like you know what you want.
Okay. Easy peasy.
Just, you know, I'm a big believer in Black Friday
and not like the new Black Friday,
where everybody raises their price and lowers their price.
I like the old school Black Friday.
So I'm looking for buy one, get one free.
I'm just kidding.
I'm only only asking for three grand off plus rebates.
Three grid off plus rebates.
Three K off plus rebates.
And I will buy that car today before Black Friday.
So let me.
So just for clarification on my end, three K off.
And then in addition to the three K, you want rebates as well?
Correct.
Yes.
The $3,000 dealer discount plus the $1,000 dealer
finance bonus cash.
About a boom, about a bing Black Friday special.
And are you looking to finance?
I'll finance.
Yeah.
Yeah.
I know the $1,000 bonus cash comes when I finance.
So I'm intrigued.
And then just so that I understand where you're coming from,
where are you seeing the three K?
You know, I've talked to a few other dealerships like in Houston
that said they were going to be able to do the three K,
but I live near Dallas.
So that makes more sense to do business in Dallas.
But yeah.
Gotcha.
But I'll drive to Houston for a good Black Friday deal.
You know those people used to wait for like days
for those $100 TVs.
I was that guy.
I was the first guy in line for days.
I hear you.
I can't get the TV deals anymore.
So I know I just hunt down card deals.
You know what?
Even better.
Even better.
Because I want to give you a great one.
I want to make sure that this thing's giving you
that something to be grateful for.
So let me go ahead and hop off the phone.
Tommy, what's your last name?
Makula M-I-K-U-L-A.
And then is this a good callback number?
Yes, it is.
Money down?
Yeah, I could put 10 K down.
Perfect.
And do you know what term you were looking to go?
Whatever the Hyundai finance card.
I could pay cash for the car if I wanted to.
But let's just say 16 months is fine.
Alrighty.
So if you just give me a few minutes,
I will get back with you shortly.
Okay?
Sounds good.
Perfect.
Thanks so much, Tommy.
I appreciate it.
Thank you.
I appreciate you.
Can't wait to hear from you.
Bye.
Yeah, absolutely.
Bye.
I understand.
The problem is, is it me?
The problem is you guys.
I just want to be very clear.
The problem's not me.
The problem is you guys.
I have chat right here that is just going off about creamy.
Like, oh, like, I just can't.
I can't read that.
That's why I'm looking this way, not this way,
because that's where you guys are right here.
You guys can't now see me.
Hi, this is Tech Truth.
What other pleasure with?
Hi.
The pleasure you have is with Tommy.
Hey, Tommy.
How can I help you out?
Hey, I just wanted to see if you guys have a car available.
Perfect.
Are you calling from, are you aware this is Texas?
I am.
I am aware.
Yes.
I mean, I'm in Texas.
So, I mean, it makes sense.
I'd call it Texas.
No, dude, we get so many calls from North Carolina
for a North Carolina Hyundai.
Oh, no.
Yeah.
No, I'm not in North Carolina.
Nope.
In the great old state of Texas.
What's the stock number?
You know, I could give you the stock number,
but I'm going to give you four warning.
It's a very long.
Oh, my gosh.
It's like 16 digits.
Oh, wow.
Go ahead.
All right, you ready for the move?
My scroll just be safe.
Yeah, go ahead.
You ready for it?
Yep.
K is in Kilo.
M is in Mike.
Eight.
R is in Romeo.
M is in Mike.
Five.
S is in Sierra.
A is in Alpha.
One.
T is in Tango.
U is in Uniform.
O is in Oscar.
Two, seven, six, four, nine.
Perfect.
Give me a second.
Take all the time, Ian.
What kind of vehicle is this?
It is a new 2026 Hyundai Palisade Hybrid
calligraphy with navigation.
Not even though I don't care about the navigation,
but I don't know if you were talking to me.
I couldn't hear you if you were.
No, that's somebody walking.
Oh, they're the worst.
I'm just kidding.
They probably were really nice and respectful people
and honestly are great.
You're good.
What color would they be?
I can't believe I'm going to say this out loud,
but creamy white pearl.
With the brown interior.
With the brown Napa leather, correct.
Plenty of things that are in a phone call.
One second.
I got to ignore them for you.
I'm a popular guy.
People know me.
My apartment smells of rich mahogany.
I have many leather bound books.
Where are you located?
Just north of Dallas, small town.
You go check to see if this is actually in our infant form
right now or if it's in transit.
Just give me about two minutes in total.
10 minutes.
Got it.
Cool.
I can give you a 12 minutes if that helps.
Oh, I just want to.
I'll be right back.
Oh, you want to?
Okay.
You're going to put me on hold or are you going to hang up?
I'm just going to put the mute button on.
Okay.
Sounds good.
Call Hector back.
Hector.
Lewis, I'm going to help you.
Lewis, I only can speak to Hector.
Hector only, please.
Okay.
Give me one second.
Thank you, Lewis.
Appreciate it.
Hector, I told him to say that.
But yeah, if he looked at the phone call,
he didn't pick it up.
Hey, what's your...
Yeah.
Hey, how's it going there, brother?
Hey, can I speak to anybody but Hector, please?
Yes, sir.
No, I'm just kidding.
That was a joke.
That was just a joke.
Sorry.
Yeah, Hector, I hung up on you.
I accidentally hung up on you.
I pushed the wrong button.
I feel so bad.
No, you're completely fine, man.
I got bad news for you.
That car, I actually sold it.
Honestly, I've never mined Hector.
Can I get anybody else with Hector again?
Literally, that car was sold maybe like half a month ago
and it just hasn't arrived.
So we're waiting for it to arrive so we can market sold
and get it off our website
because that is like the most wanted color.
By all means, in this new policy.
Yeah, everybody likes the creamy white.
Yeah, I get it.
Okay, cool.
Yes, sir.
We have that cream...
Just in case we do have that creamy white,
we can get the interior changed out to the Picon.
If you are interested,
it would be almost the same exact price.
You know, I'm looking for one that's built like stock that way.
I hear you.
No, yeah.
Literally, this guy paid for it in advance like a month ago,
half a month ago.
Okay, that's fine.
I'll keep looking, but I appreciate it, Hector.
Thank you so much.
I just want to be transparent, man.
If we do have another one coming in,
I have your number and we'll give you a call.
No, I appreciate it.
Thank you so much.
Somebody said they were going to give it 20 minutes.
Who is the 20 minute one?
It was this guy.
This guy said 20 minutes at 5.50.
It's been 30 minutes.
I'm calling him back.
What's his name?
This is Brandon.
How can I help you?
Brandon, I've been waiting for you forever.
I've just been sitting by the phone toilet on my thumbs.
No, you haven't because I called you back
about four minutes after we hung up.
Wait, no way.
Yes, sir.
Sure did.
I'm, look, Brandon, what would you call me from though?
There was only an Oscar that called me.
I called you from my cell phone.
Dude, oh my gosh, I see that.
I literally ignored that number
because it was a different area code
and I was like, this can't be Brandon.
That's all right, buddy.
All right, so here's the deal.
We need to just have an honest conversation real quick.
Okay, I'm ready.
I'm ready.
My mom told me to have honest conversations.
I'm ready for it.
Hit me with it.
Perfect.
I'm sure you've been shopping.
The price online, it is the
price, but there's also a dealership
added asset protection package.
Here's this dealership.
That's what we call it.
Every dealership has it.
It's made up of different things
in different places.
Ours are actually asset protection products.
We bunch them into a package
and we apply them to the car
and the services come with it
for the next four or three or five years.
Let me just run through it.
I'm sure you don't want it.
It's a great thing to protect your car
so that when you come to trade it in,
it's worth all the money
you're going to want for it, right?
So we put a clear coat, a ceramic clear coat
on the outside to protect your paint
and clear coat from the weather,
the animals, the sap and things like that,
things that get stuck on your car.
You have an interior protection
which protects you from the rips,
stains, tears or cuts.
If they can't clean it, they repair it.
If they can't repair it, then they replace it.
No deductible, no cost to you after the sale.
You got the windshield protection and replacement
which covers the recalibration of the lane departure
and lane keep assist camera
that's mounted right there behind your review mirror.
So they replace and recalibrate, no charge to you.
You have paintless dent repair for five years
so anytime you get a dent in the car,
as long as it doesn't require paint,
our guys will come to you around your schedule
and work on that and fix that for you.
Doesn't report to car facts or insurance or anything else.
And then you get a GPS tracking system
that goes through the car along with ceramic tint.
Now I said all that to say this,
that's on every single car, every package,
somewhere, every dealership somewhere
has a package of some sort, right?
I can get you $3,000 off the price of the car
only if you agree to the full package
which this isn't going to make sense to you
but it kind of will, the package is $39.98.
I can get you three grand off of that with the package
or I don't do a package
and the only thing you'll get is the $1,000 finance cash.
Is that all you done?
Yes, I am, I'm sorry.
How many discounts does USAA auto insurance offer?
Too many to say here.
Multi-vehicle discount, safe driver discount,
new vehicle discount, storage discount, legacy.
How many discounts will you stack up?
Tap the banner or visit usaa.com
slash auto discounts, restrictions apply.
Was it $39.98?
No, I wish, make my job a lot easier.
Why do they make it hard?
They have this weird concept of turning a profit
to keep their doors open and their lights on.
I don't know, it's really a pain in the neck to be honest.
I know service departments can do that pretty well too.
But no, I don't want to pay for all that stuff, that's crazy.
Yeah.
So Melanie just called me, she's on another dealership.
She told me she could probably do three grand off.
Yeah, I mean, listen, they're going to tell you
what you want to hear to get you to the dealership.
Normally I would too, but we just don't operate that way, man.
Why would you normally do it?
Why is it different this time?
I'm saying normally at a dealership,
I've been at other dealerships before.
We'll tell you whatever you want to hear to get you there
because nobody can sell you a car if you're not
at the dealership, right?
So the mentality is, yeah, tell the customer what they want to hear
and then when they get there, they'll worry about taking care
of the pissed off customer when they get there.
We don't like that, we don't work that way.
I'd rather just be honest and up front with you
and make you a good deal and be done with it.
But I understand you got to go see, you got to find out.
We all have that human curiosity to us.
That's not human curiosity.
I'll just do the full deal remotely so they can't do that.
Well, people sell cars remotely.
Not everybody does the protection plan,
but I appreciate you trying to give me a good deal upfront,
but your good deal upfront is frankly $1,000 above MSRP.
Pretty much, yeah, on a brand new hybrid calligraphy policy,
for sure.
Yeah, I mean, I appreciate it, but like in 30 days
when these cars are more and more on the lot,
then it's just going to be one of those things.
But I mean, plenty of dealerships are giving them,
at least the bare minimum in MSRP,
the idea that people are charging four grand of markup
or add-ons, that's kind of crazy.
Yeah, I hear you.
Okay, well, good news is I cleaned my snake
while we were talking in this conversation
and by that, it's my snake staff,
which is a wand from Harry Potter.
I appreciate this conversation.
Yeah, it's a really sick one,
but no, I don't want any of that stuff.
I'm really excited to, I guess I'll talk to Melanie
and we'll see if Melanie's a liar.
So, well, you're not going to find out
until you go into her store, unfortunately.
What if she lets me do the whole deal remotely?
Well, then they're losing money
and they're losing a lot of money
and maybe they're okay with that.
Like, we got to at least break even.
You know what I mean?
Okay, well, if they're giving you $3,000 off
and they're giving you all the rebates and everything,
they're losing probably $3,700.
How can they give me a $3,000 discount
and be losing $3,700?
I mean, depending on the discount they get,
comes, well, the rebate, part of that discount,
half of that discount's coming from Hyundai
for you financing.
Yeah, so even in theory, how are they losing $3,700
if they're giving me a $3,000 discount
with a $1,000 rebate?
Because the difference in invoice and MSRP
may be a couple hundred bucks.
Not like it used to be thousands of dollars.
Yeah, but just make the math make sense.
If they're giving me a $2,000 discount,
how are they losing $3,700?
By the time you get done with your financing
and they put all their hold back and their taxes
and their products and their inspection
and everything else, you're never going to see it.
This is back in money.
This is where they lose their money.
It's not in the price of the car.
So when I do, when I finance a car,
they're going to lose money on the car?
When I pay taxes, they lose money on the car?
If they're selling it to you for that cheap,
they are, absolutely.
If they're giving me a $2,000 discount,
they're losing money on taxes?
I mean, look, you can pick apart
every single little thing I'm saying.
I didn't say they were losing money on taxes.
I said taxes was part of the money,
part of the place where they're going to lose money.
Yeah, absolutely.
That's not where they're losing all their money.
But they're losing money selling your car.
They want to do $2,000 off plus rebate,
so $3,000 total off, plus tax title license.
I am confused in how they're losing $3,700
when they're giving me a two grand discount.
I'm paying my taxes.
I'm not whistling diesel.
I'm paying my registration.
I'm paying the dock fee of $3,99.
I don't know in what world they could be losing $3,700.
The math doesn't make sense.
I understand.
The math doesn't make sense for you
because you don't see the back end of the deal.
You don't know the cost of the car.
You don't know what goes into the price of the car.
I get it.
It's not going to make sense to you.
If you get that deal, look at your paperwork,
look at the invoice, and ask them how much money
they lost to sell you the car at that price.
I promise you.
Just ask them.
Sure, I'm more than willing to say
how they gave me a $2,000 discount.
And you're basically saying if they sell that car at MSRP,
based on your math, they are losing money.
At MSRP minus $3,000?
Yes.
No, but I'm saying if they're giving me a $2,000 discount
to sell me the car, if they sold me the car at MSRP,
they would lose $1,700 based on your math.
Yep.
You're telling me that every dealership in America
selling a MSRP car is losing $1,700 per car.
I'm not telling you they're losing $1,700 per car
because each car obviously costs different
and sells different.
But anybody who sells you a car at MSRP,
minus the discounts and rebates, I don't care how much it is,
and doesn't charge you a package,
they're losing money to sell you the car.
And some dealerships are OK with that.
We're OK with it to a point.
But we're not going to, I don't think we're going to lose
$3,000, almost $4,000 on a brand new hybrid calligraphy
with no package.
You know what I'm saying?
That's just, that's how we sell cars.
That's how every dealership in the country sells cars.
And when you show up with a brand new dealership away,
I don't think every dealership does that.
All right, well, I don't want to argue
semantics with you, brother.
I'm telling you, 90% of the dealerships in the state of Texas
are going to have a protection package on it, OK?
When you show up, if she has a protection package
or anything other than what she told you on the phone,
I will ask you to come to me and do business with them
because at least I'm honest about it.
OK, so when they do this deal and they don't do it,
do you want me to call as well?
Yeah, call me and tell me you got it too.
I'll be happy for you.
I mean, I'm not saying nobody will do it.
I'm saying I can't do it.
And if they're willing to lose that much money
to sell you a brand new car that just hit the market,
then we'll power to them.
I mean, that's great.
I think we're all going to disagree
because they're just the idea that they're giving me
a two grand discount and they're losing $3,700.
The math just doesn't make any sense to any regular anybody.
And I understand I don't see the back numbers,
but Best Buy gives me a $200 discount
and they're losing four grand to sell a TV.
The math doesn't make sense.
Well, that would never happen because Best Buy's got
a difference in invoice and MSRP of probably $1,500
to $2,000 on those TVs.
So that wouldn't make sense.
You're right.
Yeah, that's not that's not that.
I mean, maybe you haven't worked at Best Buy,
but I promise you that's not the difference
in the price of TV.
The profit.
I haven't worked at Best Buy.
Yeah, they don't profit $1,500 bucks per TV.
There's a reason why every TV is about the same price
at every single manufacturer like Walmart,
Tech or Target, Best Buy.
And there's a reason why just about every vehicle
and every brand in every class is about the same price.
Yeah, at MSRP.
But discounts are happening.
I'm not asking for 10% off the car.
I'm asking for two grand off.
But you're not going to pay anything.
You're not going to take any package, right?
Why would I want all these?
When you start off your pitch by saying,
I know you don't want this, but, and then you tell me
I want this.
Yeah, I know you don't.
But we sell it anyway.
So I'm going to show you the value in the product
so that you could see that it's actually worth having,
especially when you're buying a $60,000 asset.
That's the second most expensive thing you're going to buy.
Most people, not you maybe, most people in their life.
So why would we not offer and sell an asset protection
that does nothing to your, it changes your payment
by about 30 bucks a month.
And but it changes the value in your car
when you trade it in by 1,000.
Why would we not offer that for our customers?
Like you're even trying to think a lot.
How long I've been selling cars?
For about a week.
Yeah, I pray that's longer than a week.
Makes sense, right?
Yeah.
But the idea that you have a protection package
on your car and that's adding thousands of dollars
above Kelly Blue Book, Carvanna, Carvanna,
that's just not true.
Like, sure you could say it maintains its value
a little bit better.
But the idea that your paint protection,
that your detailer puts on,
that he probably spent $50 on supplies on,
and you paid a few hours of labor
is not going to add thousands of dollars of value to my car.
You're selling me a pipe dream.
So let me ask you this.
Let's say you bought this car and you parked it under a tree
and the sap from that tree took the clear coat
off the front of your hood.
Would you rather pay an extra $30 a month
and have that repaired for free?
Or would you rather pay for it out of pocket
when it happens?
Or I just washed my car.
Or put it in a garage.
Sure, but you know, people don't always do that.
Okay, let's say your wife takes your car to the grocery store
and some little kid dings the shit out of the side of her car.
Do you want to pay for somebody to come fix that?
A couple hundred dollars minimum.
Or do you want to make a phone call to me and say,
hey, I need my door fixed and then have them come to you and fix it?
I have $30 a month.
That has yet to have happened to me in the 12 years I've been driving.
So I'll take my risk.
All right, so look, you got to answer for everything.
You don't want the package.
You want $2,000 off plus the rebates, right?
Yeah, correct.
All right, give me a few minutes.
I'm going to call you back if I got anything.
All right, sounds good.
All right.
First off, I'm going to just give you some spoiler alerts.
You adding $4,000, $5,000 of protection to your car,
which in theirs is a paint protection, dent protection,
all of these things do not add thousands of dollars in value.
If you want to spend five grand to protect your car,
go get a PPF, like Dead Series.
If you want to add value to your car,
you're not going to see a one to one return.
You got the deal.
Wait.
Hello?
Hey, Brandon.
Hey, Tommy.
How are you?
I'm doing well.
I'll be yourself.
Excuse me.
I'm all right.
Hold on a second.
Sorry about that.
Now I'm doing well.
Okay.
All right.
So two questions for you.
You're financing it with us.
You're not using your own bank or anything like that, right?
No, financing with Hyundai.
And then how soon can you pull the trigger
and make this a done deal?
I mean, I could pull the deposit today.
Okay.
So I just called over to the GM.
I said, hey, this guy's on this policy.
I know you want to do the package, this and that,
but he's ready to buy all he wants is $2,000 off
plus the rebate and then no package.
And he's like, whoa, oh, oh, oh, oh.
Anyways, he ended up saying,
when do you want to do it and be financing with us?
I said, yes.
And I said, I think as soon as possible.
So he said, well, if you'll do it right now, not tonight,
you don't have to do it tonight.
The deposit will be great.
But he'll do that deal for you
since you're financing it to Hyundai.
And you're willing to do it like, you know,
like before Thanksgiving?
Yeah, yeah, yeah.
We're willing to put down the deposit tonight
just to show we're serious.
And then we can figure out the picking up next.
Okay.
So what I'm going to do
is I'm going to assign you to an actual sales person.
I'm just, I'm a sales manager,
so I'm not going to get credit for your deal, right?
So I'm going to have my sales guy get a folder together for you.
I'll give him your work, your paperwork,
your numbers and everything.
And then I'll have him give you a call, introduce himself.
He's going to need a picture of your driver's license
and he's going to go through a credit card authorization form for you.
And then that way we secure it.
And then as soon as you can do the credit app
and all that good stuff, we'll have all that ready.
I'm sure you want to get in and out of here
as soon as possible when you do come.
So we'll just go ahead and get everything started
and going and congratulations.
And I'm going to have somebody reach out to you here shortly.
Yeah, awesome.
If you just do me a favor just because of all the whole conversation,
if you just mind just putting that down
so I have a cheat of it, we'll do that all right now.
Yeah, I'm going to have a pencil printed out
and email it over to you.
Okay, awesome, man.
I appreciate it.
I appreciate you making it work.
Yeah, man.
Thank you, buddy.
Hey, thank you.
Bye.
Yes, sir.
Bye-bye.
Okay.
Honestly, respect game, I appreciate you guys.
I really do appreciate you guys.
I know I make jokes all the time.
I try to be funny and some people don't like the funny.
Honestly, it's who I am.
Like if you guys have met me in the real world
and like talks to me for more than five minutes,
you'll see this is exactly who I am.
Genuinely, like from the bottom of my heart,
like the success we have, everything we do
is cheesy as it sounds.
I wouldn't be without you guys.
You guys have support.
I see it in the comments.
I see it in the video.
You guys are just like half of you are probably working
and the other half are like, you could be seeing your family.
Like your kid is probably like right over there,
like making his third steps.
And you're like, you know what?
That guy is funny on the screen.
About this episode
Tommy spends the episode calling multiple Hyundai dealerships about a Palisade Hybrid Calligraphy in creamy white pearl with brown interior, trying to lock in a deal before the vehicle arrives. He pushes for $3,000 off plus rebates, while several stores explain their inventory timing, no-deposit policies, or added protection packages. The biggest negotiation centers on a dealership trying to bundle $3,998 in add-ons, leading to a long back-and-forth about markup, rebates, and whether the math on dealer losses really adds up.
I'm negotiating a 2026 Hyundai Palisade Hybrid Calligraphy live for a client in Texas but there's one problem: the dealer refuses to budge unless I agree to a $4,000 protection package I never asked for. Watch as a sales manager argues with me for 30 minutes trying to justify why I can't get a discount without keeping their add-ons. The GM overrules him and approves the deal anyway with $3,000 off and zero package.
