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Greedy Dealer MARKS UP My Money Factor Then ADMITS It on Camera?!
Greedy Dealer MARKS UP My Money Factor Then ADMITS It on Camera?!
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About this episode
A negotiator named Tommy calls multiple Mercedes dealerships to lease a 2026 GLE 450, pushing for a strong discount and—most importantly—no money-factor markup. The calls turn into a live, chaotic negotiation: agents argue about “buying in the wrong month,” disconnects happen, and one manager finally admits the money factor is marked up (buy rate vs sell rate). Tommy compares offers from different stores, calls out add-on games, and tries to land a payment target around the low $1,100s. The episode mixes real deal math with dealership tactics and transparency debates.
Topics:
lease negotiation
money factor markup
buy rate vs sell rate
dealer discounts vs msrp
avoiding dealer add-ons
phone negotiation tactics
dealership transparency
comparing competing offers
negotiation strategy and scripts
In this video, I negotiate a lease deal for a client. I teach you why it is important to ask about the money factor - this lease payment was NOT what it was supposed to be.
I negotiate car deals and often do it daily on my live streams. You definitely don't want to miss the action.
Filter:
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Technical
Too Afraid to Ask
Car
Gle 450
"Enough yapping, let's get to it. A GLE 450 AMG, and it's like an $85,000 MSRP. It's so craz..."
Car
Mercedes-Benz GLE
"Perfect. And this is actually one of our nicest GLEs we've got. I remember when this one came in."
Car
Dodge Neon
"...lly the most fun I've ever had was my 1998 Dodge Neon. Back when I was 18 years old."
Select text to request an explanation
So you're saying 11% is what you're looking for,
which that's like a December price, if at all.
Sorry, you're buying in the wrong month right now.
Oh, okay.
Got it.
So you're saying I shouldn't buy a car in March.
That's not even true.
This is a great season.
Sure, I mean, that's fine.
But I mean, and your manager can call me too
if he doesn't trust you.
I'm more than willing to speak on your behalf.
People are gonna watch,
okay, we're gonna go to shooting car deals.
Enough yapping, let's get to it.
A GLE 450 AMG, and it's like an $85,000 MSRP.
It's so crazy being like doing this right now
where I can't see anybody.
I might not even be live.
And I have chat pulled up at all.
Anything I can.
I do feel like I'm just streaming to myself.
We are trying to lease this car.
I'm gonna go for 12% off, cause why not?
Anything you can do, I can do better.
And do better, please.
Turn on the car.
Hello.
Hello.
Hola.
Hello.
Hello.
Hello.
Yes.
Can you hear me?
Hello.
Hello.
Can you hear me?
Can you hear me?
We're off to a good start.
Hey, awesome, sorry, we were talking back and forth.
You couldn't hear me.
I just wanna talk to new car sales.
New car sales, okay, I'll transfer you over
to the salesman.
Thank you so much.
No problem.
Hi, how are you, this is Grant.
Hi, Grant.
I was just seeing if you guys have a car available.
Oh, awesome, what car are you looking for?
I have a stock number of that helps.
Oh yeah, I'm walking back to my desk right now.
Sure, take your time, I got nowhere to be.
Hey, awesome.
Okay, let me just sign in real quick
and I'll check on that for you.
Okay, I am logged in here.
B is in Ben's 602332.
Okay, let's, the 2026 GLE450.
That's it.
Let's see, I'm checking in both of my databases
just to make sure yes, that car is available right now.
Awesome, love it, want more of it.
Well, hey, you know what, I already driven one.
No, I want one, want more of it, really?
I'm just trying to get a great price.
Get a great price, I'll come by.
Hey, I get you, man.
I get you 100% on that one.
Okay, perfect, so let me go ahead
and throw this car into the system.
And I didn't catch your name earlier.
My name's Tommy.
Tommy, what's good last name for you?
Makula.
And could you give me the spelling on that?
Yeah, M-I-K-U-L-A.
Perfect.
And this is actually one of our nicest GLEs we've got.
I remember when this one came in.
I'm glad, I only have good taste.
Okay, well it looks like it from what I'm seeing here.
I remember this car, I actually was the one
that built this one.
That's impressive, dude.
I didn't know you built the car.
I know, you know, I'm engineering A to Z, man.
I go to the factory once a week.
I know this one ended up being an order
for a client of mine, but he ended up moving to Minnesota
and they didn't need a car anymore.
He's a really old guy.
Okay.
But this one was an awesome build.
So you're selling, I have old taste.
No, you have good, sophisticated taste.
This is one of my favorite clients.
Got it, okay, cool.
Yeah, that's exactly what I want.
Let's rock and roll, give me a great deal.
Okay, yeah, you already know the game.
You know the best thing to do on a lease,
just put your taxes down, nothing more.
Yeah, but you need 15,000 miles.
15K miles?
Gotcha.
Okay, perfect.
Let me connect with my manager on this
and go ahead and put a price together for you.
I'll call you back shortly.
Sounds good, I'll be here.
Absolutely, thank you, Tommy.
Bye-bye.
Bye.
We make one phone call.
What do you guys think of that person?
I don't have a chat today.
Nice job.
Thank you for calling me.
This is Dominique.
And who do I have the pleasure of speaking with?
Dominique, my name's Tommy.
It's so nice to meet you.
Hi, Tommy.
Hey, I just wanted to see if you guys
have a new car available.
Are you part of New Car Sales?
I am.
Love it.
Great.
What are we looking for?
I have a stock number, if that helps.
All right, what's the stock number?
Stock number, T is in Tom, B is in Brady.
533-934.
Let's see, that is showing available.
Bada boom, bada bing, I love it.
Hey, okay, well, hey, I'm gonna make your life super easy.
I've driven it, ready to know I want it,
want more of it, just trying to get a great price.
Get a great price, I'll come by it tonight.
All right, well, what time can you be here?
The second we get to that great price,
I will drive on over.
Well, here would be my suggestion,
and I always say this, your presence is your power.
I don't get to decide your pricing, but I do know this.
They do work a little bit harder when you're here.
But let me ask you this,
what is it that you're trying to get to?
You know, I'd love to be at 11% off MSRP,
but I will say, you are right,
I am asking of you of something and what you're giving me
and what I'm giving you is buying a car, right?
I'm asking for a discount, if you say yes, I buy car.
I hear you, but again, you're asking for a discount
and we're asking you to come see us,
which I don't think is too crazy,
but so you're saying 11% is what you're looking for,
which that's like a December price, if at all.
I'll definitely see what I can do to get,
you know, get as close to it as possible.
I'm sure you've done some shopping.
Funny enough, you're my second call.
I was hoping to have as many two calls, that was my goal.
I said, you're my second call.
Okay.
I don't like all the back and forth
and all the craziness.
I don't like that your presence is power.
I feel like the power is in your hands when I'm there
because I can't shop, I can't do anything.
I'm kind of stuck there.
I've spent all that time, it's lost time fallacy.
I'm ready to buy, I know I want it.
I got a credit card somewhere.
Okay, would you mind holding for me
for just a quick second?
Of course, I got all the time in the world.
All right.
One of the things that I hate that dealerships do
is when they say your presence is power
because the only power that gives is the dealership.
We are proud to be a part of Auto Nation.
And generally rule of thumb is that a dealership
that says that the won't keep pricing over the phone
probably is going to overcharge you.
All right, I'll take and see what I can do for you
and I'll give you a call back, okay?
That's great.
Wendy, when no one should I expect a phone call?
Probably about the next 15, 20 minutes.
15, 20 minutes, let me clear my calendar.
Calendar cleared for you, Dominique, I gotcha.
All right, I'll be in touch shortly.
Okay, I'll see you in 15 or 20 minutes.
All right, sounds good.
Okay, bye.
All right.
General rule of thumb, if you're a car salesman
or saleswoman, you shouldn't tell anybody
that I'm buying in the wrong month, that's insane.
Sorry, you're buying in the wrong month right now.
Oh, okay, got it.
So you're saying I shouldn't buy a car in December
or in March, that's not even true, this is a great season.
The reason why it's not a great season, fun fact
is that it's tax season, so a lot of people are buying cars
because they're getting tax return money back
and a lot of people are worried about getting approved
because they're getting tax money back.
If you guys don't know who I am, hi, my name's Tommy,
I'm by myself, I negotiate car deals for a living.
My goal is to save you time, energy and anxiety.
I charge a 5,000 bucks, I handle everything for you,
the price of the car, the trade, the add-ons,
the accessories, the shipping.
If you wanna learn more, link is in my profile page.
If you're like, hey Tommy, I wanna do this on my own,
guess what, you absolutely can.
We just released this new free car buying checklist
that's on my website.
You can go check it out, it should be working today,
I know 1,000 people tried to download it yesterday
and it was broken.
Yesterday was super broken, but today I think it's better
because I fixed it.
Let's keep on calling.
Thank you for calling Mercedes-Benz.
I gotta stop singing.
How may we help you today?
Buy new car.
Service, car, code.
Look at that prompt.
Thank you for calling Mercedes-Benz
of course, stand about speaking.
How may I direct your call today?
Can I speak to buy new cars?
That would be with our sales department.
You were looking at buying a new car?
Yes.
Let me find a sales person available for you.
Thank you.
What's my favorite thing?
To go from the AI receptionist to the actual receptionist,
they're really investing their money in AI.
I'll call back.
Don't worry, I'll call.
Wait, now they're calling me back, maybe.
Hi, this is Annabelle with Mercedes-Benz of C***.
I'm so sorry, but we got disconnected.
I have a sales person on the other line for you.
That would be great.
Thank you so much.
Thank you for calling Mercedes-Benz of C***.
This is Ajane.
How may I help you today?
Hey, I just wanna see if you guys have a car available.
Was it a new or a new?
It's brand new.
Do you have a stock number for me?
It's T as in Tom, B as in Brady.
610-691.
This is our selling night gray
with Katalana Bay's interior GLE 450.
That's the exact one.
Okay, give me one second and then my inventory.
All right, I do see on my listed inventory
is showing that it is available.
Let me double check the key machine
and just make sure it's physically here.
Put me on hold, I'm ready for it.
All right, yes, it does look like this vehicle
is currently on our lot.
Did you have some time when you were looking to stop by?
How in the world did you go to the key machine that fast?
Oh, it's the key machine right in front of my office.
Oh, wow, that is the craziest thing
I've ever seen in my entire life.
Well, you know what?
I'm gonna make your life so easy.
I've driven it.
I already know I want it.
I love it.
I'm a Mercedes guy, I'm not a BMW guy.
This is what I wanna do.
I just wanna buy it.
But I just need some great pricing.
You send me that over, I'll look it over,
I'll sign the dotted line and buy the car.
But a boom, but a bing.
I'm easy.
Your excitement is so high.
It's just through the roof.
I don't know.
Somebody wants to buy a car, oh no, hang up.
Hello Tommy, this is AJ from Mercedes.
I think we got disconnected there.
Yeah, I don't know what's happened to your phones today.
That's the second time it's disconnected on me.
Really?
Yeah, it's crazy.
Well, you're having a rainstorm.
Oh, yeah, the rain really messes with the phones, I agree.
Oh yeah, so as I said, I'm ready to buy it.
Really just trying to get some great pricing.
Okay, well let me go ahead and add your information
in the system.
You said your first name is Tommy.
Tommy.
And the last name?
Makula, M-I-K-U-L-A.
And what's good email for you, Tommy?
I don't use email.
I think it's the devil's work, personally.
All right, well I'll go.
Don't say it happened again.
It does look like you were possibly already in the system.
Let me see.
Probably, I buy a lot of cars.
I'm a car buyer.
Like I buy lots of them.
I like them.
They're fun.
How many cars in your lifetime would you say you've owned?
Oh my gosh, more than I can count
on all the hands that I can see.
Okay, so at least 10.
At least 10.
But less than a million.
Out of all 10 cars.
But less than a million cars.
Which one would you like to enjoy?
Okay, okay.
Ooh, my favorite car I've ever bought.
I mean, truthfully, truthfully the most fun I've ever had
was my 1998 Dodge Neon.
Back when I was 18 years old.
That thing, ooh, in high school I was so cool with that car.
Oh, that was the coolest car.
Little five-speed.
I did look it up.
I do like how this car looks.
Oh, to be fair, it's absurd.
No, you don't.
But that's fine, but it was a fun car.
I was free, so I didn't really care.
Well, it kind of reminds me of the front headlights.
They kind of remind me of a punch buggy.
You know what?
That's exactly how it feels.
And then they changed it later to give a faster motor
in the SRT4, and it wasn't as cool.
I mean, it was cooler.
Actually, everybody wanted the cooler motor.
I just couldn't afford it
because I got the car for free.
But now I'm in a world where I can buy a Mercedes-Benz.
Look at this.
All right, Tommy, so I have your information in here.
Let me go ahead and get with my managers
and then I'll text some numbers over to you
and we can just go from there.
Sounds great.
You're awesome.
All right, we'll talk soon.
Thanks, Tommy.
No problem, bye.
But if you're here, like, follow, subscribe, right?
Let's keep on calling.
Hello, this is Nathan Mercedewin.
Who does this picture with?
My name's Tommy.
Hey, Tommy.
How's it going?
It's going well, be yourself.
Yeah, it's great, it's great.
Oh, awesome.
I was just seeing if you guys have a car available.
Yes.
I have a stock number if that helps.
What's the stock number?
Stock number T is in Tom, B is in Brady, 601847.
It is available.
Bada boom, bada bing.
Secondly, I will come in the second.
We agree to numbers.
Perfect.
All right, let's see.
And what's your expectation on the numbers?
Great numbers, best numbers.
We will do that.
The thing is, we are like a middle child
between Houston and Lafayette.
So whatever you told us to do,
we're probably going to be very close.
Oh, okay, cool.
I didn't know what, I guess I can call Lafayette.
I didn't think about doing that.
So throw me a number.
12% off.
What number would you say, 12?
12% off.
All right.
Okay.
Hello?
No, you cannot exist.
I hear you.
I mean, I hear something in the background.
I mean, I'll just wait here.
I got nowhere to be.
This is entertaining to me.
I got to read a book though.
No organization can succeed without a great workforce.
Well, Disney Company employees are 150,000 people online.
We're working under it.
I'm still here.
I just went to read.
I don't know what's going on there.
Great question.
You just disappeared and I just picked up my Disney book.
Okay.
Hey, real quick, I do really need an ID
just to vote trust between me and the manager.
So that's all I need.
To send over the ID,
I'll look at the correct number for you.
I'm confused and why you don't have trust
with your manager.
Are you not employed at your dealership?
Oh no, no, no, no, no.
You shouldn't say that.
It's all right.
I mean, here's the thing.
An ID wouldn't hurt.
I mean, you can search me up online too.
I'm like right on our page though.
If you need anything.
You know, I watch, have you guys,
have you seen the scammer payback guy?
They do the same thing
and they're like the guys that scam
all the old people with money.
You can look me up online.
You can find me.
It's a Windows.
I understand.
Let me get the pencil for you and we'll go there.
Can I go there?
Sure.
I mean, that's fine.
But I mean, and your manager can call me too.
If he doesn't trust you,
I'm more than willing to speak on your behalf.
I'm sorry.
All right, I'm sorry.
Let me just go ahead and get this.
No, I apologize.
I'm just saying like it's your,
like you said, you don't have trust with your manager.
I don't know what I'm saying.
I'm just trying to build trust
between the customer and the manager.
So it's better for me to get a great pricing
for you at that point, you know?
Say pineapple if you're in danger.
Okay.
I'll call you back in a bit, all right?
I'll get all the numbers put together.
I'll get them back with you, okay?
Okay, no pineapple.
I don't know if I've ever had somebody so scared
to talk to me on the phone.
He seemed so scared of me
as if I was going to bite him.
But I can read it.
I can act like I'm talking.
Thank you for calling.
I can sound more clueless.
You guys think that'll help?
I'll try.
If you have questions about a vehicle
you have already purchased.
I'll try to sound more clueless.
For new car sales, press two for use.
I've never bought a car before.
I've never bought a car before.
I've never bought a car before.
I've never bought a car before.
Thank you for calling.
This is Oscar.
How may I assist you?
Hello, Oscar.
I was just looking on your website
and I saw a car I liked
and I was hoping just to see if it's on the lot.
Is it a new vehicle or a pre-owned vehicle?
It says new on the website.
Would you happen to have the stock number?
Ooh, stock number.
Where would I find it?
Right here on the details of the last order,
the VIN number will work as well.
Ooh, I do have the VIN.
That is a nine, six, seven, six.
Got it.
Hold on for a second.
Yeah, that's a GLE 450, right?
Black with base interior.
The 4Matic SUV, yeah.
The GLE 450, correct.
So yeah, the vehicle is available.
Let me see where exactly it's located.
So let's see, 96.
It's pretty on the website, wow.
It is a beautiful car.
You don't get to see a lot of them
with that particular interior,
actually an exclusive interior.
Holy moly, that's pretty.
Yeah.
I got a question for you.
You know, I don't always look at all these pictures,
but I'm looking at this one.
I don't know if you saw like the sunroof.
I think it's a sunroof.
It's a big thing on the ceiling.
The cover for that.
I don't know how else to describe it,
but it looks like it's damaged
and there were feet up there.
I want you to go look at the pictures with me.
Call me insane.
I'm getting old,
but I'm literally looking at this giant white,
I mean, when I tell you,
there's a giant white spot all over it.
And then I see like a footprint and a hint.
Please, please don't emphasis.
I wish I was trolling, guys.
When I tell you there is a giant white spot,
what looks like a hand print and a footprint on the sun.
I was just trolling looking through the website.
Like, look, this giant white spot.
There's like a footprint right here.
And then there's a hand print right here.
It's actually a reflection of the sun, sir.
Oh, okay.
I see, you can tell me.
Can you hear me?
I was, I thought somebody had some extra,
I'm here.
Can you hear me?
Sorry, I had the phone on mute.
Okay, you're saying it's the sun.
It's a reflection of the sun.
Wow.
Crazy.
I thought somebody had some extra curricula.
No, no, no.
There is no way to actually get to your feet
all the way over there.
So, no, I don't know.
I see a footprint,
but I'm gonna just assume that it's just a cloud, I guess.
So let me find out exactly where it is.
And I'll let you know.
Is this the best number to reach you?
This is the best number to reach.
I wanna put my hands on it before I do anything.
Yeah, but don't put your feet on it, please.
Hey, do you know what?
This is the best call I had in a while.
You know what?
I appreciate it.
If you give me a best sale you had in a while, too,
if you get me a good deal, right?
Yeah, a good deal.
There you go.
I'll call you back in a second.
Okay, sounds good.
Okay, bye-bye.
He was a nice guy.
I'm telling you guys.
You're right, it's probably a sun reflection,
but it didn't look like that to start.
Let's just say that.
Yeah, I'm gonna keep playing.
I just wanna let you know we do have promotional rates.
Nah, I said nah.
I haven't got a single call back.
I got a single call back.
Ooh, Sonic.
Thank you for calling.
Mercedes-Benz of...
They're on Play-Dome again.
Mercedes-Benz of...
This is John, how can I help you?
Hello, John.
I was just seeing if you guys have a car
that I see on your website available for sale.
What vehicle is it, sir?
Great question.
It is a GLE New 2026 Formatic 450.
50, do you have any more information than that?
The stock number, yeah, I've got a whole bunch of GLE 450.
Okay, stock number, I can find that.
Don't worry, I can see an engine.
Oh, stock number, I got it.
I got it, I found it.
Well, I love your energy, man.
Thank you, I appreciate it.
I've been working hard on it all year.
Stock number T is in Tom, B is in Brady.
6-0-5, 3-5-8.
What's your name, by the way?
My name's Tommy.
Tommy, nice to meet you.
My name is John.
I'm the new car manager.
Oh my God, so nice to meet you, John.
I heard talking to the manager
is the best person to talk to.
Hey, I like to take care of customers all throughout the bath.
So this is a Black Black GLE 450.
Yeah, it shows it's here, buddy.
Do you want to come and take a look at it today?
You know, I've already driven one.
I already love it.
I'm really just doing the price stuff
and figuring out the price.
So if I find the price I like, I'll come by it.
Okay, that's where we're at, gotcha.
Where are you coming from, where do you live?
I live in Houston.
Okay.
But the deal is it's on here.
It's all the way from Houston.
They're meaners.
They're mean?
That's not what I heard.
You know what happened is,
everybody, you said you like my energy.
They were like, I don't like your energy.
It's great. Really?
I don't like me.
I have one person that doesn't like me.
Oh, that's not nice.
So that I can get you the best price.
We got some different incentives and stuff.
Who do you work for?
I work for myself.
I'm self-employed.
Oh, okay. What do you do?
I'm a consultant.
So basically I just give people advice on big decisions.
Oh, you know, that's the fun job.
It's fun.
It's good.
Do you have a price in mind
that you're trying to get to, Tommy?
Yeah, yeah.
You know, I did some research.
I went online.
I found that like, what's his name?
Ben's and TieGuy, the dude that,
I looked at his dealership.
He was doing like an 8% off without even talking.
I was like, I probably can do better around here.
So that's where I went, right?
Okay.
I bet people didn't like the 8%, huh?
No, I mean, I wasn't a big fan of 8%.
No, I thought I could do a little bit better than that locally.
I just...
Okay. Well, yeah.
8% is quite a bit on a Mercedes, that's for sure.
So, but will you be willing to finance it with Mercedes?
Cause we do have different incentives
if you do that as well.
You know, I was looking to lease.
How long of a lease do you want?
What do you want, Tommy?
36, $15,000 a year.
Any money down or just first one payment?
Um, you know, just minimum inceptions would be great.
What was that? I'm sorry?
Just the minimum inceptions.
Okay. Okay. So first one payment then.
Yeah. I'm so sorry.
My fiance came in, I think,
brought me just one singular dumpling.
I don't know, but she didn't want to come to my office
because she thought I was on a work call.
So he literally put a dumpling on my floor.
Hopefully it's not a stupid dumpling.
I have so many questions.
It's just a normal steam dumpling.
But it's just one singular dumpling.
Okay. All right.
Well, let me put you,
let me, I'm going to put the whole price put together for you, Tommy.
And it's going to take me probably 10, 15 minutes
because I'm selling a few cars right now,
but I'll get it for you.
And then I can give you a call back with it.
Tommy, what's your last name?
I have a Makula, M-I-K-U-L-A.
Oh, well, slow down. What was that?
M-M-M-I-K-U-L-A.
Uh-huh. U-L-A.
Sorry, I got something to do about the dumpling situation.
No, no, you're good. You're good.
Okay. All right.
Let me put together a quote for you, Tommy.
I'll call you back here in about 10, 15 minutes.
Okay. Sounds good.
Okay. Thanks. Bye.
It was a great dumpling.
I'm confused why she just brought me one singular dumpling.
Guys, it's a big deal.
We're getting a call from AJ. AJ.
Everybody calm down. Everybody calm down.
It's cool. It's cool. It's cool.
Keep it cool.
This is Tommy.
Hello, Tommy. This is AJ from Mercedes.
How are you?
You know what? I've been waiting for your phone call.
Yes. I was calling you back.
I decided to get some numbers.
I'm excited, AJ. I'm so excited to see them.
All right. So let's talk numbers.
Let me let you know that we are very straightforward
when it comes to our pricing.
You let me know that you've already looked at this vehicle.
You like this vehicle.
You seem like as long as we can meet a number
and we're agreed upon numbers,
then you're ready to move forward.
So we're not going to BS around.
I have my manager give me the best offer up front.
We also do not charge dealer add-ons on this store.
So it will be sale price plus TTNL.
So original MSRP, yeah.
On this GLE 450 started at $83.915.
We went all the way in to 10% off of this vehicle.
So that's $8,392.
Now, if you pay cash, including TTNL,
total price would be $80,824.92.
That's if you did cash.
Now, if we go over to the leasing side,
total would be $75,523.
If you did 36 months, 15,000 miles
with just first payment due,
that'll be $1,313.37.
But if you did want to include TTNL,
that's going to be $5,942.
And that also includes first month payment
that drops you down to $1,165.60.
Wow, that payments way higher than I thought it would be.
Is that with base money factor?
Yes.
So there's no markup on the money factor?
As far as I'm aware, no, sir.
Where were you trying to be monthly?
I was hoping to be closer to about $1,100, $1,200 number,
really like $1,150 with just first payment.
It just seems like the rate is marked up.
I don't know why.
$1,150 to $1,200 with first month's payment, okay.
Which on my paper that's showing 36 months,
you're at $1,313.
So we are quite a ways away.
Do you have more money to put down
outside of first month's payment?
No, I mean, I could put down all the money,
but I'm just doing the money factor.
That doesn't, that just doesn't seem like
that's base money.
Do you know what the rate they're using?
I do not.
It doesn't show me on here.
I do have the residual, but I don't have the rate.
I appreciate the discount.
Discount's strong.
I love it.
I appreciate that.
Yeah, of course.
The trade is coming down.
Can you figure out what the money factor they're using is?
I just want to make sure that are these Mercedes-Benz?
Yeah, of course.
So I just want to make sure.
I can go get that from my manager.
Tommy, I do see that he currently has
two other salespeople in front of him.
Give me about five to 10 minutes
and then I'll give you a call back.
Okay, sounds good.
Two months, I mean.
All right, thank you.
Bye.
Thank you, bye.
I'll call this other guy back.
We're getting phone calls back now.
We're getting phone calls back.
Tommy, how are you?
Hi, I'm doing well.
How are you?
I'm doing well.
I've got some good news for you.
I was able to get a pretty nice deal on this 450
done with my manager, Tony.
You know what?
Tony, Tom, this is gonna be great.
I can't wait to see it.
Don't worry.
My general manager's name is Tom.
So we've got Tom, Tony, and Tommy now.
Goodness, I gotta take a step one second.
Wow.
Wow, wow.
Tom, this is, I have to buy a car.
I can't even, whatever.
You're kind of honest with this point.
Tom, Tony, Tommy, you know, it's,
what was your name again?
I'm sorry.
Grant.
It's Grant, I'm, too.
What are we doing?
When you hear the gang will be all together.
It'll be perfect.
Okay, what do you got for me, Grant?
Give me the good news.
So I got you for the lease.
We actually have inset of money for Mercedes Benz,
so we combined that with a discount.
Down it'd be your total drive off of 6,333,
which is taxes plus first payment,
and that leaves you with a payment every month of 1333.
So the MSRP on this one is 82,295.
Combining the Mercedes rebate with the dealer discount
we're giving you, it's 4,500 off MSRP.
But so it's $4,500 off total,
is what you guys are doing with the inset of money?
Yes.
Okay, and how much is the inset of money?
2,000.
You guys are giving me a $2,500 discount.
And do you guys have any add-ons or anything crazy?
No, we do no add-ons for no add-endems.
If you do want some after-markets,
window 10 or product and protections like that,
it's all up to you.
We will not install anything that you don't want.
I appreciate that.
I just got a call from AJ,
and she gave me 10% off from Lake.
She didn't even think about it.
10%, okay.
Do you know which model they were on there?
A GLE 450 with an MSRP of $83,915,
and the payment was with that same tax total license
down that you just gave me, it was $11.65 a month.
$11.65, I'm making some notes here
to take back from Andrew Tony.
Okay, writing that down real quick.
I'm just making notes to my system.
Just, you know, hey, I'm going to Bathory, brother,
I'm gonna take area.
Yeah, you're good, go to Bath.
I'm not much of a baseball player,
but I think that's a good thing.
I bet I can guess what number you're thinking
of you guys, think of numbers in 1,100.
Don't tell me, give me a number 1,100.
I'm really good at this.
I can ask you three questions.
Okay, I get it.
I'll get it.
But you have to be honest, okay?
I'm gonna go 100.
I got you.
I'm gonna ask you three questions.
By the third question, I bet you all get it.
Perfect, let's do it.
Okay, what is your favorite color?
Red.
Red, okay.
What's your dream car?
Oh, it's a Mercedes SLR McLaren.
That was awesome.
And third, what number are you thinking?
Well, I can't tell you the number I'm thinking,
then you'll win the game.
You have to be honest.
There's the rule.
Right.
What number are you thinking?
26.
26 is the number you're thinking.
Tell me I'm right or tell me I'm right.
100%, that's what I told you.
Bullets, I never lose that game.
Oh, gosh, I'm good at it.
I'm gonna work with Tony to see if I can get you close.
That I do know that this is our last GLE 450
that's got all the options on it.
But I'm gonna work to get to do the best deal that I can.
I know this is a car for you, brother.
I appreciate it, man.
Maybe you'd have your manager do the same trick with him.
And when you win, then he has to give you the deal I want.
Right, because then he'll owe me one.
That's what it takes to be a champion.
That's what I'm gonna do.
I'm telling you, you win the games.
And everybody will play you
because 100% chance there's no way you're gonna get it.
But then he's tricking with that final question.
Yeah, honestly, I'm gonna hit him with that right now
and we'll see what we have to success right here.
It's called Street Smart.
Okay, perfect.
Well, let me go ahead and get with Tony real quick
to see if I can iron this out
before we close up shop today.
Okay, sounds good.
All right, I appreciate you, Tommy.
Thank you.
Thank you, bye.
Bye.
Hey, did you guys know that number guessing game?
Guaranteed to win.
This dealership is how this one for.
I'm gonna try to use that budge.
Well, do that.
Okay, let's call this dealership.
Welcome to the Mercedes Benz of.
How may we direct your call today?
Retail and car sales.
You may also continue to hold for the next available.
Welcome to the Mercedes Benz
of. Retail, abort.
Please continue to hold
and the next available parts specialist
will be with you in a minute.
Thank you for calling Mercedes Benz.
I got an answer, so I'm going back.
This is Tommy.
Tommy, this is Grant.
How are you?
Grant, did you do the trick?
So a manager can be done with his meeting
in about two minutes
and here's what I'm gonna do.
I'm gonna go into him
and I'm gonna tell him like, hey,
if I can guess this number,
you gotta give me the payment I'm looking for.
If I can get that payment for you,
imagine, do we have a deal right there?
Well, what payment are you trying to get you?
You said 1165, a clue.
That's what you did, yeah.
Yeah, if I can beat that payment,
will we be in your good graces and have a deal?
If you can get to 1100 bucks a month, we're talking.
1100 bucks.
AJ is calling me right now.
What do I do with AJ?
I'll put her on the back burner.
I'm your guy.
Okay, I'll tell AJ that she's on the back burner, okay?
I appreciate your brother.
I'll be back with you soon.
All right, bye.
Hi, AJ.
Hey, Tommy, how are you?
Hey, I'm doing well.
There's a mean guy that the grant I just talked to,
he said to put you on the back burner.
He said, ignore AJ, you don't gotta talk to her.
Put her on the back burner.
I was like, I don't know if I could do that.
But aren't you enjoying dealing with me?
That thing I was really straight forward with you.
They're a Tom, Tony and Grant group
and they were saying, but I was like,
you know, I don't know, Grant, that's not what I do to AJ.
So I called AJ and that's why I answered.
I hung up on him.
See, I appreciate that, Tommy.
I think we've already built good and poor.
That's what my mom said.
Well, actually my mom never said that.
That was a joke that didn't work out.
Sorry.
Anyway, what do you got from me, AJ?
I'll shut up.
All right, so I did speak with my manager
and he did let me know that the money factor
was marked up 40 points.
So I'm gonna give you the buy rate
and then I'll tell you what our sell rate is.
So the buy rate is 0.00211
and our sell rate is 0.00251.
Now I did ask him, is this the absolute best you can do?
He said, yes, I was very aggressive with my 10% off.
So again, that puts you at a price total of 75.523.
And if you do the 36 months with first month down,
that's $1,313.37.
Wait, the payments are the same though.
Oh, you're saying you're still marking up the pay rate?
Correct.
Well, now I don't know.
Grant told me he wasn't gonna mark up the rate on me.
Did he, but do you believe him?
Do you know they have a deal at all?
He said I gotta go talk to the man
and I said, okay, I'll talk to the man.
And then you called and I said, what do I do with AJ?
He said, put her on the back burner.
I said, I can't do that, AJ's nice.
Well, guess what Tommy, at least right now
you have my upfront offers.
I am never opposed to somebody trying to see
what they can get for their best buy.
So I completely respect you wanting to talk
to other stores as well.
So what I will say is talk to the other store,
see what they offer you.
If it's better than mine, I completely understand
while you'll give them your business,
but if not, I hope you'll give it to me.
Well, AJ, what I'll tell you,
if anybody beats you by a dollar, I wouldn't do that.
So they'd have to beat it strangely
because you were up front right off the gate, you were nice.
But hopefully maybe you can talk to your manager
down a little bit so you can stop marking up the rate.
Yeah, of course.
I mean, right now we're sitting at that 13,
but let's say that you talk to the other store,
they tell you, look, we're willing to sell it
and you'll be at 12 a month.
I will go back to my manager and see if he's willing
to get you even lower than that 12,
but right now this is the best offer we have on the table.
No worries.
Yeah, I'll let you know, I promise.
All right, thanks, Tommy.
Take care.
Thank you, AJ.
Bye.
Bye.
Boom, boom, boom, boom, boom, boom, boom, boom, boom.
Here's the call, one second.
Hey, Tommy.
Hi, how's it going?
Hey, good.
So I got a question, first of all.
So are you the Tommy that does ourselves on social media?
You mean the famous Tommy from Delivered?
Is that who you are?
Maybe.
Does that help me or hurt me?
Actually, before I answer that question, does it help or hurt?
I don't care one way or another.
I just want to know, are we doing a real car deal
or am I busy?
No, this is a real car deal, yeah, yeah, yeah.
You got like 6,000 people watching you.
But yeah, this is real for a client in Houston.
Fantastic.
Gotcha.
OK, so this is for another client then.
Yeah, yeah, yeah.
OK, OK, perfect.
OK, so I did, I went ahead and tried to make this easy for you.
I did the 8% off for you.
36 months, 15,000 miles, I would put you at 1387.
I have an offer in Houston for 1313 at 10% off.
So they're doing 10% off?
They're doing 10% off and they're marking up the rate, 40 basis points.
Yeah, they're doing the 40 basis points.
See, look at that.
You know, I believe it to be transparent with people.
I appreciate it.
I was going to call Ben's and Bowtie's,
but I decided not to do that.
They're at what payment?
They're at 1313 with first payment down
or 1165 with tax total license down.
Were they doing any dealer accessories?
No, but their MSRP was 83.915.
83.195, so they're more expensive.
83.915, and they give me 8,300 off.
Gotcha.
So they're doing 10% off.
Let me do the math.
OK, so while I'm working the subs,
I have a question.
So if I'm beating or doing this 10% off
because I'm on a cheaper car, then obviously my payment's
going to be cheaper.
Do I get to earn your business then?
Yeah, I like the cheaper payment.
That's the client wants a cheaper payment.
I didn't care about the 83.
So yeah, I mean, you can do 10% off and do buy rate,
then this is a done deal.
Boom.
Easy peasy.
Can't do buy rate.
I still got to make something for my finance department,
but I'll do something for you because everyone's
going to mark up the basis points.
How about 1249?
Your MSRP is 1249 a month.
Isn't your MSRP 79 grand?
No, 81.535.
81, OK, wrong website, one second.
Yeah, yeah, yeah, that's OK.
You want to, OK, got it, OK.
OK, so yours is 10% off.
You're 10% off, and what are you marking the rate up?
0.002.
0.002, OK, you're not doing 0.004.
0.002, sorry.
So I'm at a total 0.002.
Yeah, I knew you wouldn't.
You're not a 10.
OK, OK, OK.
The payment would make sense.
OK, cool.
I can send that over to my client.
I told him I'd get him buy rate, so that's close.
And it's close.
The MSRP lines up.
Can you send that to me so I can send it to him?
Yeah, that's fine.
Well, one second, sir, I was playing with something.
Can I be your Mercedes guy that you come to
when we just make things easy?
Dude, I like it.
I do 250 deals a month now, so.
I mean, I've seen that, so.
I'll do lots of deals together.
I'm a big fan.
Yeah, did you get my text in that?
Yep, you just said that live in front of 6,000 people.
Appreciate that.
Oh, sorry, my bad.
At that number, a completely different number.
Yep, yep.
Oh, my God, when I tell you, I don't have it.
Sorry, you're changing your phone number now, my bad.
No, it's fine.
This is what happens when you're live, so.
OK, yeah, yeah, just send me those numbers.
I'll send them to my client right now.
I'll text you right now.
OK, bye, buddy.
Bye, bye, bye.
Guys, I'll break your face.
He called me a gardening tool.
That's crazy.
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