How good relationships with a business can be a beautiful thing, PLUS what is happening with car affordability
About this episode
Navigating the modern car dealership doesn't have to be daunting. Host Lenny Terry Lawson shares insider secrets on how dealerships appraise trade-ins, highlighting a unique case of a family trading in four vehicles for two new Nissans. The discussion shifts to the rising cost of car ownership, comparing a 2016 Honda CR-V to its modern counterpart to explain why prices have jumped by over $11,000. From advanced safety tech to the gap between advertised prices and actual transaction costs, this guide helps buyers understand what they are actually paying for.
Email Lennie at [email protected]
connecting rod
"I guess they're all critical, but this is the piston and the connecting rod. I know sounds boring, doesn't it?"
A metal rod inside the engine that connects the piston (which moves up and down) to the crankshaft (which spins). It helps turn the engine's explosions into spinning power for the wheels.
A critical internal engine component that connects the piston to the crankshaft. It converts the linear, reciprocating motion of the piston into the rotational motion of the crankshaft to drive the wheels.
Nissan Pathfinder
"So they decided that they wanted a new Nissan Murano and a Nissan Pathfinder, both new."
A mid-sized family SUV from Nissan with three rows of seats. It used to be a rugged off-roader but is now designed to be a comfortable daily driver for families.
A mid-size SUV manufactured by Nissan, which transitioned from a rugged body-on-frame SUV in its early generations to a more family-oriented unibody crossover. The fifth-generation model (introduced for 2022) replaced the controversial CVT with a conventional 9-speed automatic transmission.
Nissan Murano
"So they decided that they wanted a new Nissan Murano and a Nissan Pathfinder, both new."
A stylish, comfortable five-seat SUV made by Nissan. It is designed more for smooth highway cruising and comfort than for off-road driving.
A mid-size two-row crossover SUV produced by Nissan, known for its avant-garde styling and comfortable, near-luxury cabin. It typically features Nissan's long-running VQ35DE 3.5-liter V6 engine paired with a continuously variable transmission (CVT).
frontline ready
"We determine what's it going to take to make this vehicle frontline ready. Is it going to be ever frontline ready for Gateway Ford?"
A car dealer term for a used car that has been fully cleaned, repaired, and inspected so it is ready to be parked out front and sold immediately.
A dealership industry term indicating that a used vehicle has completed all mechanical inspections, safety checks, detailing, and reconditioning. It is in peak cosmetic and mechanical condition, ready to be placed on the front row of the sales lot.
Honda Crv
"Well, let's see a 2016 Honda CRV. How's that for a segue? The CRV LX average transaction price in 2016 was $27,761."
A very popular, reliable family SUV made by Honda. It's known for being spacious, easy to drive, and holding its resale value well.
A highly popular compact crossover SUV manufactured by Honda since 1995. It is globally recognized for its practical packaging, excellent reliability, and car-like driving dynamics, utilizing a unibody chassis shared with the Civic. Note: The host mistakenly refers to the 1.5-liter turbocharged engine as a three-cylinder, but it is actually a four-cylinder.
average transaction price
"The CRV LX average transaction price in 2016 was $27,761. Do you think it's gone up?"
The actual average amount of money people end up paying for a specific car, including options and discounts, rather than the official sticker price on the window.
An automotive industry metric representing the actual average price consumers pay for a vehicle after accounting for dealer discounts, manufacturer incentives, and optional equipment. It differs from the manufacturer's suggested retail price (MSRP) by reflecting real-world market conditions.
body control module
"still that's awful, but that's because your key fob is communicating with your body control module in your vehicle, and when you push that start button, it wants to make sure that the right key is in the house"
The 'brain' of your car's cabin electronics. It controls everyday things like locking the doors, rolling down windows, turning on interior lights, and recognizing your key fob.
An electronic control unit (ECU) responsible for monitoring and controlling various electronic accessories in a vehicle's body. It manages functions like power windows, power mirrors, air conditioning, central locking, and security systems.
Toyota Corolla
"...o the price that got them in the door on a Toyota Corolla was $22,150, what did they end up spending on ave..."
The Toyota Corolla is a small, highly reliable car made by the Japanese company Toyota. It is designed to be an affordable, easy-to-drive vehicle for daily commuting and is famous for lasting a very long time with basic maintenance.
The Toyota Corolla is a globally renowned compact car celebrated for its efficiency, practicality, and exceptional resale value. As of 2026, it remains a benchmark for the compact segment, offering both traditional gasoline and highly efficient hybrid powertrains. It is frequently discussed in automotive finance conversations as the quintessential entry-point vehicle for budget-conscious buyers.
Toyota Camry
"...e $26,412, let's just go down this list, a Toyota Camry, they came in on a 29.3 offer, they left after sp..."
The Toyota Camry is a medium-sized four-door family car made by Toyota. It is larger and more spacious than the Corolla, and newer models use a hybrid system that combines a gasoline engine with an electric motor to save fuel.
The Toyota Camry is a midsize sedan that serves as a staple of family transportation, having transitioned to an exclusively hybrid lineup for its ninth generation. It offers a step up in passenger space, comfort, and power compared to the smaller Corolla. It is often highlighted in market discussions due to its strong sales volume and how dealership add-ons affect its final transaction price.
Chevrolet Equinox
"....3 offer, they left after spending $36,746, Chevy Equinox came in on a $28.8 offer, they left after spendin..."
The Chevrolet Equinox is a mid-sized, five-seat SUV made by the American brand Chevrolet. It offers a higher seating position and more cargo room than a standard sedan, making it popular for families.
The Chevrolet Equinox is a compact crossover SUV that represents one of Chevrolet's best-selling vehicles. Redesigned with a more rugged aesthetic and upgraded cabin technology, it is a key player in the highly competitive compact SUV market. It is often discussed in pricing analyses due to the significant gap between its entry-level base price and the fully optioned trim levels.
Toyota RAV4
"This is the worst, the Toyota RAV4, the best selling car in the United States, they came in on an offer of $31,910, they left spending $41,472."
A highly popular compact SUV made by Toyota. It is famous for being incredibly reliable, practical, and fuel-efficient, especially in its hybrid versions.
A compact crossover SUV produced by Toyota, widely credited with pioneering the modern crossover segment upon its debut in 1994. It is currently the best-selling non-pickup vehicle in the United States, celebrated for its efficiency, reliability, and diverse hybrid options.
subvented rates
"Now I'm not talking about, you know, the 0%, the 2.9, the 1.9, those are called subvented rates or subvened interest rates. They are subsidized by the manufacturer of the product."
Special, ultra-low interest rates on car loans (like 0% financing) that are paid for by the car company itself to convince you to buy a new car.
Promotional financing interest rates (such as 0% or 1.9% APR) that are subsidized or 'bought down' by a vehicle manufacturer. These rates are offered through the manufacturer's captive finance arm to incentivize new car sales.
captive finance companies
"They buy down the rates, not at your local bank, but with their captive finance companies like Ford Motor Credit for Ford, Toyota Motor Credit for Toyota, and so forth."
A bank or lending company owned directly by the car manufacturer (like Ford Credit). They exist solely to provide loans and leases to people buying that brand's cars.
Financial institutions that are wholly owned subsidiaries of a parent manufacturing company (e.g., Ford Motor Credit or Toyota Financial Services). Their primary purpose is to provide financing to dealership networks and retail customers to facilitate vehicle sales.
Ford Maverick
"It's called Slate, you may have seen it, but it looks like a Ford Maverick. It's just a little truck, but you can actually turn it into a little SUV."
A small, highly affordable pickup truck made by Ford. It is designed for people who want the utility of a truck bed but the easy driving and great gas mileage of a small SUV.
A compact unibody pickup truck introduced by Ford for the 2022 model year, sharing its platform with the Ford Escape and Bronco Sport. It revived the compact truck segment in America, offering an incredibly efficient hybrid powertrain as well as a traditional turbocharged engine.
Nissan Armada
"It took me probably 30 minutes to really understand the new Nissan Armada and setting up my wife's profile versus mine."
A massive, powerful V8 SUV made by Nissan. It is built like a truck, making it great for towing heavy trailers or carrying large families.
Nissan's flagship full-size SUV, featuring body-on-frame construction and a powerful V8 engine. It is closely related to the luxury Infiniti QX80 and the global Nissan Patrol, offering serious towing capacity and off-road capability.
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