The BMW 740i is a specific BMW luxury sedan model. Here, it’s important because the caller is shopping for a lease deal on that exact car, and the availability/pricing changes based on the trim and options.
“Demos” are cars the dealership uses for customers to test drive or for display. They can still be treated as new-ish inventory, but they change what’s available for a specific lease request.
A premium package is a bundle of nicer features you can add to a car. Here, it matters because the more specific the required package, the fewer cars are available to lease.
Driver assistance is technology that helps the car stay in its lane and manage speed, and can warn you about hazards. In this call, it’s treated like an option you have to have, which limits what’s available.
This is a BMW 7 Series, specifically the 740i. It’s the “740” version of BMW’s big luxury sedan, and the exact version matters because different versions can have different prices and deals.
“Mineral white” is the car’s paint color. Dealers often track exact color combinations because they affect whether the car you want can be found quickly.
“Mocha” is the interior color—what the seats and cabin look like. The exact interior color can affect whether the exact car configuration is available.
A lease deal is when you pay to drive a car for a few years instead of buying it outright. At the end, you usually give the car back, and your monthly cost is based on how much the car is expected to lose value.
Term
AR
“AR” here sounds like the dealer’s internal system for checking whether the exact car is available. It’s basically the step where they confirm the car can be found/allocated before making an offer.
Registering the vehicle means getting it legally set up in a specific state so you can drive it on public roads. The state you register in can change the taxes and fees you pay.
“Lease parameters” are the key settings that determine your lease deal. They include things like how long the lease lasts and how many miles you’re allowed to drive.
“Cash down” means the money you pay upfront when you start the lease. It can lower your monthly payment, depending on how the dealer structures the offer.
A “lease quote” is what the dealer estimates you’ll pay each month if you lease the car. Leasing is like renting it for a set time, and the quote depends on the car’s price and lease terms.
“Loyalty” is a discount program for people who already own the same brand of car. If you qualify, the dealer can offer you better pricing or lease terms.
Mileage allowance is the number of miles per year you’re allowed to drive under your lease terms. Drive more than that and you can get charged extra when the lease ends.
When you lease a car, the contract estimates what the car will be worth at the end. If that estimate is favorable, your monthly payment can drop because you’re paying less for depreciation. They’re saying the two lease deals have the same end value, so the payment gets better.
Carvana is a company that buys and sells used cars, mostly through an online process. If you sell to Carvana, you’re usually dealing with their offer and timeline rather than a typical local dealer.
Dealer contribution means the dealership has to chip in some money for the discount to apply. It can change the total amount you actually get off the car.
“Taxes and fees” are the extra costs you pay besides the car’s sticker price. They can include sales tax and registration-related charges, and they change what you owe upfront and what you finance.
“Zero down” means you don’t put money down at the start. You still pay taxes and fees up front, and the monthly payment is based on financing the remaining amount.
Term
do-it-signing
“Due at signing” (what the transcript calls “do-it-signing”) is the money you pay right when you sign. It’s usually taxes/fees and other charges, not the monthly payment.
“BMW Bankfee” refers to a fee charged through BMW’s financing channel (often tied to arranging the loan/lease). It’s a line item that can affect the upfront “due at signing” total, so it’s important to ask what it covers and whether it’s negotiable.
A “dock fee” is a dealer-added charge intended to cover costs of getting the vehicle from the port/rail yard to the dealership. It’s often a fixed amount and can vary by dealer, so it’s one of the line items you can ask about during negotiation.
A “luxury tax” is an extra tax that kicks in for expensive cars. If the car’s price is above a certain level, the state adds this charge, which makes the total deal cost higher.
“Dealer invoice” is the price the dealer pays the manufacturer for the car (before the dealer’s profit). Negotiators use it as a reference point because getting close to or below it can mean the dealer is earning little or no margin on the sale.
Leases are negotiated differently than buying because your payment depends on more than just the car price. You can negotiate by targeting the monthly payment, or by negotiating the total price—then checking the lease financing terms so you know what you’re really paying.
“Out-the-door” is the total price you’ll actually pay, not just the sticker price. With leases, you want to make sure the monthly payment isn’t being inflated by financing terms even if the final total looks okay.
A lease has a “financing cost” built into the monthly payment. The money factor is the way that cost is written for leases, usually as a tiny decimal, so it’s harder to compare to a normal interest rate.
A lease calculator is a website/app that estimates your monthly lease payment. If you enter the dealer’s numbers (especially the financing part), you can see whether their payment math makes sense.
A rebate is money the seller (usually the manufacturer) gives you back to help lower the car’s cost. It can make the deal cheaper even if the sticker price doesn’t change.
A Toyota Corolla is a regular, affordable car. They’re basically saying the deal they’re being offered costs so much that you could instead buy a cheaper car like a Corolla.
A driving assistance package is a set of safety/driver-help features. It can include things that help with braking, staying in lanes, or reducing driver workload.
“Tax title license” is the money that covers taxes plus the cost of registering the car and getting the title paperwork. It’s often added to the down payment.
Term
2095
“2095” doesn’t clearly map to a standard car term in this context. It sounds like the speaker was referring to a specific year or inventory type, but the exact reference is unclear from the audio text.
A “loaner deal” is when the dealer gives you a temporary replacement car. “Crazy” here means the terms or value are unusually good (or unusually expensive) compared to what you’d expect.
“M3 CS” is a special version of the BMW M3. It’s usually the more hardcore, track-oriented trim with extra performance and weight-saving changes compared to a regular M3.
The BMW M5 is a sporty, high-power version of a BMW 5 Series. “Turbo” means the engine uses forced air to make more power. People talk about it in negotiations because it’s expensive and the final cost can change a lot with options and financing.
They’re talking about a BMW M2 that uses a turbocharger. A turbo helps the engine make more power without needing a bigger engine, which is part of why these cars feel so quick.
The Ford F-150 is a big, popular pickup truck. Here, the host mentions it to compare what the dealer is offering while talking about pricing and deal structure.
“39 months” is how long the payment plan lasts—about three years. Longer or shorter terms can change the monthly payment even if the car price is similar.
“Five grand down” means you pay $5,000 upfront. That usually lowers what you have to pay each month, but it’s still important to negotiate the car’s price too.
Term
850
“850” is the monthly payment the dealer is quoting. To judge whether it’s a good deal, you need the full setup—how long you pay, what you put down, and what fees are included.
A demo unit is a car the dealer used for test drives and showing it to customers. It’s usually priced lower than a brand-new one because it’s not truly unused.
Loyalty incentives are discounts for people who already have the brand (or recently did). It’s extra money off that can be added to other deals.
Term
GKL
GKL sounds like a specific discount program code. The key point here is that it’s another incentive worth about $2,000 if you qualify.
LIVE
Our phone calls are recorded.
You know what, you are right, they are recorded.
I'll go back and imaginearily listen to it.
I know what the phonetic alphabet is.
You made it way too easy.
How did you do that?
Whatever gets the fail done makes no difference
in my commission.
Step 15, 16 grants swing.
We're just really far apart, you know?
8.50, now we're talking.
How in the world do you negotiate a lease deal?
This is a question that I get all of the time.
Do you negotiate monthly payment?
Do you negotiate the out the door?
Do you just guess and pray?
How do you figure out what the buy rate is?
What is any of it mean?
In this video, I want to talk about leases.
I want to talk about how to negotiate.
I want to show you me negotiating a lease in real time.
Today, we're negotiating on a BMW 7 series.
Our target goal is to be able to get under $1,000 a month
on this lease with no money down.
I'm going to show you exactly how I negotiate these deals.
First, let's jump into some phone calls.
This person is looking for a BMW 740i.
This person wants a mineral white.
Oh, wait, I need my notebook.
My new messenger bag.
Boom, look at this.
Made in Japan.
Sorry, I was really happy with my bag.
I thought they are in the great city.
Well, this is interesting because they're in Jersey.
They're looking for a lease deal on this vehicle.
We're only looking for new.
There's not many 2025s left,
but it's because probably we're looking at demos.
There's 154 nationwide, but only 26 2025s.
Now they want the premium package,
which every single one of these has.
They also want the driver assistance and the M package.
But once you do that,
that ends up putting it down to 24 nationwide.
They're all 2026s.
This is $106,000 MSRP.
Let's just start here.
I think this is a good place to start.
Hello.
Hey, can I speak to new car sales?
Sure, one moment.
Thank you.
BMW sales.
I've been speaking.
I can help you.
Hey, I was just seeing if you guys have a car available.
Sure.
Give me one moment.
Was that a newer used vehicle?
Brand new.
Do you have a stock number?
I see the word stock and it's just blank.
All right, Tommy.
Give me a second here.
No problemo.
All right.
So there's no stock.
What's the model we're looking for?
It is a seven series, 740i.
Bear with me.
Sorry, computer's like painful.
No, you're good.
Take your time.
I got nowhere to be.
All right.
26.
Is it mineral white?
It is mineral white with the interior, which is mocha.
All right.
What are we looking to do?
How can I help you?
If it's available,
I'm just trying to work up a lease deal on this bad boy.
Right.
Just trying to pull up the AR,
confirm availability,
and where would you be registering this vehicle?
New Jersey.
New Jersey.
All right.
I did not give them my name.
If you're not wanting to load,
give me one more second.
You got all the seconds you need.
I have got 37 seconds to give,
so you get them all.
All right.
So it looks like this vehicle is still in production.
You have another one chilling around,
similar to my model,
or maybe one with a demo.
No demo.
Unfortunately,
I'm just checking to see if I have anything else coming in
or maybe here actually.
No.
Unfortunately,
that is the only one that I have.
Dang.
I'm sorry.
We can get some numbers that will make sense on this one.
I'm all for listening.
All right.
No problem.
I know we were looking,
at least I mentioned earlier, right?
It's in New Jersey.
What are we looking for?
You know,
I'm looking for the best possible deal we can get.
I mean,
I've heard some crazy deals in these seven series,
11,
12% off,
something crazy.
11 and 12.
All right.
Yeah.
I'm just writing everything down.
And then for the lease parameters,
like in terms of cash down or miles,
did you have a limit for those that you were looking to be at?
10,000 miles a year,
24 or 36 months,
whatever the sweet spot would be.
What credit?
24 or 36.
Do we have loyalty?
A BMW in the household now?
We do have BMW right now.
We do have a X5.
Five in the household.
And then for cash down,
are you looking just to do first payment or anything else?
Just first payment.
Just first payment down.
All right.
And is it good where you're going to register a piece?
And then best return number that I have for you,
98.
That is my phone number.
All right.
Fantastic.
I can definitely work up some numbers here for you.
And I could definitely have them sent it over to you.
What's your first and last name?
First name Tommy,
last name Akula.
All right, Tommy,
just give me a couple of minutes.
My name is Evan,
sales team here.
I'm going to go ahead and give you a call back.
And I'm going to do the structure we just mentioned.
I'll find out what's going to be best for you.
24,
36 months,
10,000 miles a year.
We're going to do first payment down and you do have loyalty.
You currently have the X5, correct?
Correct.
You got it.
All right, sir.
I will call you back very shortly.
All right.
Sounds good.
Appreciate it.
Thank you.
All right.
Bye-bye.
Boom.
If you guys don't know, hi, my name is Tommy.
I negotiate card deals for a living.
My goal is to save you time, energy and anxiety.
I save you money,
but that's a byproduct.
I turned a flat fee of a thousand bucks.
We handle everything for you.
The price of the car,
the trade,
the add-ons,
accessories,
we save you money,
but that's a byproduct of it all.
Now, the reason why I say that this isn't a money saving service,
because guess what,
spoiler,
you can do this on your own.
You don't got to hire a little old me,
but if you're like,
hey,
I don't want to deal with the nonsense
and I want to have the best possible white glove experience
I humanly can,
that is what we're here for.
We turned a flat fee of a thousand bucks.
We handle the entire thing.
You have five people working for you here delivered.
You only talked to two,
but our goal is to make car buying an enjoyable process.
If that sounds great,
go to my website.
It doesn't sound great.
Then do it yourself.
No big deal.
I teach everything I know.
Okay.
So we got the first call out of the way.
Let's first talk about what is a lease versus what is financing.
People ask us all the time,
what in the world is leasing?
So if you guys don't know the easiest way to describe leasing
is a different way to finance a car.
I wouldn't call it renting a car
because you have the option to buy it.
A lot of people think it's just,
you know,
it's money being thrown away.
Basically what you are doing is you are financing
the lost depreciation of a vehicle over three years.
You lose depreciation on a new car as well.
When you buy one off the bat,
every single new car you buy in theory,
you are throwing away money because cars depreciate.
Welcome to 2026.
So when it comes down to a lease,
all you are doing is a different way to finance a car.
Leasing a car is never the cheapest way to own a car.
95% of the time.
Unless you are buying a car every three years,
it's never financially beneficial to lease a car versus buy a car.
It always makes more sense to buy a car
and keep it for 15 years than it does to lease a car.
We are going to call
Good afternoon.
Thank you so much for calling BMW.
This is Giotta speaking,
whom I had the pleasure of speaking with today.
Hey, my name is Tommy.
Thank you so much for answering.
What problem?
How are you today, Tommy?
You know what?
I am just living the best dream that I could live.
How about yourself?
I'm doing well.
Thank you.
I love it.
Are you a new car sales?
Yes.
Nice.
I just wanted to see if you guys have a car available.
Sure.
Which car were you looking for?
I have the stock number if that helps you.
Perfect.
Yeah.
What's the stock number?
Stock number is 195.
C is in Caterpillar.
V is in Valentine.
87655.
195 Charlie Victor.
87655.
Charlie Victor.
I haven't heard those before,
but yes, those are the same alphabet.
Okay.
Give me one second.
Let me check availability.
No problem.
Don't understand why you just waste their time to see if they're a good dealer to buy
from because if I don't waste their time, who's going to?
Hi.
Thank you so much for holding.
Okay.
So the vehicle is available.
Were you looking to stop by and to take a closer look at the vehicle and take it on
a test drive?
You know what?
I'm going to make your life so easy.
I've already driven it.
Already know I want it.
Want more of it.
Really just trying to get some great pricing.
And if I do that, I'll just come by it.
Okay.
Sure.
Just give me one second.
Can I give you all the seconds you need?
I have about 30 still left to give.
Okay.
What's the first name and last name?
First name Tommy.
Last name Makula.
M-I-K-U-L-A.
Perfect.
And what's the zip code of where you'll be registering the vehicle to so that way we can give you
the proper sales tax.
And can I get the address as well?
You know, I don't like to give my address to strangers, but I can give you my zip code
to start.
Okay.
I will eventually get it.
As long as we agree to numbers.
Well, I promise you I'll give it to you, but we just got to agree.
Okay.
And this is in Princeton.
This is in Princeton.
Yeah.
Okay.
Perfect.
All right.
And you were looking to lease this vehicle?
I am looking to lease.
You got it.
Okay.
How many months were you looking to lease?
24, 36.
Wherever the sweet spot is.
How many miles per year?
10,000 is fine.
Okay.
And where were you looking to be budget-wise?
You know, I budget, I'm open, really, I'm just trying to get the best deal on the car.
You know, I've done some number math, I understand, right around a thousand bucks is where the car
payment is going to be, but really just trying to find the best deal out there.
We'll only do a demo even if you had a demo chilling around.
Sure.
Give me one second.
Let me see if I can get a client advisor on the line for you.
Hold on.
A few moments later.
Hello, hello.
Hi.
Sorry.
Thank you so much for holding.
So I'm going to transfer you over to Melissa.
She's our client advisor.
I always want to talk to Melissa.
So that's exciting.
Sure.
Hold on one second.
Good afternoon.
Melissa speaking.
Okay.
Yep.
Hey, Melissa.
I was seeing if you guys had a car available.
Yes.
Give me one moment.
Let me just...
Sure.
You were just speaking about a 740, correct?
That's it.
The 740.
All right.
It is showing available on my end.
I was told you were looking for some lease quotes, correct?
I am.
And I heard, I heard there was literally nobody better to talk to in a 500 mile radius than
Melissa.
Would you hear this from...
You know what?
There's word around the street.
I know a guy who knows girl guy that said, talk to Melissa.
Well, you are talking to the top salesperson here.
I am the nicest one too.
Boom.
Boom.
See, that person knew exactly what they were talking about.
All right.
So I have here the information I have so far from Giada, who you just spoke to, is that
you are looking for either 24 or 36 with 10,000 total out of pocket.
Is that correct?
That's it.
Okay.
That would be including taxes and everything, right?
Yeah.
That's everything.
I mean, if I have to up down payment a little bit, I'm more than willing to.
Perfect.
Okay.
By any chance, are you coming out of a car, trading in anything?
I have a trade, but I've got like Carvana, Carmax quotes.
We can always figure that part out next.
Okay.
Not a problem.
We can work on the new car lease first.
Would you qualify for loyalty?
I do.
I have an X5.
I do have an X5.
I have an X5.
Okay.
And that's currently registered at that same address, right?
Yep.
Perfect.
Would you qualify for military as well or no?
No.
I'm not a military.
They wouldn't take me.
No problem.
That's the only thing that can be combined with loyalty.
Oh.
That makes sense.
Okay.
That's good to know.
Yep.
Everything else cannot be combined.
It would be either worth.
How much mileage allowance would you need per year?
10,000 spend.
And typically for BMW, 24 months doesn't really work out.
It's not a huge, huge difference from the 36.
I believe there is a 39 month special right now.
Do you want me to run the 36 and 39 cents?
Yeah.
Let's run the 39.
I like 39.
Okay.
What makes it a special is the residual is the same as the 36, so it actually helps
out a significant amount on the payment.
Wow.
Okay.
That's perfect.
Is the X5 the one that you're selling to Carvana?
The X5 would be the one.
Gotcha.
We're just open.
It's only four weeks.
We need used cars.
You know what?
Maybe we put this together.
Maybe we put a dream in my driveway and I put a dream in yours.
Uh-huh.
How's the condition?
Great.
That's what they all say.
That's what everybody says I imagine.
Everybody says it's great.
All right.
Let me take a look here.
Do you still want to hear the 36 or you just want to go with the 39?
Let's just do the 39.
Let's just go 39.
Okay.
Yeah.
There's no reason to hear the 36 if the 39 is better, right?
Yeah.
That's what my mom always said.
Hold on.
Let me just put these rebates in there.
So there is a $6,000 credit for the month of May.
That is not including your loyalty.
Wow.
Yeah.
Three money.
Loyalty is $4,000 because keep in mind this is a 2025 and with that it does require dealer
contribution of $1,000.
So that's not $1,000 to a month?
Yes.
So that would be a total of in rebates $11,000.
Wow.
$11,000.
Other than that, another plus to this is the fact that it's a 2025.
So they would pretty much want to get rid of it since we are in almost the middle of
26 now.
I caught the right view at the right time.
So 27 should be coming out here.
You did.
And this is actually the last 25 that we have.
I mean, it's not technically a leftover because we're a brand new dealership, but being that
it's a 25, they're more willing to move it.
So I'll be able to discount this a little bit on pricing as well on top of that $11,000
rebate.
MSRP of this vehicle is $104,200.
So let me see.
All right.
So if I do another $6,000 discount on top of that $11,000 rebate and we're doing the
$10,000 total out of pocket, your payment comes out to $9.30 and $13.00.
With how much now?
This is based on tier one credit with the $10,000 total out of pocket.
Oh, $10,000 out of pocket.
Oh, I didn't hear a 10.
I thought we were doing first.
Whoa.
I didn't realize you were doing 10.
That was a lot of money.
Oh, let me change it then.
Hold on.
I was on the impression you were doing 10,000.
Oh, my goodness.
You wanted to do just taxes and fees.
But I like that payment.
How do we get to that payment with five grand out?
That's the number I like.
With five grand.
So I'm going to give you a number.
So if you're doing zero down with your taxes and fees only up front, payment is $1,044.15.
Your total do-it-signing is $5,930.08.
That's zero down that just covers your taxes for the three years.
BMW Bankfee is $925.
It also includes your first month payment and then plates and inspection is $10.00, Dock
fee $175.00, and New Jersey does have a luxury tax as well.
They got to get the luxury tax, huh?
Yes, especially on the cars that are over a certain price tag.
I like that 940 payment more.
I might be able to work this pricing a little bit more.
If I could get you to like $990.00 with just taxes and fees up front, is that something
you could do?
I might have to go a little bit behind dealer invoice.
That I have to run by management.
But if you give me the okay first, I'll go work it out.
I'd really like to be a $950.00 with taxes and then that's a yes.
With only taxes and fees up front?
Yes.
Okay, let me see what that would entail.
Hold on.
And this is $10,000.00 a year?
It is $10,000.00 a year.
I think it's probably what it could be.
In order to be at that number, hold on, let me just calculate this.
Alright, that's going to be me asking my manager to go behind invoice about $3,000.00.
I can't comment that.
2025 has been open for four weeks.
It seems like a dream for me.
I'm sure they want to move it.
Can we do $6,000.00 flat out of pocket?
Are you able to do that?
I like the $5,000.00.
That sounds fun.
I mean, taxes and fees up front is around $5,600.00 already as it is.
I said $5,300.00 a minute ago.
No, it was $5,800.00 a minute ago.
Our phone calls are recorded.
I can run it back.
You are right.
They are recorded.
I'll go back and imaginary listen to it.
I'd like to be a, let's just say this is my offer, $5,500.00 down, $9.50.00 a month.
That's where I'd like to be.
Boom.
Submit it.
$9.50.00.
Okay.
Alright.
And let's say, let's say I can't promise you right now so that I run it by management
and this is subject to tier one approval.
Let's say I could get it.
Can you come pick up tomorrow?
Yeah.
Alright.
Of course.
Alright.
Let me work on this.
I will give you a call back in like 15, 20 minutes.
15, 20 minutes.
I'll be here.
Alright.
Sounds good.
Talk to you soon.
Okay.
Sounds good.
Bye.
Bye.
How do you negotiate a lease?
Right.
A lot of people get confused when negotiating a lease.
There's two different, both effective ways to negotiate a lease.
Right.
One thing you have to be careful of is anytime you're negotiating just the out the door price,
dealerships with leases, there is a thing called money factor.
Now, money factor is, in my eyes, just a thing designed to confuse you.
So I'm going to make it as simple as possible.
It is just the interest rate.
And it's the number one reason why dealerships make money on leases because they jack that
up.
And it's a really confusing thing because even if I say the money factor is .001234,
that means nothing to 95% of people, but if I say the interest rate is 12%, you know
that's too high.
Now, the money factor is set by the manufacturer.
It is not something that there are banks that do leases, but generally the manufacturer
is the best way to do it.
So the way we are negotiating a lease is one of two ways.
You can pull out a lease calculator, figure out what your money factor is, and then plug
in all the numbers to figure out where you want your payment is and negotiate that payment
or you can negotiate the out the door and know what the money factor is and check your
numbers after the fact.
There's no right or wrong answer here.
I do ask for tier one credit.
I will ask to verify those numbers, but general rule of thumb for me is I try to negotiate
everything the same way.
Negotiating the same way means I always negotiate the out the door price, negotiate everything
and then I check the money factor at the end.
Makes sense.
So I'm going to tell you guys a secret.
This is going to shock a lot of people, but I've promised that 600K I would tell you
guys.
I know what the phonetic alphabet is.
Let's keep going.
Thank you for calling BMW.
Your call may be recorded to improve the guest experience.
For information on our privacy policy, please visit our website.
I'm Willow, your virtual assistant.
How may I direct your call?
Willow, your voice has changed and I don't know if I like this.
Could you please rephrase what you need today?
Willow, why did your voice change?
We upgraded it.
For a quicker resolution, allow me to connect you to the concierge department.
I don't know.
They changed Willow.
BMW.
Sales.
I'm going to direct your call.
New car sales?
Yes.
My name is Ron.
How can I help?
Hey, I just wanted to see if you guys have a car available.
I can definitely assist you with that.
Your name?
My name is Tommy.
All right, Tommy.
And what's the stock number to that car you're inquiring about?
You know what?
I'll give you the stock number, but I won't lie.
It's blank.
It's just nothing.
Nothing.
All right.
What car is it?
It is a 2026 BMW 740i X-Drive sedan.
It looks like I have two on my side.
There's one for 129, 35 and 150, 45.
I see one at 107, 434.
All right.
Yeah.
Actually, I see that one too.
All right.
Let me get that pulled up for you.
So it looks like that's an incoming car.
So let me check the status of that for you.
Were you looking to replace the car that you have now or add it to the fleet?
I'm looking to add to the family.
All right.
And how soon did you need a car?
I would take one today if we agree tomorrow.
All right.
So this car is currently in transit.
It looked like it's scheduled to arrive to my port, which is in Jersey any day now.
Yeah.
So realistically, assuming things went really fast, I'll probably have it by month in if
not at the beginning of June.
Got it.
That's fine.
If you want, I can price this out for you to see where we'll put you.
Sounds great.
All right.
How do you spell the first name?
First name is spelled Tommy.
T is in tango.
O is in M-I.
And last name, Tommy.
Makula.
M is in Mary.
I-K-U-L-A.
And the best contact number for you.
And where would the car be registered if you did anything?
Princeton.
All right.
Is it cool?
And this is something you wanted to lease, finance, cash purchase.
I'm looking to lease.
Lease.
How many miles a year?
10,000 miles a year.
10,000 miles a year.
Taxes and fees do I sign in?
Yeah, that's fine.
And lastly, do you currently have a BMW in a household now?
Want to see if you qualify for any additional blow to rebates or anything?
I do.
All right.
Perfect.
All right.
So I have everything that I need.
Let me price this out.
See where it puts us.
And I'll give you a call back and say the next five, 10 minutes.
Sounds great.
I'll be waiting.
I'll be sitting here.
All right.
Perfect.
Thanks, Tommy.
You're welcome.
All right.
Bye.
Who does a lease make sense for?
Like who does a lease make sense for?
Because it doesn't make sense for everybody.
But the idea that's just throwing away money, I also just don't think it's true.
General rule of thumb for people who are going to make sense to lease are people who trade
their car in more often.
Now you can do the math.
You can actually pull up a calculator that compares leasing versus financing to make the
most sense.
But cars that depreciate quickly normally make more sense to lease.
If you plan on owning your car less than five years, it normally makes sense to consider
leasing.
This is Tommy.
Hi, Tommy.
It's Melissa.
Oh my gosh.
You got good news for me?
I do.
But you picked up after the third ring, so I added a dollar each ring.
Oh my gosh.
That's it.
I feel like you had that ready and if I would have picked up three seconds after you called
you, I would have said the same thing.
Okay.
We are at 5500 total out of pocket and the exact number is 951 and 46 cents.
Wow.
You didn't even add a dollar ring.
You added, wow, nine.
So you ended up doing 3,000 back and forth.
I mean, I could do 953 if you want to.
No, I like the 951, 951 and 46 cents and 46 cents.
Oh, wow.
You got exact, I mean, you got exactly where I needed to.
You made a week too easy.
How did you do that?
Whatever gets the sale done makes no difference in my commission.
I make nothing when you negotiate the money.
No.
Oh, you may, I guess that's what you're saying.
Can you just send me the breakdown so I can look it all over and then how do I pay a deposit
to hold the car?
So what I'll send you is the lease offer.
You'll just be signing on the bottom left and then along with that, the link to the
credit application, a link to scan your license and also the deposit will be a separate link
as well.
Okay.
Sounds good.
Okay.
And my Tommy, before you go, what's the full name on your license?
It will go in my business partner's name, but my name's Tommy, but I can give you, we
can give you my business partner.
He'll be the one, I'll call, we'll get it all figured out, but it'll go in my partner's
name.
Okay.
I would need all the information before I send the paperwork because...
Connect everybody.
We'll get all the...
He has me deal with all this.
What's the name on his license?
Yeah.
Yeah.
Let me send you over all of his information.
Right.
Let's get the numbers all done.
We'll do that.
And I'll give you...
We'll create a group chat with everybody.
Okay.
And you can call him and verify he's real and all that fun stuff.
All right.
Let me send you my digital contact card.
It's via cell phone.
Send me the phone in back of his license.
I'll still need him to scan it.
That way I could put together the profile on my end because we have everything under
your name right now.
I do also need his cell phone and email address to have on file as well.
Do you want me to remove yours?
I'm not worried.
You want to worry about it right this second, but yeah, we'll remove it all once we get all
the information moved.
Okay.
All right.
So why don't I do this?
I will send you the offer first, a picture of it.
Once it's all good, send me front and back of his license, his phone number and email.
I'll update everything on my end and send everything to him directly.
Sounds great.
Okay.
I will be leaving the office in about half an hour.
So if I don't hear back, I'll be sending everything first thing in the morning.
Okay.
Okay.
Sounds good.
All right.
Talk to you soon.
Talk to you soon.
Bye.
Okay.
I'm going to call some of the dealer back.
PMW, I'm Ron Speaker.
Hey, Ron.
It's Tommy.
I'm sorry.
I missed your phone call.
No worries.
No worries.
Got a second?
I've got, again, I had 37 seconds before I gave 7 to you, 3 to somebody else.
I have 27 seconds.
Got you.
Got you.
All right.
So with a card like this, taxes and fees to our signing, $6,500, $410.
You say you currently have a BMW in the household, so you get $6,000 in rebates, $39,000, $10,000
in Mausier.
Put you at a payment of $1,315.83.
$1,315?
Holy moly.
Dude, that's high.
Were we looking to be price point wise?
Like $950.
Got you.
A $950 on a card like this is, I mean, it's something I don't think we can do.
Where did you come up with that number?
I have a quote for $950 that I just got off the phone with from Melissa.
Got you.
I mean, yeah, that number is really aggressive.
I would love to earn your business here with us.
However, just at that price point, I just can't bridge that gap.
Dang.
So the best you can do is, I mean, $400 just, I mean, I like you.
I don't like you that much, you know?
No, yeah, but $400, that's about a almost a $16,000 swing over the course of the 39
months.
That's like a Toyota Corolla.
Like I could just have a Toyota Corolla as well.
Second car.
You could.
And nothing's wrong with that.
Nothing is wrong with that at all.
Your car is so pricey.
Yeah.
That's yeah.
So yeah, I mean, yeah, I just, yeah, just a 15, 16 grand swing.
We're just really far apart.
You know?
Okay.
All right.
It's okay.
No worries.
I appreciate it.
Yeah.
If anything changes on my end, I'll definitely reach out.
This is my direct line.
If you have any additional questions for me or anything I can do to try to help you with
the car purchase, you know, just touch face with me and let me know.
Okay.
Sounds good.
All right.
Appreciate it.
No problem.
Bye.
All right.
Let me call Ryan Sunshine.
Call Ryan Sunshine.
You'll be on the phone.
Have I changed you LA?
What up?
Dude, this is like actually weird to call you live as an employee delivered now.
That's crazy.
Chats out the bag.
Chats out the bag.
Hey, I just sent a deal in Slack.
Or is this kind of what we're looking for?
I mean, this is a 2025.
Let me see.
I mean, there's just not many 2025.
We have to do this on a 2025 for this payment to make any sense.
I just put it in the chat with all the ones that you're asking for.
This is for the YouTuber rather than a YouTuber.
Oh, I see it.
Okay.
I mean, this is as close as we're going to get to.
I just don't think we're going to be able to get to it.
I mean, I broke down the numbers.
I just don't know if there's a way to get another $50 off.
We're ready.
It looks super strong.
Yeah.
I mean, we're 10 over 10% off plus rebates.
Yeah.
And honestly, man, with these leases, like, especially when you look at what's like quote, unquote,
advertised, this is far beyond anything better than that's that I've seen out there for sure.
Yeah.
I mean, if you look at like a 2026 quote, I just got for comparison was like $1,300 a month
compared to the 2025.
That's a 950.
Now, the only caveat here is this one has the premium package, the M package and the driving
assistance package.
It doesn't have the driving assistance professional package, but like it does have the driver
assistance.
I just don't know if he needs the professional, then this becomes even harder.
But this is exactly where it needs to be.
Seems to make sense.
Are you saying you want us to present it?
Yeah.
I think it's 100% all day.
Yeah.
I mean, the only other person that which I'm going to call next is Javon and see if he
has anything.
I don't know if anybody's, I don't know if anybody's reached out to him, but I was going
to check that.
Let me see.
He reached out to him.
It's funny that you guys use the CRM more than I do at this point.
He's living inside the CRM, man.
It's good.
This dealership gave us $18,000.
They're paying for us.
With $18,000 off his payment from the one in New Jersey, ends up still being $100 more
a month.
But I will say this is with $5,500 down.
This one's only with $3,500 down.
This isn't a bad payment.
The one that's advertised in here on a bad payment.
Are you sure this guy, is this a New Jersey dealership?
This one, this dealership is New Jersey.
Okay, good.
Because I just ran into an issue, the same issue where they don't realize that New Jersey
collects sales tax upfront on the entire, it's like Texas, right?
On a lease, they tax the entire car.
That $5,500 down is tax title license.
That's what they're putting down.
It's just tax title license.
Boom.
That's awesome.
Okay, cool, cool, cool.
I haven't uploaded the deal or anything.
Somebody wants to upload that.
And I can, I have even gave her a nice contact information.
Let me tag you.
Oh, do you have access?
Oh my God.
She sent this contact information.
This is insane.
She sent like a whole contact card that just opened up in Quo so beautifully.
The sales rep?
Nice.
I'm trying to like tag you in this, but like even me, I'm like, I use this.
What's right here?
Matt Ryan.
I can't see.
Is it Tommy at PC?
I just tagged you in it.
I don't know if you have access to it.
It's in Tommy cold called.
I don't know if you have access to this number.
If not, I'll get you.
Oh my God.
I see.
I'm about to boom.
I'm about to be back.
It's re-energized.
Let me make a phone call.
So I'm a little rusty and I've been doing it for two weeks, but you know what?
It's fine.
How are you liking delivered?
You came over from the dealership world selling 70, 100 cars a month.
Really over a hundred.
I would say 70, 110.
I should probably say 70, 110.
And now you work a little delivered.
How's it feel?
I'll tell you one thing, man.
It's more work than when I was selling cars.
And even at that, I have a volume for sure.
It's more work.
Anybody out there that is thinking about joining the delivery team, you have to be a master.
And when I say master, I mean like PhD in multitasking.
Now, one thing I have to do after I bring up here is obviously you were the top five salesperson
in the country and you came to work on the team.
What do you think about your peer, your coworkers here delivered?
What's your thoughts on the level of talent we have here inside and out almost work directly
with everybody, at least had, you know, personal huddles and things like that.
But my conclusion is that there is not a weak link on the entire team.
And I can say that with full blown confidence.
Not only that, it's so unlike a traditional car dealership where if you're a rockstar,
you can have like, you know, your personal attitude, your confidence or whatever or ego,
I guess you should say, I delivered everyone.
It kind of is a rockstar, especially in their own lanes and together the team.
But there is zero ego.
Wow.
That's crazy.
High praise.
I'll pay you up for all the high praise later.
It's true, man.
I would have stuck out like a sore thumb if it wasn't true.
But it's perfect.
That's good.
I love it.
Did you find the skill yet?
Yeah.
Yeah, I'm in it right now.
Okay, cool.
And then you see his contact.
You see how close contact is?
Boom.
Yeah.
Yeah, however, however she did that is awesome.
She said she is the number one salesperson and she's her birthday is 1604 though.
There's no way that's right.
She's 500 years old, but she does not know I'm Tommy from delivered.
I think most people figure it out, but like might want to be an intro conversation.
They're a new dealership.
They're trying to win market share.
This seems to be the play.
If you want to pull that car up and if you need help, let me know.
That's what I'm here for.
She didn't send you a spec.
Did she?
I can always reach out this year.
She did not send me a spec, but again, she has no, she knows I'm Tommy McCoola and she
knows I'm a business partner.
She does not know anything else.
So somebody has to convert her and let her know that this is delivered and hopefully
she doesn't freak out.
It's the best news to deliver, trust me.
99% of the time, all they want to do to it.
I love it.
Okay, sounds good.
Talk to you soon.
Talk to you soon.
Bye.
So that's one of our newest hires that is Ryan from, from that was at Toyota.
Really excited to have him out on here.
He's such an awesome resource.
And now he is that delivered.
Why would he switch if he was so successful?
Actually, let's call Ryan Sunshine.
It's a good question.
Can hear you.
Hey, yeah.
I'm sorry.
The question that people were asking that I totally forgot.
If you were so successful selling cars, top five salesperson, making a lot of money,
killing it.
Why, why delivered?
Why, why'd you, why'd you leave a great job top five salesperson?
Was it because you were failing in the industry and you were sucking and you know, you just
burning out and you're like, I'm done.
Like why did you come and deliver?
The number one deciding factor is when you do operate at that high of a selling level,
it's like being a hundred feet above.
It's like the sky cam on a football field, right?
Where you can see the entire football field where most sales guys are down on the field.
They can only see 10 yards ahead of them.
I'm able to see like the entire scope of the industry.
And when you can see the entire scope of the industry while delivered's mission isn't
obviously we still have a big task ahead of us.
So while we haven't changed the industry in the level or the impact that you have like
dreamt of, it's going to happen.
Right.
It's just a matter of when is it going to happen?
And I wanted to be, take the leap on this side long before that major, major
change happened.
So I'm on the right side of the team, the right side of the winning team.
I guess I should say there's a change coming.
It's super apparent.
Is it happening tomorrow?
No.
Is it happening next year?
Definitely not.
But is it going to happen?
Of course it's going to happen.
And I'm going to be, I want to be with delivered when that change happens.
I don't want to be behind that, behind the eight ball.
Wow.
That's high praise.
And how many cars are we selling again?
Multiple, multiple hundred car months, multiple.
But my average months anywhere from depending on how many days I worked 50 upwards to 75
or 80 is super common.
Crazy.
Crazy.
Remember, anybody who does this is because they couldn't figure out the industry and
they sucked at it and you just couldn't sell cars.
So now you're negotiating them.
So welcome to the club.
It's actually the funniest thing.
It's the complete opposite.
But when you're successful and you can see the entire thing, you get to pick a side.
What side do you want to be on?
And then this is the side that I want to be on.
It's the winning side and we're going to make it even.
We're going to make an appearance to everybody.
I love it.
Okay.
Get back to work.
I need you to sell some cars.
All right.
Okay.
So what I want to do now is I want to call Javan.
Javan.
What's up?
What up dog?
It's Tommy.
You live.
How are you?
Man, I'm doing well.
Help yourself.
I'm pretty good.
You seem really energetic right now.
Dude, I just got off vacation.
I took two and a half weeks off to Japan and I'm back.
So I have more energy and I'm not just rough.
Good.
I hope you're a food person.
Dude.
Dude, I had more Michelin star meals in Japan than I've ever had in my entire life.
I had so much sushi, tempura, literally every meal that I can even have was great.
Dude, it was great.
Man, I'm such a big food person.
It sounds like you made the best of it.
I can see all the videos with those.
Oh, dude.
Like the late night trip to them.
Oh, dude.
The Ego Sando.
I will tell you, it's the first thing that Juliana tried to make when she got back.
She literally bought all the ingredients and tried to make it.
They're so good, man.
Dude, you're living my dream.
I can't lie.
I always tell people I feel partied.
Dude, go.
You're making them money.
It's something you can't afford.
You know you can go.
No, it's the plan.
It's the plan.
I'm jealous for you, but that's awesome to hear.
Dude, boom.
Oh, you know what?
Okay.
Actually, I'm jealous too.
We'll talk more about Japan, but I need a seven series lease.
Yeah.
I think you guys sent me some bids.
I gotta look out.
What kind of seven series?
740.
We need like a crazy lease deal.
So I imagine a demo or 2095 would be great.
I'm surprised you didn't call about the M3 CS yet.
Dude, I'm...
Dude, I'm...
The beautiful thing is, is that I have a whole production side now, so I have people I've
hired to do most of the negotiating.
So I'm not stressed about it all the time, and I'm not the one...
I'm so negotiating, but like I'm negotiating to make more on the negotiation side on lives.
Oh yeah.
I met a lot of your team members now.
Dude, that's good.
Hopefully they all have been good.
No, they're all great.
You've definitely set a standard for like customer service.
Boom.
That is our goal, man.
We work really hard on the people we hire, so we're hiring better, but we're hiring four
more people.
So, four to five more people.
Good.
740.
Does it matter if it's a 25, 26, you set loaner or new?
25 is ideal just for the payment.
We're trying to get there crazy.
They're trying to get there crazy.
Yeah, what are we looking at?
Because I have a black on black 25.
It's got 13,000 miles on it.
I have the keys.
I just detailed it.
Someone backed out last minute.
So...
Do you have a white one by chance?
If not...
Not as a loaner.
Just a new one.
Let's just run the deal on the black one, just so I can give them a comparable on what
it would be for a crazy loaner deal.
Do you have an M3 CS?
We have two coming.
If two?
What are you asking for?
25 or 20 grand over a sticker.
They're really rare.
I thought I'm surprised you didn't start asking about it.
I was thinking maybe I'll have to buy a second car.
Yeah, it's crazy.
I mean...
It's a M5 turbo.
Sorry, M2 turbo.
I mean...
Even though it's a silly car.
Where's the customers at?
Jersey.
How many miles a year?
10,000.
Loyalty is a yes.
Wait, hang on.
They're from Princeton.
They're smart.
I actually don't know if you live in Princeton.
Does that requirement...
I don't feel like anybody lives in Princeton.
It has to be super intelligent.
I wouldn't call it a requirement.
It would kind of be fraud if not.
They do an IQ test when you buy a house just to make sure you qualify.
Yeah, it's the sub-ten at least that gets away with it.
That's funny.
How much down?
Anything or no?
Just text a license.
If you don't want to do a text-to-license, you can.
It ends up being like 5,500 bucks with text-to-license down.
Yeah.
I know.
What about rebates?
Do you know what they have with BMW?
They do have a BMW.
So they get loyalty.
What kind of BMW?
Because there's two different...
X5.
Damn.
X5 what?
40, 50 or 60?
You're asking questions that are really good questions.
And if I was smart, I would have one second.
Let me see.
I don't have that answer.
They're smart for your customer.
They also have a Ford F-150 to second.
How many miles a year as well?
10,000.
Yeah, no.
Here, if you want to keep in your black pocket or whatnot, there's another two grand on
the table if he has an X5 M60 or M50, like the big boy engine or an M.
Okay, got it.
So just keep that in mind.
Okay.
You didn't know?
I'm going to get you.
I'm doing it right now.
It's like two seconds.
I'm waiting for it.
39 months.
Is that okay?
39 is fine.
Five grand down, you're looking at 850.
850.
Now we're talking.
What's the discount with that?
$19,980.
So MSRP is 105,980.
Selling price is $86,000 and he's got 10 grand in rebates.
10 grand in rebates.
They do have $19,000 discount plus 10 grand?
Yeah.
So almost 30 grand off the car.
Holy moly.
Okay.
Well, that's a demo unit.
Okay.
That's crazy.
Do you have just a white 2025?
It's not a demo just so I know.
Just so I can give them comparable.
I have a 26, not 25.
Yeah.
I don't think your payment's going to get anywhere near that.
No, it's not just because of the rebates of us.
Okay.
Just because the lease cast, the lease credit is six grand alone and then loyalties four.
And then if you have that GKL one, that's another two.
There's no way you can trade for a white one demo.
I mean, I can, but no 25.
No, no, no.
No demos now.
Can't trade for this.
Okay.
Send me that.
Can you send me those numbers real quick?
I'll give them to the client.
Let's see if they're going to be black.
Yeah.
I'll send you which part?
The black one.
Like the specs, right?
Yeah.
Send me these specs and then can you just send me a pencil?
Yeah.
I got you.
I can tell.
That's all.
I mean, I appreciate you guys keeping me in mind.
I mean, like I said, dude, I have no complaints with any of the people.
Like I like, like I used to hate when people would bug me, but I like the type of follow-up
that your people give me.
Even it just holds me accountable and not to forget shit.
Yeah.
I mean, that's, that's what happens when you get all bunch of car people that actually
know like what is valuable to you.
What's not, you know, like rather than just, uh, just people that want to bother you to
bother you, you know?
Yeah.
Exactly.
That's what I'm like.
Like all of them are always like apologetic.
I'm like, dude, you guys are like the best people when it comes to like communication.
I love to hear that man.
It warms my heart.
Okay.
Cool.
Send me this deal.
Let me get this.
Let me see if I can get this one wrapped up.
All right.
Send me it right now.
Hey, talk to you later.
Bye.
So, so just so you guys know, so a lot of people will ask like Tommy, why didn't you
just call that person and that person alone?
Right?
Multiple different reasons.
First off that you can tell the dealership know who we were.
Secondly, we always want to give our clients options, right?
We want to give local options to the client and then out of state options for the client.
So we can go through and give them to say, Hey, this is all the work that we have.
What makes the most sense for you?
Because this car would have to be shipped to the client.
This is not the perfect color for the client.
Right?
Color asks for white.
This is a black car.
They might not take a black car.
If this was the only call we made, we'd be doing a disservice for our client.
Like the client asked for a white.
So we show them a black.
That sounds like a car dealership.
Right?
Imagine, I mean, how many times a dealership says, Oh, I don't have that.
So I have this.
It's easier for us, but it's not easier for the client.
So we're always going to give options.
And I will tell you there's the amount of clients that have gone through that have said,
you don't want, I'll pay an extra hundred dollars a month for them.
The color I want.
It's crazy.
It's insane.
And again, it's not my decision to make.
It's the clients.
So a demo car is a car or a loaner car is going to be a car that has miles on it.
The dealership used it for some reason.
Sometimes that means a manager drove it.
Sometimes that means their customers drove it as a, honestly, a demo unit
or as a loaner, which means they used it when it was in service.
But it still has never been titled to anybody.
So it has some miles because I'm going to be jumping off.
Bada boom, bada bang.
Thank you guys so much.
About this episode
The host calls BMW dealers to negotiate a 7 Series lease in real time, aiming to get “under $1,000 a month on this lease with no money down.” The dealer cites a $106,000 MSRP, then breaks out May and loyalty rebates and explains how lease pricing works. When the offer lands around $1,315.83, the host pushes toward ~$950 and gets a lesson on NJ sales tax on the full vehicle value. The team also discusses how delivered structures deals and why demo/loaner units matter.
In this video I am negotiating a BMW 740i lease for a client in New Jersey, and before I even had to push hard a dealer came back with nearly $30,000 off the car between the discount and rebates.
