I CAUGHT a Mazda Dealer BREAKING FTC RULES and He DENIES It!
The Price Isn’t Right: Car Negotiations w/ Delivrd
I CAUGHT a Mazda Dealer BREAKING FTC RULES and He DENIES It!
The Price Isn’t Right: Car Negotiations w/ Delivrd
· Jun 11, 2026
Annotations will appear as you listen
0:00
21:32
Term
MSRP
MSRP is the official list price for a new car that the manufacturer sets. Dealers can sell for more or less than that number, especially after adding fees.
Car
Mazda Cx5
The Mazda CX-5 is a popular small SUV. It’s the exact car they’re trying to find and buy quickly, with the right color and the best deal.
Place
Tennessee
They’re looking for the car in Tennessee. That helps narrow down which dealers have the right options and color.
Place
Knoxville
Knoxville is the city they start with in Tennessee to find cars. It’s just a way to narrow the search to nearby dealers.
Term
add-ons
“Add-ons” are extra extras the dealer tries to add to the sale price. They can make the final total higher than you expected.
Term
accessories
“Accessories” are extra items you can add to a car, like mats or other add-ons. They usually cost extra and can raise the final price.
Term
trade
A “trade” is when you turn in your current car to help pay for the new one. The value of your trade can change how much you end up paying.
Term
all-wheel drive
All-wheel drive means power goes to all four tires. That usually helps the car grip better in rain, snow, or bad road conditions.
Term
soul red
“Soul Red” is Mazda’s special red paint color. It’s not just any red—dealers use the exact color name so you can match the car you want.
Concept
on water
“On water” means the vehicle is currently being transported by ship and hasn’t arrived at the dealership’s region yet. That’s why it may not show up in local inventory systems even though it’s already assigned to a buyer or listed on a dealer website.
Term
incentives
Incentives are discounts or money-off offers that can make a car cheaper. Here, they’re saying Mazda isn’t offering any extra deals right now.
Term
rebates
Rebates are like a cash discount you get back after buying the car. They’re saying there aren’t any cash-back offers on this one.
Term
profit margin
Profit margin is how much money the dealer makes on the deal. The host is saying there’s usually some room for negotiation because the dealer isn’t selling at zero profit.
Term
invoice
The “invoice” is basically what the dealer pays the manufacturer for the car (before their profit). People use it as a benchmark to judge whether a deal is truly “cheap.”
Concept
secret money
“Secret money” is the idea that the manufacturer sometimes pays the dealer extra incentives. That extra money can make it easier for the dealer to offer a bigger discount.
Term
dealer fees
Dealer fees are extra charges added by the dealership. They can increase what you actually pay compared with the sticker price you first see.
Term
dealer dock fee
A dealer dock fee is an extra charge the dealership adds on top of the car’s advertised price. It can make the total cost higher than what you first see.
Term
financing through dealer approved lender
This means the deal only works if you finance the car through lenders the dealership approves. Your total cost can change based on the loan you end up getting.
Term
FTC
The FTC is a U.S. government agency that protects consumers. Here it’s being used to argue that dealerships must clearly disclose the full pricing and fees.
Concept
illegal pricing practices
“Illegal pricing practices” means advertising that’s misleading about what the car will really cost. The concern is that important fees might be hidden or not shown upfront.
Term
title, license
Title and license are the paperwork and registration costs to get the car legally registered and plated. The host is pointing out that these are often excluded from the advertised price and added later.
Part
lug nuts
Lug nuts are the bolts that hold your wheel onto the car. Here they’re being used as an example of an add-on the dealer might charge for separately.
Part
cargo cover
A cargo cover is a panel that covers things in the trunk so they’re less visible and sometimes more protected. It’s mentioned as an example of a dealer add-on that could cost extra.
Part
cargo tray
A cargo tray is a protective insert for the trunk floor. It’s mentioned as another example of an add-on the dealer might charge for separately.
Term
finance
In dealer pricing, “finance” often means the deal price is conditional on using the dealer’s financing (or meeting a financing requirement). That can change the effective cost because the advertised discount may only apply if you take a specific loan or meet approval terms.
Term
out the door breakdown
“Out the door” means the final total you pay to get the car legally registered. A breakdown shows how that final number is made up (price + taxes + fees).
Term
marketing money
“Marketing money” is extra money the car company gives the dealer to help with advertising and sales goals. It can make the dealer able to sell the car cheaper and still make money.
Term
quotas
“Quotas” are sales goals the dealer has to hit. If they hit them, they may get extra money from the manufacturer; if they miss, they may not.
Term
CSI
CSI is a score based on how happy customers are with the dealer’s service and sales experience. If the dealer’s CSI is high, they may qualify for extra incentives from the manufacturer.
Term
military rebate
A military rebate is a discount incentive offered to active-duty service members and/or veterans, typically through the automaker or dealer network. It’s separate from normal negotiation and can affect the final out-the-door price by reducing the amount you pay.
LIVE
You guys aren't as desperate to sell cars.
I'm never desperate.
Desperation kills people.
I've never been desperate.
I sell cars. I sell good cars.
We can just cut all the nonsense, right?
Exactly. Exactly.
I'm not the guy that's gonna be at $3,000.
I'm not the guy that's gonna be at $2,000.
Why is 39,000 the MSRP?
The one I was looking at was 36810.
Huh? Huh?
I'm saying it's the number.
Oh my God, this is gonna be funny.
Let's start off with a Mazda.
Let's start off with something simple.
Let's go through and I had the Mazda pulled up.
Mazda. Mazda.
Oh, I don't have my notebook.
This is changing everything, guys.
That should be the thing that makes you guys really upset.
I don't have a notebook.
One second.
A few moments later.
Okay, boom. Okay.
Where was it?
It was in the other room where all my stuff is.
Okay, so we are going to a Mazda CX-5.
Preferred.
They need a car ASAP.
It is a birthday present, apparently.
Bum bum bum bum bum.
We have two 10% off deals, but they're not local.
So I think he probably wants it local, I imagine.
He's looking for a red option.
Okay, perfect.
Okay, let's pull them up and let's get going.
Listings.
And we are looking for them in Tennessee.
There's not many options.
I mean, there's some options in Tennessee.
Starting in Knoxville.
If you guys don't know who I am, hi.
My name's Tommy, nice to meet you.
I negotiate car deals for a living.
My goal is to save you time, energy, and anxiety.
I save you money, but that's a byproduct.
I charge a flat fee of a thousand bucks.
I handle everything for you.
The price of the car, the trade, the add-ons, accessories.
We have five people that are dedicated to your deal
at any given time.
Charge a flat fee of a thousand bucks, learn more.
Link is in my profile page.
Okay, let's just shake it off.
Make some phone calls.
To provide the very best service,
this call may be recorded.
Thank you for calling Mazda.
If you know your party's extension,
please dial it now.
For sale, press one.
For service.
Good afternoon, Mazda.
So this is Eddie speaking.
Hey, I just wanted to see
if you guys have a car available.
Who's this?
My name's Tommy.
Okay, which car?
Can you look it for Tommy?
I have the last six of the then, if that helps.
Okay, tell me what it is.
It is 151147.
What kind of car is it?
It is a 2026 Mazda CX-5 2.5 S preferred all-wheel drive.
Are you calling me from another store?
No, I'm calling you from my house.
Oh, okay.
I'll bet you're from one of our other stores.
So you saw that you liked it,
one of my salespeople from other stores that call up
and say, hey, do you have this car?
Oh yeah, no, no salesperson.
I'm not trying to sell you anything.
No, no, no, they're not selling me anything.
They work for us, but there are other stores.
So that's why I was just curious.
Yeah, yeah.
And I was like, hmm, okay.
So I thought you were basically one of them.
Oh yeah, I'm not one of them, I'm one of my own.
So I don't have a CX-5 14756.
I've got a, does it have any more numbers
than the 15147?
I mean, it has a whole 16 digits, I think.
I can give you the whole thing if that helps.
No, no, no.
The last eight, if you give me the last eight.
Last eight.
Did you give me the last five?
Yes, sir.
He is in Tommy, 0151147
Not showing up in my inventory yet.
It's a 26 CX-5.
That's it, yeah.
2026 Mazda CX-5, 2.5 S preferred all-wheel drive.
What color is it?
Red, soul red, like my soul.
Okay, let me go into another one,
because sometimes my computers are a little bit behind.
So I have everything.
You're good.
And a piece of paper.
So I like to go, all school preferred,
preferred, red, red.
Uh-huh.
That's why it's not shown in my inventory.
That vehicle that you're looking at, it's on my website.
It's a soul red.
It is not due to come into the dealership
until the first week of June.
It's on water right now.
Oh, it's on water.
That's probably not good.
Yeah, it's on the water.
That means they're being shipped from Japan to here.
Ah, yes, the great country in Japan.
That's how they do that.
They ship them over here.
So they'll put them on our website.
Like, for instance, this car over here,
but I've got another one that's coming in.
See, I've got one that's coming in in May, and that's red.
And that ends in 47937.
So this one is a port, and the accessories are done.
So that means it's on its way here.
It ends in 135652, and that's also a red one.
And I've got 12345
that are supposed to come in in May,
end of May, beginning of June.
Okay, so you have other ones like it
that'll be there sooner.
Yes, I've got one that's over at the port right now,
and it says accessories are done.
So that means once they do that,
that means it's ready to come in.
Oh, okay, awesome, perfect.
Well, hey, man, I'm gonna make your life easy.
I've already driven one of these bad boys.
I already know it. I like it.
Want more of it?
Try to get a great price, and if I can do that,
I'll put a deposit on it today.
Okay, well, what is a great price, if I may ask?
You know, I love a deal like 10% off MSRP.
10% off MSRP, so that's about $3,000 off.
$3,680 off, $81 off.
Mazda doesn't have that, to be honest with you.
Unfortunately, there's no incentives on there.
There's no rebates or anything else on there.
So yeah, that's a steep.
If somebody gives it to you, I'd say buy it.
I'm gonna make your life easier for you
because usually they have a profit margin
somewhere around probably a lot.
$800 to $900, and what you're asking for,
if somebody will give you that, I'd do it.
Okay, well, you're my first phone call.
I prefer to just buy a car for you.
Okay, then let's do it, but I can't give you 10%.
I mean, I'll throw the invoice on it,
but I won't pay for the vehicle.
It's a 26.
Yeah, yeah, it's like, I'm not running the dealership.
I don't know these things.
I've just seen, I'm just trying to get a great deal
as a consumer.
I can't get there.
Probably the best offer that I can give you,
probably somewhere around probably,
no, I'd say $900 off from MSRP.
So you can go below your invoice then?
No.
You just said your invoice is 800 bucks.
$800 to $900.
I mean, I'll give it to you for invoice.
I have no problem.
I'll pull up the invoice and I'll show it to you.
Oh yeah, no, I know Mazda gives you all that secret money
in the background under the table.
I understand the invoice is just a number, you know?
Yeah, I hear you.
That's my number.
How's that?
I'm gonna make it simple and easy.
Well, I appreciate your number being simple and easy,
but it's about one-third of the way there.
So I guess we're gonna go a little closer,
but if we can keep staying on the phone call me,
we get all the way up to three grand?
No, I doubt it.
Well, we can stay on the phone and talk as much as you want.
They have no problem.
I like talking to people.
Well, I appreciate that.
I like talking to people too,
but if we're not gonna get any closer to three grand,
then it's not gonna make sense.
So I'll have to call the next person.
Okay, well, good luck and I hope it works out.
If it doesn't, I'm here.
My name is Eddie.
I'll be more than happy to work out
everything I can for you, okay?
Sounds good.
If you let me know the exact number you can do
and maybe text it to me so that maybe your deal
is the best and maybe I'm the crazy one.
Well, I'm not gonna text it
because it's just gonna be a playing game, you know what I mean?
Go ahead and call the other dealerships
and see what they're doing
because I've done this before.
I've done this for many years.
So the other guy beats me by a hundred.
You call me and then they go in 50 and a hundred
and this and that.
Some of them will actually do it and I'll tell you what,
if you call, they'll probably do it
because they're crazy enough right now.
They need deals, they need numbers.
They're telling me to go buy the car in the...
If they give you that money off, why not?
Yeah, well, I wanted to just buy it from you.
I guess I'm confused.
Like the guy get in the back and forth game
but like if I go $100 a year, $100 a year
and I get to three grand.
Yeah, I'm not, okay.
So here, I'm gonna tell you this.
I'm not gonna sell you that car for that.
I won't, I don't need the number.
They probably will is what I'm saying.
Okay, so you guys aren't trying to sell,
you guys aren't as desperate to sell cars.
I'm never desperate.
Desperation kills people.
I've never been desperate.
I sell cars, I sell good cars.
I don't need a number.
So some dealers will need a number.
They need a unit.
I don't need a unit.
I build relationships.
I do well.
So I'm okay.
I'm good.
I really am.
Okay, yeah.
I mean, I'll start, I'm gonna go
test your theory on the Atlanta theory.
But yeah, I mean, I guess if you were,
the whole building relationships thing,
the whole idea is I'm asking for three grand off.
If you understand that it's a battle to the end,
then I guess it's confusing.
If somebody beats about $100 and everybody gives $100
and eventually I get to three grand,
we could just cut all the nonsense, right?
Exactly, exactly.
I just, I'm not that guy.
But I'm not that guy.
I'm not that guy.
You're not the guy to send numbers?
I'm not the guy that's gonna be at $3,000.
I'm not the guy that's gonna be at $2,000.
I get it.
I'm telling you the truth.
But yeah, I mean, like, why not send me the numbers then?
You already told me where to go.
$39,000 is the MSRP.
Take $1,000 off of that.
Why is $39,000 the MSRP?
The one I was looking at was $368,000.
So $368,000, take away $900.
So you're at $359,000, plus taxes, tags, and docks.
Why were you at $39,000, also that wouldn't happen.
You said $39,000, and then you went out.
I'm saying it's the number.
Oh my God, this is gonna be funny.
Okay, so let's see here.
So the car, I don't have the car.
So let's see.
All right, I didn't even look at the MSRP.
There we go.
Let's see.
We're gonna do this, we're gonna do this together.
Are you ready?
You know, I got my pen, paper,
I'm gonna, your edumicate me please.
I'm sorry, what is it?
Educate me please.
Edumicate, I'm gonna try my best.
Okay, so here it is.
So this one that's coming in from the port,
it's $36,670.
$36,670, how much was it?
$36,670.
$70, okay, got it.
I said take off $900, so here's $900.
So you're gonna be at $35,770.
Okay, and I can just bring you a check for that, that's it.
No, you gotta pay taxes, tags,
you gotta pay dock fees, $699 dock fee.
Oh, I didn't see it on your website.
Oh, dock fees somewhere?
Well Sam, no, you don't need it on the website,
you gotta pay taxes.
Oh, that's not, that's not what I was gonna say.
You don't pay taxes, do you live outside the country?
No, no, I've had the dock fees
versus be part of the price now, that's what I thought.
No, if you look at the bottom of it,
hold on, well, get together, I got this.
You and I are gonna have fun, we're there.
Watch this, hold on a second here.
Mazda of not, right?
Yeah, I'm on the website looking at the car right now.
That's awesome, okay.
Advertise prices excludes tax,
title, license, dealer fees, dealer installed accessories,
and a $699 dealer dock fee.
Offer assumes, offer cannot be combined with any offers,
may require financing through dealer approved lender,
residential restrictions may apply available
on Instock units, only see dealer for complete details.
Offer expires $531,000 in 20 seconds.
Yeah, yeah, I was looking at another website,
it's called ftc.gov,
which 97 dealership groups get warned
of illegal pricing practices,
which means all prices need to have all fees advertised,
including the dock fee, that's why I was confused.
Yeah, no, it's, no.
The FTC, that's not true.
It says it right over here, it's a disclosure.
I have it in disclosure.
Yeah, but the FTC, wasn't the FTC pretty clear
that you have to add that to the price of the car?
You couldn't have it like in a disclosure on the bottom?
I don't know, all I know is that it's on a disclosure.
I mean, I'm pretty sure the FTC said
that that's not the proper disclosure,
but what do I know?
Okay, I don't know, I think you're trying to,
you're trying to start something,
but let's start it together.
I don't know, I don't either.
I think the FTC had two press conferences
with dealers to explain this exact thing.
Well, excuse me?
The FTC did meet with all dealers
and had an open conference with the head of the FTC
to verify what was allowed and what was not.
And they specifically said that a dock fee
must be clearly disclosed as part of the advertised price
if you're selling it in that car.
You can't have it, even in fine print.
It's not hidden, it's right there.
It's in plate size, it says advertised price,
excludes tax, title, license, dealer fees,
dealer and start accessories,
and a $699 dock fee, it's right there.
So, I don't know, are you calling me
to tell me that it's not, are you,
what do you-
But you're the one that went down this rabbit hole,
so this is what you were telling me to go look
at the website.
What rabbit hole did I go into?
What rabbit hole did I go into?
You said it's not on there.
You said it wasn't disclosed.
You said it's supposed to be in the price.
You said, is that the price that I bring you?
And I said, no, you bring me taxes, tags, dock fee,
and that's exactly what I said.
You said, and I'm glad I hope you're recording
the conversation, because I'm recording it as well too,
you said that it's not, it's supposed to be in there
and it's not shown anywhere on your website,
is that it's on my website.
So, I came in here and I showed it to you.
So, you brought in the FCC.
So, obviously you have an agenda
and I'd like to know what the agenda is.
No, my agenda's not about a car,
but the price you're advertising.
I'm not gonna sell it to you for $3,000 below my cost.
I said that.
Yeah, yeah, and that's clear, that's fine.
My goal is to get a car, but when it comes down,
you said the price is with the price and 36, 8, 10,
you said that's the price we're selling it,
minus 900 bucks.
The price you're advertising online,
the price that is showing right there
needs to include all fees
if you guys are selling it at that price.
So, you're supposed to include your dock fee
in that 36, 8, 10.
My recommendation, you're recording this, right?
My recommendation is send this recording to the FTC
and see what they say.
Because I imagine if the FTC sees this,
because that would be my recommendation.
The FTC is very clear on how,
there's a reason if you just go look
at a whole bunch of dealership websites,
you're gonna see dock fees randomly listed
on random websites now.
It's because they were pretty clear on what they wanted.
Gotcha, okay, what else?
Thank you for the information.
No problem.
And then, okay, let's just go to your fine print.
It says excludes dealer fees and dealer installed accessories.
What dealer fees and dealer installed accessories
I need to worry about.
Nothing, you're not gonna install anything.
We're not gonna put anything.
So you guys don't charge it,
you guys don't have any dealer fees,
you guys don't have any dealer installed options.
Our dealer fee is six, it's our dock fee.
No, I get that, but if you use the advertised price,
excludes, packs, title, license, dealer fees,
dealer installed accessories, and a 699 dealer dock fee.
So you're separating those in the website.
So if we decided that we're gonna put,
so if you decided that you wanted to,
if we wanted to add or you wanted to add
all weather fees in that, you wanted to add lug nuts.
You wanted to add, let's see here, a cargo cover.
You wanted to add a cargo tray.
You guys just had the dealer fees listed twice
and you were saying if things were disclosed,
so I just wanted to make sure,
is there a separate dealer fees or it's just the dock fee?
You guys just had it listed twice in your disclosure.
Just the dock fee.
Okay, so the first dealer fee, ignore that part.
Okay, perfect, and I can't combine it with any offers,
may require, do I have to finance to get this deal?
Just read your fine print.
Nope.
The $900, you guys won't send me an out the door breakdown,
but I can do, you're telling me that I can do the math
to figure it out myself.
And it's 35, 770 plus 699 plus tax, title, license,
and that's a Tommy problem to figure out what that is.
Easy.
Easy, so easy, like you have a computer
and a dedicated system that you could just send it,
but you wouldn't do that.
Yeah, I'm good.
Okay, well, I guess I'll go look at Atlanta.
I wonder how they would treat this conversation,
but I guess we'll see.
Yeah, I'm telling you there, you're better off.
You have a great day, sir.
Thank you, you too.
You guys don't know, just a few different things.
That FTC I'm talking about, the FTC,
this is why the FTC warning,
a lot of people, dealerships are like,
the FTC is cracking down the dealerships.
No, they're not.
But like that is the rule, right?
The FTC is requiring that if you have a dock fee,
you have to advertise that.
Now, how this dealership is getting away with it, right?
You might say, Tommy,
how is this dealership getting away with it?
It's really simple.
They're not advertising a selling price.
They're advertising an MSRP.
And the MSRP is not their selling price.
The MSRP is actually the manufacturer's
just a retail price.
So they're not advertising a price.
They're advertising what the MSRP is.
So they have this loophole that a lot of dealerships
are doing, rather than advertising a price,
they're just advertising MSRP.
So they don't have to advertise this.
And the funny thing is,
I already have 10% off this car,
but we have 10% one out of state.
So we're trying to look good on one a little bit closer.
That guy was so grumpy.
He got really grumpy really quick.
No, oh, just so you guys know,
actually let's go into a little bit of a lesson here, right?
Yeah, because I wanted to start describing
why I do the things I do a little bit more.
So you guys can learn.
So one of the things that he kept throwing in my face
is invoice pricing, right?
I will show you the invoice, right?
I will show it to you.
Give it to me.
Like, I don't take that bait.
So first off, invoice pricing is completely irrelevant
when buying cars because you aren't owning a dealership.
What a dealership will sell a car for,
what they own it for,
are two completely different numbers.
Sometimes they fair prices well over invoice
and sometimes they fair prices well under invoice.
You don't go to Walmart, look at a price and say,
what do they own it for?
That's a good deal because they're not making profit.
That's not how business works.
But dealerships will sell cars below invoice all the time.
For Mazda, Mazda actually does something a little bit unique
because they have very, very low invoices
but they give an extreme amount back in marketing money
if they hit their quotas.
So if a dealership hits their quotas and has good CSI,
they can get five to 6% of the MSRP back in marketing money
while their invoice pricing is only like 2% off.
So if a dealership is consistently hitting deals,
this is why you'll see some dealerships say $800
is a good deal while other ones will say 3,000.
You want to find those dealerships
that have those bigger inventories
or that are closer to getting those deals
or know they're chasing those deals.
Does that make sense?
Like some people, I'm gonna make this phone call
but if people are so grumpy and mad, they're like,
I'm gonna say anything just to make this guy mad.
Thank you for calling.
For quality of service, this call may be recorded.
Agreed.
Thank you for calling.
I suppose Joel.
Joel, is this new car sales?
No, let me put you through it.
Thank you.
This is my car sales.
Hey, is this new car sales?
Yes, it is.
Who do I have the pleasure of speaking with?
My name is Tom.
How's it going?
I know who this is.
Tom.
Yeah, this is Tommy.
Tom.
Yeah, it's Tommy.
Gosh, Tommy.
Okay, fine, you win.
Okay, I've got a client near you.
Let's do it to you.
That's super easy, peasy, lemon squeezy.
I got you.
I got you.
Are you a stock number if it helps?
Yeah, give me one second.
I'm walking back to my desk.
All right, what are we looking at?
Stock number Z is in Zebra.
T is in Tom.
012-9900?
9900.
2026, CH5 preferred red.
That's it.
Looks like it is.
Are you live right now?
I am live in front of four people.
Oh, you just started or are you just standing?
Oh, I'm just kidding.
I have no idea how many people are here.
I don't look at the numbers
because it gives me anxiety.
I don't know.
People at Shad is saying 2400 people on TikTok.
YouTube has 1800 people and TikTok has 300, 200.
Yeah.
The pressure's on and the last call was brilliant.
So now it's 2.7,000 apparently.
So it's going up.
They like you.
Oh, darn.
I appreciate that.
Yeah, this one's been here for like five days.
I don't think it's due service yet.
Obviously, we've got someone who's interested in it
and we can get them to do that one faster
than all the other ones.
What are we shooting for, Tommy?
I'm trying to get 10% off.
That's what I normally get on these cars.
Okay.
Are they paying cash?
Are they financing?
Paying cash open to financing if the deal makes sense.
I'm looking at their notes here.
They live in Tennessee.
They would like to finance an ideal world.
How many stores have you called about?
I have a few dealerships in Florida
that'd be willing to do it
and I have one in Maryland that'd be willing to do it,
but I'm trying to be closer.
I would like to drive and pick it up.
It's a birthday present.
I got you, I got you.
All right.
So you're my second call on the street.
10%.
Okay.
But you could be the last.
I could move on to the next car.
This would be great.
I'm going to try and be the last one.
Might actually not too long ago,
our general manager had a meeting
where he advised us to watch your stream.
And if you were looking for a Mazda
to call in or say, hey, call us or whatever.
You can say, you know what?
I did it.
I'll give you all the credit.
I will tell him that you called me,
you spam called me because you saw that was it by the Mazda.
You're like, I'm going to sell you the car.
You have determined and commitment
and drive that I've yet to see from anybody else.
Don't worry.
I will hype you up to your GM.
I got you.
Is there anything else that I need to know?
Is there like, can I get them a military rebate?
Can I get them a military rebate?
Anything like that.
It would all be easier if I could do all those things,
but no military, no loyalty.
Just a birthday present.
Does the birthday present one work?
I will try.
I feel like the exposure is going to work.
We're going to work more than any time.
Let me see what I can do.
Let me see what magic I can work.
I like it.
Perfect. Let's rock roll.
You do your work.
I'll keep chilling here and just call me back.
All right. Sounds like a plan.
Okay. Sounds good.
All right. I'll talk to you soon.
Okay, bye.
We have dogs in the office now.
Isn't this crazy?
5,000 for the dog.
Can I get six?
Can I get 6,000?
6,000.
I saw Pico.
Oh, geez Louise.
Okay. Ba-da-boom-ba-da-bing.
Okay. Do we make it?
Okay. Let's make another phone call while we wait.
I don't want to put all my eggs in that basket.
To provide the very best service,
this call may be recorded.
Wait, I'm getting a phone call.
No, no, wait.
Why is it not letting me answer the phone call?
Why don't they connect you to sales right away?
I have no idea.
Why won't, okay.
Why aren't these phone calls?
Is my phone on Do Not Disturb?
Oh, it's cause I'm on Do Not Disturb.
That's why.
I was on Do Not Disturb.
All right guys, we have an echo.
We know we have an echo.
This is Tommy.
Hey Tommy.
The thing here over here is Mazda.
Hey, how's it going?
Doing wonderful, man.
So all of a sudden done.
I got you there at 36, 613 and 10 cents.
Out the door?
Yes sir.
Ba-da-boom-ba-da-bing.
Send me those numbers.
I'll send it to the client right now.
All right, perfect.
Dude, super easy.
I'll text it over to you.
Yeah, text it over.
Appreciate you making it easy.
No problem.
That's what we're here for, man.
Man, let's do a whole bunch more deals.
I gotta, if you guys have more Mazda deals,
I got a lot of Mazdas I gotta do.
I'll take every Mazda deal you've got, man.
Awesome, man.
Let me send this one to get the client connected
and we'll send you some more.
Sounds good.
All right, awesome.
Appreciate it.
No problem, bye.
Let's wait to see if we get the numbers.
I mean, see how hard that was?
If he, the first person.
All right, so just to guys know, yes, we have an echo.
We have to soundproof everything.
Sorry, it sucks, but it is what it is.
But we're excited.
Second, if anybody can think of what to put
on this back wall, I'm all for it.
I think a TV.
I definitely think I need something
to brighten it up a little bit.
Maybe a TV.
But if you're like, hey, I got an idea.
A Harry Potter poster does not fit.
Oh my gosh, I will show you.
You happy?
Is this what you guys wanted?
It doesn't fit, guys, it makes you happy.
Whatever, I don't care, it'll go there for now,
just to make everybody happy.
You think it makes a huge difference?
Does that make you guys happy?
I don't even care.
If it makes you happy, I'm good.
Yeah, let's just see these numbers real quick.
Actually, this is it, yeah.
Hey, guess what?
That Mazda deal closed.
My client said yes to the Mazda deal.
Yay!
Peace out, talk to you guys later.
About this episode
The hosts walk through a Mazda CX-5 shopping and negotiation call, starting with how prices are anchored (MSRP vs what’s actually charged) and what goes into the final deal (car price, trade, add-ons, accessories). The dealer says the vehicle isn’t in inventory yet because it’s “on water,” then the discussion turns to dock fees and FTC advertising rules. The host argues the online price excludes required fees in fine print, recommends reporting the recording, and pushes for a true out-the-door breakdown.
Original notes
In this video I am negotiating a 2026 Mazda CX5 Preferred for a client in Tennessee, a birthday present, and on my very first call I catch a Mazda dealer advertising the car without including the doc fee in the price. When I call it out and reference the FTC rules directly, he argues back and tells me the fine print disclosure is good enough. It is not. So I moved on, found a dealer whose GM had already told his team to watch my stream and be ready to make a deal, and closed at 10% off MSRP on the spot.
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