The Toyota RAV4 is a very popular compact SUV. Because it’s so common, you’d think it would be easy to find a good price—but the episode shows that dealer pricing can still be confusing, especially for specific colors and trims.
“Delivered” is basically the price you pay to have the car brought to you, not just the base price. It helps compare deals more fairly.
Concept
years of COVID
They’re talking about the COVID-era car market, when it was harder to get cars and prices were weird. That kind of market disruption can make dealer pricing feel unpredictable even later on.
A weather package is a set of add-ons meant to help the car handle bad weather. It can include things like extra protection or convenience features, and it affects the car’s price.
A “temporary event” usually means the car or the listing is only available for a limited time. That can affect whether the car is actually ready at the dealership right now.
Term
on the ground
“On the ground” means the car is actually sitting at the dealership lot. They’re arguing whether the car is really there to see, or if the listing is misleading.
A plug-in hybrid can be charged like a small EV, not just run on gas and the battery. That usually affects how far it can go on electricity and what version you’re actually buying.
A regular hybrid usually can’t be plugged in to charge. It charges its battery through driving and braking, so it’s a different setup than a plug-in hybrid.
A product specialist is the dealership person who knows the details of the car and helps you with the sale. The caller wants to set up time to talk to them.
It’s a live estimate the dealer shows while you’re filling out the deal. It’s meant to show how your total price changes depending on how you pay (cash, finance, or lease).
Markup is the extra amount the dealer adds on top of the starting price to make money. The concern here is that the website may present it in a way that makes it look cheaper than it really is.
An allocation is basically how many of a certain car the dealer is allowed to get from the manufacturer. If the dealer doesn’t have an allocation, they may not be able to get that exact car soon—or at all.
A stock photo is a generic picture used online that might not be the exact car you’ll get. It’s worth confirming the specific vehicle’s details before you commit.
“Reveal price” usually means the website is hiding the real deal price until you click and provide contact info. That can make it feel like the online price and the price you get by calling are different.
Lease finance means you’re renting the car for a set time and paying for its use. Your monthly payment is based on the lease terms, and you usually decide what to do at the end (return, buy, or extend).
A payment estimator is a calculator on a car website that guesses what your monthly payment would be. It uses things like the car price and the length of the loan or lease to estimate the number.
This is a feature that lets you adjust the payment plan they show you. It’s usually part of a calculator that helps estimate monthly payments before the dealership finalizes the offer.
A “payment option” is how you want to pay for the car, like financing or leasing. Picking a different option can change the monthly payment they show you.
Term
get today's price
It’s a button on the dealership site that says they’ll show you the price for today. Usually, you have to enter your contact info first, and then the dealership contacts you with the details.
This phrase usually means the site won’t show the full price right away. It’s often tied to you submitting your info so the dealership can contact you.
An “inquiry” is basically a message you send to the dealership through the website. After you submit it, they reach out and handle your request, including the price details.
A market adjustment is an extra amount a dealership adds to the car’s base price. It usually happens when the car is hard to get, so the dealer charges more than the sticker price.
Lease and finance are two payment options. A lease is more like paying to use the car for a set time, while financing is borrowing money to own it, which can change the price you see.
A deposit is a payment you give to hold a car or confirm you want to proceed. Here, the host says the dealership asks for a deposit after they confirm the deal.
Sales tax is the extra tax you pay on top of the car’s price. It depends on your location, so the total cost can be different depending on your state (and sometimes your city).
Dealer installed equipment means extra stuff the dealership adds to the car. Sometimes it’s real add-ons you want, but it can also be used to inflate the price with items you didn’t ask for.
Term
TSRP
TSRP is a pricing number the dealer uses as a reference point. It’s often used to show a “discount” compared to a higher starting price, even if the final price is still affected by add-ons.
A protection plan is an add-on package the dealership sells to cover things like protection for the car’s surfaces. Here, they’re arguing about whether the items inside it (like tint and clear protection) are actually free or just bundled into the price.
Term
clear paint protection in the door film
This is a clear protective sticker/film that goes on the paint, especially on doors. It helps protect against small scratches and rock chips, and dealerships may charge extra for it.
Window tint film is the tinted plastic film put on the windows. It can help with heat and glare, and dealerships sometimes charge for it separately or include it in a bundle.
A screen protector is a clear film that goes over the car’s screen to help prevent scratches. Here it’s being listed as part of the protection package, and the buyer is checking whether they’re being charged for it.
A “protection package” is a dealer add-on meant to keep the car looking better or feeling more comfortable. Here, they say it includes maximum window tint, which helps with sun and heat.
“Maximum window tint” means the car gets the darkest tint they offer. It can make the cabin cooler and reduce glare, but it may also limit visibility and has to follow local laws.
Clear protection is a nearly invisible film put on the paint where it gets hit most. It helps prevent scratches and chips without changing the look much.
Brand
3m
3M is a company that makes materials used for car add-ons like tint and protective films. Here, it’s the brand name for the protection products being bundled.
Term
995
The “$995” line item is a common dealership fee amount that’s often added on top of the vehicle price (sometimes for processing, documentation, or other dealer-installed charges). In negotiations, buyers try to get that fee reduced or removed because it directly affects the final price.
An “internet manager” is the person at the dealership who handles online shoppers and their pricing questions. They often have more say in discounts because they deal with internet leads.
Concept
scheduled to arrive
That phrase means the dealership expects the car to show up at a certain time. It’s important because the car might not be on-site yet, even if they say it’s reserved or coming.
Concept
local customers
“Local customers” means people who live nearby. The dealer may prefer them because it’s easier to manage the sale and keep control over pricing and communication.
A “spec sheet” is a paper (or PDF) that shows the car’s exact details and what it costs. It helps you confirm you’re talking about the same car and the same price.
Term
GM of the store
The “GM of the store” is the top manager at that dealership. If the GM is involved, it usually means they’re taking your deal seriously.
A “Toyota guy” is the person at the dealership who mainly handles Toyota cars. They’re the right contact to talk about that brand’s specific inventory and deal details.
They’re talking about how to negotiate a car price with a dealership. The goal is to get a specific discount and get the paperwork handled so the deals can close.
Tampa is the local area where the dealership is located. That matters because local dealers may have different pricing or inventory than other regions.
A “deal sheet” is the paperwork that lists the price details for a car deal. It’s how the dealership shows what you’d actually pay and what numbers they’re using.
LIVE
But you're saying if I if I fill out this I'm gonna get a different pricing. I mean people do this every single day
It's not that complicated. I'm not yelling at you
I'm explaining to this to you and I'm trying to explain to you multiple times
But you keep going back to the secret button. There's no secret button
The Toyota RAV4 is by far the most requested car we negotiate at delivered. But why? There are so many
It's one of the most mass produced cars in America. It's because Toyota dealers suck
I hate to put it any other way
But right now the Toyota market still is living as if it's the years of COVID and unfortunately consumers feel it each
And every day just trying to get a price from a Toyota dealership can be crazy
So today I want to test the market and look at a Toyota RAV4 this client is very particular
They only want a red with a light color interior and we're gonna be calling dealerships trying to get the best deal
Let's see what happens as we negotiate on a Toyota RAV4. I want to test the RAV4 market call me crazy
Call me insane. Call me a lunatic. I want to figure it out. I want to see it for myself
We are gonna go on a four Toyota
RAV4
XLE premium with weather package. Okay, first thing we're gonna do is pull up visor
This client lives in
Florida two guys he wants the color. Oh, he only wants a certain color
Oh, this is gonna get really hard really quick and he wants harvest beige or gray interior
Well, I can see the problem. There's only one in Florida
Realistically guys the deal that I would expect on this car is right around a thousand dollars off being a deal
I'm gonna go for two grand because mama didn't raise no
Hello, yes
Hey, are you in sales? Yes, awesome
I just wanted to see if you guys have a car out on your website the new or pre-owned new
Now there's no stock number, but I have the last six of the vid if that helps
Okay, let's try that. What's the number the last six is gonna be?
23 G is in golf five oh 423 V and then no, no, sorry G is in golf
As in goof or goober Google three G
504
Oh, hello, I can hear you. Yeah, I what car is it? It's a RAV for
What color red red? Yeah, red
Yeah, it should be here you want to stop by to see the car it's so it's
Seriously the deal the car is on the on the ground. Yes. Yes, okay, and I'm just making sure
23 G is in golf five oh four. Let me send you the link for it so you can see it'd be great
Just heads up guys. This is a temporary event
So this means this car cannot be on the ground. Are you texting it to me paging emailing? Yes
I'm gonna text you too. Okay, you're saying this car is all on the ground ready to go and you name it
Can I name it like I mean I can call it Steve Steve's a good name the what you name is Steve
No, you said can you name it so I didn't know who me name the car
I'm so sorry. I miss heard you. Sorry. You're a little quiet your name is my name is Tommy. Tommy. Okay, Tommy
Yeah, so you're really quiet
Yeah, it's it breaking out. So I'm gonna send you the text message with them with the links
You can see the car. Okay. I mean I'm looking on the website. Is it not the one on the website the only red
And it's the 23 G is in golf 504. I'll wait on the phone for you if you want to text it to me
There's no stock number stock number doesn't exist. It's blank
Yeah, I think you're looking at a different car
This one Tommy, I'm gonna text it to you, right? Sure. You can press the link and I'm waiting on it
Here you go. Okay. Got the text 23. Okay. No, this is a used car. I'm looking at a new car as I said earlier
Yeah, I'm looking at a new one. It is red though. I'll give you a props and it but it's gas not a hybrid and crazy
I think it's more expensive than it was new
Do we give you the last six to the vent of this car? I'm looking at this on your website
Website
Yeah, I'm gonna just make sure
23 G is in golf. Yeah 50404
23 like you and me turn in 23 like that one then G is in golf and then five
04 Yeah. Yeah, I got you. Well, I can't see it. Let me check with my
Self-manager and I'm gonna give you a call back to me. Okay. Okay, sounds good. She's up out of the desk
All right. I'm gonna talk to you in a few minutes. Sounds good. All right. Bye. Bye a few moments later
Hello, Tommy. Oh, you're back. Please. I'm fast, right? Yes, you're back. What do you got the car?
The car will be here in 34 days. Okay. Okay. Awesome. So you found
Love it want more of it. Okay. Awesome. Well, I'm gonna make your life so easy today
I've already driven one. I already know I want it really just trying to get a great price
And if we can do that, I'll put a deposit on it
You want to trade in or you want to just purchase it? No trade in not a trader. No trade in so least no
No, no, no
Cash money. Okay, Tommy. So for that, I will need to come back to you. Okay, you're gonna have to go back to your manager
You said yes, I need to run the numbers and get back to you. Oh, okay, right. Got it. Okay. Okay. Thank you, Tommy
No problem. Bye. Bye
Hey, if you guys don't know I am my name's Tommy. I negotiate car deals for a living
My goal is to save you time energy and anxiety. I save you money, but that's a byproduct
I turn to fly a fee of a thousand bucks. We handle everything for you price of the car the trade the add-ons the accessories
You notice I didn't say this was a money-saving service
Do we get you good deals apps of darn Lulu we get your great deals
But I don't claim to have a magic wand or a secret sauce and doing something that you can't do on your own
Realistically anybody can negotiate a great car deal
Especially if you watch my tips and tricks people hire us because they don't want to deal with the noise
They don't want to deal with the back and forth and they would rather just have somebody else take care of it for them
Do all the work and tell them where the heck is a good deal?
Like that that sounds great remember charge a thousand dollar fee
We have five people working on your deal at any given time. Our goal is to make this the best car buying experience of your life
Please hold for just a moment while we connect you to one of our specialists
Yeah, I just want to see if you guys have a car available. Yes
Thank you for calling the date sales department. Please stay on the line and we'll be right with you
Hi, are you in new car sales?
Awesome. Love it. Hey, I was just seeing if you guys have a car in stock or available for sale. Okay
Which car is it? I have the last six of the VIN number if that helps
I'll give you all the moments you need. Okay, first tell me the direct the car
So I can easily find out through the last digit of the wind because we do need to check multiple
Ween instead. What is the car Toyota RAV4?
It is the plug-in or regular hybrid one. It is a hybrid all caps regular hybrid
Okay, and what is the last four digit of the VIN last four digits of the VIN is E is an elephant?
101, okay, the axially premium correct with the Ruby flare pull Ruby flare pearl
Correct. Yeah. Yes, that is in a location right now. It will be here latest by
28th July, okay, 28th of July is when that car but it but it's available to reserve
Yes, so what is the earliest you can stop by so I can schedule your appointment with the product specialist
I'm sorry. I'm a little confused. You said it wasn't there, right?
It is not here, but you can if you are looking for pre-book before anyone claim
So what is the earliest you can coming in so I can schedule your appointment with that?
Oh, why can't I just do that over the phone?
No, all the thing it will be in person only. But why the car is not there?
Yeah, because you need to sign certain
Information from your and to the finance team. So that is why it is like that. What if I'm paying cash?
Let me ask that just a moment. Yeah, 12 seconds later. You know, this is Jack
Hi, my name's Tom. What are you calling from Tom? I'm calling from the great state of Florida. Okay, go dolphins
Are you looking to get him to have a shipping company ship a vehicle to you or yeah?
Yeah, you shipping companies all the time. Okay. Well all of our pricing is on the website
You know we negotiate but here's the dealership
But otherwise all of our pricing is convenient sort of like calm
you can select a vehicle choose a payment method cash lease finance and
Depending on how you structure that you'll have a real-time price breakdown
Okay, so okay, so there's and they get today's the get today's price means nothing on here
Yeah, go to the website and you'll get a full breakdown and pricing on the V8
But on the website like it says the price and then right next to it says get today's price
Which makes it seem like like it's a better price than the $2,000 of markup
You guys are charging meaning that if you work out the deal
You're gonna get the pricing for today for what's going on for today for the month of June
Yeah, I'm just like looking that we have in stock or in rude or an allocation or no
No, I'm just looking at your website and I click get today
I'm just clicking get today's price and then it asked me to fill out
Yeah, yeah, yeah, yeah, I'm looking I'm looking to pre book the vehicle that you're looking at
I believe this is the ruby flare pearl. Yep. That was the one I was talking to her on
Yeah, that's gonna be between June 26th and July 20th. Yeah, it was totally fine. I was gonna wait and what's the code you do residing
Okay, and you have access to email or I do but she asked if I free mail and text and I set up for text and phone call
I'm sorry. You said she asked you for what she asked if I do email or text which one I prefer and I said I prefer calling text
Not email. Okay. I was just gonna send you the link over through email all that but that's fine
The email for what this any all the information over because you're texting the only lab with the system
We use only so many characters
So it's a lot easier to send over an email with somebody and then if there's any images or something that we could show you
To we could have you see that as well. What images do you want to show me just so it can be clear on the vehicle that you're looking at?
I mean, it's a stock photo, but it's still I don't know if you actually saw a wrap for you
But you could let you see a stock photo pictures of the vehicle. Yeah already driven one already know
I want to want more of it already done all that so really I know the car is not there
So there's no pictures it'd be more of a like I was like it says reveal price on the website, right?
So like there's making it seem like if I call in there's a different price than the online price
So it says reveal price and get today's price by clicking here and then it tells me to call
So it's kind of like skipping a step so rather than putting in the like lead
Then you have to go further to start the start the process and like I said, then it'll allow you to choose either cash
Lease finance if it's a lease or finance you could structure depending on how you want the term and then you'll have a breakdown of pricing
Yeah, yeah, brother. I appreciate what you're telling me and I'm maybe I'm just an idiot
But like if I clicked on your payment estimator and then it says right on there get today's price and it says reveal the price
So like the price that I'm seeing it makes it seem like there is a there's an advertised price
And then right below it says click here to get today's price
And it says how do you prefer to get a text email or call and I'm calling you guys
I think it would be easier because if I just give you my phone call, you're just gonna call me anyway, right?
I'm just a moment. Yeah, you go to the website and walk through it together
It's crazy how
aggressive like I haven't done anything mean
Right like I'm not trying to be any mean
But like if I look on their website, it says reveal to get today's brand
Why am I making it difficult for no reason why would you have get today's price and reveal pricing for today?
I'm not even trying to negotiate. I'm just trying to figure out what the like prices
If I would have put my information here, they would have called me we'd be right here, right?
I mean, I'm more than willing to put my information. I don't want to give me
I
Can't even put anything I can't even click email or text. I didn't even ask us to do the sales manager
I'm also muted. Okay. Yes, if you click on customize my payments
You could choose your payment option there and then once you complete it, then I'll give you a breakdown
Yeah, yeah, yeah
But if you look on the right side of the screen where it starts to break down the price
There's a big button that says get today's price and if you click on that I can fill out all this information
And it says reveal the price. So like there's clearly a second price, right?
It's basically asking you to get the information. It's gonna ask you to see it's basically what that does is it's gonna submit an inquiry
To the dealership you have to put your information in so when you're going on there
it's gonna you're gonna ask you for your name email zip code phone number and
Your preferred method of payment and then once you complete that out then the dealership
You could also, you know finish the pricing there and then you'll be contacted by us to find that if you want to either
Schedule a community pre-bucket or you're out of state. So then we could just once you complete your payment that's your payment
That's what's gonna be and then we can go from there. Yeah
So really what I'm just trying to like is reveal the secret price, right? It's on the website. I get it
My friend, it's just basically feeling that it's asking you to fill out information from the website and asking how you want to be
Contacted that's what it is worth today's pricing if you're looking to do it today. That's what it's asking you to do
I think you're misinterpreting what it's meaning
Or number three how you want to make your payment, but it doesn't say click here to
And then once we get that your information back as you complete it
Then we'll have your completed name phone number zip code all of that and then we'll have how
Wherever you're gonna pay for it and then we could have I can have a product specialist
Take a deposit when the vehicle arrives, then we could have you come pick it up
I believe it's gonna be here between the 26 the
26 of this month, it's like 20 you have my first name last name zip code phone number
Like you have all those things like I guess what else do you need to review again?
I'm just looking at the button. This is rude
I'm saying if you want the pricing you need to fill it out and that'll be your pricing
I can't do it for you so you could fill it out and then you know
What you're saying if I fill out this sorry, I didn't mean to interrupt
I would never do that, but you're saying if I if I fill out this I'm gonna get a different pricing
No, I didn't say that I said if you fill it out
You're gonna get the complete breakdown of pricing
I see this for a second if you go over there and just fill out where it says the payment estimator
And then you could choose how you're gonna pay fill it out customize it how you're gonna do it and then you could even do
We have a 10 second value trade if there's a potential trade
It'll give you a range until we see it all of our trades are based on site
And then it also gives you opportunities if you want to choose from
Personalized with accessories to add on to the potential vehicle as well
So once you do that and then it'll submit an online incident acquired to us
And then we'll have that and then once we have that then again
We'll have your complete breakdown of pricing and then you can let us know if you want to secure the vehicle with that price by
Credit card and when it comes in then we'll write it up and then you'll either have a chip to you or you'll fly out
Or I'll know if you have anybody on these coasts in Jersey that will come to get it on your behalf
It's up to you and I get to pick it up once it arrives, and you can't just like send these numbers
I'm just confused on like again. I'm just trying to give this today's price, right?
Like there's a secret button that means it's like it's telling me to click the get today's button and says
That's gonna need to fill it out. I'm telling you multiple times
No, I'm going there fill it out complete your pricing and how you want to pay for it
It'll give you the pricing and break down. It's very simple. I mean people do this every single day. It's not that complicated
Hey brother brother, I want you to look at your inquire and then you can let us know how you want to proceed brother brother
You don't need to yell at me. There's no need to yell at me. I want you to know my name is Jack
I'm not yelling at John explain to this to you and I'm trying to explain to you multiple times
But you keep going back to the secret button. There's no secret button again. I'm telling you this is how it is
It's on the website confirm availability
Get your pricing choose on how you want to pay and once you fill it out how you want to fill it out
That'll be your pricing on the vehicle and then you can let us know if you want to then secure it
I agree that I see the confirm availability
But right below that it says get today's price and I click that it says reveal available savings on this vehicle
I had the dealer will reach out and it says the
Yeah, it'll tell you that you can't just tell me what the what the available revealed price is well
There's a 2000 dollar market adjustment on the 2026 Toyota rap fours due to supply issues
So the MSRP the vehicles 40086 and with an additional 2000 dollars is 42284
So again because of supply chain issues
There's a market adjustment over MSRP and that's what we'll tell you on the website
No, I get that I see the advertised price
But it makes it seem on your website that I get a different price if I fill out my name my last name my email
My phone number of my zip code. That's why it says reveal price
Yes, reveal the price based on how you structure it if it's gonna be cash
Lease or finance and how you work out if it's a lease or finance that term. Are you on the website?
You can see what I'm saying. I'm not crazy man. Like I'm like this is in like again. I'm not I'm not
It's really like I said all you have to do is just click on the payment estimate
It'll complete your price. I'm on the payment estimator
And you can write on the payment. Hey, all right. Well, then just complete it
All you have to do is complete it because so the get today's price where a reveal available
Sailing the savings right where on this payment estimator page is just a scam is a fake. What is it? Like what's up?
What's this button? No, it's not a scam. It's not a fake
It's gonna tell you what it is
But I'm explained to you due to the supply chain issues there currently is a $2,000 market adjustment on the 26 rap 4s
Which tells you on the on the once you go by the payment estimate
It'll tell you on there'll say the MSRP and then they'll tell you what the price is
But when you click on today's price, it tells you the advertised price right up there 42 284
Because the MSRP is 40,000 284 so the $2,000 is added on that
That's basically asking you to fill this out
So that will generate the inquire for you after you complete your payment
Information and then it would come over to us and then we would reach out to the individual once they do this and then say
Okay, this is the pricing that you worked out. This is what you have now, you know
Do you want to move forward and secure this vehicle by leaving a deposit and we'll write it up and you're out of state
So we could either do, um, you know
Send you over the email over the contracts or why you wrote the contracts if you decide to move forward with it
Okay, so basically
Means nothing and it's just more of a get my get your information if I didn't call you guys
Well, that's gonna when you're saying to put the information where it's asking for your name and for an email
Asking for you and how you want to be contacted to move forward with this particular vehicle if you want to be super clear
It's I'm gonna read it for you so you know because I get what you're saying, but you're not looking at you
I have to because I have it
Is telling you what the reveal price it's but I'm telling you because of these vehicles with the supply chain issue
There's a $2,000 market adjustment on the wrap fours other vehicles that don't have the market adjustment
If there's an advertised price on this that would reflect that this one has a $2,000 over msrp
So that's what the price would be on this vehicle the msrp is 40,000
What is that? I can't see with the shade at 40,284 plus the 2,000 over
Expensive dealer and state fees and that's the best you guys are doing right now
Your zip code in and that would tell you whatever your tax rate is where you reside
What that would be on top of that and then on the digital of our dealer fees. Okay, and this is the best price you guys have
Correct. Okay. Yeah, so I will not click to get today's price. That doesn't mean anything to us here
That's just more of an illusion. Well, I've explained to you. There's a $2,000 market
I see
Man, I appreciate it. I understand that you're not looking at it. You're reading off your website for what you are
But again, I see the $2,000 markup. I see dealer price adjustment 2000 and then right below it
It says get today's price as if like and then it says reveal the additional this with you though
We're going to reveal additional savings by clicking this button because there's a market adjustment on this
That's why if there wasn't then there would be more of an advertised price
But because of supply chain issues, there's a market adjustment over on mr. P
I get it and I see that like it shows that clear as day, right?
But it's saying that if I fill this information in I will get a vision additional savings
That is what your website reveal additional reveal available
Sailing on this vehicle the entire vehicle and it says the advertised price is 42 284
Reveal price by filling out this information. So like it does it makes it seem that's how the advertising is if I fill this out
Then I get a different price than the advertised above msrp price. I just want to confirm
There's no other price. This is the only price you guys are doing right
But in addition to the dealer and state fees and it would be the sales tax again where you reside
Okay, so you guys don't negotiate anything along those lines. No, okay. I will move on. All right. Thank you. No problem
Salty car salesman
I love though. There's a world where this guy can raise his voice at me. I'm just calm and like there's still people like
Well, you should have just hung up the phone. That's on you Tommy. Like dude, like I'm getting yelled at
I don't try to negotiate. Well, you should have just moved on even though he said he's willing to negotiate
And a website says they have different pricing
You should have just known that he wasn't going to try to negotiate because what are you an idiot?
And then when I try to negotiate it's Tommy, they have other things to do more important than negotiating with you
This is a high demand car. Why would they negotiate?
All right, this dealer other dealer sent me the numbers already. It wasn't that hard
Okay, I'm gonna call this dealer back because the other dealer gave me a call back. They have they got markup on their car
Hey, I missed a phone call from you. This is Tom. I'm sorry. I missed a phone call. I think from Anna. This is Tom
Yes, I sent you the information on the raft board. Did you receive it? Yes, I got your breakdown in text
It looks like it looks like the tsrp of the car is 41 222 and you guys have like two grand of
It says like dealer installed equipment and then modern protection plan. I didn't know what any of that was
Okay, so the modern protection plan is the um, it comes with the window tint the clear door protection and
Something else the screen protector. Oh, it says those are zero dollars on mine
I see a quote for tint and for clear paint protection in the door film
You're charging me zero dollars for those
Well, all of that goes for the nine the modern protection plan
Yeah, I can send you a message that explains a little bit more
Modern protection plan 995 and then it says 3m window tint film zero dollars 3m clear patina protection zero dollars 3m screen protector zero dollars
Yeah, well, if you want like in my manager's just passed by did you want him to go ahead and explain that to you a little bit better
And we don't have to I mean if you want me to talk to your manager, I certainly can't I didn't ask for him
Yeah, give me just a minute that way he can be a little bit more helpful. Sure. Thank you
Like people will get mad at like tommy you force that conversation
Like how are you not professional enough to be able deal with the conversation?
You're just getting asked questions on your website
Like how can I make it in that bad of a process if you guys don't exist? Oh, he's sending me a text. They sent me a text
Hello, this is uh, steve. How you doing today? Hi steve. I'm doing well. How about yourself?
Good. Tom, right? Tom. All right. Perfect. Where do you live, Tom? Florida and Florida. Good night. All right
Yeah, you're good. Good night. It's actually the middle of the day here, but yes, I know this is my phrase. Sorry
That's one of those northern michigan phrases. I guess I don't know
People say good night like just in the middle of the day in michigan. Yeah, it's just a phrase of like i'm shocked. Good night
Or we I don't know
My family my family or whatever. Yeah, something like that people say certain things and I just maybe I grew up that way
I don't know and so sometimes by habit. I just say it so
That's just I'm I'm just that way. Sometimes you'll have to forgive me. No, you're good, steve. So
Okay, so
You are contacting us all the way from Florida. How do you know?
Or you just happen to see us on the website. I saw you on the interwebs. Okay. Well, that's cool and we're looking at a
Vehicle here. What what vehicle are we looking at Anna? Sorry? I blocked it out the raffle. Okay raffle. Okay, perfect
Okay, perfect. We have a red one coming in. Um, you like the color red? I do like good red. It's my my first favorite color
Okay, it has the weather package on it. You're okay with that. I do like weather. Okay. It's perfect
so I think one of the questions you're asking Anna is about the the
Modern protection package. So what we've done is most customers at least in north carolina. They like this add it on
We texted you exactly the definition of it
I don't know if you saw it on your text or you can look at it while we're on the phone
I don't know but basically what it is we add the maximum window tint here
It helps a little bit with the brightness at night bright lights and then also with
Sun protection heat protection as well on the inside of the vehicle then
Also a door paint protection the front doors edges and around the door handles because those are the places that get
Most scratches or bumps and parking lots different things like that
So we found most customers like that and then also the screen inside the vehicle that always gets scratched
People are touching it putting their fingers on it touching it with certain things
So we put a screen protector as well
And then we sent like I said, we texted to you to explain everything and the total for all of those is
$9.95 for that. I don't know if that answers your question
Yeah, the question I had is that there was like three different spots on this and it says dealer installed equipment
$9.95 modern protection by $9.95 and then below it it says 3m window tint zero dollars
3m clear protection zero dollars 3m screen protector zero dollars
So like I'm getting not charged for it then charge double charge for it
I don't even like I don't know why they're saying it's zero dollars if it's not zero dollars
Yeah, no, so it's it's so the whole package so the package modern protection package is all three of those things is
It's not it's given the total for it
I don't know why on our digital retail tool that it looks like it puts it in there twice
But you're only getting charged $9.95 and it's $9.95 total for all three of those things window tint door protection and the screen protector
Okay, and then okay, and then when does that car get here again? It looks like it gets here
I'm trying to check that out as well
The ETA what's the ETA of it in a 20 days
ETA approximately 20 days and usually what we'll tell customers if you
Decide you want that car we take a deposit secure it
We report it to toyota in your name and sometimes it'll get a little bit sooner
Just depending on the transportation and sometimes we'll come a little bit sooner
But ETA is about 20 days. Okay. Well, um, I wasn't really looking to add any protection package on there
That's definitely not appreciate you guys doing that but wasn't looking to add any of that on there
Okay, I just did just overall hoping for a little bit better deal on what you guys have but are good things about your dealership
Okay, well, I appreciate that no problem at all and then generally what we'll do is take off 500 off the rare force
Off the msrp and we'll take off the 995 and then we'll send you the pricing and you can decide
What to do from there? How's that sound? What do I we just do 1500 off boom?
Well, I'd love to but I got to keep my job. You're gonna lose your job for $1,500 off
Nope, I like this job. I mean so
I'd I'd love to do that
But right now with the rare force are you know, we're taking about 500 off
And we can hold the vehicle for you try to make it easy for you. How does that sound to you?
Yeah, I mean, I really wanted to be a 1500 off as far as trying to be at that was the number
I was doing hoping like that's where I really wanted to be at
Okay, well, I'll I'll check on that. Let me check with my pricing. I know as the internet manager
We're taking about 500 off if I can go beyond that for someone in florida
And are you looking to come to pick up the vehicle? Yeah, I'm open to picking it off
Open to shipping whatever makes the most sense. Okay. Well, well, no problem. I'd love to make it easy for you
Let me just give you an answer
You can decide what to do and then if everything works right then we can get you to pick it up in in about
20 days and in fact, uh, we do have an airport in
Which is about 20 minutes 25 minutes from us and we can come pick you up if you fly in or if you want to drive in
That's up to you as well. I like it. Appreciate it. All right. Well, no problem
Let me check on that and we'll send you a text if that's okay. Would you like me to call you back?
That's just fine. Okay. All right. Perfect. My name is steve
I'm the only steven sales here and either uh, steve or ana will give you a call back or text you back
Okay. Hey, thank you steve. Appreciate it. All right. Thank you. Have a good day, sir. All right. Bye
But remember guys, we don't ever show good sales people
So what we're gonna do is I want you guys to remember that one doesn't exist
Remember, we've had four bad ones one good one, but the bad the good one didn't exist
I didn't actually show that one watch wait one second. I got an idea you guys ready. Okay. No, how did it work? Go? No?
Wow, that was a tough call, huh
This call is being recorded for quality assurance. Yes, it is. Thank you for choosing
Our menu options have changed dial by name press one dial by extension press two service press three
sales press four
Do I get the receptionist? Do I get a receptionist? Do I get a receptionist? Do I get a receptionist?
Thank you for calling
Can I speak to new car sales? Yeah fun fact
I called the sales number to get hit the sales number
There was literally a number on there to call sales. I called that number ended up getting a prompt to get to sale
It's small things
They were calling
Derek how can I help? Hello governor? I just want to see if you guys have a car available
Yeah, which vehicle were you looking for? I have the last six of the vin if that helps. Yeah, go ahead
It is 26. E is an elephant 1 0 2
XLE premium rav 4 wow, you're quick. It does look like that vehicle has a deposit on it already
Oh, okay, that's a okay. Let me see if I have a replacement for you
Oh, are you looking for just an XLE premium? XLE premium red with a light interior
No, currently looks like all of our wraps XLE premiums have been pre sold looks like all right now
I have available or like woodlands and
FCs and XSEs and things like that
I don't want a woodlands. Uh, I will pass on it, but I appreciate your time. Yeah, brother
No worries quick question while I have you on the phone. Is this tommy tommy like my name's tommy. Yeah. Yeah from delivered
Yeah, this is tommy from delivered
No worries brother your voice just now familiar. I watch your tiktoks all the time. Oh, thank you
Good job. You filled out a bingo spot. Please hold. I gotta find where the world is getting recognized
Where do they get recognized?
Getting recognized. You got a bingo spot. Thank you for giving me my bingo spot. I appreciate you
Yeah, brother. No worries again. My name is Derek. If you ever need anything else, feel free. Give me a call back, brother
Okay, sounds good. Appreciate it. Yes, sir. Bye
I was a night. He was actually I will say low key not because he recognized me
He was honest stuff
I could tell you watch this video because he's seen some of his teammates be like, oh not his own teammates
But he was a good one. That was he was good at the very least. He was a nice guy
Thank you for calling Hannah. Let me help you. Hi, Hannah. Are you a new car sales?
I am nice. I just wanted to see if you guys have a car available
Yeah, I can check for you. What kind of vehicle is it? I have the last six of the vin, but it's a rav 4
Okay, and if you want to give me the
Last of the vin that's perfect. I'm ready when you are 22 golf 5 22
All right, perfect. Give me just a second. All right, that is the ruby flair XLE premium ruby flair
All right, perfect. So that one it is still available. It is not here yet though. All right, give me just a second
Let me place you on a brief hold real quick. Okay. Okay, sounds good. I think I think they recognized us
Hi. Hi. Hi. Can I salesperson? I was just talking to you for holding. I'm sorry about that
I just wanted to double check and make sure it was still available
But I am showing that it is but it is not here yet
It is scheduled to arrive probably towards the end of this month first week of july
Awesome. Perfect. Well, I'd love to put a deposit on it as long as we can agree to numbers
Okay, um, where are you calling me from for the great state of florida?
Gotcha. So I do have some bad news for you
If you are outside of 100 miles from us
You aren't able to place a deposit on the vehicle just because we're trying to tend to local customers because it is
These vehicles are in such high demand. Um, if it happens to arrive without a deposit though
I can give you a call and let you know
But then to the other side of that is we don't ship vehicles
You would actually have to physically come and take delivery of it. Oh, okay
I mean, I'm willing to come up there if it made sense financially
So you're saying if I was 100 miles away like if I was just there or did my address has to be 100 miles away
I mean, if you're within 100 miles of us, you are able to put the deposit down. Yes
But I'm just talking about like my location
So like if I was in new jersey for the day and I called you and I said I'm 100 miles away
No, I mean, it would be where you reside at. Okay. Sorry. Okay. That's that's just making just verifying
Okay, and no and even if I was visiting and I walked into your dealership
You guys would just refuse my business. Um, no, not necessarily. I mean if you were here, that would probably be a different story
Oh, okay. So if I'm there I could put the deposit but if I'm calling on the phone, I can't do that
Correct because you're in Florida, right? Correct. Yes. Okay. I mean, that's fair. I understand you guys have a policy
So I won't try to fight the policy. Okay. Well. Yeah, I mean, I definitely apologize
Do you want me to keep you updated in case it happens to get here without a deposit? No, I think I'll find one before then
But I appreciate your time. Yeah, not a problem. Have a good one. Bye. Bye
For some people that say it's a good policy. I disagree. I want to be super clear
It would be a good policy and I would respect the policy if they stood by the policy
Even if the person's in store
But the idea behind it is you want to save it to local customers unless they're in store
That means that they probably have markup or add-ons and uh, they don't want to uh, they don't want to say anything
Who am I calling? Oh wait. Oh gosh. Do I really want to just call his random number? Forget it. What's the worst that happens?
You're missing a digit. Who am I calling? Am I getting trolled?
Rocky is this this is Tommy
What's up, Tommy? How are you?
Okay, I'm gonna unmute you and I'm a little nervous about unmuting a random number
But here we are. Hold on. If you don't want to unmute me, I'll text you the spec sheet first
No, I I trust you. You were gone this far. Okay. Yeah, I'm the GM of the store. I watch you all the time
So I'm always like, I wish I could get hooked up with you. Dude rock and roll. Let's go. What store you at?
Boy then Tampa. Oh, dude, you're like a dude. Okay, you're right next to this client. Let's rock and roll
Let's do it. I'm in two grand. I'll do a car 31 days out
If you want to strip toy a guard or something off of it, I'll take care of you rock and roll man
Send me the sheet right now. I'll get uh, I'll get ryan. He's my toyota guy
I'll get him to wrap it up with the client and then I'll get him to reach out to you easy peasy man
Perfect. So I can just text this number. You can have them reach out to me text it out
Take this number and then I'll have ryan which will he'll reach out at a different number
This is my expand number for dealers that I don't know who they are because they scare me. You got it
Rock I made this you made this too easy, man. I appreciate it. I appreciate
I've been trying to every time I watch you. I'm always like, please call me
Dude, I will tell you I'm gonna have ryan talk to you right because I don't want it's boring for me to go through 86 deals
But I promise you have 86 toyotas we could do right now. So I'm gonna have ryan do some of these toyotas
I'll do every single one of them. Okay. I'm gonna call him right now and let him know
Perfect. I'm gonna take you to Texas spec sheet right now. Okay. Sounds good. Thank you. Bye. Bye
All ryan sunshine
Hey, hello, I got a present for you. Okay
I got I'm just doing your job for you. No big deal. I'm just kidding
Hey, I just talked to rocky. He's the gm of
Toyota and tampa
Give me two grand off a rav4 red one right now the one you asked
He's gonna send me the sheet and he wants to do all 60 deals and we'll give him whatever number you say
Whatever number we need. He said he'll do every single deal that we need
Let's go. Do we have a time for that?
Yeah, so I told him you would give him a call and see if we can put what together
He said he'll do anything national anything local dude's ready to make some deals
I just tagged you in his number
I want to make sure you get it. You don't have access to all my numbers
So I want to make sure you're using a different number here boom boom boom
But I'll have you as fun as it would be to talk to him about 80 deals
I don't think it'd be that uh, oh my gosh. Oh the user is here ryan ryan
Tagging cool. I'm just trying to add you might be something different
I know if you guys know this but this is uh the failed salesman called ryan sunshine
Couldn't sell cars anymore. So you got to go sell it delivered
I went out on the top, baby
I just added you on the number ends in 71 Okay, perfect. I'm on it for mine
Oh, the new the new test. Okay, you got it. You just texted me the sheet here and amy tagged you in it
What are we in are we in?
No, we're in uh, we're in. Whoa 7171 She just it's the last number I texted amy tagged you
Okay, cool. All right. Oh, it's something to me. I got it. Okay. It sounds good. Talk to you later. You get these deals done
Let me know how they go
That was good. Thank you. Bye. Boom. Bye to Bing. Let's give some love to uh, well
Well, first off, we'll make sure we get the deal done. So let's make sure I don't like to give shout outs early
Uh, but either way that was awesome. If he gets 2k off, that's a great deal. I love it. Like it. Want more of it? Boom. Thank you rock
Dude, I love it. He's like, I've been just trying to get deals. No stuttering or choir
About this episode
A negotiator tests Toyota RAV4 pricing by calling multiple dealerships with a very specific buyer request (red exterior, light interior, particular trim). The episode focuses on how dealers handle “reveal price” and “get today’s price” online tools, stock/availability confusion, and whether the numbers shown on websites differ from what sales teams quote on the phone. Along the way, the host argues Toyota dealers create unnecessary friction, then explains how his service works—no magic, just structured negotiation and reduced back-and-forth.
In this video I call a Toyota dealer to ask about the "reveal pricing" button on their own website and the salesman spends the entire call telling me I am wrong while never explaining why the word reveal is there.I nearly lose my patience, but a Toyota GM who watches my stream was in the chat the whole time, called me directly, and gave me two grand off before I even had to ask.
