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LAZY Dealer Hides Behind Franchise Laws - But I WON!
LAZY Dealer Hides Behind Franchise Laws - But I WON!
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About this episode
Tommy runs a rapid-fire negotiation playbook for a Hyundai Palisade Hybrid Calligraphy, calling multiple dealers across Ohio and beyond to chase a specific discount target. He compares offers, pushes for the “oldest” inventory, and uses financing rebates to close the gap toward $3,000 off. The episode also turns into a debate about dealer franchise laws, arguing they distort pricing and protect middlemen, while direct-to-consumer brands like Tesla show what changes when restrictions are removed.
Topics:
negotiating hyundai palisade hybrid pricing
using stock numbers and verifying inventory
financing rebates vs cash discounts
targeting $3,000 off and comparing dealer offers
avoiding add-on markups and forced packaging
calling multiple dealerships for market data
dealer franchise laws debate
direct-to-consumer vs franchise dealer model
negotiation tactics and scripts
Cars:
Hyundai Palisade
I'm negotiating a 2026 Hyundai Palisade Hybrid Calligraphy for a client in Ohio. The target is $3,000 off. Some dealers in this market are still trying to sell above sticker. Others are hiding behind limited inventory as an excuse not to move. Watch as I call dealership after dealership until one finally does the right thing. But this video isn't just about one deal, It's about why getting a fair price on a car is harder than it should be. Franchise laws protect dealers from real competition. When a middleman doesn't have to earn your business, they won't.
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Hyundai Palisade
"...ls here We are gonna be negotiating on a Hyundai Palisade hybrid calligraphy My goal is to negotiate 12 de..."
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This is buddy. How may help you buddy? How is it going buddy? It's going well. How are you? Man? I am living the dream
Thank you appreciate him. I was on cross, but I appreciate the sentiment either way
I pray that I don't get transferred to somebody who has no idea what I'm saying
Okay, is this it for purchase or you're looking to do a dealer trade I buy because I'm buying your car
How is it going world? I guess ready for the quickest most efficient negotiation stream that you've ever darned seen we're gonna stream
We're gonna negotiate. We're gonna have a great day by the boom by the bing
I'm not even gonna waste time chit-chatting with you guys. Okay. Let's go negotiate some car deals here
We are gonna be negotiating on a Hyundai Palisade hybrid calligraphy
My goal is to negotiate 12 deals this week. We are doing a deal in Ohio
So I want to jump on this rev is heavily quickly calligraphy hybrid white with a black interior
Super simple super easy calligraphy
Some of the dealerships in this area are going crazy. They're trying to be above sticker
I have an offer at a state for three grand off. So that is what I'm gonna do
I'm gonna go for the offer for three grand off now when there's a lot of these cars in a market
What I do is I always go for the oldest one
The reason why you want to go for the oldest one isn't because it's been sitting on their lot the longest
It's probably just on their lot compared to a lot of these that will not be on their lot
I think we're going great. This is Charles themselves. I can help you. Hey Charles
I just want to see if you guys have a new car available or who do I have to play or speaking with my name's Tommy
Hey, what's up Tommy? What's up? What's up? Let me load my
Not much man. Let me load my computer up. It wasn't a specific one. You're
It is a specific one. I do have the stock number of that helps. Yeah. Yeah, what is that? Yeah, 26 D is in dog
680 we've been getting so many people on hybrid
Calligraphy's it's been here. We've sold a lot before but like these past couple months
Yeah, people are really been interested in these cars. Yeah. Yeah, I've seen a
inventory kind of sparking up on them, but you ever test driven one before I have already driven it
I know I want to love it. They're great. Oh nice. Nice. I mean, have you ever been here before?
I just didn't see your name in the system. No, I've never been to your dealership. All right, Tommy
What I'm gonna do is I'm gonna make this profile for you
And then I'm gonna double check to see if this vehicle is here give me just a moment Tommy
What's your last name?
Makula M. I. K. U. L. A. That's cool. Thank you. I appreciate it. What is that?
My name. Yeah, like is it like a like Italian or no, it's Croatian. Ah, cool. Cool. Thank you
Where's your name from? Mine? I'm Charles. Oh
I'm actually the second to so yeah, you French. It's all here, bro
No, I wish no just straight here brothers. No, I don't know you want to be French. They surrender a lot
Right
They got french fries
Yeah, this car is here, I love it. Well, like I said, really I've already driven it really trying to get some great pricing
If I get great pricing, I'll buy it tonight tomorrow. Whatever makes no sense for it. Okay. Let's see here
How do you plan on paying for this vehicle?
Financing
How much did you plan on putting down a plan on you know 10 20,000 dollars in I can show a couple of different numbers
Alright, so 10 to 20 K
I'll show 60 and 72 months if you had to rate your credit from one to 10 10 being the best
What would you rate it 10?
Nice, bro. Good job. Appreciate it. We're tired on it. Tommy. What I'm gonna do is I'm going to send you a text message
and if you could send me your
email and your
driver's license
That way I can put all your information in and then get the accurate numbers for you
I can give you that once
Um, once we agree to numbers. I don't like giving my driver's license to strangers
All right, um
Tommy give me just a moment. Okay. Okay, sounds good. And I'm gonna give you a call back. Thank you. You're welcome
There's so many of these cars. I should be able to match this $3,000 discount
Okay, we're gonna try to make another call and see what happens. Are we ready moment of truth?
Thank you for holding this to Shane. How can I help you? Hey Shane?
I just want to see if you guys have a car available. Sure. Yes, sir. What kind of car is it?
Uh, I have the stock number if that helps. Okay. Yes, it does help. It is it's tea as in tango
U is in uranium zero four nine five six four
Okay, and what kind of vehicle I without I don't know exactly what that that's good for now
But who is it? It's a Hyundai Palisade Palisade. Okay, and have you worked with anybody here at our dealership before?
Have you bought a car here before? I have not. Okay. Looks like you're calling from out of state
Doesn't mean you are necessarily are you in Ohio or are you out of town out of state? I'm in columbus
What's your name sir? I'm sorry Tommy Tommy first
I'd like to check and see if this vehicle is definitely in our inventory
We're the biggest Hyundai dealer in state region. So I've got a lot of cars here
Did you want to is there anything in particular you want to know about the car?
You just want to if we have it is there a time or do you want to come look at it drive it?
Yeah, really just I already know I want it really just trying to get some pricing
Okay, so this is like the color combination you want the trim all that stuff all the dream of the driveway stuff. Yep
Okay, I got you
Let me so you just what do you want like you want to know what tax title out the door?
You want to know what the price is before tax? Yeah, yeah, really?
Yeah, I'm just looking around just trying to get the out the door
Uh, and I'm cash is fine or you do the dealer finance for the finance bonus. Okay. All right. Let me
Is there a trade-in Tommy? There is not no trade-in. Okay, and are you a first responder?
military or recent college grad
That would be I am not okay. Uh, give me a little bit of time if you don't mind
When you're looking to do this if if I mean it's probably not today because that's ambitious, but tomorrow
Okay, I want to verify. I have the vehicle for sure
Like I said, I do have a client in front of me
But if you please just give me a little bit of time and I'll you know try to work this then get you some pricing
Are you in what's your what's zip code?
My zip code is four three two two zero if you would like I said my name's Shane
I've been here for most 15 years if you would just give me a few and uh, I definitely get back to you
Okay, sounds good. I appreciate it. Hey, Tommy. Thanks for the call. Appreciate it. Thank you. All right. All right. See you. Yep
I'm gonna keep going on dealerships. Do I find somebody that's willing to give me $3,000 off this car?
I'm a simple man with simple goals simple man's simple goals
Using the
Foglin Hyundai, this is Laura speaking and who am I speaking with? Hi, my name is Tommy
Can I speak to somebody in new car sales? Yes, hold on one second and it was there a specific car you were looking for, Tommy
Uh palisade
Did you have a stock number at all? I do
What is the stock number?
Each is in Harry. Why is in your rainy or what you're welcome?
8714. Okay. Yeah, it looks like it's still available
Were you wanting to come look at it or you just wanted to talk numbers over it talking numbers on it?
Okay, hold on one moment, please. Thanks Tommy. Thank you. I pray that I don't get transferred to somebody who has no idea
What I'm saying. Thank you for holding Tommy. I have Tavion on the line with for you. Okay. Thank you. Thank you
Hey, Tommy. How's it going? Hey, I'm doing well over yourself. Hey, man. I can't complain besides the snow
Oh, yeah, the snow is the worst. Yeah, we got a couple more inches last night. It's annoying
Well, yeah, they're talking to Laura as you said that you're interested in piloting the policy hybrid
That's it. Yeah. Yeah, yeah a couple questions for me
Really just trying to get some pricing already driven it ready to know I want it one more of it really trying to get some pricing
Okay, yeah, um, you want the creamy white one correct creamy white
Okay, then any money down? I could be cashed for the car
But I know you get an extra little bonus to finance so I'll be financing
So let's just say like 20 grand on okay on a scale from one to 10 house credit and rock and roll
Okay, I'm gonna go back to my manager then uh, I'll send you a
A purchase agreement. I'm excited. Thank you. You're awesome. You're welcome. I'll have that to you in like five minutes
Okay, okay sounds good. Yep. Bye. Bye
We're in columbus showing up three good calls so far. Hi, my name is 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 charge a flat fee of a thousand bucks
We handle everything the price of the car the trade the add-ons the accessories
You notice I didn't say it's the money saving service because you can do this on your own
You don't need to hire me you can literally follow my tricks my secrets
Literally, I show it all for free on live so you can learn because anybody can get a good deal in a car
People hire us because they don't want to deal with people that don't listen people that
Zoinks them that tells them lies. That's why they hire us right
They don't want to deal with the hassle of calling 14 dealerships to get a sienna
And they'd rather have a good car buying experience
So you want to learn more DM me go to my link in my profile page
Whatever you need to do whatever makes you happy what I'm here for make sure you just like fall if you just
Just like the content make sure you guys follow right somebody said I should add my savings
To my or add my fee to my savings. No because that's not the point of the saving
So just you guys know when I say hey, we got four thousand dollars off a car
That is not meant for me to advertise hire me so I get you four grand off the car
The whole reason I do that is so you have market data of what discounts we're getting
If I told you to go for a thousand dollars less than we're getting every single time
That means you would be going for a thousand dollars less of a discount
It's not hard for you to do the math that it cost me a thousand bucks to hire me
But I want to give the most accurate information to my audience so I get four grand off
I'm going to say hey, I just got four grand off that car hire me it costs a thousand bucks
But if you do it yourself, you can get four grand make sense capiche capiche capiche
When I'm a director call new car sales. Oh, I'm new cars. How can I help nice?
I just want to see if you guys have a car available. Okay. What are we looking for?
I have a stock number if that helps. Okay. Is this it for purchase or you're looking to do a dealer trade
Buy because I'm buying a car
Okay, perfect page the way that you let off the conversation
They it almost sounded it that's how most dealer trade conversation starts. It was kind of ironic
I don't know. Was it was like you had this in a deep creep like a poke monster? Yeah
I mean kind of it. Yeah, if like if you said, hey, I'm looking for a specific palace aid and I was able to find one
And like Cincinnati, but you live here local
Then I would just give one of my cars and they give me theirs
But yeah, like I said, it's almost like you had the script for a dealer trade. That's kind of funny
What are we looking for so I can help stop I have a stock number if that helps
Yeah, a is an alpha h is in harry one zero four six seven
All right
26 palace aid calligraphy
I'm just verifying that it didn't sell earlier today. Oh, it better not us
Yeah, these things go really fast. You live here pretty close by I live in columbus. So hop and a skip
Yeah, I'm not not too crazy. Yeah, it it looks like it's here
Um, what I'd like to do though, since you do have a little bit of drive
I can put my hands on that vehicle and make sure that that's the case. Yeah, that would be great
Let me double check to make sure that that thing's still here. Uh, if it's here, you're available tomorrow. That's the right one
Yep, that's it. Yeah. Yeah, I can come in as long as we agree numbers. I'm I'm there. Cool. Well, hang tight. Just second
We'll see if we can make this thing happen for you. I'll give you a call right back. Okay. Thank you
We're just calling around here it's a little late for these dealerships and that's what I'm kind of worried about right now
Is that there aren't any closing and then nobody wants to do a deal trying to make something happen
I have some west coast deals
Oh god
Good evening. Thank you for calling
This buddy. How may I help you buddy? How is it going buddy? It's going well. How are you?
Man, I am living the dream. I like to talk to someone named buddy. I'm excited
I just wanted to see if you guys have a new car available
Of course, what car is it? I have a stock number if that helps please that'd be great
I is in Indianapolis. H is in Hilton. U 3 2 3 2 2 4
It's a 2600 palisade hybrid calligraphy. That's it. Perfect
Let me go to the key machine real quickly and just double check that it is still here. What's your name?
My name's Tommy Tommy. I'm buddy. I'm your buddy in sales easier. Remember I'm pretty just hold for one second
Tommy and I'm gonna run the key machine and I'll double check these keys are here. Okay, you got it, buddy
All right, hold on my second sir a little longer than a few minutes later. How many are you there? I am perfect
Yes, we do have it. I couldn't find the keys at first. I was like, well, why did they check out to a lot porter?
It's because the manager drove it and he had the keys. So I was like, okay, great. It is available. That's what he needs to know
I love it. Well, you know, I I'll make your life super easy. I've already driven one ready
No, I want to want more of it really just trying to get some great pricing and I've heard there's nobody to call
But but my buddy in the car industry. Nice. Well, I'll do anything I can for you
Are you looking for an out the door number or finance numbers or what kind of number it's going to get for you?
Out the door would be great. Okay, perfect. And then, um, what is your last name, Tommy?
Makula M. I. K. U. L. A. Let me get you into my computer system
I'll get you some numbers on this vehicle and I will send you to you via text message
So you've got everything that way. That'd be great. Cool. There's two accessories
They put all of our cars so make sure you see the accessory line and at the bottom it itemizes what that is
Okay, I'm excited to see it. Perfect. And then there's already a deal of discount $1,400 and unfortunately
Unless you finance unless you won't get the extra $500 financing bonus cash
But if you decide to finance there's an extra $500 discount on top of that. Okay, awesome
I can't wait to see the numbers. Cool. I'll send to you shortly. All right, sounds good. Bye. Thank you, Tommy
I just don't I don't get I love when people car salesmen come in
Imagine if you went over to Best Buy and you try to negotiate with them. Well, yeah, like so I found a cheaper
They would I wouldn't negotiate they would just say yes. It's not even a negotiation. They just agree
Hello, hey, I just got you numbers here. Uh, okay, um wanted to have you break them down for me
I see some with some accessories a service contract
So the service contract extends that 560 to the 10 100 to match the powertrain
Now I think we did a poly seal
It's like a ventured exterior pain protection uh for the vehicle
We have a lot of c2 options just for options in case you want to go either one of those routes
Okay, but I don't have to do those things. No, you don't have to take those now
Okay, so right now you guys are doing a $996 discount if I do nothing correct
Yeah from the manufacturer. Yep. Yeah, I'm pretty sure I'm gonna get that paper real quick. Come not on my desk
One second, then you get a $500 rebate for financing. So you're basically gonna $1,000 off to real with
Rebate and the dealer discount for financing. Okay. Yeah, so 996 off $500 rebate
I was hoping to do a little bit better than that. I won't lie. I was trying to be at three grand off
Three grand off easy peasy lemon squeezy. You're not trading that in are you?
Uh, I'm not trading anything out. Nope. Give me one second
Without earning your business if I do
Yeah, you can get to three grand off. Yeah, you're in my business for sure. Could you come in tomorrow?
Yeah, for sure. All right, let me talk to my manager and uh, let me uh, I'll let you know
Okay, sounds good. I'll be here. All right. Sounds good, buddy. Bye
Okay, I'm gonna call the next person back
Hey, this is Tommy. Yes, it is. Hey, good news. Thanks for here. What's that mean? Awesome.
Well, I guess you said you want to talk numbers first today. We can talk numbers if possible
Yeah, of course
I know some of the guys out there doing market adjustments. We're not doing market adjustments on our car
I'm sure you found it online all of our fees are right there just closed online
So no pop-ups no weird forced packaging nothing like that
Like I guess apparently some of the competitors you're doing pretty pretty transparent and cut and dry. Okay. Um, so
You guys you said your fees. Okay. So you guys are doing a 250 one dollar doxy and a 299 theft protection. That's it
Yeah, yeah
I mean, obviously you have the typical coverages that are options for you if you want to do they
I think the road hazard or extended warranty to where you can take your bumper to bumper up to 150 000 or if you're financing
There's options for for gap coverage. All that stuff will be available
Right as far as fees goes. What you see is what it is. Okay. I appreciate that
I was definitely looking to do a little bit better than the online price though
Because it's just MSRP right plus some markup or theft reduction. Yeah
Not a ton of markup in those
And obviously very limited availability
We're not doing a ton of movement on it. How far off am I from making it happen?
Uh, well, I've already had an offer for a thousand dollars off. That was that plus rebates. That's 1500 off
I was trying to be at three grand. I'll show you that thing has about a thousand dollars worth of markup
Um, I don't think I can do three thousand dollars off. I would do an additional 500 bucks
I could do 1500 off list a plus the 500 dollar dealer choice rebate if that works for you
So you could be a two grand off total? Yeah between the between discount and then the dealer choice rebate. Um, okay
Well, uh, the dealership they give me the $999 just call me back and they were trying to give me a three grand
They called me three times. So I'll call them and see if they can do it. If not, I'll call you back
Okay, I don't know who it is. See I would just ask what the out the door price is just tell them
Hey, just in case I don't go that dealer choice route. I'll probably bring certified funds
What do I need to have that check made out for that?
Yeah, they're gonna give me an out the door with it. I have a whole sheet from them already
Okay, cool. Yeah, I know some of the guys out there. There's there's a little bit of funny business going on
And they that that tends to weed through a lot of that stuff
But it sounds like you've already got your eyes crossed and your teeth dotted
Thank you appreciate them. I was on cross, but I appreciate the sentiment either way
No problem. It sounds good. All right. Thanks. Bye
So yeah, I'm gonna call this dealership back
Let's do this dealership. We'll do it
Hey, Tommy, how's it going? Hey, I'm so sorry. I was talking to my grandma. Oh, no, you're okay
So I was talking to my manager. He said if you give me a credit up tonight now, we'll get
Including a rebate will get you the
Okay, awesome sending the numbers right here. Uh, it's gonna be one of my business partners name
But yeah, let's rock and roll. Yeah, I'll send you the number update numbers. I'll send you a link to the credit up
I love it. Thank you for making it easy, man. You're welcome. I like I said, I like to work with people here
But yeah, give me like five minutes. I'll send that all that over to you. Okay. Sounds good. All right, buddy
Bye. Bye
Bada boom, bada bing. I'm mad about it. We were at a dealership that was four grand or that's two grand above MSRP
Why not four four k? So guys, so let me explain like how our process is. We have a thing called market data
We do 200 plus deals a month all this month. We've done close to 25 palisades
So we have a really really good running total of like what a good deal is in certain market areas
And if I know negotiate four deals in the northeast midwest area
And i'm all getting around two to three thousand dollars
Then that gives me a pretty good market data
And then if every four deals we have a system that I test that market by pushing that discount with another 10 dealerships
To see if we can get past that we continue to have this market data that
Continues to be pushed to the point where we know we feel a confidence what we need to go for
Gonna send this over. Yeah, boom making sure my client says yes
Yeah competition guys is the biggest thing if you want to fix the car industry tomorrow
The first thing you do is get rid of franchise laws
I think delivered if we get big enough we can we can fix the industry to some degree
But I think franchise laws fix it away faster in the true free market if we talk about capitalism, right?
The free market a middleman has to earn its place and earn its value or the economy will make it cease to exist
That is that is that is Ludwig von Mises. That is that is basic 101 capitalism
Why can ev companies sell tesla never had a franchise to begin with so they were able to get through
Uh a few other companies through and it's it's becoming a pretty big fit right now
So he can profit but dealers can't slightly confusing really simple
I'm gonna explain it to you when you earn a profit and you add value to your consumers
Consumers don't care how much you profit. I will tell you consumers do not think on a day to day basis on everything in the world
Oh my god. I'm buying a tv from Best Buy. I wonder how much money they're making. Oh, I'm buying this banana
How much does this up mark? Nobody thinks about that because you're adding value when you're doing these services and products solve
Consumers problem the reason why people pay me again a thousand dollars is what they pay me
The reason why they do that is because i'm solving their problem
Why does somebody buy a car in a dealership versus direct to consumer right now?
They don't have to figure that problem out because the answer is buy from any other dealership or my dealership
That's the answer but the second direct to consumer happens and I can buy a car in seven clicks off my iphone
Now dealerships have to change their lane. Why are we adding value?
What are we doing that's different and that's that's the secret that's gonna happen
And now dealerships have to earn their spot or they will cease to exist
That solves the problem almost immediately because dealerships would be forced to do it
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