Negotiations across Brooklyn and out-of-state listings turn into a pricing standoff: the dealer won’t match a requested 10% discount, citing MSRP, documentation-fee differences, and limited profit. The buyer pushes for invoice-minus-holdback math, confirms there are “no add-ons packages,” and keeps reconciling out-the-door totals. Even when GM approval is claimed to restore a larger discount, the deal ends with a refusal tied to the customer’s attitude and a manual vs automatic mismatch—then a final out-the-door number is quoted.
In this video I am negotiating a Hyundai Elantra N for a client in Brooklyn, and almost every dealer I called had an attitude from the jump. One salesman from Brooklyn told me I was being mean and straight up refused to do the deal because he did not like my negotiation style. So I kept calling, and a dealer from Philadelphia whose girlfriend saw the stream called in, moved faster than almost anyone I have ever dealt with, and closed at $3,000 off. Some people are not made to sell cars, and this video proves it.
"... of a dealership playing games? I Want to do this Elantra and this client lives in the great city of Brookl..."
The Hyundai Elantra is a smaller four-door car designed for everyday driving. It often comes up in price and deal discussions because it’s a common model and dealerships may offer different pricing or add-ons.
The Hyundai Elantra is a compact sedan aimed at buyers who want a smaller, efficient daily driver. It’s a common target for negotiation because it’s widely sold and typically available in many trims, which can affect the final deal. Mentioning the Elantra in a dealership “games” context suggests the discussion is about getting fair pricing and terms.
"We're a new CRM which is awesome, but I'm getting used to it
[37.6s] This client wants to say stay in New York City. He's looking for an Elantra and I ever gray is the preferred option"
CRM is software dealers use to keep track of customers and sales steps. It helps organize who you talked to and what you promised them.
CRM stands for Customer Relationship Management, which is software used to track leads, customer interactions, and sales activity. Here, the host mentions using a new CRM while handling the dealership negotiation process.
"I just wanted to see if you guys have a car available. Alrighty. Do you have a stock number for me, Tommy?
[87.7s] You know what I do whenever you're ready. I am ready. H is in Honda 267 34"
A stock number is the dealer’s internal identifier for a specific vehicle on their lot or in their inventory system. Asking for the stock number helps ensure the buyer is looking at the exact car being quoted.
"[287.2s] I definitely could save you a couple dollars and there could be some additional rebates and incentives you qualify for for sure
[293.2s] When were you hoping to stop by Tommy? Do you have some time for me today or tomorrow better?"
Rebates and incentives are manufacturer- or dealer-backed discounts that reduce the effective price of a car. They’re often tied to eligibility (like financing through the brand, loyalty, or specific customer qualifications).
"[301.1s] I love it a zoom zoom. All right, perfect. So what kind of pricing is it that you're hoping for are you looking to lease?
[306.6s] Are you looking to finance? Yeah. Yeah, I was hoping for the 10% pay cash. Okay, but were you hoping to lease?"
Leasing means you rent the car for a few years and then give it back. Usually the monthly payment is lower, but you don’t own the car unless you choose to buy it later.
A lease is a contract where you pay to use a car for a set term (typically a few years) and then return it. The monthly payment is often lower than financing, but you don’t own the car at the end unless you buy it.
"[306.6s] Are you looking to finance? Yeah. Yeah, I was hoping for the 10% pay cash. Okay, but were you hoping to lease?
[311.9s] Were you looking to finance? I was looking to pay finance. I can pay cash. Got you. Okay, either or I'm open to financing"
Financing means you borrow money to buy the car and pay it back over time. The dealer may be able to offer better deals if you finance instead of paying cash.
Financing means taking a loan to buy the car, then paying it off over time with interest. Dealers may offer different terms depending on credit and sometimes steer buyers toward financing because it can unlock additional manufacturer incentives.
"[311.9s] Were you looking to finance? I was looking to pay finance. I can pay cash. Got you. Okay, either or I'm open to financing
[317.0s] I know you guys sometimes get a better deal to finance. So I'm open to that."
Paying cash means you buy the car without taking out a loan. Sometimes discounts are tied to financing, so cash buyers might not get every incentive.
Paying cash means buying the car outright without a loan. Some promotions are easier to get with financing, so cash buyers may see fewer incentives even if the car’s MSRP is the same.
"I know you mentioned cash, but I definitely have a great relationship with our lenders, too
[434.5s] You know, I probably could secure you a really great rate so you could keep some of the cash"
In car shopping, “financing” means borrowing money to pay for the vehicle, usually through the dealer’s lender network or a bank/credit union. Dealers may be able to offer better pricing or incentives when the buyer finances instead of paying cash.
"You know, you are local to us here in Brooklyn. You're only paying a hundred and 75 dollar dealer documentation fee So just in fees alone, you know, they might advertise a higher discount"
This is a dealership charge for handling the paperwork. It’s added on top of the car price, so it can make the “deal” cost more than you expected.
A dealer documentation fee is a charge the dealership adds to cover paperwork and administrative processing for the sale. It’s separate from the car’s price and can materially change the total amount you pay.
"So just in fees alone, you know, they might advertise a higher discount But they're gonna get you with all the fees that they have we don't have that here"
“Fees” are extra charges the dealer adds on top of the car price. Two offers can look similar on discount, but the total cost can be very different once fees are included.
In car buying, “fees” refers to the extra charges added to the deal beyond the vehicle’s base price—often including documentation, processing, and other dealership add-ons. Negotiations that focus only on the discount can miss how fees change the final out-the-door cost.
"I'll take I'll take more than a thousand So like I'd rather just agree to numbers and be happy with it and then come in by the car rather than Numbers then you know, then become I want to make it as easy as possible for you"
The out-the-door price is the final total you’ll pay to drive the car home. It includes the car price plus the extra charges and taxes, so it’s the best way to compare deals.
The out-the-door price is the total amount you pay to complete the purchase, including the vehicle price plus taxes, registration, and dealer fees. It’s the number that matters most when comparing offers, because it reflects the real final cost.
"[861.3s] Purchase or are you looking for a trade?
[864.0s] Purchase. I mean, unless you trade Pokemon cards and then I'm down. I got a few"
In car shopping, a trade usually means exchanging your current vehicle as part of the deal. The dealer then applies a trade-in value toward the purchase price of the car you want.
"[882.8s] 16 shift one automatic. I'm looking for a DCT automatic
[887.9s] Oh, I think it's sitting on my showroom floor. Hold on. Okay."
DCT means dual-clutch transmission. It’s an automatic-style gearbox that can change gears quickly, so the car can feel more responsive than some older automatics.
DCT stands for dual-clutch transmission, a type of automatic gearbox that uses two clutches to shift quickly. It’s often chosen for quicker, more responsive shifts compared with traditional automatics.
"So what he's willing to do in a way pretty much any of the units that we have in stock
[964.3s] He's okay doing uh will be invoice minus hold back just because we try to do it to meet our number every month"
Dealers sometimes have a “cost” number from the factory (invoice). They also get a little extra money back from the manufacturer called “holdback.” “Invoice minus holdback” means the dealer is offering you a price close to what they paid, after accounting for that extra back-end money.
“Invoice minus hold back” is a dealer pricing tactic. The dealer’s invoice is what they pay the manufacturer for the car, and “holdback” is a manufacturer rebate/commission the dealer keeps. So the offer is essentially: pay near the dealer’s cost (invoice) minus the dealer’s extra holdback margin.
"We don't have any add-ons packages. No, nothing
[995.7s] It'll be taxes fees and registration based on the customer zip code for brooklyn"
“Add-ons packages” are extra items the dealer tries to sell on top of the car—often bundled together. They can raise the total price, so it’s worth checking exactly what’s included and whether you can remove them.
“Add-ons packages” are optional dealer-installed or dealer-sold items bundled into a higher price. They can include things like protection plans, accessories, or service bundles, and they’re a common way dealers increase profit beyond the base car price.
"...12346 of them are in the northeast like I need an Ioniq five and pa right now I need a nfa hybrid"
The Hyundai Ioniq line includes cars that use alternative power, like hybrid or electric systems. People bring it up when they want better fuel economy or a different kind of powertrain than a typical gas car.
The Hyundai Ioniq name is used for Hyundai’s hybrid and electric-focused lineup, with the Ioniq 5 being a well-known model. It’s discussed in the context of buyers looking for a fuel-saving or alternative-powertrain option, especially when people want something efficient for everyday driving. In a negotiation podcast, it’s relevant because availability and pricing can differ by region and model demand.
"... need a nfa hybrid I need a another sonata need a palisade. I got cars of the wazoo So if you guys trying to..."
The Hyundai Palisade is a larger SUV with three rows of seats, meant for families or groups. People talk about it when they’re shopping for a roomy vehicle and trying to get a good price at a dealership.
The Hyundai Palisade is a three-row midsize SUV built for families who need extra seating and cargo space. It’s often discussed in negotiation and shopping conversations because it’s a popular, higher-demand option where pricing and dealer incentives can vary. In a podcast about car deals, it makes sense as a “need a bigger family vehicle” example.
"I need a nfa hybrid I need a another sonata need a palisade. I got cars of the wazoo So if yo..."
The Hyundai Sonata is a regular four-door car (a sedan) for daily driving. It’s often mentioned because it’s a popular model people consider when they want something reliable and reasonably priced.
The Hyundai Sonata is a midsize sedan designed for everyday commuting with a comfortable ride and practical features. It comes up frequently in shopping and negotiation discussions because it’s a common choice and can be found in many trims and price points. Mentioning it alongside other Hyundai models highlights how buyers may compare options within the same brand.
"They told you MSRP. Yeah, they were barely giving me a deal
[1612.2s] They were barely giving me a discount."
MSRP is the “list price” the carmaker sets for the car. The dealer might sell it for less than that, but in some situations they try to stick close to MSRP.
MSRP stands for Manufacturer’s Suggested Retail Price, which is the sticker price the automaker publishes. Dealers can sell for less than MSRP (a discount) or sometimes for more, depending on demand and inventory.
"They were barely giving me a discount. They were they were like, what are you? What are we doing?
[1615.8s] I don't want to do deal. They're kind of upset"
A discount is how much cheaper the dealer will sell the car than the list price. Negotiation is basically trying to get a bigger discount.
In car shopping, a discount is the amount (or percentage) the dealer reduces from MSRP or another baseline price. Negotiation often centers on how big the discount is and whether the dealer will match other dealers’ offers.
"Then you just got to walk away. They don't have to sell it to you at that price
[1633.0s] So here we are as I've walked away and now I'm looking at other dealers"
“Walk away” means you stop negotiating and leave if the price isn’t right. Dealers sometimes change their offer when they realize you might actually go buy somewhere else.
“Walk away” is a negotiation tactic where the buyer stops the deal instead of accepting the current price. It signals you’re willing to shop elsewhere, which can pressure dealers to improve their offer.
"We'll be able to get negotiated three grand off your hard line. You're not moving off it
[1683.28s]"
A “hard line” is the dealer’s firm price they won’t budge from. “Three grand off” means they’re offering to lower the price by $3,000 if you agree to move forward.
“Hard line” here means the dealer’s firm, non-negotiable price stance. “Three grand off” indicates a specific negotiation target—reducing the deal price by $3,000 from that firm baseline.
"I can't do the three you're the only person that's telling me you're losing money at two grand
[1780.0s] Everybody else has said they're at a ten dollar or net zero deal"
A “net zero deal” means the dealer says they’re not really making money on the sale. But the final price can still include extra charges, so it’s worth checking the full breakdown.
A “net zero deal” is a negotiation where the dealer claims they’re making essentially no profit on the transaction after accounting for the discount and any included costs. In practice, dealers may still earn money through fees, add-ons, or holdback, so the “net” result depends on what’s included.
"I got a guy braided by this car how much money you're okay with us losing to make a deal with him
He's got a pretty hard stance. He said he's okay with me taking the 3000 off"
A “hard stance” means the dealer (or salesperson) isn’t flexible. They’ll only agree to the deal if it stays within their limits.
In negotiations, a “hard stance” means one side is unwilling to move much on price or terms. In car buying, that often shows up as refusing to go below a certain discount level or refusing to include certain fees.
"You got your doc standard doc fee and your register whatever your registration fees are. Yep
Our document 800 up and you guys don't have any just tax title license"
A doc fee is a dealer’s paperwork charge. It’s added on top of the car price, so it can change the final total you pay.
A “doc fee” (documentation fee) is a dealer charge for paperwork and processing the sale. It’s separate from taxes and registration and can vary widely by dealer, so it affects the out-the-door total.
Concept
deal at this price
"Do we have a deal at this price because I'm I can't discount anymore
[2004.9s] So I'm not asking for more discount
[2006.6s] I just want to verify the numbers seem right with that with that."
The speaker is framing the negotiation around reaching a mutually agreed “deal price,” then verifying the math that leads to the final out-the-door number. This highlights a common negotiation concept: the headline price and the final total must match the agreed terms.
"You're going to get all of your tax and the registrations are out of my control
[2015.7s] So once I add them in that's just going to be your bottom line
...
[2047.3s] But like I just need to make sure that you're out the door lines up like I said, I'll get all your taxes on here"
Taxes and registration are extra costs you pay to legally own and drive the car. They can change the final price, so you can’t judge a deal by the discount alone.
“Taxes and registrations” are transaction add-ons that can materially change the final purchase price. Even if two dealers offer the same vehicle discount, different tax/registration handling or fee structures can change the out-the-door total.
"[2098.8s] Okay, so I'm good. I'll hear from you soon. This guy's being so rough
[2102.5s] I don't even know if I would recommend this guy to my client. Call me. I'll do 3k off and where are you at jcr
[2108.5s] You'll do 3k off in Alantra and I like it. Where are you at?"
“3k off” means they’ll take about $3,000 off the price. It’s part of the negotiation before the final total cost is agreed on.
“3k off” means $3,000 off the asking price or a negotiated price point. In car deals, this is usually discussed as a discount before you finalize the out-the-door total.
Term
outdoor
"[2162.6s] Oh, send me the outdoor. I suppose it's rock and roll make this the you're making this you're supposed to fight me a little bit
[2167.3s] You know, just what?
[2169.4s] I've been watching you for years, man."
They’re talking about the “out-the-door” price, meaning the total cost to actually buy the car. It includes the extra stuff like taxes and fees, not just the sticker price.
The speaker appears to mean “out-the-door” (OTD) pricing, which is the total amount you pay to buy the car, including taxes, registration, and dealer fees. It’s commonly used in negotiations because it’s the final number rather than just the vehicle price.
Concept
take delivery tomorrow
"“We can take delivery tomorrow, man. I'm ready to go.”"
“Take delivery tomorrow” means you’re getting the car and finishing the paperwork so you can drive it away. The timing can matter for the deal details.
“Take delivery” means the moment the buyer receives the car and completes the handoff (paperwork, payment, and vehicle transfer). In dealer negotiations, timing matters because it affects how offers are structured and when pricing locks in.
"“So the earlier one at 39 out the door is a manual not an automatic. This is an automatic”"
A manual car requires you to shift gears yourself using a clutch and gear stick. It’s different from an automatic, and that difference can change the deal.
A “manual” transmission means the driver shifts gears using a clutch pedal and a gear lever. It changes how the car drives and can affect pricing and availability versus an automatic.
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