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.
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.
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).
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.
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.
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.
“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.
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.
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.
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.
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.
“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.
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 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 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.
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.
“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.
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.
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 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.
Concept
deal at this price
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.
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.
“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.
Term
outdoor
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.
Concept
take delivery tomorrow
“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.
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.
LIVE
My gosh, do you have like a child kicking your desk at all times, you know 10% off plus another thousand off
Let's just go crazy. Let's just do like five grand off
You know, I'm trying to get like three grand off, you know, super easy but a boom but a bang
I thought we had a straight honest conversation. We did have a straight honest conversation
I'm just I'm literally just double-checking. You're not man. Have you not heard of a dealership playing games? I
Want to do this Elantra and this client lives in the great city of Brooklyn
We're a new CRM which is awesome, but I'm getting used to it
This client wants to say stay in New York City. He's looking for an Elantra and I ever gray is the preferred option
Let me see what the last Elantra and deal I did was I don't even know what the last Elantra and deal is
$4,300 off that Elantra. I don't do we did
$2,300 off that Elantra and $2,800 we were getting some deals two to 3000 dollars off
Let's go for like 3500 So he said he was wanting to go anywhere in New York
I'm sorry, but there's not many in New York. So we're gonna call the one option
We have here in New York if I get three grand I'll consider to win
Thank you for calling Hyundai
Hi, Hyundai City of this is Tommy from my house. I just wanted to see if you guys have a car available
Sorry, if you're speaking you cut off Tommy from who from my house. Oh, all right. How you doing Tommy? I'm doing well
I just wanted to see if you guys have a car available. Alrighty. Do you have a stock number for me, Tommy?
You know what I do whenever you're ready. I am ready. H is in Honda 267 34
Okay, one second. I'll give you all the seconds you need. I might need like a solid seven solid seven
You know what I got you
Ready the Elantra in that's it. You only needed five to know gotta give a little extra
You never know how the computers are running. True. Awesome. Is it available? Yeah
Yeah, the inline is available. Did you want to come lay eyes on it?
You know, I don't have to lay eyes on it man. I'm gonna make your life so easy
I've already driven it already know I want it want more of it just trying to get a great price
And if I could do that, I'll come down and buy it today. Okay, copy that
Alrighty, so did you want to finance it or lease it? I'm open to financing. paying cash
I'm open to either or okay copy
Just out of curiosity. What if they're like a number that seems right for you
You know, my mom always said if I got 10% off a car means I got a good deal
So I would love to get 10% off. Okay, I can't guarantee I could do that for you
However, I'm definitely gonna bring it up. So yeah, I like it to the the people that make it happen
Bring it up to the people. I'll talk to my people and we'll put it together. Okay
Yeah, you're good. No, you're good. I'll pick a book and I'll start reading
It is essential to make it clear to everyone that your organization's purpose is not exceeding Wall Street Journal's quarterly
Expectations or financial targets as miles stands along with the way to true your mission
Not that there's anything wrong with the financial metrics or showing progress to your investors or shareholders
Once you have your mission in place
How do you get everyone to embrace it and make it real before keys are applying focus urgency
Execution and strategy declare war on your competitors and on
Increment incrementalism incrementalism. Thank you. These words. There is no exaggeration to say that business is war
Either you already have the turf or you have to defend it on all corners. That's true
Call somebody a snowflake in this book. Why the taxi not sorry
So I want to trust you to my manager, Alicia. She'll be able to talk with you more about this. Okay. I love it
I'm waiting. I'll put down my book one second
Hi Tommy, it's Alicia. How are you? I am doing so well better now that I'm talking to you
Oh, I love your energy too. I don't want my mom always said I had good energy. My dad did not though
Well, I think mom was right. How can I help you Tommy?
You know what? I'm looking for a great deal in a car and I heard there was nobody better to talk to and that's the truth
You're looking at the end line that I have, right? Yeah, absolutely. Okay, perfect
So this vehicle is available true transparency. It's literally on a truck. I am expecting it to hit any day
So just so you're aware if you're okay with that. I just want to be transparent about that
It looks like all right, perfect
It looks like the MSRP of the one that you saw from not mistaken is right around 38
665 that is it to confirm. All right. So what can I do to help you Tommy?
I was I was asking for 10% off and he said, you know what? I got it
Let me go talk to the right person and then I got on the phone with you
And where did you come up with the 10% off? Well, you know, I remember you said my mom was a smart person
My mom told me 10% was a great deal your mom told you
All right. Well, she is very smart and I wish 10% is something that I would be able to help you with and fairness
Elantra ends are very hot
I definitely could save you a couple dollars and there could be some additional rebates and incentives you qualify for for sure
When were you hoping to stop by Tommy? Do you have some time for me today or tomorrow better?
You know, I have time the second we agree to those numbers. I've already driven it already. No, I want it
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?
Are you looking to finance? Yeah. Yeah, I was hoping for the 10% pay cash. Okay, but were you hoping to lease?
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
I know you guys sometimes get a better deal to finance. So I'm open to that. All right fair
I appreciate that let me pull up the vehicle and let me just confirm some things bear with me one moment
Okay, it was I just don't like the cold transfers. She was really nice, right? It's a cold transfer
I'm sorry about that holds quick question recent college grad
Military by any chance. I'm a dropout. Oh, okay. No worries. I don't think that's a bad thing though
But thank you
As far as
Additional incentives, um, those are the two
Specific ones that are available and I definitely want to help you get a great deal Tommy that I will tell you 10% off
Don't want to mislead you in any way
I wish I had 10% off of a discount that I could assist you with but we're definitely looking to help however we can
Where are you located? I mean, I'm broken. Oh, well, I'm not gonna lose you to another dealer that I'll tell you
You're right in my backyard. So I know I want to establish a relationship with you
So next time you're looking for a car you just call us directly for sure
But in fairness, I just can't do the 10% that I can't do. I'm sorry Tommy
We'd love to get together, you know anything further at this point, especially on this car would have to be negotiated here in the showroom
You don't have any time for me to stop in today or tomorrow. I am here to seven
I'm sure we can eat it over the phone. That's that's who I am, right? I just like do everything over the phone
Gotcha. Well, I can tell you this like I said, I you're in Brooklyn
I want to earn your business if you look at the vehicle on my site. There is no discount. It is pretty popular
We're just waiting for it to arrive. So at this time, we are asking MSRP for the Belantran
Okay, so yeah
Brooklyn is you know, I'm definitely willing to help if I saved you $500
Is that something that you would be interested in stopping into that least talk to us a little further?
I know you mentioned cash, but I definitely have a great relationship with our lenders, too
You know, I probably could secure you a really great rate so you could keep some of the cash
Yeah, yeah, I'm open to financing if it gets us a better deal
But like I know like Hyundai was
Advertising a thousand dollars off just off their website, right? It was before I even call them and they have like seven of them
So I know you're saying they're hot, but I don't mind making a trip down to New Jersey just to get a deal
Well, I'll tell you it really wouldn't be a deal and let me tell you why and I'm sure you're doing your shopping
Especially in Jersey dealer documentation fee runs pretty steep. I've seen some dealers have them as closest to a thousand dollars
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
But they're gonna get you with all the fees that they have we don't have that here
We definitely pride ourselves with being transparent as possible as far as numbers
So no additional fees nothing hidden around anything unexpected for you to worry about either
That's definitely a great perk you get with just coming to us and staying here in Brooklyn. Okay. Yeah, I mean appreciate it
But I mean, I'm gonna probably you're my first phone call because you're my local dealership
I was hoping just to get 10% off as you said, you're not gonna lose my business over price and then
You know, I can't do 10, you know, I I can't do 10% off. I wish I had 10% to give you tommy
The conversation and you'll be able to come in for a thousand dollar discount then I'll give you a thousand dollar discount to
Show you that I really want to earn your business. You know, you're so many like a
We're talking how much a
$2,500 discount now we're talking. Yeah, well, I'm good at a thousand right now
If that's something that you're willing to you know work with me on, you know
A thousand dollars like you don't want to waste your time on a thousand bucks. I won't take it
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
So I'm definitely good for the thousand because you mentioned that another dealer that's my competitor has it listed for a thousand under
MSRP, so I'm happy to do that and again, I'll save you on all those fees that they're gonna hit you with okay
Well, I guess I'm gonna do my due diligence. I want to one call one call and done
But I will keep calling around to see if I can get to this 10% I feel like I can but what do I know?
Maybe I'm wrong. Yeah, I really wish that was something that I could help you with Tommy
Like I said, I want to earn your business. I want to do it the right way if I had 10% in the vehicle
Easily would give it to you, but at this time they're going at MSRP. You mentioned a thousand dollars from another dealer
I want to show you you're in Brooklyn. You're my backyard. I don't want to lose you to Jersey
I agree. I don't want to drive in their fees, you know
Yeah, I'm just trusting you right now. I don't
Yeah, please do yeah when you do call them ask them what their documentation fee is that's the first fee that you want to clarify
It's only a hundred and 75 dollars here. So in that alone
I'm gonna save you money when they tell you that it's much higher than ours. What if they give me 10% off
I don't know if they will but if they do that's definitely a great deal. I wish I could extend that to you
Okay, I don't waste your time. I will I will call
To what they say. Yeah, and keep me posted especially on that documentation fee and ask them what additional fees they do have
Yeah, I will ask all the questions. So you guys don't have anything you guys don't do your add-ons
You guys don't do any of that nonsense
Nothing like that. That's why I try to make it as easy as possible. We advertise great numbers that are real numbers, you know
I appreciate that. I'm just trying to get you to call my phone and you know, try to just get you in
Well, I could tell it to you at a thousand also MSRP and I'm happy to start there for sure
You just let me know when you could come in is the number that you gave was that your cell phone number?
That is do you mind if I shoot you a text message? I'll leave you my hours my information
Please keep me posted whatever I could do to help you and keep you in Brooklyn. I will okay, sounds good. All right
Thanks for calling. Thank you. Bye. Bye. Bye. Okay, so we worked it down to a thousand, right?
That's a good start, but based on all the data I've seen that's not not a good enough deal
If you guys don't know who I am. Hi, my name is Tommy. Nice to meet you. I negotiate card deals for a living
My goal is to save you time energy and anxiety. I save you money, but that's a byproduct
I charge a flat fee of a thousand bucks. I handle everything for you as a price of the car the trade the add-ons accessories
We have five people that are dedicated to your deal at any given time charge a lot be a thousand bucks learn more
Link is in my profile page
Tommy McCoola. Hello. Hello. Yes. How can I help you? Hi? I just want to see if you guys have a car available
Sure. Let me check it out real quick. Do you happen to have a stock number? Yeah, I do whenever you're ready
Perfect. What would be that stock number? He is in Tom. You is in uranium 040 811. All right
Is this for a Hyundai Lancia and 2026? That's it. All right. And sorry, who am I speaking with my name's Tommy?
All right. Is this Tommy from tiktok? I mean, I'd say it's Tommy from delivered, but
If you talk delivered delivered, what do you want to call it but a boom, but a bing? Listen Tommy
It's a pleasure to meet you. I'm a huge fan of you. I follow you everywhere, brother
Let's make it. Let's make a deal happen man. I got a I got this is this is an easy one
Perfect. All right. So what are we looking to do on the vehicle clients in Brooklyn?
I'm trying to get to as close to 10% off as I can get. Okay, so I'm a Serbian the vehicle. I see that
38,640
Boom easy peasy. Thank you for being a fan. I appreciate it man 3864. Okay. That's a steep number for lunch
I'm sure you're familiar with the business. Usually people tend to go in markups on them
But the last three I've done is 2228 2900 is what I've been getting off as the last three I've done
Okay, so let me
No, let me just confirm something real quick because I know it's on my short wall on my inventory
Sometimes it shows a vehicle that could be still being transit
But I know that for that gray color we have a couple of them on the last just so I can make sure it's that one
I love it. You already have a couple of them. This is like an easy pee. I'm live too. That helps
Oh, really?
You're live in front of 10 people. There's only 10 people there. I swear
Well, I hope this is this is one of the ones that you pose there
It will make me so happy. I swear to god
Well, the first person told me that I was crazy. So you're the second person. Well, you can just do this in two calls
It'd be great. Listen, it's not that crazy. All right. There's one in the 811
Yep, it's here. All right. Perfect. So
It's Tommy. Imagine that people are faking me just acting like they're Tommy
Listen, it could happen, you know
But yeah, we're all live right now. We can make this happen. Make it super simple. All right, perfect
So is this the best one number to get back to you Tommy? This is the best number for me
Yeah, all right, perfect. So give me a couple minutes. I'll start getting with my general sales manager
He's here actually. So I'll give you a call back soon. Hey, no problem. Bye. All right
They said they would do 10% off waiting for the numbers smiley face. We're just gonna make her panic
Hyundai sales, how can I help you? Hi Hyundai sales buying. I just want to see if you guys have a car available
Purchase or are you looking for a trade?
Purchase. I mean, unless you trade Pokemon cards and then I'm down. I got a few
What are you looking for sir? I have a stock number that helps it's 63682
What is that sir? Uh, that is a Hyundai Elantra and yes, we do have
16 shift one automatic. I'm looking for a DCT automatic
Oh, I think it's sitting on my showroom floor. Hold on. Okay. I'm holding. Yes, sir. Sit on my showroom floor
Okay, I love it one more of it. Well, I'm interested in it
I already won it and driven it fell in love with it now
We're just trying to uh get a great price on it and I heard there was nobody better to call but
And generally speaking, I would tell you that is the case on a car like this
They usually don't discount these cars. There may be a program on them right now
What is your name? My name is Tommy sir. You call earlier today looking for Jerome. Nope. Didn't call. Don't know who Jerome is
All right, and I have a phone number for you of 98
Correct. Okay. Let me check for you and I'll call you back. Okay. Okay. All right. My name is Larry
I'll call you from my cell phone when I call you back. Yeah, it'll be a number you don't recognize
Got it. I'll answer all the stranger danger numbers. You got
All right, I'll call you right back. Okay. All right
I really was hoping I'd get this deal done with them. It's 39 grand out the door is still our best deal so far
This is Tommy. Hey Tommy, how are you doing?
From 100
Hey, how's it going? Good. All right. So look I did explain the situation to my general manager
I was waiting for you to finish your call with the other uh guy
So what he's willing to do in a way pretty much any of the units that we have in stock
He's okay doing uh will be invoice minus hold back just because we try to do it to meet our number every month
So that would be our invoice is 37
6
39 hold back on the cars if we hit our number is a nice 748 that will leave you at 36
891 now as far as the things that we do charge for our sales
We don't have any add-ons packages. No, nothing
It'll be taxes fees and registration based on the customer zip code for brooklyn
If i'm not wrong that you said and it would be the our dog fees 899
Um, I'm looking at
Your ms are a little higher than this one. So you guys it would be you said about $1,800 off with invoice minus hold back
Is that right somewhere around there?
Correct
Yeah, it's it's pretty much a couple of us were from 1800
I'm trying to be like I said in my last few deals. I've been in the $2,000 range is where I'm trying to be and their dog fee is lower
too
Yeah, yeah, I was told you I look at your tiktoks and everything though
I was actually watching the other one. I think there's this tune to 2.99 from the wrong 2.99
Yeah, yeah, I'm just trying to be as upfront as I can with you
That's pretty much what he would be kind of like willing to do and if they had any add-ons packages
I know that I mean pretty much overall, you know, regardless if it would be a higher lower dog fee or you know
Maybe they're offering you a higher discount. Probably there could be another package. I didn't hear the whole conversation
What 39,000 that was gonna be my question. You know, how much is are we looking to accomplish out the door overall?
Yeah, I mean their price was $1,800 off 2.99 doc the tax title license
Okay, so they're pretty much at 39 39 out the door. He just texted me saying 39 out the door is the best I can do
Okay, and what is that your customers trying to accomplish? I mean, they would love to be at 38,000 out the door
Right
Door closed. I mean, I'll pick a different unit. That's a little bit cheaper
But it needs to be an end. You guys have other ones now question
Do you know if they qualify for any of the rebates or like first responders military college grad anything like that?
They don't have any of let me just double check. I don't think so, but that would apply to both
He's a long time. He doesn't want to pay for dealer add-ons or fees or even my driveway. He wants unroof
Yeah, I mean no rebates that I see
Okay, and just for so I can get the exact
I mean, listen, I'm gonna try to beat him up a little bit more
Do you know your customer's zip code just so I can base it to the right taxes and fees? Yeah
If it helps it helps your DM at all just so you can see this number here hunday
I have 14 more hunday deals that I could do with you today
and
12346 of them are in the northeast like I need an Ioniq five and pa right now
I need a nfa hybrid
I need a another sonata need a palisade. I got cars of the wazoo
So if you guys trying to hit a number I can help you hit a number
Right. Yeah, usually what we're trying to do the last couple months
I'm sure familiar with it. We've been hitting our 120 130 a month. So we're trying to hit 150 this month
So let's get 200
I know right. Listen, let me try to go one more time with him over all this stuff
You know, it's the funniest part that I love that I have the the life on and everybody's going crazy about the prices and everything
Of how I run trends are $38,000 and everything
No worries, man. The live chat will do with the live chat in gets mad at me because my background is too dark now
Don't worry. I like live chat trolls everybody including me. Yeah, all good. Yeah, I don't have a problem with that
I mean, I know you did this for a living. So
We just get used to it. I guess give an amen to that
But you know what you become a hero if you can get it all done, you know, listen, let me work it out with him real quick
I'll try to get it as close as I can again. So yeah, give me a couple more minutes
I know you think we're dealing with the other ones. So I'll try my best on this one. I love it, man. That's rock and roll
All right, perfect. Thank you. All right, bye
Okay, so I have I have two deals that are $900 less than that, but they're out of the area
This is Tommy. Hey, tell me it's Gustavo. Hey, how's it going? Good news?
Uh, unfortunately, no, I did go through all the stuff with him, you know
And I mean, it's a very very steep number the one they're giving you
Believe it or not, if it will be my last word, you know, probably I will be doing a little bit more
But you know, they're the ones that make the decision if it does help it for any reason
It doesn't go through
I don't know how long your customer is looking to keep the vehicle for if they're looking to keep it
Only us all around the area at least we're doing and doubling the parking warranty for 20 years or 200 000 miles
You know, and again, if I would be a couple hundred dollars away, probably I could figure it out
But yeah, we're just a little bit far on that one. I I'm sorry about that
Okay, bummer. I was really hoping that we would get this done
Yeah, I know especially because
I told you I see all your videos. So I I really do admire how you call everyone and all that stuff
So listen, uh, I follow you. So I know what the drill is and all that
Okay, no worries. Well, if your manager changes to mine, let me know I'm all for doing a whole bunch of deals
I appreciate being honest 100% I will definitely do. Okay. No worries. Talk to you soon, man. All right. Thank you. Have a good day
You too. Bye
Yo mama, I work at a Hyundai dealership north Carolina. I can get your deals done
Can you give me this deal? You can give me 10% off this, um, I'll launch her in
Thank you for calling
This is jack. How can I direct your call? Can I speak to new car sales?
I'm actually a new car salesman. I can help love it. I just want to see if you guys have a car available
Yeah, what are you looking at? I have a stock number that helps sure and is the nancy 2165
Uh, let me check on that for you. Uh, the end. Yeah, let me yeah, that is available. Yeah, awesome
Well, uh, I've already driven one. No, I want it one more of it trying to get some great praising
And if I can do that, I'll come by it today. Okay. We're open till eight. Are you in the local area here?
I'm in Brooklyn. Oh, okay. I could always do it tomorrow
I mean, it was great in numbers and you know, about a boom about a bank. Okay, we have it
Uh, let me see what my boss said. Can I put you on a brief hold? Sure. Sure. Okay, and your name was?
Tommy Tommy. Okay, Tommy one second a few moments later. I'm just waiting
Tommy either. Oh, I'm here. Sorry. I was just okay. No problem. So we're at
Hold on a second. They're talking to me in my ear here. Why my apologies
Okay
All right, would you be looking to pay cash or finance Tommy? I've been paying cash. I've been to financing
Okay, he's gonna do an extra thousand off on financing now an extra thousand off of what I'm gonna I'm looking up right now
Okay, love it. That's great. Yeah, let me see if it's an extra thousand
We extra awful. What I was like, I'm waiting for you know, 10% off plus another thousand off
I just go crazy. It's just like five grand off
Let me see here. Hold on. No problem. Hold
So
Okay, so we'll go 36 687
As a sale price 36 687 and then where your fees are in new york 36 687
Another thousand off or just 36 687 36 687 because there's there's about 900 bucks off to begin with and we're doing a thousand off
Okay, so you guys are at like 18 19 hundred dollars off. Okay. We're trying to be like
Randolph I was trying to go a little crazier than that. He's trying to get three grand off. Yeah, okay
He's not he's not agreeable doing that. Oh, yeah. Yeah. We're we're like 1900 off
We're almost there. I mean, we might be able to make like even 2000 off, but that's where he's at right now
Yeah, we got it available. Oh, I appreciate you having it available
But I was trying to be a little bit more. I have better deals than that. Unfortunately. Okay
Uh, I mean keep us in mind if anything like that falls through
No, I would definitely keep you in mind for sure. Yeah, let me know
Um, I'm the only zack here you can call in to the main number and ask for me if anything changes. Please. Let me know
Of course. Yeah. Yeah. Yeah, you hold this. Hold this. Yeah, my first phone call if something falls through. Okay, Tommy
Okay, sounds good. All right, sir. Yep. Take care. Bye. Bye
They're there there. Okay. I want to keep calling. Uh, sometimes I'm just in the mood to go
This one's $41,000. Let's call them. Why is this car so expensive?
Oh, I need a $25 gift card with a test drive. My client will take cyber gray as their number one color
I don't want to have to go to a number two color if I don't have to
Hi, I just want to see if you guys have a car available. Okay. We're great looking for sir
I have a stock number that helps the newer used is brand new. Okay. Um, which one you looking for sir
Stock number is f is in federal t is in trade. You is in uranium. Okay. What type of vehicle is it?
It's in a launcher. Okay a launcher. All right. What type of in hybrid
In launcher in all right with the last six last 6040169
The gray with black interior. Yep. Yeah, that's it. We do have it sir
Awesome. Well, I'm interested already know I want it one more of it. Just trying to get a great price
Oh, of course. What's the great price you're trying to get? You know, I'm trying to get like three grand off
You know, super easy bought a boom bought a bang. Uh, it sounds super easy
Let me see because Hyundai just don't got that much profit. I'm so let me see if that makes sense
And now you're looking to pay for the vehicle. I'm open to financing. I'll be paying cash
Okay, and we're sure the best
That's it. All right, and first name
Tommy
Last name?
McCoola, m-i-k-u-l-a
And then we'll be looking to finalize your purchase today tomorrow. You're in Maryland too as well. I'm in Brooklyn
New york
New york. Yeah, so would you be trying to register to new york as well? Yeah, what's the code?
So you call us from new york, man. Get this car
Yeah, yeah, how many other dealers have did you pass to get to me? I haven't passed any dealers. I'm comfortable in my house right now
In brooklyn, right?
How'd you get all give me all the way down here in Maryland?
I mean
How I just I just looked up the dealers closest to me and then I was willing to drive to and here I am
Okay, should I not I heard the best deal was competition, you know
I heard the best way to get the deal with competition go farther out. I'm willing to drive for a deal
All right, that's not the hey
That's not the best way to get a deal because you're just a one-time customer. You see what I'm saying
So
To get is your local customers?
Like you know what I mean me to take something stupid on the car
It'd be for somebody who lives down the street who could service with me and buy more than one car for me
Well, that's crazy because my local dealership gave me the worst deal. So
I can't speak. What's the worst deal? They told you MSRP. Yeah, they were barely giving me a deal
They were barely giving me a discount. They were they were like, what are you? What are we doing?
I don't want to do deal. They're kind of upset
Well, well, well, I mean because Hyundai's don't have that much profit and those cars are rare
So it's at the end of the day if they want to stay in the MSRP. They definitely can they don't you know
That's the product if you want a person at that price, you can if you don't like it
Then you just got to walk away. They don't have to sell it to you at that price
So here we are as I've walked away and now I'm looking at other dealers
I mean that that sir you tell me you're looking at other dealers here for brooklyn. That doesn't do much
I mean, like I said, if you
Would you look at me looking to do this deal or mine?
I mean sure. I mean, but you're you're telling me to go to my local dealer
I was like, okay, this is why I'm not on my local dealer and you're like, well, that's not doing it much for me
So I'm like, look, what do you want me to say? I I'm only calling
Only because that's it. Nobody else. I swear. I'm gonna lie. I can lie
I got a six-pack. Okay, that's cool. We're lying now
So, um, yeah, so if you're hoping to do in the deal, man, you know, what what's the deal?
I don't know what the deal is where we are. I was just but can I get now? Let me get my let me fix my sister's brother
I know you anxious you upset
We'll be able to get negotiated three grand off your hard line. You're not moving off it
I mean, I'm trying to be as close as I can. What what do you got for me?
Like I said, you how about you do two grand off at that point time?
I'm even a $14 deal $14 a profit at 2000 brother. I've already seen two grand off
I'm trying I'm trying to be closer to three grand and two grand
I just asked you
I just told you the number I wanted to be at and then they were they were saying that was crazy
So then I was like, what can you do and he said can you do two grand already have two grand off?
You know, listen, man, if you come by the car tomorrow or today, man, I'll give you three grand off, brother
You got your deal, bro. Three grand off if I buy it today
You'll give me the car at 38 37 36 35 6 10. No 36 505 the msrp is on this year
Oh my bad. I'm sorry. My bad. You're let me adjust the msrp here. Oh, hold on. Yeah, hold on. Yeah
I did just my numbers here. I can't get that steep on you. Especially what you did me in that far away
What do you mean? You just said you could you just said
I made a mistake. I had the msrp calculated in there wrong. So the money I was losing was off
So with me doing three grand off now, I'm at a that's why they told you know with three grand
That's them losing two. We have to I have to lose 2000 to make this deal. We're not a local customer
So it probably make you just told me you're making ten dollars a two grand off. What happened?
Again, I just said I made a mistake. My msrp was wrong
So I just adjusted my msrp to the actual msrp of the car, which is 38 6 10 and that me I could give you 2000 off
I'll be at negative 8 80. That's the most I can do, brother
I can't do 3000 especially what you're being in new york
It's a one time if you are a local customer. I might be able to entertain you
Which would be in new york? I can't do the three you're the only person that's telling me you're losing money at two grand
Everybody else has said they're at a ten dollar or net zero deal
Oh, that's because they're adding in their dock fees and stuff like that, you know
But I don't know how they're pricing their cars or what they're telling you but I could show
I'll give you a screenshot of my screen. It doesn't I have no reason to be issue or lie
You know, but at 2000 off this vehicle. I'm losing minus 880 dollars
Because you guys just now have a dock fee. Is that it? Is that you guys are different?
No, we do have we now we always had a dock fee, but you know, some people may count it into that initial number
Some people don't I don't so like I said is like I'll send you a screenshot of my screen
So I'm losing negative 880 dollars at two dollars. So that's the best I can do for you, sir
Okay, uh, that's the best you can do is 2000 not 3000 Oh my gosh, dude
I don't know. Do you have like a child kicking your desk at all times? No, I do not
I did do the amount of background noise I've heard in this call has been the most insane thing
It is like it's like when you get kicked on an airplane or something's in the back boom boom boom
I don't know what's happening. Yeah, I know right man. It's the crazy call too for me as well
But you know, you got your deal at 2k. So I can send you a text on my information
If you want to move forward we got to move forward from there. No, I have better than that, but I appreciate it
All right. Have a good one, sir. Okay
That was fun. That was so fun
I love buying cars
Sorry, hi. Oh, is this Tommy? This is Tommy. Okay
So I checked the programs all they have is uh, is uh, 5.49 percent interest for up to 60 months on the car
There's no cash back. There's no bonus money. Do you have a trade in I don't have a trade in I'm just adding to my family
Okay, do you want to come look at the car or drive it? Oh, you already did that. I'm already done that. I'm past that phase
Okay, uh, what were your expectations? What were you open for? I mean, I'm open for a great deal
But you you guys said you guys aren't willing to praise so you guys are
You guys aren't the dealer for a good deal. No, we're not on that car
So if you wanted a regular launcher going down, man, we'll blow a car out
But watch your hand like that. We're we're not gonna give anything away. Okay. That's fine. I don't want to pay above MSRP on one
So I'm sorry. I said, I don't want to pay above MSRP on one. So
If it was an MSRP, would you buy it? No? Okay. Good luck then with your shopping. Okay. Thank you
Bye. Bye. No, we have plenty of cardio as we can do. I just wanted to do this launcher in
I want to get this launcher in finalized. It's 39 000. It's still the best deal that we have. I mean, we do have a deal for 35
We're in a phone call. This is dummy
Hey Tommy, I just did a did a favor for you brother
What what favor did he do? I called my GM and said hey, man
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
Oh, so we're back to the 3000? He said he's okay with the brother. So you got your deal, man
When you coming in to finish everything up. Okay. Well one second. Please hold. Okay. So you because you're at 30 feet 6 10
We're at these numbers
Okay, and do you guys have any dealer fees add-ons anything along those lines?
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
Do you know my out the door would be your out the doors and be 39?
I got me. I don't have to do all of your new york stuff
But you know right now without before I did is probably 39 700. So I don't know why is it so high? That seems weird
I haven't done your new decimals yet. I still have to go in and do your out-of-state taxes and everything else
So I could get that for you. Um, but like I said, you're at your three grand off 35 6 10, man
So like I said, we got a deal. Why don't you give me the out the door real quick?
You know
I got I'm you're not the only thing I got going on right now. I think you're time to do
That's what I'm saying before I do all of that and do all that work
Do we have a deal at this price because I'm I can't discount anymore
So I'm not asking for more discount
I just want to verify the numbers seem right with that with that. So yeah, listen
I'm very straightforward a straight shooter as straight as it can get
You're going to get all of your tax and the registrations are out of my control
So once I add them in that's just going to be your bottom line
So I just want to know are we good at the 35 6 10
$3,000 discount what I'm looking for is here. I mean, I just want to make sure the out the door makes sense
And it all lines up. Yeah, so what does it kind of do to make sense for you, man?
What is your out the door making safe?
Well, like I said, so I have a dealership doing a $2,000 discount for me
Their out the door is 39 grand for whatever reason if something weird happened
You're like 39 7 then something's weird with your out the door because they calculated all my fees taxes and everything
And they got me down to 39 grand out the door. You're an $800 discount
So you guys should be $800 less and I agree like I'm going to buy your car
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
I don't I don't know how they got you to a lower number and they're giving you less off the car
Is their car still 38 6 10? I can double check. I haven't got that far. I'm just telling you this is what that's where I was at before
Bro, I thought we had a straight honest conversation you shop
We did have a straight honest conversation
I'm just I'm literally just double checking your nut, man. Have you not heard of a dealership playing games?
I do I mean it's all day long
I don't like to play games because then it it hurts my head when customers play games and then dealership
I don't like to play games. I'd rather just sell you the car straight up and we could do go about our lives
Okay, I mean, I'm just trying to make sure that the out the door lines up, right? Like I got you that
Once I get all these fees together, I'm gonna send you a text on my information
I could send it right to your phone
And hey, you want to do business man? We can make it work. I love it. That's great. Yeah, do that for me, please
Okay, so I'm good. I'll hear from you soon. This guy's being so rough
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
You'll do 3k off in Alantra and I like it. Where are you at? Annie's in pa
Philadelphia, dude, I'll call you right now. Philadelphia is close enough for me for and and see I want a happy ending
Hyundai
I want to
I don't know who am I asking for
This may be monitored or recorded for quality and training purposes. That's for my
I just I just made a fool of myself
Oh, hi, how's it going, man? Oh, I mean you're you're live to the all right. Here we go. Oh, yeah
You don't want to listen to one good good. Uh, my dropper actually was watching the video
She's like, uh, you got to call Tommy looking for an answer right now. I was like, all right
Let me let me see what I can do dude. Let's go. Let's just let's just do my clients in New York
All right, cool. Is he looking to lease your finance finance done. Let's do it. Hold on a second. Do you have uh, do you have a
Alantra?
Okay, you got a white one here. Do you have a DCT?
I do they're all DCT that white gray and blue performance. Oh, I need gray. I need gray gray DCT
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
You know, just what?
I've been watching you for years, man. What's this in New York? Yeah, wait a zip code
All right, let's see here
Yeah, you're faster than man, it's very tight very rare that it sells in faster than me. This is crazy
I'm on it, man. I'm on it. Yeah, I love it rock and roll
Did you see the last call you should have seen the last call
No, I missed that. I tuned in like two minutes ago. I don't worry. This is all gonna make a youtube video
So you can watch yours and then you watch the one before it and you'll be like, oh wow
Out the door 39 874 boom rock and roll send it to me. What's your MSRP 38?
Well, I have two I work the one at 38 665 or the other one's 38 660
665 is perfect. Okay, send me the gray one there and then I'm starting to roll
All right, you want the one anything go to 80?
That's when is he gonna be there? It's here. Oh, perfect. Awesome. Yeah, that's perfect. We can take delivery tomorrow, man
I'm ready to go. I love it man. Rock and roll. Send it to me right now. How do I send it to you?
All right, it sounds good. Bye
Hey guys, I yeah, I want to one second. I figured this out
So I was trying to figure this out why his MSRP was cheaper
So the earlier one at 39 out the door is a manual not an automatic. This is an automatic
So give me three days. So I need
This is Tommy
Hey Tommy, do we have a deal?
No, man, you've been you've been so mean man. I don't know what I like what I did to you
I got I don't know like I mean, it's not about being mean, bro
I'm just pretty straightforward brother. You're from Brooklyn. I just trying to get straight to the deal
I'm not being mean. I'm stern and straightforward. I'm not gonna get it
But you're being stern and straightforward is made of so I don't really want to deal with you
All right, we'll have a good day, bro
Okay
So people do ask me hey Tommy like do you feel bad if you're alive because that guy should get fired
I'm he's gonna get muted in the youtube video, but like I just think some people aren't made to sell cars
Well, I need I got the numbers here. This is all lining up, but I'm gonna jump off. Peace out. Talk to you guys later
About this episode
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.
