They’re talking about a deal where the dealer would take a certain percentage off the car’s price. It’s basically a discount they want the dealer to honor.
A stock number is basically the dealer’s ID for a specific car on their lot or in their system. If they won’t give it to you, it can be a red flag because you can’t easily confirm which exact vehicle they’re talking about.
That’s the car’s exact paint color name. Color matters because not every dealer has every color in stock, and it can change how quickly you can get the exact car you want.
MSRP is the official “starting price” on the car’s sticker. When someone says they’re “under MSRP,” it means the selling price is lower than that sticker price.
Dealer add-ons are extra add-on items the dealership tries to sell with the car. Even if the car is discounted, add-ons can quietly raise the total price.
Requesting pricing “by text or email” is about getting a documented offer rather than relying on verbal promises. Written quotes reduce the risk of the dealer changing terms later and make it easier to compare offers and negotiate.
A “breakdown” is a detailed written quote showing how the dealer arrived at the numbers—typically including vehicle price, discounts, rebates, taxes, and fees. Getting a breakdown helps you verify what’s negotiable and prevents bait-and-switch pricing.
“In stock” means the dealer already has the vehicle available for immediate sale, rather than ordering it. In negotiations, in-stock cars can sometimes be easier to discount because the dealer wants to move units quickly, but availability can also limit leverage if demand is high. It’s a key detail for timing and bargaining power.
“Great pricing” usually means paying as little as possible overall—not just the advertised price. Dealers can add fees and add-ons, so the real target is the final total you actually pay.
Concept
$1,000
They’re offering a set amount off the price instead of a percentage. Whether that’s “good” depends on the car’s actual price and any other discounts.
“Accessories” are extra items for the car, like mats or other add-ons. Dealers may bundle them into the price, so it’s worth checking the cost and whether you can skip them.
In this context, “inventory” just means how many cars the dealership currently has on hand. More inventory can push dealers to offer better deals to get cars sold.
The Honda CR-V is a popular Honda SUV. It’s the kind of car people buy for everyday driving, and when dealers talk about “inventory,” you want to confirm the exact car is actually available right now.
The speaker discusses waiting to see if “this other dealership” calls and whether they’ll “do the deal.” This is a common negotiation tactic: contacting more than one dealer so you can compare offers and leverage urgency.
“Send over a deal” means they send you the offer details, like the price or payment terms. Getting it in writing helps make sure everyone is talking about the same numbers.
Think of this as a draft of the paperwork for buying the car. It helps get the deal started before the final forms are ready.
LIVE
Yeah, so I just wanted to speak with a manager just to see if that car was available.
So unfortunately, that car is no longer available.
OK, awesome. It looks like you guys have like seven of them.
So, yeah, I'm looking at a whole bunch of them on your website.
We can go through the list.
He's giving me a little attitude.
I don't know why I give me attitude of just trying to buy the car.
But I don't want to do it again. I don't like I'm getting just a weird vibe.
I have a client that we had a deal done.
It's her birthday today and the dealership ended up changing the rules on me.
I'm going to try to find one at our local dealership
and see if I can get them to match this 10% off offer.
It'd be a super simple, easy deal.
So that's what we're going to start off by calling the EXL All-Wheel Drive.
They want to steal metallic or canyon blue.
This is not a crazy car, but I do want to see.
Maybe we'll go for like 11% off.
Maybe we'll go a little bit crazier plus rebates.
Steel metallic or Canyon River blue.
Yeah, so I'm going to call in this car.
This is the car we're calling on the EXL All-Wheel Drive 2026.
I'm going to try to get this in New York.
Boom, boom, boom, boom.
OK, now, secrets to buying a car.
You call them, we're going to ask for 11% off and we're going to be really nice.
OK, let's make some phone calls.
Are you guys ready for some phone call?
Thank you for calling it, Honda.
This call may be recorded for quality assurance.
Honda, good afternoon.
How may I address your call?
New car sales?
She went sales.
Hold on.
Honda, how can I assist you?
Hi, I just want to see if you guys have a car in stock.
Or do you have a stock number?
I do, but that's blank.
But I do have like the last like a vid number.
I can give you the last six of it if that helps.
What kind of vehicle is it?
It is a CRV EXL.
New?
New.
And the color?
Meteorite gray metallic.
OK, let me try and pull it up for you.
Can I just place you in a quick hold?
Place me on hold, captain.
OK, thanks.
One second, please.
OK, so I checked.
Not sure why that specific one doesn't have a stock number,
but we have several in stock that are meteorite gray,
so that wouldn't be a problem.
Awesome, perfect.
Well, I already driven one.
Already know I want it.
Really just trying to talk some pricing.
I don't know who to talk to.
OK, I can help you out.
Awesome, perfect.
So what kind of pricing are you doing on this one?
OK, so on the CRV, we're 700 under MSRP.
And do you have MSRP pulled up or do you need that?
I see 38350.
Correct.
So if you qualify for the loyalty conquest, that's another 1000.
And do you guys have any like dealer add-ons or anything crazy?
No, no, there's no packages, no add-ons, no extra fees.
OK, well, I've heard there's some crazy deals on these.
There's a whole bunch of these CRVs.
This is what I heard on the interwebs.
It's hoping to do a little bit better than a $700 off.
OK, I mean, my managers do have room to work on pricing.
It's negotiable.
Are you available to stop in?
You know, call me crazy.
I just prefer to do it all over the phone.
But I mean, I'm available to buy it today, yeah.
OK, I mean, it is our policy to match your beats.
Do you have any pricing and writing by text or email?
I do.
I do have a dealership that is in Massachusetts.
That was willing to do 10% off-plus rebates.
OK, and they sent it to you like a breakdown, some type of breakdown.
Would you be able to send that over to me and then I can check in with them?
Where do I send it?
You want to text me? OK, I'm going to.
You called in from your cell phone?
Yeah. OK, so I'll send you a text with my
information right now and if you could just send it over to me there
and I'll get right back to you.
Perfect. Yeah, send it over.
And I'm sorry, your name?
My name is Tommy. OK, and my name is Sidney.
I'm going to send that over right now.
OK, sounds good. All right, thanks.
Talk to you soon. Bye bye.
Where's your BS?
We'll see if the price actually gets matched.
What I'll tell you is that a lot of dealerships will say this, so just be careful.
Right? It's a good call. I'm glad it went well.
We'll see how it actually goes.
But a lot of dealerships don't think they're de facto answer, get dealer in writing.
You do 7K off a CRV.
I don't even need a gas. I need a gas, not a...
But you got me at 7K.
I've stopped.
Oh, but my client isn't in Texas.
Brian MotorSells.
I know who you are, Brian.
You can't give me 7K because it's in New York.
I would have done the deal.
I get it. You're just advertising.
It's on the Frank speaking.
Frank, Tommy, how's it going?
How's everything, sir?
You know what? I'm living the dream, Frank.
I was just seeing if you guys have a car on your website that is available.
Sure. Which one would that be?
I got the stock number, Frank.
Go ahead.
260942.
260942.
That's it.
I think I just sold.
I think I literally just sold that car.
Wow. Don't worry. You got four of them.
Very good.
EXL Canyon River.
Yeah, we got it in stock, buddy.
There you go. Thank you, Frank. I appreciate it.
You know, I already driven one of these.
I'm just trying to get some great pricing.
I still have to go buy a car from Frank today.
How does that sound?
Sounds good, Tommy. Sounds good.
What's the catch here? What are we looking for?
I just need 10% off plus rebates.
Easy peasy lemon squeezy, and I'm on my way in.
10% plus rebates.
Hold on one second.
I'm holding, Frank.
Obviously, just a mistake.
Hey, Tommy, what's going on?
You hung up on me?
I didn't hang up on you.
Oh, well, that's crazy. My phone disconnected.
Yeah, it must have been the phone.
Oh, yeah. Damn, internet.
Where's my key?
Hold on one second.
So what were you asking for? 10% plus rebates?
3% off, Franky.
Yeah, I don't think that's gonna...
Let me talk to the bosses. I'll get right back to you.
All right, I'm gonna put you on hold for a second, all right?
Put me on hold.
Do I think he hung up? Yeah, I did.
Do I go again?
I definitely heard the stream in the background.
He hung up again.
Guys, I'm gonna give genuine advice.
Like, genuine advice.
If you don't want to do business with me,
it's super simple.
I'm so sorry. I'm not gonna be about 10%.
We're a smaller store. I love what you do,
but realistically, I can't do that.
I appreciate your time, though.
If you want to do, like, $1,000 off,
I can do that as best I can do.
Dude, just give me a number you know
I'm not gonna accept and call today.
But the idea of, like, hanging up on me,
like, that only makes you look bad.
We'll give him a minute. We'll give Franky a minute.
Is this Franky?
Who's this?
Hey, Tom, what's going on?
So I spoke... Sorry, man.
I don't know what's going on with the phones,
but I spoke to my boss,
so that's not gonna be a viable thing, buddy.
I'm sorry. 10% plus rebates can't be done.
Most we could do on the car is probably $1,000,
maybe $1,200 off for you,
and that's the best we'll be able to do for you.
Well, that's a bummer, Franky.
That's okay. I'll keep calling around.
All right. Good luck, sir.
Sounds good. Appreciate it.
All right. All right, Tom. Have a nice day.
Bye.
Come on, Franky. Franky.
Let's call a...
I want 10% off is what I want.
I have 10% off at a state.
Hannah, how can I help you?
Do I speak to new car sales?
Yes, there's new cars.
Awesome. Hey, I just want to see
if you guys have a car available.
Sure. Can I just have your name, please?
My name's Tommy.
Okay. I'm going to get somebody to help you.
Okay. Give me one second.
Sounds good.
I'm just... I just hate the inefficiency, right?
I asked for new car sales.
She said I am new car sales.
Do I speak to new car sales?
Yes, there's new cars.
She then asked me for information that I bet you
I'm going to have to just repeat anyway.
Hey, are you new car sales?
I am. How may I help you?
Awesome. I was just seeing if you guys have a car available.
Yeah. What car are you looking for?
I have a stock number if that helps.
Yeah, of course. I'm ready when you are.
20261607.
Yeah. Just give me two minutes.
Let me just double check to see if this car is available.
Okay. Sounds good.
Well, you guys don't know who I am.
Hi, nice to meet you. 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 it's a byproduct.
I charge a flat fee of a thousand bucks.
I handle everything for you.
The price of the car, the trade, the add-ons, the accessories.
Now, I said I didn't mention this as a money-saving service
because I don't have a magic wand.
I don't got a secret sauce to save you thousands of dollars
more than you can on your own.
Really good at what I do and I have a really good platform
that is able to get us some really great deals.
But other than that, you can put in the work and do this yourself.
People hire us because they don't want to deal with
whatever we just dealt with, right?
Nobody wants to feel like that when they're trying to spend
$40,000.
Bada boom, bada bing. You want to learn more?
I charge a thousand dollar fee.
Link in my profile page.
Yes, hello.
Hi, sir. Sorry for the...
Hello. That's good.
Hi, so...
Yeah, so I just wanted to speak with a manager
just to see if that car was available.
So, unfortunately, that car is no longer available.
Okay, awesome. It looks like you guys have like seven of them.
So...
Let's see if I have one that's identical.
Yeah, I'm looking at a whole bunch of them on your website.
We can go through the list.
If you don't mind, of course.
Yeah, no, no worries.
I'm sorry, I didn't grab your first name.
What was your first name?
My first name is Tommy.
His dealership has nine of these cars.
So now she's panicking because I'm guessing
the dealerships that don't do business with me...
And are you looking for that gray color?
I'm open to gray or the blue.
But the gray was the number one.
And I see you guys have one, two, three, four, five,
of six of those.
Yeah, let me just double check which ones we have available.
But sometimes we do put cars on our website
that are in transit.
So I just want to make sure I have one on the ground for you.
Sure, that's totally fine.
All right, Tommy. So it looks like I have one that is available.
Awesome.
Well, I'm super interested in it.
Really just trying to get some pricing.
Yeah, of course.
Were you looking to pay cash?
Were you looking to finance?
I'm looking, I'm open to paying cash,
but I'm also open to financing.
Okay.
I definitely can help you out with that.
Let me just get with my manager really quick.
Let me put something together for you.
And I could definitely give you a call back.
I mean, sure.
I mean, that's what you think is best,
then I trust you because you're the expert.
Alrighty.
Well, just give me two minutes.
Let me just get my manager really quick.
Two minutes.
Are you sure you don't want to just put me on hold again
if it's only going to be two minutes?
One, one.
Stop time me, it's Frankie.
What up, Frankie?
How you doing, buddy?
Man doing well.
Just trying to buy a car.
Be a star.
Sounds good.
Yep.
I see you got us live on TikTok.
So say what's up to your audience for me.
You're saying what's up to him right now.
Let's do a deal, Frankie.
Yeah, cool.
What's going on?
Let's do a deal, man.
I know you're hard.
I know you want 10% off.
You know, I don't do that, but I'm
willing to work with you, so talk to me.
No, I got a client on Long Island.
It's her birthday, Frankie.
It's her birthday.
I have a deal for 10% off in Massachusetts,
but they don't want a long story short.
She doesn't want to go there on her birthday.
So here I am trying to get as close as I can in Long Island,
so she's not dry for her.
Yeah, and I'm not hanging up on you.
I'll shoot you straight.
I'm at 5% off.
Come on, Frankie, we got you better, man.
Like, give me like eight.
You got to understand, you know, we're
at a 30-day supply on Long Island.
I know some of these guys that have much more inventory,
whatnot, and other brands have a lot more inventory,
but we're at a 30-day supply here.
I, you know, I only have so many cars to sell.
She's local.
It's her birthday.
I want to help out, make it quick and easy,
and nobody's going to treat her better than we will hear.
That's why we got, that's why we got to get to 8%.
It's her birthday, Frank.
You give me 5% any day of the week.
All right, 6% deal.
Let's do it.
I don't, I don't go back and forth.
I'm simple.
I'll go 7% for a new generous.
But you, more importantly than anything,
more important than price.
We want her to be treated good, right?
We want her to have a good, memorable experience
on her birthday.
A hundred percent agreed, which is why 7%
So let's lock it in, man.
I'm there.
6%, brother.
Let's lock it in.
You were, you're going to make me keep making calls on 1%.
Make a few more calls.
If you got to call me back,
I'm not going to take the deal away from you.
You know what they say, no publicity is,
all publicity is good publicity.
It's true.
They called me the dealership's worst nightmare.
No, I like it, man.
You do good stuff.
I know.
I thought that was, that was, that's what,
that's what the news is saying, but that's okay.
The 7%, Frank, let's go.
We'll just prop it up.
6%, I'm in.
I'm all in, brother.
My chips are on the table.
I just pushed them in.
I'm at 6%.
Okay, let me make a few more phone calls.
I'll eat, you know.
Sounds good, brother.
You got myself.
Hit me up.
Okay, sounds good.
Bye.
Let's go Honda City with the smart money.
Thank you for calling.
Calls may be recorded for quality assurance
and training purposes.
How can I help you?
Hey, I can I speak to somebody new car sales?
Sure.
Hold on one second.
Hot cities, race is speaking.
Hi, I just wanted to see if you guys have a car available.
Sure.
Is it new or pre-owned?
New.
Okay, what vehicle are you looking for?
I got a stock number if that helps.
Sure.
26-0833.
And I'm sorry, what's your name?
My name's Tommy.
Tommy.
Okay.
And what type of vehicle is this?
This is a Honda CR-V.
Wait one moment.
Sure.
Okay, I'm just gonna put you on hold.
Can I give you a call back?
Because I literally have somebody in the showroom
looking at that car right now.
I mean, sure.
You guys have 25 of them.
I'll look at the other 24 though.
I mean, I guess I can wait for that person.
I don't have not all not all of those are in stock
at this point in time.
So if I could just give you a call back, that would be great.
Okay, sure.
That's I guess that's fine.
Do you want to know exactly what I'm looking for?
You're just gonna base off that one.
Well, that's the one that you're looking for
is what else would you be looking for?
You're looking at the CR-V EXL and Canyon River Blow,
correct?
Yeah, I would take the meteorite.
I mean, you guys, I understand that you guys might not.
You do what you think is best.
You're the expert.
Okay, Tommy, let me double check
and I will definitely give you a call back, okay?
Okay, sounds good.
Thank you.
Bye.
I'm like, I get it.
Somebody's gonna be like, Tommy, you're so condescending,
but like, they have 25, this is not how you deal with it.
I'm sorry, somebody's looking at that car on the website.
Okay, cool.
Like, great.
I appreciate it.
Do you want to look like I have other ones?
It's the third time on Long Isle.
And she was like, can you try for me, Tommy?
It's my birthday.
It's my birthday.
And I was like, you know what?
For you.
It's your birthday.
Thank you for calling the name of Honda.
If you know your party's extension, dial it at any time.
For the sales department, please press one.
No condescending call.
It'll be super nice.
People wonder why they hire me to negotiate a car deal
because this is the experience some people get
when buying a car.
Let's keep ringing.
How long do we go?
If this other dealership calls us, how long do we go?
This other dealership wants to call me.
They said they'll do the deal.
Oh, wait one second.
This is Tommy.
Hey, how are you?
Hey, I'm doing well.
How are you?
How's everything going?
I'm doing well.
Who is this?
Oh, okay.
Hey, how's it going?
Sorry.
How are you?
Man, I'm living a dream here.
I heard that you're willing to do the deal.
Yeah, we can do the deal.
It's work for you.
It's not for me, no?
No, I said we can do the deal.
Does the deal you sent over work for you?
Well, you didn't send me over a deal.
Yeah, did you?
You sent me over a deal.
Yeah, you're supposed to match the deal.
Okay.
Yeah, we can do that.
Okay.
Do you just want to send me the deal?
And then we'll do it remotely.
What do you want to do?
What's easier for you?
Remote's great.
Okay.
So what I'll do is I'll reach out to you.
If you want, we'll send you the information and just send me over a customer's license
and you can get everything going and we'll get everything done for you.
We got a whole nice little drive-up pack.
So we'll give that all for you.
Okay.
You're awesome.
Just give me something I can send to them.
Okay.
You want to send me the customer's information over and I can just get a preliminary buyer's
order sent over and send it to you?
If you just send me over just a sheet so I can have it just to make sure.
And then I'll get you in a group chat with the client.
Right.
We'll do a group chat right now.
That's how we normally do it.
Okay.
I'll have driver's license and insurance all in there.
Okay.
Cool.
This is my cell phone.
Give me five minutes.
I'll get it sent over to you and then we'll take it from there.
Okay.
Hey, I appreciate you making these, man.
Yeah, man.
We'll try to make it nice and easy for you guys.
If you need anything, let me know.
Okay.
Okay.
Thank you.
Appreciate it.
All right.
Sounds good.
Bye-bye.
I mean, this is like the thing where we're not even hiding that we work into.
Like there's no hiding anymore.
Like we are, we are.
We're getting recognized.
That's fine.
I'm good.
Rob, send me the numbers.
Rob.
Okay.
The numbers.
Ha.
Let's see what other deals we can do while we're waiting here.
This is a done deal with the client.
But I just need my client to say yes.
We always make sure the client says yes before they accept the deal.
And then we have, we have another team that goes through.
So right now with delivered, one of the things that we really set this apart is that we have
a lot of people taking care of you at the same time.
We actually now have four people that are dedicated to your experience here at Delivered.
We had three.
We added one more just because we wanted that to be a pristine experience.
You have four people that are all involved in different parts of the process that all
work together to make sure you have an episode.
So you basically never have downtime.
You're never waiting over an answer and you're never wondering what's going on.
Bada boom, bada bang.
Peace out.
About this episode
Negotiation calls turn into a real-world test of dealership honesty and responsiveness while Tommy tries to land a Honda CR-V EXL deal for a client in Long Island on her birthday. He starts with a store offering $700 under MSRP plus possible loyalty, then pushes for 10% off and rebates, sharing competitor pricing. Another dealer initially resists and even hangs up, but eventually works up to a negotiated discount. The episode also highlights Tommy’s “no downtime” concierge approach with multiple reps handling the process in parallel.
My client wanted a 2026 Honda CRV EXL AWD for her birthday. Simple deal. Called a dealer — they told me it wasn't available meanwhile I'm looking at 7 of them on their website...That's when the fun started.
