Jade Warshaw

How do I handle a dealer that I know will be pushing financing even just for a short time so they can get a better profit margin?

I'm determined to walk in with cash and take it home the same day.

I love this question.

And I think it's great.

You're going in there, you're paying with cash.

And I think the first thing is you've already decided that you're paying with cash.

So there's no way you're getting into financing.

So you've already drawn that line in the sand.

And I'll tell you, for me, I think the best way to handle it is I don't and I've done it the wrong way before, but I don't tell them that I'm paying in cash until we've negotiated the price.

Because if you walk in and say, well, I've got cash and this is all I've got.

I've got $30,000 and nothing more.

They kind of lose interest in the deal in many ways, especially if you've made it very clear that you're not financing.

Because you're right.

They're not making as much because financing, there's a kickback.

There's add-ons that they get.

They earn more off people who finance the car.

So I wait.

And I say, let's just talk price and let's get the price to where we both agree and where I agree.

And then I can let loose saying, by the way, I'm paying cash.

And they usually don't like that very much.