This material is based upon work supported by the National Institute of Food and Agriculture, U.S. Department of Agriculture, and the Office of Family Policy, Children and Youth, U.S. Department of Defense under Award No. 2010-48869-20685. www.eXtension.org/militaryfami lies facebook.com/ militaryfamilies To receive notifications of future webinars and other learning opportunities from the Military Families Learning Network, sign up for the Military Families Learning Network Email Mailing list at: http://bit.ly/MFLNlist bit.ly/MFLNwebinars blogs.eXtension.org/ militaryfamilies twitter.com/MilFamLN Welcome to the Military Families Learning Network Webinar: Secrets to Smart Car Buying
Dr. Michael Gutter and Elaine Courtney will present Secrets of Smart Car Buying, focusing on issues with financing, making a smart purchase and information on the lending process in this 90-minute presentation on behalf of the Military Families Learning Network.
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Transcript
This material is based upon work supported by the National Institute of Food and Agriculture, U.S. Department of Agriculture, and the Office of Family Policy, Children and Youth, U.S. Department of Defense under Award No. 2010-48869-20685.
To receive notifications of future webinars and other learning opportunities from the Military Families Learning Network, sign up for the Military Families Learning Network Email Mailing list at: http://bit.ly/MFLNlist
This material is based upon work supported by the National Institute of Food and Agriculture, U.S. Department of Agriculture, and the Office of Family Policy, Children and Youth, U.S. Department of Defense under Award No. 2010-48869-20685.
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Today’s SpeakersElaine Courtney has extensive experience teaching financial management, nutrition education and volunteer development programs. She received a B.S. and M.S. degrees from Florida State University, has done post graduate work at University of Minnesota and University of West Florida. She is a member of the Association of Financial Counseling, Planning and Education and is an Accredited Financial Counselor. Employed for 30 years with the University of Florida Extension Program in Okaloosa County (faculty member; ranking IV).
Michael Gutter, Ph.D. is an Associate Professor, Interim Family and Consumer Sciences State Program Leader, and Financial Management State Specialist for the Department of Family, Youth, and Community Sciences, in the Institute for Food and Agricultural at the University of Florida. His BS is in Family Financial Management and his PhD is in Family Resource Management from The Ohio State University with a specialization in Finance.
Check your credit report• www.annualcreditreport.com• Check for errors• Pre-qualify with bank, credit union or other lender• If not offered comparable interest rates, ask why
• Auto loan• Consider the total cost• Avoid short term thinking such as only considering monthly
cost
• Maintenance• Gasoline• Insurance
Get the best deal
• Don’t combine transactions:• Trade-in• New Car• Financing
• You will get a better deal if you negotiate each one individually
• Or if you sell to a private party• Be cautious when dealing with strangers
Poll Question• Are you planning to purchase a new or used automobile?
Buying Like
an Expert
Getting Ready to Go• What to bring
• The invoice price for the car you are interested in• Checkbook and/or cash for downpayment• Loan pre-approval forms• Auto insurance information, including proof of• Driver’s license• Social security card• Title and registration, if you are trading in a car
• Who to Bring• If vehicle will be jointly-owned, bring spouse• Friend who is not emotionally involved in the situation
The Goal of the Game
• Most car salesmen are playing the same game with the same basic game plan• Goal:
• Sell you a car• At a high price, so they make maximum commission
• Once you understand the game, you:• Deal effectively with the car salesman• Get what YOU want
The “Greeting” and Test Drive
AKA: Salesman’s attempt to lead you through specific steps that will lead him to his goal
• Greets you warmly• Asks you some “innocent” questions• Shows you a car HE suggests is right for you• Does the “walk-around”• Invites you to sit in the car• “How about a test drive?”• Back at the dealership, do-or-die moment• Customer’s curiosity is peaked
Negotiating the Selling Price
1. Salesman will ask basic questions
-- Tries to make the negotiating start out friendly
2. He will want to discuss monthly payments
- Never negotiate based on monthly payments
-- “I’m not interested in discussing monthly payments.I only want to talk about the selling price of the vehicle.”--- Negotiate up from dealer’s cost
3. How will you be paying for the vehicle?
- “I only want to talk about the selling price right now.We can discuss finances later.”
4. YOU are the one who will determine the way the negotiations go!
- He will continue to try to back into his game
- It’s up to you to keep things on track
-- Stay strong and focused on your buying goals
FIRST Rule of NegotiatingNever appear anxious, worried, or desperate.Remain calm, casual, and willing to walk away at
any time.
Negotiating the Selling Price
5. Tell him you are ready to make an offer
- Let him know that “you are in no hurry to buy a car; however, if my offer is accepted, I am prepared and willing to sign the papers and drive the car home today.”
SECOND Rule of NegotiatingNever negotiate down from the sticker price.
Always negotiate UP from the invoice price (new cars)
or wholesale price (used cars).
Negotiating the Selling Price
6. Once you’ve made an offer, be quiet
- Sit and wait for a response- The salesman will probably insist your offer is too low
Negotiating Tip
Whoever speaks first after an offer is made is in the weaker negotiating position
7. The salesman will try to get you to raise your bid
Negotiating Tip
Never negotiate against yourself
Never raise your own bid until they make a counteroffer
Negotiating the Selling Price
8. Let the games begin
- The salesman will walk over to the Sales Manager’s office
-- Sit back and relax
--- Sooner or later, the salesman will return
---- He and/or his Sales Manager will present their counteroffer
---- Sit and think
---- They will probably speak first to break the tension
---- At the appropriate moment, show your flexibility by raising your bid
Negotiating TipAlways raise your offer in small increments $50 -
$100 at a time
Negotiating the Selling Price
9. The game will go on
- Back and forth
--- Shake their heads
--- Try to get you to spend more than you have planned
10. Eventually, your offer will rise to your pre-set limit
- When it does, FREEZE!
-- Don’t budge
11. If they won’t sell at YOUR price
- Thank them and leave
-- If they WILL sell at YOUR price…
Negotiating the Selling Price
Closing the Deal
• Negotiations finally end when • They are convinced you absolutely cannot or will not
go any higher in your price
• They know they are making a profit…even a minimal one
Gap Insurance
• Upside down on car loan• Auto insurance pays off market value• Gap pays off any difference• Need if likely to be upside down
• Extra long loan term• No money down
• Do not purchase unless necessary• Compare prices
• Dealer• Lender
Surviving the Business Office• Selling price agreed to..sent to Business Office