Watch This Before You Buy a Used Car in 2026

Hello, this is Zach with Got Your Ford. How can I help you today? Hi, Zach. My name's Ray. And I, you know, I saw one of your, uh, used, uh, Ford Bronco and Aller Banks edition, a red one you have there. I have a stock number and I was wondering if I could get an out the door, um, um, breakdown of all the fees on that vehicle, the, uh, the stock number, are you ready? Sure. R L a four or five one nine zero. Okay. Punch that into my computer here. Ray, are you, are you local Ray? You know, uh, do you live nearby? I, I, I don't live far. Yeah, I am. I am here in Georgia. Not too far from the dealership. All right. Love that. Yeah. It's got about 20,000 miles on it. 2024 Ford Bronco Outer Banks four door the four by four. Okay. Yep. I've got it pulled up here. When can I have you come into the dealership and do a test drive? Um, well, um, I'll be more than happy to, uh, to come to the dealership and do a test drive. Um, once we agree upon an out the door number that I think is fair and based on market conditions. And once we do that, I can swing by there anytime, but not before. I hear you on wanting the out the door price, but I got to let you know, we actually have two appointments on this vehicle today, one at 11 AM and one at 4 PM. So honestly, there's a chance this vehicle might not last through the end of today. I think it's best that you just come into the dealership right now. And we can look at the numbers too, but I think you really should come in as soon as you can. Well, you know, buying, buying a car is like playing the lottery. Sometimes you win, sometimes you lose most of the times you lose, but that's okay. You know, um, if you sell it to your 11 o'clock appointment, that's great. You can just call me back and say, Ray, we sold it. Um, and, and if you didn't, uh, you know, then, then, uh, hopefully we can come to some type of an agreement on an after door pricing, assuming that we, we get to an out the door number that works, I can swing by. So why don't we just work on that? If that would be okay. Okay. I hear you loud and clear, right? How about this? Uh, the number you called from, is that a good number for me to text? I can actually go talk to my manager right now and see if we can pull some out the door numbers. I recognize you're serious about this. And even though I do think you should come in right now, I get it. You know, you want to play the lottery. That's a okay. Can I text you the out the door price to this number? Will that work? Uh, you can text it to me or you can email it to me. I, I prefer email, but, but either way, just as long as you can send me a complete breakdown. You know, you send me a, send me your worksheet or whatever it is that, uh, that shows a complete breakdown of all the fees. So I know what the total price of the vehicle is, including all fees and taxes. Hello, this is Ray. How can I help you? Hey, Ray and Zach here from gotcha Ford. I hit send on those out the door price numbers just a couple of minutes ago. I wanted to see if you got any questions. Maybe I can talk you through it at all. Uh, otherwise I, like I said, we've got an appointment coming out 11 AM this morning and another one at four for this vehicle. So I'd love to get you in here and get a deposit down on the vehicle so you can take it home. No, not a problem. I did get the numbers. I see that the, uh, the market value price you have at 45, uh, excuse me, 46, five 81, and then you have a doc fee of $999 and an EFT electronic filing fee of some 198 bucks. So the total price before the rest of the fees was 47, seven 78. Yeah. And to be clear, those other fees that you're talking about, those are taxes, the title fee, the registration fee, those aren't negotiable, but yes, our price is $47,778 plus, plus the fee. So the total I see here is 51. One 60.46, almost, almost 51 too. Yeah. But again, I want to be clear, you know, a lot of that is taxes. And my manager said, this is the absolute best number we can do, especially looking up in here at the dealership. I get it. No, I understand their state taxes. And then that's what I wanted to see a complete breakdown and, and bless your heart, you gave that to me. Uh, the sad reality is I've done some market research and I believe the price of the vehicles, uh, well, a tad bit higher than it should be based on, on market conditions in similar vehicles that I found in the area. I would suggest to you that we're probably, I don't know, 3,500 to $4,000 apart from where I, I would like to be. And if we can bridge that gap, well, then, you know, I could swing by hopefully before your 11 o'clock appointment comes in and we can wrap this thing up so is I'm thinking we need to be closer to, I don't know, 47, five, somewhere in that area, including all the fees and let's face it, that doc fee of 900 and I mean, that's, that's just a thousand dollars for, well, nothing that's just pure profit. So what can you do for me? How can you help bridge that gap between the 51 one 60 and I want to be around 47 to five, what, what, what can you do there for again? Ray, I want to reiterate, I can't do anything about taxes. So I think you've got your eye on the wrong ball. You must have a monthly payment goal. Why don't you just tell me what monthly payment you want and I can work with my manager to make sure we fit you into that. Yeah. The monthly payment that I want is a total out the door price of $47,500. And you know, I could probably just pay that in a check if, if, if you guys accept checks, um, I understand you'd like to figure out what my payment goal might be if I have one, but really what I, I would, I would like to concentrate if we could on the, on the total out the door price, including all the fees. So you're at 51 one 60. I want to be at 40, 47, five, and I'm asking you to work with your manager to see how you can bridge that divide to see if there's something between my number and your number, where we could all feel comfortable, I hear you loud and clear. Right. My manager is going to ask me one more question when I go back and tell him that you want a lower number. He needs to know, do you have a trade in? Because that can totally change the game here and give you a lower selling price on the vehicle you're looking for. So what's your trade in? What do you have to sell? Well, don't, don't worry about whether or not I have a trade in. Um, I might, I might not. I know my neighbor, his, uh, his daughter's graduating high school this year and they have a real interest in my trade, so if I, if I were to trade it, we can talk about that afterwards that we can look at that as a separate transaction where I actually sell you a car, kind of like you're trying to sell me a car, but you know, just between you and me, I, I, I've done my market research, I realize, you know, looking at, at this vehicle and there's, I think a half a dozen others, um, within a 50 to 75 mile radius, um, that are very similar and, but the one thing I noticed about yours is it's been sitting on your lot for 82 days. Um, I don't know much about the car business, but I do know that it costs to carry inventory. So I'm not, I'm not trying to play hard ball. I'm not trying to be a hard ass. I'm just trying to, to work a fair deal for both your dealership, gotcha Ford and for me. So please, if you could just ask your, your manager, how we can bridge that divide, how we can get closer to the 47 and five for me, you know, then I can swing on by and we can wrap this damn thing up. You can have a car sale today. Okay. I hear you, Ray. That makes a lot of sense. I appreciate all the numbers that you have. Let me go take that to my manager and can I give you a call back? Absolutely. Call, text, email. I don't care. Whatever works best for you. Hello, this is Ray. How can I help you? Hey Ray, it's Zach again from Gotcha Ford. Do you have a minute here? I do. I, I, I, I see you sent me some more numbers. Bless your heart. I was about to say, okay, so Jim, our sales manager here, our used car salesman, just beat me up. I want to be very clear here. Okay. I cannot go any lower than this. I can't even believe Jim did this, but he, he said that you are right. We've had the vehicle for almost three months now. We need to either sell it to a customer or it's going to go to the auction soon. I got you a $3,200 discount. Remember before we were at $47,778 and ultimately that out the door price with the taxes, which again, Ray, I appreciate how knowledgeable you are. I can't change the taxes. Taxes are what the taxes are. How does it about $51,000? Well, now our selling price after that $3,200 discount, $44,578. Now, obviously the taxable amount has gone down a little bit. So you are paying less in taxes. I've got you out the door at $48,163 and 20 cents. Ray, this is as low as I can go. Like I said, we have those appointments coming in later today. Jim wants to get rid of this thing. I want to get rid of this thing. What can I do to get you to come in and sign the paperwork? Well, you know, bless your heart. Um, I appreciate that you went to bat for me and, and that you got beat up pretty good. Apparently, uh, you know, you sound pretty good. So perhaps you have a good corner, man. Uh, that, that helped you out after that beating. Uh, I wanted to be at 47, five. You kids wanted to be at the, at the 51, one 60. Um, you know, when I'm good, I'm, I'm, I'm good at the 48, one 63. I'll swing by this afternoon. I, uh, you know, I do have a trade. Um, that I can either sell to my, my neighbor or I can trade it in. It's a Chevy Silverado. And I, I want you to know I've done a little bit of homework on that as well. And I have an offer from Carvana of 17, four for the trade. So we're going to need to, we're going to need to be very, very close to that 17, four or better. One other thing, um, I do need to get, if it's okay with you guys. And I, and I can't imagine that it wouldn't be. I will need to get a pre-purchase inspection done just to make sure that there's no, uh, no issues with the vehicle. I'd like to get a independent set of eyes to look at the vehicle and I can make that happen today. Uh, I have a mechanic on call that that's ready to, to swing by and take a look at it if you can make a service pay of help. Wow. Ray. Okay. You are a hell of a customer. You've got everything lined up. I say, if you can come by around two o'clock, we can get everything, uh, you know, done then if your mechanic can come by, that's great. If you need us to drop the vehicle off somewhere, we can do that as well. Um, but I'll get all the paperwork finalized and we'll want to put eyes on that trade. And you said 17, four was what Carvana. Okay. Yeah. I'll let Jim know now, but we're just going to need to do an inspection when you come in and, and, uh, and we'll give you a number on that too. Kudos to you, Ray. I cannot believe you got a $3,200 discount on that car. I'm I'm really impressed. Well, don't be impressed. I just did some homework. That's you know, you do your homework, you save yourself some money and let Jim know, I do appreciate him working with me in order to make this happen.