Welcome back to Spirit Squared.I'm Andrew Darrington, your host.Tonight we're here at The Humidor here in Tyler, Texas.One of our core sponsors, along with The Vault.Thank you so much Blake and Virginia Young for your sponsorship.
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So tonight we've got Bruce here who is a consultant for one of the major Car manufacturers here.We're going to talk a little bit about the car business.But before we get started Tonight, I'm having a little bit of Whistle Pig.
Whistle Pig is one of the barrels that the East Texas Whiskey Club picked and It's it's a great ride.If you've never tried it, you definitely want to try Whistle Pig.Made in Vermont.So There's a plot for you. Bruce, thank you so much for coming up.
You live in Collin Station, but you've traveled all over the place with different cars and you've done a lot in the industry.You have over 35. years of car dealership experience, whether it be service, sales, a little bit of everything.
I think I've been fired from every decent job in a car dealership.Right?Now I've done a little bit of all of it.
Sales, service, finance, I've done it all.So when you and I were kind of talking about this podcast, one of the things that you said was car buying is, it can be difficult on purpose.
I do believe that to be true.Dealers, the dealerships don't want it to be as transparent as maybe it should be.
And so they make it very difficult to navigate through the car buying experience.
Right before we dive too far in like it's not our our roles tonight are not to bash dealerships, because they do a lot for the community.Absolutely.
Dealerships are big leaders in their local community, big supporters of their local community.They do a great job.They employ a lot of people.They pour a lot of tax dollars, sales tax revenue dollars back into the local community.
So no, we're not here to bash dealerships.Just simply to provide some information for people as they try to navigate through the car buying experience.
Yeah.So one of the first notes I took was,
For me sometimes I want to visit the car dealerships when they're not open right so that I don't have a sales rep That's clawing over me or constantly asking me questions so I'm going there on a Sunday or maybe a Monday if they're closed on Mondays and
I took note of the baloney sticker is what it's called.It was named after a senator in the 50s.It's just a kind of a disclosure sticker.
So if I'm someone that's a sticker hunter initially and I kind of want to bear down to kind of what I'm looking for and the different kinds of power that's available.What kind of things should I be looking for on a sticker, that sticker?
The Moroni sticker is going to give you lots of information.It's going to give you the vehicle identification number and that can help you as you talk to dealerships about which vehicle you're interested in.
The Moroni sticker itself lists all the standard equipment that come on every vehicle of that particular make and year model and then it lists all the options and the price for those options.
And so you may see things like an upgrade wheel and tire package on the Maroni Sticker and it's $1,400.And you step back and you look at the wheels and tires and you say, no, I really don't need those or want those for $1,400.
And so you'll find another vehicle on their lot that doesn't have those wheels and tires and it'll be $1,400 less expensive.So Maroni Sticker itemizes out each.
factory-installed option on the vehicle, and then it gives you the factory manufacturer-suggested refurb to help price the MSRP.
And that's a good basis to compare by as you start looking at vehicles on maybe different dealership lots or other vehicles on the same lot, maybe they're equipped differently.
So if I'm looking at an MSRP, there might be features and benefits that go beyond MSRP, or no?No, there won't be.
Okay.Unless there's been some dealer install options and then that'll show up on an addendum sticker.I gotcha.Okay.
A lot of times a dealer will get a vehicle in and they'll put their own wheels and tire package on it or they'll put a lift kit on a pickup truck or they'll put you know a light bar on a Jeep or something like that and anything that the dealer does to the vehicle other than the way it came from the factory
The digger itemizes those things out on a dendum stick.Gotcha.
So we'll dig into the dendum here in just a minute.
let's talk about preparing for buying a new vehicle because buying a pre-owned is much much different than buying from a dealer we'll just say from a dealer because it could be a pre-owned or it could be new but it's at a dealership so i think first first and foremost there are some people out there that don't think they have to prepare they can just show up and then buy a car well the dealerships are counting on it well they they're they're wanting it they're wanting it to be an emotional experience versus a an
Right.Yeah, it's kind of like going to Vegas and thinking, okay, the ATM is the first first thing I should do, right?That's right.Yeah.So we're, we're preparing to buy a car.
And, and I prepared for you some some, I did some research on some questions that if I'm a buyer, I shouldn't ask a salesman.
And could you fill me in on a little bit on why, and some of these may not be bad questions, but it came from a pretty reputable source, so we'll go through some of those questions, and you tell me kind of, and obviously it's gonna bleed into a little bit about what we're gonna get into a little bit later, and that's how dealerships make money, how they profit.
So my first question is, I don't know much about cars. So I'm asking that question to a sales rep, or I'm telling a sales rep, hey, I don't know much about cars.Why would that be bad?
Well, knowledge is key. And so does the salesperson believe you, number one, or does the salesperson think maybe that you're just trying to downplay your position on the car buying experience?
But you really don't want to tell a dealership that you don't know much about buying cars.They'll try to seize on that information.
Sure.The next one is, my current car is on the flat slate.
If you're planning on trading that car in, that is a terrible thing to say.You need to let the dealership determine on their own what they think the value of that car is.You don't need to help them with that.
They're the experts at determining values on trade-ins, and so let them do their work.Don't do it for them.What about my leases almost up? Well, you know, that's not necessarily a bad question.
Your lease is almost up means that you're in the market and you're serious about buying a car.And so a salesperson or dealership will give you the attention and the information that you need to make a purchase decision now.
Yeah, since they know that you're You're in the market now to buy a car.You're kind of forced to be in the market now to buy a car because your lease is up.
Yeah, I may be faced with a decision, a lease decision, especially if the miles are a little heavy.
A lot of buyers are always trying to escape the dealership.I'm not ready to buy today.I'm not ready to buy today. or I got to think about it.
But when you get the dealership the information that your lease is up and you're needing to do something, it's information that they can seize on and actually, not necessarily a bad thing to say.My lease is almost up, means that I'm ready to buy.
I'm a serious buyer.I should be treated as a serious buyer.
Yeah, cool.I already have, oh, I'm going to pay cash. Well, that's a terrible thing to say.
And which a lot of people don't realize that.We used to think that that was the best way to buy a car.You know, just tell the dealer, I'm going to pay cash.
The dealer knows that, hey, I've got a serious fire.I don't have to worry about financing or credit issues or anything like that.
I've got a guy going to pay cash.It's a slam-dunk sale, right?
yes it sounds like that would be a positive thing but it's a terrible thing because the financing of the vehicle is a profit center for the dealership and when you tell them you're going to pay cash you've taken away one of their profit centers and that's that's not in your favor right um i already have this kind of goes the same i already have a car loan lined up it's kind of the same thing like it is kind of the same thing
They're going to try and talk you out of that.Sure.They're going to ask you, well, would you look at our financing?And you should definitely look at whoever gets you the best deal.I love this car.
Well, you wouldn't be at the dealership if you loved your car.No.You'd love the new car.
Oh, yeah.I'd love the new car.
Yeah, that's probably not a great thing to say as well.Because again, it shows emotional attachment.Yeah.And that's what the dealer's hoping for.
that you come in and you see the shiny paint and the shiny wheels and the new car smell and there's a reason they call it new car smell because it just makes you fall in love.
I've never bought a new car before.I think that's another emotional one too.
It is.It'd be like I just recently graduated college and so I'm getting rid of my old plucker that I had through high school and I'm ready for a new car.
And it gives the dealers all the ammunition they need to really prey on your emotions to make a car purchase decision versus having good information.
The same principle to me would be like replacing carpet and painting walls on an apartment.Sure.Feels like it's brand new, right?And so maybe the landlord moves the price of it a little bit to cover those costs.That's right.Okay.
This is the maximum I can pay per month.
Well, number one, a dealer won't believe you when you say that.
But again, you've given them information that, you know, if they take it as face value that, you know, $600 a month is your maximum, they'll simply find you a $500 a month card and overcharge you for it.Yeah, good.
So you don't want to give them any more information than you absolutely have to.Right.Dealers are notorious, salespeople are notorious for asking lots of questions.Yeah.And what they're really doing is they're leading you down a path
To try to find out what you can afford.Yeah, to a purchase decision.And so they'll lock you in.You know, we got you at $595 a month.You said you could pay $600 a month.We're under that.Why won't you sign to buy today?
So you kind of back yourself into a corner when you give them that information.
Yeah, for sure.I agree.Okay, this one was a little gray for me.I am blank occupation.So I am I am a district manager, I am a doctor, a nurse, whatever.
And for me, I know there's some incentives at different places for frontline people and stuff like that. Have you had any experience with that?
We all have built-in biases and built-in judgments.Whether we like to admit it or not, we sometimes judge people by the clothes they wear, the car they pull up in, the watch they have.
You giving them your information about what your profession is, especially if it's a profession that's a high-earning profession or a high-earning profession, I work at the local fast food restaurant.I'm the manager of the local fast food restaurant.
So the self people are going to take that information and put you in a box.Maybe even treat you differently because of that information.
I was kind of seeing it through the lens of maybe somebody who they thought was maybe could afford something a little higher.And so I come in, I'd say that maybe I'm a surgeon, but I'm interested in a Prius.
And they're like, I'm going to push you towards that Cayenne or whatever it is.You're a doctor. This is what our doctors here drive, or whatever it is.So I can see that kind of spinning that way.
You know, if you're a salesperson at the Mercedes, BMW dealership, you know that the guy coming in has got the financial ability to make the purchase.If you're working at a Chevy dealership, you're going to see a wide spectrum.
You're going to have guys that can afford a new $100,000 truck or a Corvette.You have people that can barely make it on your cheapest car dealership.Yeah, a Cobalt or whatever.
I don't know why this would be a bad question, but it was listed.I have a trade-in.Why would that be a bad question?
I don't know.That's a great question.That's a great statement to let them know, I have a trade-in.Yeah, I have a trade-in.Because trade-in, again, is another profit center for the dealer.
Dealer profits per unit are higher on used car sales than they are on new car sales.
And so when they're selling you the new car, they're hoping that you have a trade-in because now not only are they going to make money when they sell you the new car, they're going to make money when they sell your used car to the next company.
So having a trade-in is definitely, can work in your favor to have a trade-in.
It's an incentive for the leadership to partner your business.This was probably the funniest question here, or statement.I'm not very good at math. We'll help you.I don't know if that really hurts you.I think they'd say, well, we'll help you.
You don't have to be a mathematician to buy Oxford.Here, take a look at this and sign here.I don't think anybody's going to ask that question.This is a good one.I don't know my credit score.
I think a lot of people go in uneducated about their credit score, which is unfortunate.
It's crucial that they know the information before they go. Because that is a profit center for the diggers.The financing is a profit center for the diggers.And uninformed customers can make a mistake in that area and overpay for their financing.
Yeah.And I think it's a negotiating tool for the buyer.Like, wait a minute, I know my credit score.Sure.I know that it's over a certain amount.And I know that there's more creditors that I should have availability to, right?
Talking about credit scores, though, I mean, I know my credit score, but which credit score?
There's three of them.There's an auto beacon.It's actually just your ability to buy and pay for a car.Oh, okay.It's called an auto beacon.And then there's a regular beacon that throws in your credit card, your mortgage, and everything else.
There's lots of different, so there's multiple credit scores.You may even, you know, if you have several credit cards, you may look on your Discover card and your beacon scores and your FICO scores.
730 and then you look on your Visa credit card and it tells you your FICO score is 760.What's the difference?And it's just the different methods of calculating that.They weight the scores differently.But it's still good to know.
It's still good information to know for sure.
You need to know before you go.I don't think this is a bad question either, but it was listed.Tell me about leasing. I don't think that's a bad question.
I don't think it is either.
Especially if I'm a good fit for a lease.Yeah, it lets the dealership know that, again, I've got a serious buyer in front of me and they're looking at all of their options.
I'm going to have to be on my toes to provide this buyer some information that he needs or she needs in order to make a purchase decision.
Yeah, I mean, so I've never leased a vehicle.I've only been talked to about it.
So is that more of the dealership just hedging that the miles that the individual has agreed to on a lease, that the car is going to be worth more than the depreciation after the lease is done?
The dealership's not necessarily involved in that part of the transaction.So the dealership simply tells the lending company, which is usually the manufacturer's own company.So if you're in a Toyota dealership, Toyota Financial has
lease packages for their cars right and so they have packages and so you know they'll they'll look at your training to say hey it's five years old you've got 60,000 miles on it you drive 12,000 miles a year or they look at it it's got 90,000 miles on it so how do you drive 15,000 miles a year so
They'll try to tailor a lease that fits your needs.Your needs may change.My needs have changed throughout the years where I was driving a car to do my work and now I'm driving a company car.So my needs for a personal car are much less mileage.
So your needs change from time to time. For people that are self-employed, a lease is much more tax advantageous to them.People that own their own businesses should definitely talk to their local CPAs or their bookkeepers who they're using.
One of them, if you purchase the vehicle, you're taking depreciation.If you lease the vehicle, it's like leasing a copy machine or leasing a computer system.It's a full ride off.It's a full ride off.
A lot of times the leases are much more tailored towards business owners than they are people that are out there working for a paycheck.
And it appears as though that you can get more car for the money
All a lease really does, it defers your option to buy the car to a later date.Right.So it says lease it today, you're going to make X number of payments, you're going to pay on for 30 months on a lease.
And at the end of the 30 months you have the option to buy it for this amount or you can trade it in. Or you can just simply hand us the keys and walk away from it.And so it's just a deferred purchase option.
But when I go to trade it in, typically there's going to be a gap that I'm going to need to pay, right?
So on trade necessarily depends on I guess we'll hit home runs only because they they leased a super duty truck and then all sudden COVID hit their lease was up and their trucks were sold for more than what they paid for.
Leased it they can buy it for 50,000 of the dude is going to give them 65,000.They can put 15,000 in their pocket and buy a car. Or they can use that as trading value.For a lease.Another lease.That's right.
But if the value is less than the $50,000 purchase office, let's say the value is $45,000, you just have an easy walk away.So all the risk is put on the advance capital.
So you always want to, if you're leasing a vehicle and you're ready to get out of that lease, you always want to find out what the actual market value is on that car, compared to what you could buy it for.You may not want to keep the car.Yeah.
But if you can buy it for $40 and it's worth $45, you definitely want to buy it.And then just simply try to get the $45.Yeah, get the $45.But if it's worth $38 and you say, here's the keys, I'm ready to do another one.
So it's just a preferred option.Yep.
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I haven't talked to any other dealers. I think that would probably be a negative.That's probably not a good statement.That's probably not a good statement.
Competition's good.Yeah.You can tell them, so I'm going to talk to other dealers.You might find that they just ignore you and say, come back and see us after you talk to them.Yeah.That's just information you don't need to give the dealership.
I don't think this is a bad statement, personally.
tell me about the extended warranty and the reason why is I bought a Tacoma pre-owned Tacoma and it was an In-N-Out we talked about that before and it just happened that like I was there to buy a hybrid I've always liked Prius, Toyota Priuses and I was at the local Toyota dealership shout out to Classic I've had a Prius yeah and I'm on my first vehicle
So I was there to buy another one, or I was there to just buy one flat out.I didn't have a trade.And we went and looked at a couple of them, and they didn't really have what I wanted, so we looked at a Corolla hybrid.
And we were going to work up the numbers to see if it was going to work.And I'd always wanted a Tacoma.
And so this guy comes in, an older gentleman comes in, and he pulls up in a Tacoma, a four-door Tacoma, everything I wanted, in a color that I liked, silver.
and he gets out of the car and he comes in and they greet him and then he sits down in a pod next to me and uh they come and give him a check and i'm like he just sold that thing so i followed him outside and i said of course dealers dealerships do not like this but i did it anyway i said man i know it's not my ride if anything you can tell me
Hit the road, but I said, you know, you might let me know what they paid you.He told me, and I said, cool.So I went back in, and the girl that had been working the numbers hadn't come back.
So I kind of tagged the guy that gave him the check, and I said, I'm interested in that truck.We don't have to talk about these anymore. Let's talk about that.
Well, anyway, long story short, we get a deal done on the Tacoma, because I knew what they'd given, and I knew it was an NL, but they still had to do certain things.By law, they had to- Sure.They had to use car maker ratings, check it out.Yes.
They got expenses.That's right.And I was willing to pay those odds.They got to pay a little profit.And then we tossed around some numbers, and of course, I used what I knew as leverage And we kind of volleyed a little bit.
But I ended up, for the first time in my life, buying the extended warranty.And I bought it, I think it had like 46,000 miles on it.And I bought it up to 100.Powertrain, and I mean, I didn't do all the knickknacks, but I did the main stuff.
At 91,000 miles, all right, the transmission starts missing. I just second or third gear, one of the two, with this.
And so I took it to the dealership and the guys there said it's the first time they've ever seen a Tacoma with a transmission missing in all the, you know, I don't know how many years they had, but you know, but they warrantied it and it was $7,000.
I've met that experience, that warranty wasn't real expensive when they bought it either.It was $2,200.
Which wasn't as, I mean, and what I did, well, I had some liquid that I was gonna put down on the Prius, and what I ended up doing was buying the Tacoma and financing all the, what I paid, and then I used the liquid to pay for the extended warranty and the tax title license, whatever else they had.
And so I did that and just financed the truck.
that was an experience for me for extended warranties dad and i tell that from time to time like the 2200 it would have been 6800 to fix the transmission so save me a lot of money think about why think about why dealerships lock it's not that they make a profit on the front end yeah they make a little bit of profit if you pay 2200 they probably own
They probably cost $1,500.So they make $700 profit.That's not what the extended warranty is about.The extended warranty is, it keeps you coming back to that dealership.So is the free wheel changer.The dealership wants to get paid for service.
So you walk in at $91,000 with a bad transmission, and the dealership doesn't care whether Andrew pays for it or whether your extended warranty pays for it.The dealership still gets paid.
But if you didn't have that extended warranty, you probably wouldn't go back to the dealership.Right.I'd be going to the shade tree or to the shade tree mechanic or to one of the aftermarket transmission places hoping to get it done for less.
Cars have gotten so complicated.Components on cars have gotten so expensive.You think that's why insurance rates have gone up?Absolutely why insurance rates have gone up.
Insurance rates have gone up because they cost so much money to fix if they're in a wreck.If a car's in an accident, they cost a lot of money to fix.A lot of body panels are now aluminum.
The aluminum would cost more, but the repair process on aluminum is a lot more as well. Parts on cars that don't play well.
You're not bending pieces out anymore and buffing it out and stuff like that.You're just taking the whole door off.
So unless you're buying old cars, if you're buying a car that's less than 10 years old, it's not a wise decision.
Having worked in the car dealerships for many, many years, I can tell you that the service departments, they bill hundreds of thousands of dollars per year to extended warranty companies. So those warranties are used.
You may not have used yours if it had not been for that transmission.And that's fine, but it's insurance is what it is.It's insurance.It's insurance up to a hundred grand.If you're going to own and keep a car up to a hundred plus thousand miles,
You're really kind of crazy not to have a warning on it.These cars will break, parts are expensive, labor has gone way up in the last few years.For sure.And so cost of repair has gone way, way up.
Well in certain, I think certain models too, it makes a lot of sense.Like if you're buying a Jeep, Yeah, I mean, maybe you can do some of that work on your own.Maybe you can find a friend that does some work on it.
But if you're finding something that's, you know, a lot of foreign-made providers, you need to have some coverage if you're spending a certain amount of money.Like if you're spending, I'd say, any more than $50,000, $20,000.
I've got a Super Duty diesel truck, you know, $80,000 truck. Transmission goes out on that, it's a lot of money.Motor goes out, it's a ton of money.And then there's so many other components, so many different computers on that vehicle.
They are expensive to fix, and usually one or two claims is all it takes on an extended warrant to where you break even.
And you know, if you're lucky and you have no problems, then congratulations, you've got a vehicle that can give you any problems, and you already paid for insurance.We pay for insurance every day.
When was the last time you had a crash that you had, you've been paying premiums on car insurance for Oh right, for sure, for sure.
Alright, so we talked a little bit about profit centers in a car dealership.Obviously sale and trading, you know, the dealership's going to win on both sides of that process, unless they have a huge need for X, right?
Or are they always going to win on the sale and trade?
It's all about supply and demand.We saw that with COVID for sure.As when COVID hit, all of a sudden dealers weren't getting as many cars.The manufacturers weren't producing as many cars.
And so the supply chain kind of dried up on how many cars were out there.For example, you'd drive by the local dealership and you'd only see three cars sitting on their lot.Where there used to be 200 cars sitting on their lot.
And so when supply dries up and demand stays the same, you don't have to have an increase in demand.If demand stays the same, The dealer now has 10 people coming in to look at one car versus, you know, one person coming in to look at 200 cars.
Supply and demand drives the price a lot.And so dealers will constantly, and you can see it in the advertising that dealers spend.Dealers didn't spend any money on advertising during COVID because every vehicle they had was already sold.
They spent no money on advertising.The manufacturers spent very little on advertising during COVID because the supply was down.Manufacturer rebates.Also, you didn't see rebates on them.You used to see rebates $3,000, $4,000, or 1.9% financing.
You don't see those things when there's no supply and high demand.We've seen kind of a reversal in that.Bigger supplies are full right now. But you may, you know, you don't have to remember back too far when the Bronco first came out.
And I own one, and it was a great vehicle.I love the Bronco.The old school... And the only way to get one was to order one and wait on it.Sometimes you waited 8, 9, 10 months to get it.You know, they were selling for sticker price plus.
And it was because there just wasn't a lot of supply.There was a lot of demand for it because it was a new part and everybody liked the styling and it was proper.It was supposed to be a Jeep feeder and all those things.
So the prices were going way up.When the dealers only got three of them to sell this month, we're not going to give any of them away.
But you go to the dealerships now, they've got 25 Broncos on the lot, or they've got 200 F-150s on the lot, or Chevy Silverados on the lot.They've got 150 of those.They're ready to deal.And so, you'll go from MSRP or MSRP Plus,
On low supply, high demand, you go to substantially less MSRP and rebates when supply is high and demand is low.And right now, demand across the board is low for several reasons.Demand is low in the car industry right now because of interest rates.
Now, used to, you could get 3-4% on a car loan, and that would keep your payments at a reasonable amount.Now, interest rates have gone up to much higher numbers, and the payments go up for the same amount of money.
And the cars have gotten more expensive.New car prices have gone up quite a bit.So when you take higher prices and higher interest rates,
All of a sudden, consumers that used to sign for 60 months at $500 a month are now signing for 72 months at $750 a month.$800 a month or more.That's crazy.The average monthly payment right now in the United States is over $750 a month for a new car.
So, the world has changed a little bit.Yeah, for sure.
Hopefully the interest rates will settle out soon.I don't think it's just interest rates.I mean, it just costs more to build a car. And then the profit that is typically generated is always going to be pushed some, right?
Because if I'm a dealership, I want to see growth.And growth means I make a little more profit than I made last year, right?So there's always going to be a push. to the consumer.
The manufacturer has raised their prices.Why?Because, as you saw recently, they had strikes at all the auto manufacturing dealerships.Ford, Cross, and GM all have strikes.They have to pay more for the labor. They're having to pay more for the cars.
COVID dried up the supply chain.It dried up the number of businesses that were doing, that were making components.There's now fewer companies making components that manufacturers need to build a car.
Therefore, they're going to have to charge a higher price for those components. So the cost of construction has gone up.Yeah, we see that at home.Also construction has gone up.That's passed down to the dealer.
So the consumer is left on the back of an increased cost.And interest rates haven't gone up.It's a tough time honestly right now to be in the car business.All right, so
Walk me through how an MSRP plus deal goes.So we talked a little bit about dealer identity, right?So we have that where they basically trick out the car the way they want it to kind of We saw a thing called market value adjustment a long time ago.
So it's when a vehicle comes out, let's say it's the new Corvette, the new body style Corvette.They first come out, and not every dealer's got a whole bunch of them sitting on their lot.
So they're getting one in this month, one in two months after that.So they've only got three or four coming in in the next three months.
So they look at MSRP and the dealer realizes, I've only got a few to sell, I've got to make as much as I can on each one.So what will the market bear? And it's not that the dealers are in collusion with other, you know, dealers across the nation.
No, they just look to see what other dealers are getting.Yeah, right.And so when the new Corvette came out, it was selling at MSRP plus. Are there certain resources that dealerships use to get that number?
Sure, the dealerships are constantly looking at what other dealers are doing.
How do they get that?What resources do they use?That can be regionally and that can be nationally.Is there a database that shows closed deals?Sure.Almost like the housing market where you have comps.
that you go look at and you're like, okay, these three have sold in the last 90 days or whatever.For a dealership, what resource do I use in order to see closed deals?
The dealers primarily look at... Or am I picking up the phone or sending the email?
Oh, they're more looking online. So they're looking for a sale price?That's right.Or they're picking up the phone and calling a dealer somewhere.Pretending to be a customer.I see you've got a new Corvette in your showroom floor.
Are you selling it to MSRP?Y'all know it's $20,000 over MSRP.So they know that they need to market their vehicles in that same category.The same thing applies though on the bottom end of that.It's below MSRP.
How many different places, I mean, how many Chevy dealerships are there within a one-hour driving distance of where you're at right now?Three or four probably.Exactly.
So if one Chevy dealer is selling Chevy half-ton trucks for a low price, the other dealer won't be able to sell it for more.They're going to have to compete.So competition does drive the price as well on the bottom end.
Supply drives the price on the high end.Yeah.
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So buy a car that's built for what you do.If all you're driving, like my wife's driving, is all in town, An electric works perfect.Yeah.You have the button on here.Go ahead.
But if, you know, but if you're needing a vehicle that you can do family vacations on to Colorado every year, the electric's not the right car.But if you have a second vehicle in your household, use the electric for all your running around.
You know, you need to go to Dallas for a day.It's got plenty of range to get you to Dallas.
Yeah, it's got $250, and guess what? Here's what I told my wife.Is this good, too?Yeah.It's good?Okay.Are we rolling, too?Okay.So that's great.So what I told my wife was this.We're talking about EVs.
If there was any interruption, then that's what we're talking about. What I told her was this, if I have to stop, because we have one, we have a charging station just outside of Lindale at the Collin Street Bakery, okay?
No problem with that, sir.
Okay, if I have to stop there for 15-20 minutes in between a 300 mile drive, What is the problem with that?
If you're making a long drive, even if you've got a gasoline vehicle, even if you've got a big fuel tank and you're making a long drive, let's say you're going from here to Amarillo, you're not typically going to drive non-stop.
You're going to stop, get out, stretch your leg, go to the bathroom, get a soft drink, get a snack, walk around for a few minutes. Does it extend that time that you do get out?Yes.
Instead of being at that stop for a bathroom break for 15 minutes, you're there for 30, 45 minutes.
Big deal.Check your phone, get on social media, do what you normally do, then get back to the car.
You know what I was thinking of is, I mean, I'm sure in your day, definitely in mine, because we used to drive from New Orleans to San Antonio for Christmas.And so, Between there and there, we would always stop and picnic somewhere.Sure.
And that's what I was thinking is like, you build it into the time.
You don't even have to do that.You don't have to build it into the time.The car builds it into your time.Well, agreed.You tell the car when you leave San Antonio that you're going to New Orleans, it tells you you're going to need to stop.
So you plan your departure time around.I'm going to stop for lunch.
And it's wherever.Yes.I'm going to stop for lunch at Lake Charles.
And I'm going to go in for an hour and 15 minutes and sit down and have lunch.My car's going to be charged.And it'll send you a message on your phone that says, you're now ready to go to your destination.
That's right.That's right.Makes it the easiest thing ever.And you just build it into your path, which you would do anyway.Let's say I carry a card, a Murphy's card. like a Murphy's gas station car.
And they incentivize me to get gas at their gas stations.So I make sure that I go there because if I get 100 points, I get 10 cents off the next fuel up.It's the same thing.It's just like, go find the place that gets you the incentive.
And you don't even have to go find it.The car tells you where it is.And some of these cars, especially the pre-owned cars, come with incentives, like fuel-free fill-ups.
They're starting to do Generation 3 and Generation 4 fill-ups, so you can fill it faster.It's not a 30-minute fill-up, it's 15 minutes.
When you're filling up your gasoline tank, you fill it up.But for the EV, you don't necessarily have to sit there until it's full.You can get it to 70% or 65% and that'll get you all the way to your destination.
Yeah, I think it's... I think it's... Well, Tesla's leading the whole thing.They are.
And that's why I've kind of toyed with the idea, and I've never done any, so I think it'd be an opportunity for me to look at it and go, let's see how this works out.
Let's see how it does, and I can get into a really nice vehicle, and it'd be a comparable payment to what I made for my Prius.
Kind of like a long-term, cheaper Tesla. You're going to test drive the car for three years on a lease at the end of three years.Man, I hate this thing.
It has cost me more time and trouble to have to try to find a charging station than it's ever been worth.And then you turn it in, you're done with it.Or if you bought it, you still got it.Yeah, for sure.If you lease it, it's just a long-term tester.
All right.So let's talk about doing deals with private So we're talking about I'm selling it to you instead of the dealership.What are some of the pros and cons we're dealing with there?
There are some protections built in for the consumers with a dealership.The dealership has a large investment in property, facility, and they have a large investment in reputation.
So you can go online and you can look and see what that dealer's reputation is.You can see Google reviews. Yelp reviews, Yahoo reviews, and you can find out what kind of dealership you're dealing with.
And so if they sell you a used pickup truck with 80,000 miles on it and a week later the air conditioner goes out and you didn't buy the extended warranty, that dealership has a lot of incentive to make it right.
Because they don't, you know, the internet is powerful.Social media is powerful.
And so the last thing that dealership wants is an unhappy customer out there going on social media saying, I just bought this vehicle seven days ago and now it needs $1,500 worth of repairs.Don't do business with X dealership.Right.
Where if you buy it from an individual, and the second you drive away, the second you hand over the money and they hand you the paperwork and the keys, you own it.You have no regrets.
And that person really has very little, if any, incentive to make it right.You're small used car dealers, they're in business, they have a reputation to protect as well.
So, you know, if you're going to buy a car not from a major dealership, the other used car dealerships are maybe not a bad place to buy from.They have reputations to protect.Again, you can see those reputations online.
You can go online to see what their reputations are.If you see a bunch of bad reviews about, hey, my car broke down, they didn't fix it, they sold me a bad car, you know, you probably ought to look for a car somewhere else.
The advantages of buying from an individual. Or typically you're going to pay a lower price.There's a reason why that individual is selling that car.They don't need the car anymore.They didn't like the trading value they were given at the dealership.
It was a family member's car and the family member is no longer able to drive the car.Whatever the reason may be. And so they're motivated sellers.So leadership is not as motivated as a private party is.The private party just wants it gone.Yeah.
And you show up with ready to buy.
You'd be surprised at how motivated some private citizens are.They are.
They're listening at dealership, Facebook Marketplace, Craigslist.I mean, there's lots of avenues for these.There are a lot of pros out there.There are. There sure are.
And there's a lot of risk there, too.There is a lot of risk.
You've got to be careful when you're buying a used car, especially when you're not buying it from a dealership.If you're buying it from a dealership, you've got some built-in protections.
I would tell you that if you were interested in buying a used Toyota, you should go to a Toyota dealership.If you're interested in buying a used Ford, go to the Ford dealership.
If the Toyota dealership is selling a Ford, you'd be better off buying it from a dealership.Because you're going to get a Ford certified warranty, and you're going to get better off. When you're buying from individuals, you don't have that.
And when you're buying from the small car lot, you don't have that protection.
Let's talk a little bit, while we're on this topic, something that we talked about prior to us getting started is taxes.Sure.So I've got a vehicle that I don't want anymore.I have in mind what I want.
And I'm thinking about, so I want to take advantage of the market maybe.
sell this my vehicle for the an optimum value because maybe I got a trade-in value and the gaps X and and then I'm gonna use that that cash to buy a vehicle that I want but the deal the dealer has the car I want and
We talked a little bit about taxes.It's not really advantageous for me to do that.
There's more than just taxes that makes it advantageous for you.You need to know what your vehicle is worth and there's lots of ways to find out what your vehicle is worth.
You can put your vehicle's information in a few pictures and there are several companies out there that will give you a I'll buy your vehicle today for this much money.
It's whether it be CarMax or whether it be some of the other companies that are out there that are doing that.And so as a consumer, you need that information before you go to the dealership.I've got X company over here that has given me an offer.
You don't want to give the dealership that information, but you want to know that information.And so when CarMax is offering you $23,000 for your car and the dealer says we'll give you $19,000 for it,
then you can see what I'm talking about when I talk about profit centers.The dealership wants to buy you, wants to trade you for $19,000 so they can make the extra profit.
And so that's a negotiating piece that you need and there's no reason for you to settle for anything less than that.However, if the dealership is offering you $22,000, And CarMax is offering you $23,000.That's $1,000.
But when you trade the car in, you only pay sales tax on the new car that you're buying on the difference between the new car and the used car.
And that's the part that I was kind of, we were talking about.That is such a huge win for the consumer because you're You're not having to pay full taxes on the new purchase.
You buy a new vehicle for $50,000, you're paying 6.25% in sales tax.You're paying over $3,000 in sales tax.If you trade in a $25,000 car to them, you just cut that tax burden in half.In half, $1,500.That's right.
So you definitely want to take advantage of that.You need to know that information going in.So again, if the dealership offers you $20,000 for that car, so there's $1,200
plus dollars worth of sales, you would have to sell that vehicle on your own for more than that to overcompensate for the loss of sales tax that you would have to pay extra.
That part to me is illuminating.
So an educated consumer on what their vehicle is worth is critical. If you're going to trade a vehicle in, that's good news.The dealerships are going to want you to trade your vehicle in.
Because they're going to want to sell that vehicle at a later date to somebody else.And they're going to make money that time as well.So they make money twice on kind of the same transaction.
And they're hoping that the next one somebody trades in, again, they just kind of keep perpetuating that cycle.And those are profit centers for the dealers.So you need to know that.You need to have that information when you're buying a car.
You need to know what your vehicle is worth.
Talk to us a little bit about the types of titles.We know that a blue title is just kind of straightforward.It's a clear title.Everything's good.
There's a lot of deception out there in the private party.They'll tell you it's a blue title, but a blue title is not necessarily a clean title. A blue title can be branded.
It can be branded hail damage, it can be branded flood, it can be branded salvage rebuilt.So what happens is a vehicle is involved in a collision, and a pretty substantial collision, and the insurance company decides to total the vehicle.
So the person gets their money from the insurance company, they go buy another car.That car then goes to auction.Insurance companies sell those cars at auction.
And those cars go from being a blue title to being a red title in Texas and it says salvage on it.So it is a salvage title.That vehicle was totaled in an accident and the insurance company now owns that vehicle.
It'll even have the name of the insurance company as the owner of the vehicle.They basically bought that car.The insurance company is trying to recoup some of the money that they spent giving you for what they paid you after you totaled your car.
So they're trying to recruit some of that money, so they sell the car at auction.Right.And so they're just on the hook for the difference between what they... I love all these nuances.
Yeah.So cool.Okay, go ahead.
So the insurance companies, they're just on the hook for what they gave you for the car, $30,000, and what they sold it at auction for, $15,000.They're on the hook for $15,000.Right.So the insurance companies covered some of their losses that way.
What happens to the car then is it's purchased by an individual, maybe that owns a body shop, or that's a mechanic, or maybe it's just a private individual that can work on cars, and then they repair the car.
It has to pass state inspection, but once that car passes state inspection, a new title is issued, and guess what color it is?It's blue.Blue.Rebuilt.But it'll say on it, salvage rebuilt.Okay.That means it was a salvage, and now it's rebuilt.
Those are not necessarily bad cars.Insurance companies are playing a pretty good game on trying to hinge their losses.So a lot of times a car that's maybe not damaged too severely, you can usually
As a consumer, you can usually put the VIN number in Google, and you can get pictures of the car as it was damaged.And so you may see that the damage was just it got sideswiped down one side, not a big deal, but it affected three or four panels.
Expensive to repair.This guy fixed it for less than what the body shop was going to fix it for.I'll buy that car. But salvaged rebuilt title cars typically are going to be sold at a big discounted price.
So if you're looking at a car that has a clean title, it's never been salvaged versus the exact same car with a salvaged title, it's about 30 to 50 percent difference in value depending on the vehicle and how severe the accident was.
Flood vehicles are dangerous to buy.There's a lot of electronic components in there that could be damaged that could be repaired and working today when you buy it and then not work a month from now.So corrosion sets in and different things.
So I would definitely encourage people to avoid any flood cars if possible. But a salvaged title car that's been rebuilt is not necessarily a bad purchase.
You get a decent looking car for a lot less money, and maybe you're giving it to your high school kid to get him through high school and college.It's not a bad way to go.
Yeah, for sure.Not a terrible way.Yeah, I mean, for me, doing the research for this episode has been more enlightening than some others. Because, I mean, I've bought cars.I've bought used cars off dealership lots.
I've bought a brand new car, and I've bought cars privately.And I think that buying a car off a dealership is more beneficial than people realize.It is.And you just have to be prepared.
You have to understand what makes them tick, what's going to be advantageous for you,
and kind of be able to speak their language to a certain degree and be able to work with them because I think I know a bunch of sales people that are really good people.
They're great people, they love what they do, they love their customers, and they love helping people find a new way.I see cars as independence. Like, if you couldn't drive, then you have to take a bus, or you have to walk, or you don't go anywhere.
In our society, you have to have a car to get to work.You have to have a car to go to the grocery store, to get your kids to school.So, you know, there's a very small percentage of the population that's not currently owning a car.
Nearly everybody owns a car in our society.
Yeah, yeah.All right, so this weekend, before we get into shout-outs, this weekend we got a big We do.I've just got one thing to say.72-70.Well, we're not going to do 7 over times, right?We're not going to do 7 over times.
It's time. But that was a wild game, wasn't it?
It was.I think I was up until midnight.
And when the Aggies and LSU get together, it's always going to be an exciting game.
Yeah, for sure.You've got a really, really good defense.Aggie defense has been carrying the load.And I think the offense is kind of OK.And then you've got LSU, who's really The defense is coming on, but we're playing Arkansas, come on.
I mean, and then you've got a pretty good offense.I mean, we've got a pretty good offense.And so it'll be interesting how things are tested.Now, I think, I personally believe that the ultimate factor here is Kyle Fielding.
Because these SEC stadiums have built in experiences.You watch a team at Tiger Stadium and watch a team at Kyle Field.You watch a game, I'm sorry I said team.You watch a game at Kyle Field and it's an experience.They built in.
almost like you're watching a concert.And you've got the music, you've got piped in crowd noise, literally.
If you're at Kyle Field, you get a military flyover for every home game, and that's cool.Yeah.The stadium's over 100, about 108,000 people.Yes, same for Tigard.Yeah, it is crazy, and it's a very unique environment for sure.
Yeah, and on the field, I would say it's a little higher class.It's a little higher class than Tiger Stadium.
On the field, there's a bunch of teenagers.You always have to keep that in mind.These are teenage boys that are out there.Most of them fresh out of hospital a year or two. They're not professional players.Yeah.And so we had to factor that in.
And so the bigger the game sometimes, you know, some people are up to the up to the experience of a big game in a big environment like Kyle Field.Yep.
And some players will be a little bit overwhelmed by the bigness of the game and the experience of being in the stadium like that.Yep. So it's going to be.
Well, I think they'll I think that you're the A&M players will be.They'll be up for the game being in college stadium because the energy will be there.A lot of energy.Most of the LSU players have been in big moments.Yes, they have.Both sides really.
I mean, they've been in high school big moments and they've been in big college stadiums.Both of them have.If you're in the SEC, you're in a big stadium nearly every week.Absolutely.So I don't think the moment will be.It'll be time management.
A lot of it's time management.Turnovers.Turnovers is huge.
And it'll be, well, it'll be conversions.So can I, and then who's controlling who?So the lines, offensive line, defensive line, who's controlling what?And conversions.Sure.And then, like you said, turnovers.I'm hoping that it'll be a close game.Oh,
But I think TNM's a lot stronger than people put them off to be.They're a strong team.
Well, very similar to the Texas Longhorns game last weekend against Georgia.There was a lot of hype.He was in Austin, Zola Stadium.And, you know, the Longhorns got exposed to him. So has A&M played a team as good as LSU?Yeah, maybe not.
Missouri was ranked 8th, but we see Missouri's not that great.Has LSU played a team as good as A&M?We don't know.No.I think A&M beats Ole Miss.
It's going to be interesting to watch you play. The only thing about LSU is it's very opportunistic.They take advantage of weaknesses better than most.That's all I'll say.I think that it all boils down to the first half.
If LSU can neutralize Kyle Field,
It's a game of momentum.I think in college football, I think it's always a game of momentum.Yeah.One team is up.Yeah.And they just tend to, they just stay up.Yeah.
You have to have something dramatic habit, like a pick six or something to turn that momentum.Yeah. fumble on a pot or something that results in a field position change.Momentum changes are very, very important.Penalties are important.
You see the penalties play a role in taking back big plays.So it's always going to be fun in the SEC.Two great schools, two great programs, two great fan bases.And it's going to be fun.
Yeah, my grandfather went to A&M.He played baseball.I'm glad to hear somebody. Yeah, yeah.But I mean, I grew up in Louisiana by default.Yeah, by default.We LSU fan, but Louisiana Monroe is where I went.And they're having a fantastic year too.
And they're leading Sunbelt.So name.It's it's it's been a great year so far.So far, except for the Stamps.They suck. One last question we'll shift back to because we didn't really touch on Warranty and service as a Proficit as a profit there.
We didn't really dig into that part.You talked about it, but My statistics that I saw were it was that 50% of a dealership's profits come from service.How does that happen?That's a heck of a lot.I want you to think about
It's easy.You don't have to be a mathematician.You don't have to be good at math to do this.But think about, in the sales department, they have a salesperson.He gets paid a commission when he sells a car, right?Well, there's a sales manager.
He gets paid a commission when a car is sold.There's a finance manager.He gets paid a commission when a car is sold.How do they pay all of those guys' salary and commissions?Oh, I left out the general manager.Oh, there's a general sales manager.
There's an owner.So you have lots of mouths to feed off the profits that are made selling cars. And so the dealerships have gotten really, really good at trying to make profit every step of the way.
So if they sell you a car that they paid $50,000 for and they sell it to you for $51,000, they made $1,000. That's not going to feed all those mouths.
Sounds like no different than Walmart.I mean, they expect to make profit on everything.
So then they're going to sell you the fees that are on the addendum that we talked about.Yeah, sure.And that's another $1,000 profit they make.And then they're going to sell you an extended warranty, and they're going to make a little profit on that.
Sure.And then they're going to provide the financing for it. And the lenders that they provide financing from pay the dealership a profit to handle the finance.So all those steps are profit centers.The dealer wants to sell accessories.
A lot of dealers are getting really good at selling accessories. And so they'll sell you that bed cover for your pickup truck for $1,500 and finance it in for you when you could have bought the bed cover for $900 online.
So you just have to know you're a used car that you're trading in.That's a profit center for the dealership.So yeah, as a consumer, you have to be ready to negotiate every single one of those profit centers.
If you go in as the best negotiator that's ever lived, and you negotiate a price to buy the car that's lower than anybody else can buy the car for, congratulations. I promise you, you're going to be paying profit on all those other profit centers.
They're going to give you less for your trade.They're going to charge you more for a warranty.They're going to charge you more in fees, more on the addendum.
They're going to charge you all those other things to make up for the fact that you negotiated them.You were the great negotiator.You negotiated them down to a price they really didn't want to sell the mid-car.
Instead of making the thousand on the mid-car, they made $100 on it. dealers have.I think this is important that we do this for done.dealers have incentives from the manufacturer that the consumers don't know about.
And a lot of times even the salespeople don't know about.And so here's an example of a consumer of a dealer incentive from the manufacturer. You'll see advertisement that's truck month for Chevy.It's truck month for Ford.So you'll see truck month.
Well, what the manufacturer is doing is they're trying to encourage the dealer to sell more trucks.Yeah.So here's how they encourage the dealer to sell more trucks.If you sell, they'll give the dealer an objective.
If you sell 30 trucks this month, we'll give you $1,000 for a truck all the way back to unit Ford.Well, that's $30,000.Sure.That's a pretty good size incentive.Yeah. If you sell 40, we're going to give you $1,500 a truck all the way back to you.
Wow, that's even better.The dealers love those incentives.The reason they love those incentives is because they usually don't pay anybody's commission on that profit.It's money that goes to the dealer's pocket.Yeah.
And the consumers don't know anything about those.It's not like a rebate.Yeah.So it's a dealer incentive.Well, It's like a spiff.Yes, it's like a spiff.
Well, you've probably been told in the car business, the best time to buy a car is the last day of the month.Oh, 100%.Yeah, well, it's really true that it is the best time to buy because they're trying to hit their dealers sitting there.
And he's so you know, on the last day of the month, the dealer calls in a meeting with all his managers said, We've got 37 trucks sold this month.And if we can get to 50, I'm going to give a bonus to all you managers.
where is he getting that bonus from it's because he's got an incentive from the manufacturer to get to 50 yeah so when they so when he calls up there at eight o'clock at night and says how many do we have they say well we're at 48 a lot of dealers will buy the other two vehicles himself oh wow and move them over to the used car lot he'll actually tie the law and buy the vehicles
himself and move them to the used car lot and sell them as low mileage used trucks just so he can get that extra incentive because it's a lot of money.Yeah.And it's non-commissioned money.Yeah.
So there's always a lot of incentives to the dealers in more than just the sales area, in the financing.If a dealer reaches a million dollars this month at a financed business, their finance company might give them a $20,000 spiff or $20,000 bonus.
So do your homework. You may find that a dealer is way far away from reaching their objective, so they're not going to discount the truck that much.
Where a dealer just needs two more units to reach his objective, he's going to sell you the truck for a lot lower price on the last day of the month than the guy down the street.
I like the idea that you said, you know, go look at the cars on Sunday when the dealership's closed.I would tell you to do as much negotiating on your vehicle purchase away from the dealership via email.
don't we talked earlier Kelly off off mark we talked about you know people it's an emotional hurt. You want to try to remove as much of the emotional attachment to the vehicle as you possibly can.
So if you're looking at a new car and there's five dealers that sell the same new car within 100 miles driving range, send all five dealers an email that says, I'm ready to buy a new pickup truck for you.Who's going to make me the best deal?
And communicate the conversation via email. email as much as possible.You can send that dealer pictures of your car for trading and get an approximate trading.Yeah, yeah.You can go to your credit union or you can go online and secure a lot.
A lot of the dealers use say Capital One is a great example.Or the dealer has indirect lending through Capital One.Yeah, or you can contact Capital One yourself online and get pre-approved.Yeah.So you know what your rates going to be.
diggerships turn the financing into a profit center in the capital one gives the bigger the money at 5% and the diggers charging you six and a half.Yeah.Yeah, yeah.So the more you can negotiate each profit set the better deal that you're getting.
Yeah.People ask me all the time.Well, what's what what do you consider a good deal on a car versus to me?As long as I don't pay any more for car than Andrew.Yeah.
You know, think about interest rates, you know, we used to think interest rates on cars 2-3%.But you know, I'll pay 7% as long as Andrew's paying 7%.If he gets 6.5%, I want 6.5%.So that's really how you measure a good deal is if you're buying a car,
It's competitive with what everybody else is paying for.Yeah.
And so if you want to buy a new Corvette, and it's it's limited supply, and you're going to pay sticker price plus, as long as you're not, if everybody else is paying five grand over sticker, you don't want to be the one guy that's paying 25 grand over sticker, because then you're not the smart guy.
Right.So if everybody else is paying 6%, then you want to get 6% on your lending as long as your credit's on.
Yeah, we a couple of weeks ago, we there was a guy that was trying to get a deal and he reached out to a Dallas location and and he got the deal like he got it.It was it was literally 5% 5% 5% and everybody was ticked off about it.
And I was like, no, he just set the mark.
Yeah, the mark is that You know, I'm a big believer in supporting your local dealer because they support your local community.Sure.But you want your local dealer to be competitive.Yeah.
And the only way to know if he's competitive is if you as a consumer, hold him to that being competitive.So you need to find out if you can go buy a car somewhere else for $300 West, don't do just buy it low.Yeah, worth the $300.Yeah.
But if it's $1,500, that's a lot of money. Yeah, for sure.So be a smart consumer.Do your homework.Know what you're going in for.Try to stay out of the dealership as much as possible.Yeah, negotiate as much as you can up front.
You can negotiate your financing up front, you can negotiate your extended warranties up front, and really when you go in there to take delivery of your vehicle, you can be in and out of the dealership in an hour.Dealers love to wear you down.
Yeah, they love to get you in there at noon and buy your dinner at six o'clock as they're closing the deal seven hours later because you're just tired, ready to go home and you'll pay too much to get out.
Yeah, so it's better off to do as much of that stuff away from the dealership as you possibly can But I understand that your dealers are good people.Yeah, we're supporting your community and It's okay to pay them a profit.
They're in business to make a profit.That's okay.
Yeah, but don't over I yeah for sure even car washes They're making money too.Sure.So I mean everybody's out for a buck.Sure.Absolutely.You're not problems.So cool So I told you I like to end all my podcasts with a shout out.
Did you have one prepared?
Oh, I would just I would just say give him Maggie's this weekend.
Yeah, for sure.Go Tigers.Yeah.It'll be hopefully it'll be a good game.You guys.
Yeah, that's right. But no, I love I love a friendly rivalry.And that's what we have across the board in the SEC.Yep.Obviously a shout out to my family and friends.Appreciate you inviting me over.You've been a good friend for a long lot of years.
We played a lot of golf together.I always enjoy getting together with you.Yeah, for sure.Appreciate the invite.Yeah, but I've been informative.
That's been great, man.It's been great.And this has been a great forum for me. start out with COVID and just kind of did some sampling and stuff like that and then Got into podcasting over a year ago.
I think this makes like episode 33 so every other week so over a year old got a lot of sponsors that love what we do and when I thought about Lighting up guest you're one of the ones I was like man.
I know he knows a lot about car dealerships and service definitely service because you have a lot of time there and Just kind of how the inner workings work and thought it'd be that's kind of what the podcast about is jumping all over the place just kind of making sure that we provide like education and
If you listen to us, we talk more about sports than all 30 podcasts we've had in the short five minutes we did.But it's been a blast, man.It really has always good to see you.It's good seeing you too, man.Thanks.
We do we do not my golf course.Not right now.
But we I didn't come down to play your golf.Get your get your scuba diving certification.I'll bet you diving. Absolutely.That's 100%.We're going to go to Mexico.I've been diving all over the world.I'll take you to some great places.
We'll have a good time.Absolutely.
Thanks so much for coming on.Appreciate it.
Absolutely.Enjoyed it a lot.
Yep.Yep.And so our next couple of guests have loaded, so I can't really tell you who they are, but I will post it on the Facebook page.Thanks so much for tuning in.We'll see you soon.
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