The KEYS to getting a Good Deal on YOUR next car – Part 1

The Keys to getting a good deal on your next car

Part 1

Make sure you have the cash in hand. You need to be a legitimate buyer. And one of the keys to buying cheap is in your ability to write a check or get quick approval on a loan today! Not an hour or less before closing though, please. Dealers and salesman have families they see occassionally at home for goodness sake.

Nothing will annoy car dealers and car salesman more than people who grind them down on the deal, negotiating fiercely, pressing for more, finally get to the price they were looking for and then say something like, “Well, we’re going to go shop this deal around. I’ll get back to you.” The ‘Be-Back Bus’ is a lot of BS. It never returns.

You need to be a legitimate buyer when you’re ready to buy. Negotiating is pointless if you’re not ready to make a decision and come ready with cash or credit rating in hand. Remember, get a rate quote from your bank first, but also be ready to complete the credit application at the dealership. It’s important for them to earn as much of the finance business as they can too. And often, even though we don’t let them jack up the rate on you, we grant them a slight profit, and this rate still often beats what your bank provides you. Or at least matches it, and that way, everyone wins. Yes! You need to make sure they’re not jacking up the rate on you, which does happen, but there’s a way to do this and I’ll talk about that part somewhere else.

Remember, though, if you’re in the middle of buying a car, and you need my help, either in person or by email, and telephone, all you have to do is reach out to me and ask. I’ll evaluate your deal free of charge with no pressure to hire me as your expert car buyer, and if that’s all you need, great! We both learn something. If you decide you want to take advantage of my expert car buyer program at that point, I’ll explain how it works, and you can decide if you think it’s worth it. It’s basically free, but I still won’t pressure you to continue.

OK, back to business…

You have to remember that the seller does have to sell cars to keep the business running so that you can come back and buy more cars, have them serviced, eat their popcorn and cookies, buy new tires for winter, etc. They never know when, or even if, the next buyer will come along. Which is leverage for you the car buyer when you know and understand how to use it to your advantage.

As a result, being ready with cash or credit in hand and ready to draw like a committed buyer gets a dealer’s attention quickly. They want your deal today, and they will do what they need to do to get it. Within reason. They can’t give the cars away for free, of course 🙂

The keys to getting a good deal on your next car – part 2

written by john c ashworth
your Expert Cary Buyer

The keys to getting a good deal on your next car – part 2

Be Patient

I have to admit. One of the most frustrating experiences a car salesman can have is a customer who really knows what they are doing and who really knows how to be incredibly patient during the negotiating process.

Frustrating as it might be, however, some of my best relationships with customers came out of spending hoards of time with them, negotiating, and fighting for every inch of the deal. You tend to gain respect for one another during this process, and once completed, not only is the customer happy because they got such a great deal, but they know who they can come back to next time. And the next time, it’s always easier for everyone involved, because you’ve been through it once before and you know where you’re going to need to be to make a deal.

That’s the point of this little story, of course, that no matter what, if you’re patient and you’re willing to fight, and your willing to walk away when you need to, you can get the price of the car you’re buying down a lot lower than you think. EVERY time! There are always going to be situations where no matter how hard you fight, it might seem the dealer just won’t move, but this will only be on inventory that is more unique and valuable, and likely to attract a different buyer who will be more apt to pay the dealer’s price.

The point is…

Patience, my friend…patience

Their will be a direct correlation between the amount of money you save, and the level of patience and discipline you showed during the entire process. Especially during the negotiations. I plan to cover this process elsewhere, so for now, just remember, being patient and flexible are the keys. In part 3 of this course on the keys to getting a great deal on your next car, I will cover the importance of being flexible. Great deals on cars don’t always arrive the way you expect them to, and sometimes, you have to be willing to change direction just a little in order to maximize your savings.


PS Always try and keep in mind the life and reality for the car salesman you’re working with at the dealership. One of the reasons a patient customer can become so frustrating for the salesman is that they eat a lot of time, and more often than not, they walk away never to be heard from again. Not only does the salesman stand to make very little on a car deal like this, it steals precious time from them. Time that could be spent with a less informed and more willing customer. Don’t get weak! Just be respectful, and make sure that the salesman understands that you are truly a buyer, but at YOUR price. Not theirs.

PPS I will probably always make it a point in these writings to grant you an inside look at the life and times of the car salesman, because I spent five years of my life earning my living this way and it’s NOT easy. In fact, I believe strongly that every single one of us should spend time earning a living in a position from which 100% of your income is earned by selling stuff. It will change your perspective on business, and on sales for life. Imagine for a moment, for example, that one of these ‘grinders’ (YOU) walks in to a dealership on the last day of the month (because that’s a good day to help maximize your savings) and you spend an entire afternoon with a salesman and can’t make a deal. That salesman might need just one more deal to hit a bonus level that grants him $500, $1,000, or even $1,500 more on his paycheck for that month, and he’s fighting with his sales managers to get you the price you want and simply cannot make it happen. He spends his last afternoon of the month with you. Devoted to you. And you don’t buy. And he loses BIG time. Like I said…NOT easy. But before you get feeling too sorry for him, the reality is that most salesman can do a lot better working harder all the other days of the month so that they don’t end up in this position. So, remember, this is about YOU and YOU getting a great deal. Just always try and keep a little perspective about who you’re working with and what that experience might be like day after day. It will actually help you get a better deal, because salesman ALWAYS appreciate it when you treat them with respect and dignity (assuming they deserve it) even when you’re grinding their commissions down to nothing. They still want to sell you a car no matter what.

Have fun!

Used Car Buying Checklist

How to buy a used car
written by john c ashworth

Here’s Your Used Car Buyer Checklist

Remember, you need to follow every step. Your savings on your next used car will be directly proportional to how well you adhere to this list of money-saving actions.

Also remember, if you want help, I am here for you. Send an email to: with details about your car deal and I will get back to you within 24-48 hours.

Otherwise, please…read and study this list. Then put it to work for you! One more thing…some of these actions are likely to leave you curious as to the ‘Why?’. Don’t worry about the why for now. Follow the steps and don’t overthink them. Just do them. And once again…if you want explanation on the Why, or you want my help personally with your car deal, send email to:

Your Expert Car Buyer

1. Know how much you want to spend.
2. Don’t call the dealership on the telephone.
3. Do your research. Know what to study. Need help? Call me.
4. Avoid independent dealers.
5. Ask or express interest in vehicles that cost $2,000 to $3,000 more than you want to spend. Because that’s about what this checklist is going to save you! 🙂
6. Know how long a vehicle has been on the lot.
7. Look for used cars that still have some original manufacturers warrant left on them.
8. Don’t buy on appearance.
9. Don’t buy on emotion.
10. Don’t show emotion or excitement of any kind.
11. Don’t reliquish control.
12. Always remember, this is an adversary experience. It’s akin to a poker game. It really is. And every single one of these items factors in to your potential savings.
13. Don’t be friendly. Remain aloof and business like. Avoid the personal. Be careful. Should you run in to a real salesman, they will make it very difficult to follow this step. I used to love disarming people as a salesman. It enhanced the experience for all of us. The difference is that I could be trusted. Most salesman and dealerships cannot.
14. Ask questions about the vehicle, don’t answer them!
15. Ask how the vehicle was obtained. So important! Think about
16. Get the name and phone number of the previous owner when you can.
17. Ask if the vehicle can be taken to your mechanic and take it to him. This is annoying to a dealer. Especially a good dealer, becuase they inspect the cars and have to safety them. It’s the law here in Wisconsin. Still, there are occasions where they might decide not to fix something that might cost you money in repairs soon after you buy the car.
18. Test drive alone whenever you can. Without the salesman or any other dealer employees present.
19. Don’t accept any excuses from the dealer or your salesman.
20. Don’t be afraid to negotiate. Get a little uncomfortable. The more uncomfortable you get, the more money you’ll save.
21. If and when you can, sell your trade-in yourself. That alone will save you another $2,000 at least. It might not be worth your time and that’s fine, but know what you are giving up.
22. If you have a trade, don’t tell them right away.
23. Don’t believe or trust anything you are told. Trust but verify. EVERYTHING!
24. Very carefully consider your financing through the dealer unless you decide to go with your own bank.
25. Very carefully consider any add-ons or warranties, and only buy them after you have negotiated the price of them aggressively. They are not required and are not be purchased at full price.
26. Don’t buy any insurance that the dealer offers. The only exception is GAP insurance. Just make sure you check with you own insurance agent, because often GAP is either included in your current policy or less expensive through your own insurance.
27. Always imply to the salesperson and the dealer that you are interested in #24-26, because this strengthens your negotiating position on the car.
28. Get ALL promises in writing. Don’t assume anything.
29. Ask to see all service records available.
30. NEVER be in a big hurry to buy. I have a personal story about that which is what ultimately led me to the car business where I felt I could make a real difference. I did for a time, and now I’m here and able to help you. Remember, I’m always available. Click here for details of how I can help you save BIG money on your next car.
31. Generally speaking, offer $3,000 less than the asking price for the used car you are buying. Settle around $2,000 less, depending on the vehicle and how long it’s been sitting on the lot. The longer it sits, the less mark-up their is, because they dealer continued to discount the price as time goes buy. It costs them money to keep it around. Still…don’t get weak. Stick to that $2,000 to $3,000 and you will usually get close no matter what.
32. Take charge. Stay in charge. Make them hungry to hear your business. That’s probably the best advice in this whole list. Do what you MUST DO to make them HUNGRY to EARN YOUR business.

Have fun!


The Keys to getting a Great Deal on YOUR next Car

expert car buyerwritten by john c ashworth
Your Expert Car Buyer

The Keys to getting a great deal on your next car

Let’s start with this one, because I believe this story sums up the frustrations people feel when it comes to trudging through the deep thick quick sand that a car deal can become when you’re not willing or emotionally ready to engage in the negotiating that IS necessary to make it happen. It’s exhausting!

Herb Cohen, the author of, “You can negotiate anything” once shared a telling story about what it’s like to buy a car. In this story, Herb sits down with a car salesman, and after a short period of pleasant conversation, asked, “What’s the REAL price of this car.” The salesman responded as most would, by showing Herb a discounted price on the car.

Now, being an expert negotiator, Herb sat patiently for a few minutes, looking at the numbers, and then asked the same question again, OK, but what’s the real, REAL price of this car?” The salesman responded again with another discount on the car.

Herb, again sitting patiently, and maintaining is pleasureable demeanor, asked a third question, “OK, what’s the real, real, REAL price of this car?”

The salesman’s response to this third question is telling, informative, frustrating, maddening, and perfectly legitimate and commonplace. All of which, is a great example of why so many car buyers leave so much money on the table when they begin negotiating their car deal with the dealer.  They just don’t want to go through all this, and are NEVER quite sure where the bottom is exactly.  So, rather than stir-up too much of a fuss, they fight a little, give up and walk away justifying what they paid as a good deal.  It might be, but often, the deal could have been so much better.  And easier.

Finally, the Salesman responds, “For that price, you’ll have to ask my manager.”

There are a number of lessons inside this parable. The first of which, I’m sure you can already see clearly. You really have to press the salesman, the manager, and the dealer as a whole in order to get to the real, real, REAL price of your new car. If you don’t, you’ll leave lots of potential money and savings on the table.

Now, I can hear you moaning already…

“Why does it have to be this hard, John? Why can’t they just sell me the car for the BEST price when I ask them for it the first time?”

I could spend a lot of time on this answer and we’ll get deeper and deeper in to this over time. But my initial response might surprise YOU.

“Suck it up! This is business. This is Capitalism. This is the way it works.  You need a car, and the car dealer is in the business to make money.  The car dealer doesn’t want to leave money on the table either. They are going to fight, scrape, and claw their way through this deal with you.  The will work in the same manner you are working to perfect. This is a business deal and the car dealer has a completely unfair advantage. In spite of the plethora of data available to you today, there are still so many obstacles and potential land mines waiting to blow up your deal along the path to your new car.  It’s easy for you to get lost, wander off, become exhausted and overwhelmed by the elements and the environment, and end up with far less savings than you deserve. In fact, a car deal can often be compared to a marathon or some other long distance endurance event. And if you run out of fuel, energy, and your will to fight, you lose.  You give up and pay too high a price.

The good news is that you now have me and my expertise on your side, and I can really help you.

If you’re not going to hire me personally to do this for you, however, then take this important lesson away from this important parable…

“Keep going. Keep asking. Go well beyond your comfort zone. Piss the dealer off if you have to. Walk out on more than one occasion if you need to. But don’t accept the deal until you are completely sure, it’s a good one.  And if you’re not sure, call me, or enlist the help of someone who can help you know for sure.  And…if you don’t want to go through all that, and you’re satisfied with the price you see on the deal, then you can always do that too.  But why would you?”

You will know when you’re there. In fact, here’s a good guideline…if you don’t sense frustration, angst, or sweating on the part of the dealer, salesman or manager, you’re not there yet.  Keep going.

Good Luck and have fun! And remember, if you need help, just call me. I’ll discuss your car deal with you for no charge and with no pressure to hire me to help you.  I learn a ton from every one of these deals and I would love the opportunity to learn from yours too.


PS This post is the first in a new series I’m working on and will add to The Expert Car Buyers Club Index.  The title of this series is “The Keys to Getting a Great Deal on YOUR next car.” Once you’re in club, you’ll get immediate access to reports just like this one as soon as they’re released.

You can Register now by clicking here.

PPS If you’re in the market for a car right now, you can always call me at 608-247-5497. I can help you save hundreds, if not thousands of dollars on your next car car purchase while also saving you time, frustration, and much of the hassle the average car buyer must endure. The small investment you make in me and my time will pale in comparison to the amount you save. Call or email me and I can explain…608-247-5497

Five car buying truths Dealers Hope YOU NEVER discover

written by john c ashworth
your expert car buyer

“Have a car-buying question?  Call the hotline.  I can help.  I’ll return your call within 24 hours.  No BS.”
-John @ 608-247-5497

Save Big Money on YOUR next car.  Read this report!  It reveals the 5 things Car Dealers Hope you NEVER find out.  This will get you started.  I have lots more information like this coming and you will now have access to it as a subscriber.

I’ve turned them into a set of rules to make this a more action-oriented list.  If you have any questions, just send me an email.

Rule #1:  Getting emotional in any way about your car purchase is the worst thing you can possible do.  The first thing you need to do is calm down!

Getting overly excited and emotional about your car purchase is a perfect formula for over-paying for your next car.  In fact, I would say that Rule#1 is that you should NEVER buy a car on your first visit to the dealership.  NEVER!  I don’t care how rare a deal you think you’re getting, if you show up, no research done first, run in to a real salesperson, and begin to let the excitement of your car purchase over run your logical thought patterns, you WILL end up over-paying for your next car.  Worse, you’ll create a long, draw-out and often exhausting experience that takes up your whole entire day.

Don’t get me wrong, car-buying should be and is a lot of fun.  And you should absolutely enjoy it.  You will enjoy it even more with all the money I’ll help you save, and the time I can prevent you from wasting.  For example, I have clients so happy with my service, because it almost completely eliminated the “internet time suck” that your research can become.  Eating away at your patience, until one day, you wander in to a car dealership without a plan and without real insider’s knowledge of how car deals work and how they are put together and you often spend thousands more dollars than you need to.  It’s happened to me more than once, and it can happen to you.  It probably already has.  The good news is that if you start paying attention to the strategies, tips, and information I begin sharing with you here, you’ll NEVER make this mistake again.

…by the way, it’s OK.  We have all made this mistake at lease once.  It’s just that now, we are not going to let that happen anymore. 🙂

Rule #2: Do NOT enter a dealership without doing your research first.  Car dealers are fully aware of the breadth of information available to you today.  They’re just happy that most people still don’t quite know what to do with that information and how to really use it as leverage inside a car deal.

This rule is VERY important.  It will help prevent you from breaking rule #1 above.  Because if you’re being honest with yourself and NOT getting emotional about your car purchase, you just won’t even feel comfortable buying another car in your life until you are well-armed with information and data and how to use it.  Yes!  By all means, start that research now on your own, but I also highly encourage you to take advantage of my complimentary car deal audit.  That’s right, send me your car deal via email or by fax.  I will review your deal within 24-48 hours and get back to you with my detailed expert report.  No charge.  No pressure.  No catch.  I learn from these two and EVERY single time I do this, the car-buyer saves money!

Rule #3: Arrange financing privately with your own bank first.

Dealers hate it when you do this, because it stops them being able to gouge you in one part of the car deal where many people are still unaware of their tactics.  The price of the car you’re buying, and the value of your trade if you have one, are both important, and it’s even more important to understand that inside the business office, where you sign your paperwork – otherwise known as the ‘back-end’ of the deal for dealers, is often where car dealers and finance managers can add  thousands and thousands of dollars to their profit.  One of those places is on the finance rate for your loan.

Your dealer has what is known as a ‘buy-rate’ for the loan.  In other words, their cost on the loan.  From there, they can mark it up as much as they want, really.  Now, they know you’ll object if they mark it up to high, but this is one of those gray area parts of a car deal where you need to be very smart about how you handle it.

Arranging financing up front with your own lender will accomplish one very important thing.  It will keep the car dealer accountable to offering you a fair rate on your lease or loan.  It’s very likely, you’ll still finance with your car dealership directly.  This is still often cheaper than using your own bank, but having a secured rate from your own bank, will force the dealer to match that rate at the very least.  When you hire me as your expert car buyer, I’ll help you negotiate this rate as low as possible while still being fair to your car dealer.  This is an important and constant balance with your dealer, because when you learn how to treat them right, but at the same time show them that you know what you’re doing, it becomes a whole lot easier to work with them to get you that absolute best deal possible.

Rule #4: Your Car Dealer is NOT YOUR Enemy – Treat them with respect

As you know, I worked on the inside of the car business as a car salesman for five years in a wide variety of settings.  I learned a lot, and now I want to put that knowledge and expertise to work for you.  Certainly, as part of this process I would put up with no kind of BS from a car dealer.  However, I also NEVER treat the car dealer as my enemy or with any disrespect.  I can tell you from first-hand and personal experience that the customers who do this, and who only proceed with their own goals in mind, always lose.  Not only do they often miss out on the best deal possible, they often aren’t able to make a deal at all.  Because there is a point of diminishing returns as a car salesman and I was always happy to move on from people like this and focus on the ones that were more fun to work with and that showed a lot more respect for the art of the deal and the value of the relationship.  This process should NEVER become adversarial.  If it does, you need to stop, find another car dealer, and start over.

Rule #5: There is almost ALWAYS another $500 in your car deal somewhere.  Most of the time, you simply have to have the patience to wait, and the courage to ask.

Especially on your trade-in if you have one.  No matter how well you’ve negotiated, in my experience, very few people went as far as they could have and many more stopped short of saving more money, because they were happy with the price being offered, which is fine, or they simply got tired of the process, gave-in and wanted more to move-on than save another $500.  Either way, it’s your choice, but once again, I can help show you how to eek out just a little more almost every single time.

Bonus Car-buying tip!

Last, since #4 above was more like a rule and not something car dealers hope you never find out, I’m adding one more here…

You might at first think this one is self-serving, and it is.  But I do that for a reason.  Because I know for sure that when you take advantage of what I have to offer here, I’m going to be able to help you save money and prevent the hassle associated with car-buying.

Car dealers hope you NEVER find out about guys like me.  There aren’t that many of us, and that’s perfectly OK.  Just consider yourself lucky to have found me.  Because if there were more car guys like me, really willing to dive in and help people navigate the car-buying process, dealers would make a lot less money.  So, stay tuned to everything I have to share.  Especially all the FREE stuff.  Like my open office hours for members-only.

That’s right, call me any time Tuesday, Wednesday, or Friday from 6:30-8 PM CST in the evening and I’ll answer any question you like, and review any car deal your desire free of charge, assuming I can add you to my email list which I NEVER share with anyone.  That way, we can stay in touch, and I can save you boat loads of money for years to come on ALL your car purchases.