It seems that I'm all the rage these days. In times of violently fluctuating markets, shaky economies and broken dreams, people are still buying cars, lots and lots of cars.
In the last little while, I've helped a family friend purchase a used car, and this time around I aided and abetted a family member (FM) with a new car. As I write these lines, a request for another used car has just been entered into my “to-do” file.
The new-car thing is nerve-racking and, much like the used-car bit, this is something we do only a few times in our lives, whereas the salesperson on the other side of the desk may sell 4 or 5 cars in a week. This FM had never purchased a new car (nor have I for that matter) and wanted some support. I gladly acquiesced.
The FM already knew what he wanted, so at least that part was easy. The negotiations went exceptionally well and the deed was nearly completed. Once the sales guy was done with us, he handed us over to F&I. This is where the real action began. F&I stands for Finance and Insurance and the people doing this job are there to sell you stuff, an incomprehensibly large amount of stuff.
We were introduced to a terribly lovely young, blonde girl and were ushered into her office. Previously, FM and I discussed what and what not to select amongst the products that were going to be offered to us. Right off the cuff, the FM was distracted by the girl's attractiveness. Notice the F&I personnel in any dealership and you'll most likely observe the best-looking people in the building. This dealership has three young ladies working in this department. It does work.
However, we are men. We stand tall (roughly 5'10) and proud and will not be swayed by a cute girl into buying items and products we do not want.
The poor lady worked on my FM for 1 hr 45 min and nearly broke him on a few occasions. Now, here's what you need to know: In order for F&I to sell you something, they must create fear and doubt in your mind. In other words, if you don't buy one of their manufacturer-backed products, your car will no longer be guaranteed, it will turn into a 1978 Lada and purple hair will begin to grow under your fingernails. Bullocks.
Near the end of her spiel, well-rehearsed examples and mise-en-scènes, I asked for a moment alone with the FM and set him straight. All his life, he has held firm beliefs on supplemental insurance: it's all a scam and BS. And here he was about to buy an extra $3,500 worth of coverage. Yes, they are very good – and cute.
In the end, he stepped away from the dealership with nothing more than the car. The F&I girl did her worst, but made no commission with my FM.
Some advice: Know exactly what you want before waltzing into a dealership, and have a few insurance and pricing quotes on hand. You can heed what the F&I person may be saying, but consider reality as opposed to all their doomsday scenarios. Keep your feet firmly planted and stick to your guns and your plan. In most cases, you are not required to purchase anything they have to offer.
In the last little while, I've helped a family friend purchase a used car, and this time around I aided and abetted a family member (FM) with a new car. As I write these lines, a request for another used car has just been entered into my “to-do” file.
The new-car thing is nerve-racking and, much like the used-car bit, this is something we do only a few times in our lives, whereas the salesperson on the other side of the desk may sell 4 or 5 cars in a week. This FM had never purchased a new car (nor have I for that matter) and wanted some support. I gladly acquiesced.
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The FM already knew what he wanted, so at least that part was easy. The negotiations went exceptionally well and the deed was nearly completed. Once the sales guy was done with us, he handed us over to F&I. This is where the real action began. F&I stands for Finance and Insurance and the people doing this job are there to sell you stuff, an incomprehensibly large amount of stuff.
We were introduced to a terribly lovely young, blonde girl and were ushered into her office. Previously, FM and I discussed what and what not to select amongst the products that were going to be offered to us. Right off the cuff, the FM was distracted by the girl's attractiveness. Notice the F&I personnel in any dealership and you'll most likely observe the best-looking people in the building. This dealership has three young ladies working in this department. It does work.
However, we are men. We stand tall (roughly 5'10) and proud and will not be swayed by a cute girl into buying items and products we do not want.
The poor lady worked on my FM for 1 hr 45 min and nearly broke him on a few occasions. Now, here's what you need to know: In order for F&I to sell you something, they must create fear and doubt in your mind. In other words, if you don't buy one of their manufacturer-backed products, your car will no longer be guaranteed, it will turn into a 1978 Lada and purple hair will begin to grow under your fingernails. Bullocks.
Near the end of her spiel, well-rehearsed examples and mise-en-scènes, I asked for a moment alone with the FM and set him straight. All his life, he has held firm beliefs on supplemental insurance: it's all a scam and BS. And here he was about to buy an extra $3,500 worth of coverage. Yes, they are very good – and cute.
In the end, he stepped away from the dealership with nothing more than the car. The F&I girl did her worst, but made no commission with my FM.
Some advice: Know exactly what you want before waltzing into a dealership, and have a few insurance and pricing quotes on hand. You can heed what the F&I person may be saying, but consider reality as opposed to all their doomsday scenarios. Keep your feet firmly planted and stick to your guns and your plan. In most cases, you are not required to purchase anything they have to offer.