E6 - The Finale

Speaker A: Foreign.

Speaker B: Welcome to Cold Call Hero. This is my special Daniel Buys a Car episode six. I've recorded my calls and documented my journey of this wild experience. And I am so ready to buy a car. But not one with a pinstripe. Why have I heard this so often? Why are dealerships still putting pinstripes on brand new vehicles? It's like their differentiator and. And the owner's like, yeah, this is gonna make us stand apart. And everybody's gonna know where they got that vehicle. Well, I guess they're right. But I don't want the dang pinstripe. I got a call back from a dealership saying they had a vehicle I may be interested in. But I was put on this list before I got burned by the West Bank's addendum. So I had to ask, what is your addendum?

Speaker C: And don't I remember a pin stripe on the vehicle?

Speaker D: We do. We have to. Yeah.

Speaker C: So I guess there's no way to opt out.

Speaker D: Mandatory. Required by our owner. But I mean, if you peel off,

Speaker A: if you don't want it.

Speaker C: Oh, it will.

Speaker D: Yeah, it peels right off.

Speaker C: Oh, I didn't know that. Okay, well, that makes me feel a little better.

Speaker D: Okay. Like, it's so simple. You just take a little razor blade.

Speaker B: Huh? What did she just say?

Speaker D: Razor blade?

Speaker B: Razor blade on a brand new $50,000 car? I don't think so.

Speaker A: Okay. Yeah.

Speaker C: Okay. And I know there's another dealership that does that here. And I just. It feels like such an 80s thing to do. Uh, and I know that's your owner doing that. I just don't know why that's still happening.

Speaker D: I don't get it either. I mean.

Speaker C: All right, well, I'm glad you told me that. Yeah, no, I get it. I get it. I appreciate it.

Speaker D: No problem.

Speaker C: All right, bye.

Speaker B: Ah, yes, the addendum, the thing that confuses me the most. And here's more proof of that.

Speaker A: Yes, we're selling them and it's actually $1,000 over that.

Speaker C: What's the, um. Is that like an addendum or. What's the value for the thousand?

Speaker A: Yeah, it's.

Speaker C: What do y' all include on it?

Speaker A: We include Nano, um, Cure. We include wheel locks. And then we include, um, um, the etching system in it.

Speaker B: Also a few things here. My first question I asked was if he sold it at msrp. And he said no. But most dealerships would have said yes because the addendum is $1,000. And then I would have asked, well, do you have an Addendum. And they would have said yes. But this guy, he just straight goes to the addendum. Yes, we sell it a thousand over because that's the addendum. I like this guy's approach a lot more because it's clear cut. He also did what the guy on episode five did. He used some kind of word that I'd never heard before and assumed that I knew what it meant. You want to explain the benefits? You don't just want to say the product. Especially when the product is not very well known. What he should have said is something like, you don't want your brand new car getting dinged, right? No. We use a product called nanocure on the car and the glass surfaces. And it makes it safer too, because it significantly reduces the glare. And it won't just wash off either because it forms a molecular bond with the vehicle surface. Isn't that awesome?

Speaker C: Mm.

Speaker B: And just with that small conversational piece, I asked a yes oriented question about the vehicle's protection. I addressed a potential objection. I talked about safety as a benefit, and I ended it with an excitable yes oriented question. Always think about the benefit. Isn't that better than just Nano cure? Yeah. I know I've given West Bank a lot of grief because of my big issue that I had there, and they deserve every bit of it. But I did get a call back from him. Um, I guess I'm still on some list somewhere. I don't know.

Speaker C: Hello?

Speaker B: Because someone different called me.

Speaker A: How you doing, Mr. Hill? This is Brian Morris instead of man that way my kids.

Speaker B: He's letting me know that he has a few cars in. And the last message that I got from them, M. From Rory, was now they're selling them with an additional markup too. His exact words were, an additional markup approved by the manufacturer. But doesn't MSRP stand for manufacturer's Suggested Retail Price? Wouldn't they just raise the MSRP Anyway, don't get me started again. So knowing that, I just ask him,

Speaker C: aren't y' all selling it over msrp?

Speaker A: No, sir. We setting up a sticker. Plus the ads on the vehicle, we don't mark them up like that. Okay, what's the.

Speaker C: What's the ad?

Speaker A: Um, the ad is the stuff we add to the vehicle. I think it's equivalent to about $2,000.

Speaker B: He was upfront about the addendum, and I didn't even ask about it. I just asked about msrp. I wish I would have gotten this guy to begin with. I asked to be removed from the list.

Speaker A: Okay, not a problem.

Speaker C: Hey,

Speaker B: transparency is a lot easier when you've got nothing to hide.

Speaker A: Jamie speaking. Can I help you?

Speaker C: Hey. I am looking to get a specific Telluride.

Speaker A: Okay. What you looking for, Fred?

Speaker C: Well, first, are y' all selling them at msrp?

Speaker A: Yes, we do.

Speaker C: Awesome.

Speaker B: And there must be an addendum, right?

Speaker A: No, we don't raise our addendum or msrp. What it is, is what it's gonna be from Frank.

Speaker C: Awesome. Well, I would love to buy from you then, if you got what I'm looking for.

Speaker A: What are you looking for?

Speaker B: They didn't have what I was looking for, but it's a great one to have on my list. I like the way the next call starts out, even from the front desk. It's funny, though, because she asks, have I been calling around?

Speaker C: Have I. I've been calling around. A little too much, probably.

Speaker D: Hey, you gotta find the Right. It's a lot of money, so you gotta make sure that you're making the choice that's right for you.

Speaker C: Yeah, exactly. Right.

Speaker B: She goes through the inventory and tells me what she has, and it's one that I want.

Speaker C: Oh, uh, awesome. So I guess the big question is, how much over MSRP is it?

Speaker D: How much over MSRP would make you happy?

Speaker C: What's that?

Speaker D: How much over MSRP would be in your budget.

Speaker C: Zero.

Speaker D: That would be nice. Unfortunately, I can't get there.

Speaker C: Okay.

Speaker D: Uh, let me double check for you on this one. Give me just one moment, dear.

Speaker C: Okay.

Speaker B: She puts me on hold, and that's a good question for her to ask, But I bet she gets that response all the time. And if that's the case, it's not a positive response. Because think about it. She's basically asking, how much over what the manufacturer's suggesting we sell it for. Are you willing to pay? I was on hold a little over four minutes.

Speaker A: Hey, good morning, Daniel. How's it going?

Speaker C: Hey, good.

Speaker B: We talk a bit about where I'm from, which is nice. He's trying to build rapport, which I appreciate. They're out of Austin, Texas. I'm out of Baton Rouge, Louisiana.

Speaker A: Our market. Our people are still buying those at 10 over MSRP.

Speaker C: Wow.

Speaker A: Uh, that's what we're asking.

Speaker B: 10 over. Oh, my gosh. That's probably the highest I've heard. But the way that he phrases it, it's kind of brilliant. He doesn't just leave it at. Well, that's where the market is. He's justifying the market, saying that they're buying them at that price, which is the true nature of supply and demand. Right.

Speaker A: Yeah. People are buying it still.

Speaker C: Yeah. So why change?

Speaker A: Uh, well, you know, we will, of course, uh, once they change.

Speaker C: Right, Right.

Speaker B: Uh, he tells me they have been working deals, though.

Speaker A: We're open, you know, to negotiating, but not.

Speaker C: Not 10k under.

Speaker D: Huh?

Speaker C: Huh? Yeah.

Speaker A: People are still doing it, dude.

Speaker B: So we talk a bit more. He asks how soon I need it, a few other questions, and then I tell him about a dealership that's a little under four hours away that offers it at msrp. And then I just admit I've been

Speaker C: doing a lot of research, though. So the. There's one in Sherman, Texas, a little, I guess, a few hours north of y', all that's just sounded at MSRP with a, uh, 700 addendum. But they don't, you know, they don't get a lot. It's a. The rural places are selling them at msrp, but they just don't have the volume, so.

Speaker A: Right.

Speaker C: Just a waiting game.

Speaker A: So what about. Let's flip. Flip it around. Um, what are the places like me selling those at that you're finding?

Speaker C: Uh, 10 over. Yeah.

Speaker D: Metro.

Speaker A: Ah.

Speaker C: 10 over is. Is the highest I've heard. Yeah.

Speaker A: What's the lowest you've heard besides.

Speaker C: Besides at msrp?

Speaker B: He knows he's not getting the sale from me, but what he's doing is the next best thing. He's figuring out his competitors, figuring out the market. And I respect this a lot, so I just tell him.

Speaker C: And I'm actually making a podcast about this adventure because it's. It's just been so crazy. I've called 48 dealerships, and I have a spreadsheet of everybody's overage and addendum. Um, and it's.

Speaker A: So we don't do addendum. So you can at least check.

Speaker C: No, that's good.

Speaker A: You could put an X in that box. It at least no addendum.

Speaker B: So I tell them everything near me, all the MSRPs, all the addendums, and he's asking some really good questions.

Speaker A: Let me do this. I'm going to text you from my personal cell number, and if there's any fluctuations up or down, most likely not up, of course, but if there's any, you know, downward fluctuations, um, I'll give you a buzz, but you also have my personal cell number.

Speaker C: Great.

Speaker B: Then it gives it another shot.

Speaker C: Yeah.

Speaker A: But at a minimum, man, uh, if you're around here to stop by, shake your hand. Um, we got some great espresso.

Speaker C: I'D be down for that.

Speaker B: Then I give them credit where credit's due.

Speaker C: You bet. You've probably been one of the most professional sales guys I've talked to. Just in the questions you're asking and stuff.

Speaker A: Yeah, you know, I mean that, that's old school sales. That's old school car sales. Where. Yeah, we're, we're trying to make car buying easier. Um, less friction. Uh, like for instance, like I work here specifically because we don't have add ons. We have the lowest prices.

Speaker B: Well, maybe not the lowest prices.

Speaker A: We give the most money for your trade. And we have the lowest interest rates because we're the number one Kia store in the southwest. So we have favor over this store. Believe it or those three things I just said, what I'm selling your trade and interest rate. Just. That's it. That's how you sell a car.

Speaker C: My car.

Speaker A: Right for it. That's the three keys. That's key triggers.

Speaker C: Yep. And I did.

Speaker A: I live 40 minutes from here to come to work.

Speaker C: Oh, wow.

Speaker A: Just to work at.

Speaker C: Yeah. Well, that's awesome. But I do have a trade too.

Speaker A: It's all good. We'll give you the most money for it.

Speaker C: Awesome.

Speaker A: According to the fair market, of course.

Speaker C: Yeah, right. I'm so tired of that word.

Speaker B: So we wrap it up.

Speaker A: Uh, let's see if we can get together somewhere.

Speaker D: Okay.

Speaker C: Okay. Good deal. Thanks, Michael.

Speaker A: All right, man, take it easy.

Speaker C: Bye.

Speaker B: This is a great example of wanting to do business with someone that you like. I would pay more to do business with Michael. Just not $10,000 more. Remember Richie, the GM of the Segan dealership that mentioned we could order from him? Well, the date is now September 15th. So I text him, hey man, any ordering news yet? He said, not quite. My allocation still hasn't opened yet. I'm assuming this evening or tomorrow. The time frame kind of varies. I was told mid month, so I just said, got it. Thanks. He said, no sweat. I will call you tomorrow around 11 if it is open. Does that work? And I said, I will make it work. Uh, we're so ready. Should I build it on the website and send it or how would that work? He says, I'll call and go line by line with you to make sure I submit the correct option group. I said, great. The next day I say, hey, I'm ready when y' all are. And then he calls me that second.

Speaker C: Hello?

Speaker A: Hey, Mr. Daniel.

Speaker C: Hey man.

Speaker D: Hey.

Speaker A: How are you doing?

Speaker C: Alright. How about you?

Speaker A: I can't complain. Just, uh, getting some stuff knocked out. Around the store. Um, ready to go over what we're ordering?

Speaker C: Yeah, absolutely. And, um, can you tell me a little more about that process, too? I know it's kind of like up in the air is when it comes in from like the most. I think you said was four months. Is that right still?

Speaker D: Yeah.

Speaker C: So, um, here, lately, I've been getting

Speaker A: them a little bit faster.

Speaker B: The call quality changes here, but he says that he's been getting them faster. Should be around two months.

Speaker A: They're back at full capacity. Um, I don't know how they're prioritizing orders. They still playing catch up from pre Covid stuff, from what I understand. But, uh, with them being at full capacity and their main focus being the Telluride right now, I think they'll be caught up pretty quick and start grabbing the. The next, uh, set of sold orders. So.

Speaker C: Yeah. Okay.

Speaker A: I had to give you a good eta. I'd say six to eight weeks is a good thumb.

Speaker C: Okay. I'm fine with that.

Speaker B: I feel like he really is being honest and telling me everything that he knows about the process. And I trust it. So we go line by line ordering the vehicle. So I have ordered a 2021 Telluride SX Gravity Gray Black interior, nightfall edition package with wheel locks, mudguard kit, cargo tray, carpeted floor mats, and a towing package. Um, he explains the process even further. He says that allocation closes in a few days. Then he gets a commitment report. And he won't know when my car is actually pulled, but he will keep me up to date.

Speaker C: I'm guessing there's no deposit, right?

Speaker A: No.

Speaker C: Okay.

Speaker A: Charge anytime deposit.

Speaker C: What are the odds that that thing shows up and someone sees it on the lot and tries to buy it?

Speaker A: They can.

Speaker C: Okay.

Speaker A: It's gonna have your. It's gonna have your name on it in my system. So when I pull it up, I'll see that it was a sold order for you.

Speaker C: Great.

Speaker A: And, um, I won't. You know, my manager will see that too, so we won't accidentally take a deposit on it or anything like that.

Speaker C: Cool. Uh, and do you. Do you see the sales price on it?

Speaker A: Not yet.

Speaker C: Okay. It just. For me, it says the sales price is 47,8 50.

Speaker B: Now I have to triple check.

Speaker C: You're able to sell it at MSRP with no addendum.

Speaker A: That's right.

Speaker C: Awesome, man. I'm really looking forward to it.

Speaker A: Cool. I am too. I'm excited for you. Congrats.

Speaker C: Yeah. Well, thank you. And, uh, if. If I think of anything else, is it okay to Text you a question.

Speaker A: Absolutely. Anytime.

Speaker C: Okay.

Speaker A: Awesome.

Speaker C: Richie. Uh, thank you. And we look forward to it. Alright, bud.

Speaker A: Thank you.

Speaker C: Alrighty. Bye.

Speaker B: I did it. Time to get excited, right? Maybe. I don't know.

Speaker D: Hello?

Speaker C: I did it.

Speaker D: It's ordering.

Speaker C: It's ordering.

Speaker D: Yay.

Speaker C: Don't get too excited. Come on, we've been here.

Speaker B: Yeah, pump the brakes, wife.

Speaker C: I'm guessing the reason there's no deposit is because if they get that thing in, they're gonna sell it for 3,000.

Speaker A: Okay.

Speaker C: Anyway.

Speaker D: Right. So, yeah, they're not worried about it.

Speaker B: I tell her the process, everything that Richie told me about the allocation process and when we can expect to get it. And I also tell her I think we can trust this. He seems like a really genuine guy that really cares about what he does, but still, it's just hard to get excited.

Speaker D: Well, yay. Oh my gosh, I hope it worked out.

Speaker B: Wednesday, September 16, 2020, we make our order. So the plan is I'll stay in touch with Richie. And my wife found a website where all the Telluride VIN numbers are posted and they're posted there first. So she'll keep checking that. Two weeks later, I text Richie and say I wanted to see if there was confirmation the order was accepted or confirmed. He said it was current ETA is 11 2020. So I say, awesome, thank you. Exactly four weeks after that, I say, hey, Richie, is there any way to tell if we're still on track? Maybe a VIN or something? He said, no, vin still showing ETA 11 2020. And I said, okay, thanks. I promise I won't keep bugging you. I'm trying to be patient and I put a smiley thing. He said, lol, uh, no worries. I understand how it is. Thursday, October 29th, I get a text from my wife that the VIN is in. She sends me a PDF and it's exactly everything that we've ordered. The vehicle has been made. How could we not get excited at this point? So now it's a waiting game for the arrival. I get a text from Richie that following Monday and he said, hey, Daniel, just an update. Your Telluride should be in sometime in the next two weeks. I just received two with an ETA of 1112 and 1114. So I wouldn't be surprised if it hits the ground sooner than the ETA. Current ETA on your rig is 1119. And I said, awesome, I really appreciate the update. And he said, no problem. The date is now November 2nd from when I ordered on September 16th. I've gotten a lot of calls in between and I've told him pretty much the same thing. I've already ordered, but I didn't put a deposit down. But I'm not really open to whatever they have because I ordered the car that I wanted, and I trust this process. The following Thursday, November 12th. It's been two months. I get a text from Richie. Hey, Daniel, your Telluride has arrived.

Speaker C: Car's ready? Yeah, it's ready.

Speaker D: Are you serious?

Speaker C: Yeah. Yeah, we gotta go get it. Okay.

Speaker B: So much for not getting excited till we pull off the lot. Right? But really, we're both just so excited. How could we not be? Richie sets us up with a salesperson. Michelle. And Michelle was awesome. She was very cool, very good to work with. She provided us an incredible customer experience. I got to meet Richie face to face, and I told him, hey, I'm making a podcast about this, and my first experience here was pretty bad. But he also told me that John. Well, he's not at that location, and he's not even in sales. Hmm. M. Makes sense. But we finally have our Telluride. We are so excited. We love it. You want to see pictures of it? So go to Facebook, type in Lumen Hill, the search bar, and look at the pictures of our new car. We drove that sucker off into the sunset like a movie. This sadly concludes season two of Cold Call Hero. There will be a season three. But I want to let you know your support means everything, because I produce this. Everything you hear, from the music to the production, I do it all. So your support means everything. Follow me on Facebook. Braid it on whatever platform you listen to this on. It's so helpful. There will be a bonus episode because I called back a few of the salespeople that I talked to, and, uh, I gave them the opportunity to redeem themselves. But let me just say, the hole got deeper. Thank you all so much for coming along on this journey with me. Let's wrap it up.

Speaker C: M. M.

Speaker D: Sa. Mhm.

Speaker A: They call me the Telluride King.