CAR PRICE TRICKS Dealers play Kevin Hunter The Homework Guy

If you've ever asked a car dealer for the total cost of a vehicle, only to be denied, or to be handed or sent a vague estimate or a page full of confusing fees, you're not alone. But, the truth is that you’re also doing it… ALL WRONG. You’re making rookie car buyer mistakes. Hi. I’m Kevin Hunter, known for the past 16 years in the Auto Industry as The Homework Guy. After 16 years in this business, i can tell you that dealerships love to play games with numbers, they love to get inside your head, hoping you'll get so wrapped up in monthly payments or shiny features that you forget to ask the only question that matters: What's the real Out-the-Door (OTD) price?

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Step 1: You MUST Take the Lead Immediately
The biggest mistake car buyers make? Letting the dealership steer the conversation.
When you call or email a dealership, don't start by saying, "Hi, I'm interested in this vehicle." Instead, be specific, direct, and in control: (PRO TIP: Use the word WE, even if it’s just You doing the car shopping. When they are made aware that there's another decision maker in the picture, they are less likely to pull games on you.
Step 2: Always Know "What’s Next"
When they call back to confirm the car is on the lot, immediately follow up with:
"Great, thank you for verifying that for me. Here’s what’s next: I need you to send us a written Out-the-Door OTD price with everything included—every tax, fee, and any extra charges. You can text it to me, or Email it to me. Which would you prefer?"
Don’t say “give me a quote.” Be precise. You want the total, nothing more, nothing less.
And when you receive it? You’re coming back again with What’s next:
"Thanks for sending that over. Here’s what’s next: We’ll review this and get back to you within 24 hours with our feedback."
Step 3: Respond With a Clear Counteroffer
Now it’s time to respond again—but not by arguing over single line items. That’s a trap. And you’re now focusing on the wrong thing if you go there.
Don’t get pulled into a debate about why the documentation fee is outrageous or why nitrogen filled tires, or window etching is a joke. You already know that, and they know it, too. The more you debate line items, the more you’re playing into their game, and your pattern of control starts to disappear..
Step 4: Show Them the Road to the Sale
Why does this approach work? Because it gives the dealership what they are after: a clear path to the sale. But this time, you're the one drawing the map.