Part 4/7:
When it comes to negotiating the final price of a car, Marco suggests that buyers should act as if they are financing the vehicle even if they intend to pay cash ultimately. This strategy allows buyers to negotiate the price effectively, leveraging the dealership's reliance on financing as a significant revenue source.
As Marco explains, when a buyer indicates that they are financing, the dealership has more incentive to negotiate on price due to the additional profits they can earn from financing commissions or points. Essentially, dealerships become the intermediary banks, making additional money based on the spreads between the lower loan rates they can offer and the higher rates they may present to buyers.