I'm sure you've heard it before, but your local franchise dealer can generally beat any rate you can obtain, because the loan industry and automobile industry are like best friends. The problem is you have to make them.

That's how you use the rate you get before you go to the dealer. Your lightstream, local cu, etc rate is used to get the dealer to give you the best rate.

Furthermore, yall have to quit playing the game their way. They try to keep you focused on each individual part of the deal, which allows them to tailor later parts of the deal to their benefit. If they gave you the car too cheaply, they can make up on it by holding on to more reserve or making more on the warranty, which will likely be called something besides a warranty, but thats a different conversation.

It will be tough, but you need to get them to work the deal in its entirety, as opposed to, individually. If you have a trade; are buying a unit; need financing; and are considering warranties, gap, etc, it's better for you to negotiate all of these things together. Good luck with that, especially in a sellers market.

SIMPLE TIPS

1. Use your rate to get the dealer to beat it for ease and $ savings. If you photoshopped the 3.99 to 3.79 from lightsream, they'll still beat it. They'd do it to you.

2. Ask to see the backscreen in finance. You already got a sick rate from tip 1, so this might help you get a good deal on warranties and such. They have to make money, so be reasonable. However, your reasonable and their reasonable are different. You've got gms pushing $500k, gsms getting $250k, finance managers getting
$240, and salesman making $125k at these places, so making $5k off you around the house is just an alright deal for them.

They might say no too. Maybe a $25 gift card given to the finance guy might get you enough favor. Big markups on finance products. The business likes this money, because a salesman isn't getting 25% of it.

3. They want to negotiate separately, and you want to negotiate the totality of the deal at once. Good luck, but you might can still shift some parts in your favor.

Almost everybody in the building is a dirty hustling mother fricker. Their job is to extract money from you, and many in the business will cross most lines.