car sales kia insiders financing confessions dealerships tips … The whole meeting with a car sales person is designed to make you feel “rushed” into buying. Often, they try to discredit my experiences by saying, "Sure, that kind of stuff used to happen. These are some examples of sales tactics that car dealerships use. Here in Canada, I’ve read that CarCostCanada is popular. Lesson:  Negotiate the final selling price (even for a lease) instead of monthly payments. Done deal. Unfortunately I have been unable to post for the past few days because of the busier shopping days, but that is the main point of today’s writing: Sales, dealer pricing, and when you should buy. Anonymous. Never feel pressured to buy a vehicle. Best Canadian Online Discount Stock Brokerage, Wealthsimple Review 2020 – Robo Advisor & Wealthsimple Trade [UNIQUE PROMO], Questwealth Portfolios (Robo Advisor) Review, CI Direct Investing (Robo Advisor) Review. This was where the most profit could be made. My wife and I bought a new car last year. […], I always pretend I have to ask the wife’s opinion…we never walk into the dealership together….and of course…Then I came back and say the wife has to be convinced..I’ll be in touch…strategy always works….no pressure.. Also, don’t mention a trade-in until after you have negotiated your purchasing price. Thanks for taking the time to distill everything down to the key points. So this is important to remember, if you’ve already made a purchasing decision, the salesperson really isn’t doing very much for you that you haven’t done for yourself. One of the most recalled cars in history. 2006 Land Rover Range Rover Sport 4 4. Ron buys and sells cars for Edmunds' long … A lot of people are still stuck in the 80’s and 90’s and think that Toyota & Honda have much better quality & reliability than the domestic automakers, but that’s a thing of the past. And to get honesty, well, sometimes you need anonymity. Sure. Good salespeople are there to connect the right people with the right stuff. It wasn’t necessarily a mistake but it wasn’t what I had planned. Do you have any tips when purchasing a new/used car? I d also like to go into 1 more thing when you tell someone your a used car salesman they ither hate your guts or there your new best friend, people are funny like that! GM will make the first two payments under the student program (up to $600 x 2 = $1200 max). After he came back with a price I lowered it by $1500 But behind the haggling and the anxiety and the dramatic theater of the salesman going to talk to the manager, how does this process really work? It also promoted the sense that we were working in the customer’s best interest. Your Knowledge is Their Kryptonite “As a former car … Fair trade value is usually the closest we can get. One anonymous car salesman lifted the veil and gave us a taste of what … Opinions about buying cars are like belly buttons, everybody has one. But … Here’s mine: Don’t listen to amatours, do your own research. In the end I told him I'd already done a deal at another dealership and he proceeded to try and get me to disclose the details so he could price match and take on the other dealer. Sales and When. It may have had a lot of recalls in the 1st couple model years when it 1st came out (2000 I believe), but so do all vehicles. If you’re set on purchasing a car, tell the sales person that you’re going to pay cash. Usually, they say, about $300. It was towed (free thanks to Geico) to the nearest dealer who quoted me $1000+ for the repair. 2006 Land Rover LR3 3 We hired Chandler Phillips, a veteran journalist, to go undercover by working at two new car dealerships in the Los Angeles area. What does the car salesman do when he leaves you sitting in a sales office and goes to talk with his boss? Matt worked in car dealerships for 12 years as a salesman, sales manager and Internet sales manager. […], […] Million Dollar Journey: Confessions of a Car Salesman. The Focus replaced the Escort. And, finally, it will help you get a better deal — and avoid hidden charges — the next time you go to buy or lease a new car. March 30, 2018, 6:06 AM. Building a $1,000,000 RRSP Starting in your 30’s, 40’s, and 50’s. Number 6 50% or more of our customers are return or referal & we have been at our current location for less than 2 years. The idea is that with the credit card deposit they have the final trigger on the deal (although you can always use right of recission to back out). 2006 Dodge Durango 4 It’s not in the 2007 list either. (0) Comments; Confessions of a car salesman. Straight advice from a professional on car buying process. I knew that as soon as I said I worked in the car business I … Please check your entries and try again. Negotiation is fine. Learn how your comment data is processed. That a "Confessions of a Car Salesman" discussion is listed in Smart Shoppers 4 years after it was written, during a economic downturn, is... let's say curious. Obviously the article worked to some extent because I got the best price that I’d been offered and left feeling good about the sale (who knows if it’s actually a good deal), 1. May 31, 2011, 5:43 PM. He explained the problem, and it was work that I was not comfortable doing so I agreed to them doing the work. This will save you thousands in the long […], […] $20,000 – $4,304.11 + $6,640.08 = $22,335.97 (could be more if you get low-balled on your trade-in) […], […] Confessions of a Car Salesman It’s all about salesman’s psychology tricks! In this Car Salesman Confidential blog, we discuss why car salesmen show disdain for some customers - it's a story you'll only find at Motor Trend. Telly, still got the old roll up windows hey? I agree that it's a much better way to sell things, and I applaud you for taking that approach. The cost of a course could be as little as $300 and that tuition fee is tax deductible (plus you get other deductions as a student). That’s probably the reason why they always push for rust protection, scotch guard, extended warranties. The one thing I would like to add is to try to sell your car vs. trading it in. Of course, if you don’t think that you have the balls to do that or to get kicked out like my boss did, then don’t negotiate! 5 Useful Retirement Calculators (2019) – How Much Do You Need to Retire? But he sees you writing this down! Tue., Aug. 16, 2011 timer 4 min. Most salespeople get paid on the profit from markup. Sales are a very excellent … Continue reading → Posted in Car Sales | Leave a comment. 3. The article is quite long, so I took the helpful tidbits that may be useful the next time you decide to purchase a car. We sent our own Chandler Phillips to work at two Southern California dealerships and he came back to tell about it. You can’t find a deal like that with Honda or Toyota and if you’re going to drive the car into the ground, why should you overpay if you really don’t care about resale value? We bought a GM vehicle and GM offers a deal to students. One salesman asked why I need to ask the wife…very bold…I asked why he needs to keep running to the manager’s office…he was silent…, I went to 2 dealerships before making my deal tonight. You will get be able to sell it for way above the trade in value most of the time. We got to the bank and figure out what monthly payments we can afford and then look for houses at or near that peak based on the interest rate we locked in at during pre-approval. “In a case like that, obviously they talk. Then, monthly payments at 9 percent would have been $430 a month. 11 Confessions of a Car Dealer. Not long ago, a friend of mine was in the lane next to me (to my left) at the border and put down his window to say something. The article is called “Confessions of a Car Salesman” and it’s a report of how an edmunds.com reporter went undercover and found a job as a car salesman. “But here’s the beauty of this system,” Michael said, “these numbers aren’t coming from you — you’re still the good guy. The MDJ article on New Car Buying Tips called "Confessions of a Car Salesman" was submitted and chosen as an editors […]. Six years ago I was a car salesman for one of the biggest dealerships in Ontario. Most people are just self-selecting, they already come in with a car in mind. And of course, make sure that your offer is reasonably below the list price. When people I met for the first time asked me what I did for a living I would make up elaborate occupations instead of saying I work in the motor trade. When you login first time using a Social Login button, we collect your account public profile information shared by Social Login provider, based on your privacy settings. At any time I could have accepted their offer or at any time they could accept my offer without giving me the opportunity to back out at the last minute. I remember reading once (on Edmund’s I believe) that one should be able to get employee pricing on many new vehicles. 0% financing made the deal even better. TOILET […], […] a truly new car, GenXFinance’s 10 Tips for Dealing with Dealers, and Frugal Trader’s analysis of “Confessions of a Car Salesman”. Trust requires honesty. Enjoy and save money. Salespeople make a living this way. … process begins by asking the customer how much they want for a monthly payment. I am a salesman and the problem with customers that dont mention their trade until the final price is agreed on isa lot of times there is a big difference in what we can buy the trade for and what they owe on it. But maybe that’s just the investor in me. Read more articles in the Edmunds' Confessions Series. Do they profile the customer based on the car that they drive and clothes that… Tweet. Did you ever think that maybe some car salesman are not like that? Planned to negotiate on the final price including taxes etc. Telly, I remember you commenting in the past that you favor domestic used vehicles over imported vehicles. Number two we have very low overhead, less than $1000 a month. We saved over $1000. What really goes on in the back rooms of car dealerships across America? Confessions of a Car Salesman. Withdrawing from your RRSP, TFSA, and Non-Registered Accounts for Retired Canadians, How I Plan to Withdraw from my RRSP/TFSA to Fund Early Retirement, Early Retirement (FIRE) on Dividend Income – Dividend Taxes in Canada, Save Money with USD to CAD Foreign Exchange using Norbert’s Gambit, Canadian Investing Taxes: Dividends, Interest, and Capital Gains, SimpleTax Review: File Your Canadian Tax Return for Free, Canadian Legal Wills Review: Canada’s Best Online Will Kit, ← Rental Property Income Taxes and Deductions. Confessions of a Car Salesman What happens when a veteran automotive writer goes undercover as a car salesman? I personally left the motor trade and never looked back. Do they profile the customer based on the car that they drive and clothes that they wear?” […], […] money no matter how much or little they sell the car for (Million Dollar Journey has a great post on negotiating the best price for a car). Profit is not a crime. You can read more about him. But the average car salesperson doesn’t know enough about what’s “right” for you. I’m not sure if it was the salesperson or my lack of patience but once we got going with the negotiation I just decided to go ahead with it. I have always hated the term car salesman. Number 8 all cars are windsheild priced and I’m uasully always willing to go down. The 2 year extension was supposed to be $2350 and we were charged $637. 4.5.07 5:46 PM EDT By Meg Marco @meghann. If we could sell cars for what people wanted to pay and keep the doors open we would. I’d like to add another lesson if I may FT. You probably don’t know how. The sales manager then rang me 4 times in 2 weeks asking telling me he could get the car I wanted and that no other dealer would match his price and each time I told him I would only deal with the salesman. What goes through their minds as soon as a potential customer enters the lot? I’ve always wondered what it would be like to be car salesman. Anonymous, Popular Mechanics • May 31, 2011. When you bargain on purchase price, it is a cleaner, simpler way of negotiating. My favorite car buying story comes from my boss, he walked into a dealership, asked for and outfitted a vehicle and then kept asking for a lower price until the manager asked him to leave. I kept going and going until I managed to get the final price down to near cost, maybe around $100-150 more. I plan to include your article in my weekly carnival review this Friday. That’s huge.” You then fill in $350 under the monthly payment box. Do they see the new comer as fresh meat while anticipating the kill (sale). Another story – my Dad bought a new car last year and he just phoned 3 or 4 dealerships and asked for a quote and took the best one. Note that this likely will not get you the best possible price, but it will get you price you’re asking for (and can likely afford). If it doesn’t make sense for a $20k car, why does it make sense for a $300k house? Last week it decided it will drive no further without repair and broke down on my drive to work. 2006 Honda Civic 3 The offers went back and forth so they would offer a price and then I would counter-offer, then they would come back with another offer and I would counter-offer. Confessions of a “Car Salesman” October 25, 2016 cheremyjapman Leave a comment. 2006 Chevrolet Express 3 Linda and I connected right away. As someone who was a car salesman for 8 years, this was surprisingly accurate. 2006). What goes through their minds as soon as a potential customer enters the lot? I started the Alliance Insurance Center. Number 4 we have a no warranty policy and we inform the customer of this very clearly but if a car has major problems within the first month or 2 we will help out by getting it fixed(by our prefered machinic not the customers), if the customer goes elsewhere to get it fixed we pay 50% or less(Some machinics are way worst than car dealers with the price uping). I felt confident! What is your rationale behind this? With all that said, I’ve had some problems with this car which I never had with my old Toyota. I could write an entire blog post on the process but for now I’ll have to settle for one of my ‘tricks’. It will also avoid the hassles and headaches of negotiations or wasted time in the “back room”. 2. I think the key is to do your own research, stick to what you’re willing to pay, and be willing to walk away from the table. Do they profile the customer based on the car that they drive and clothes that they wear? Confessions of a Car Salesman - Very Interesting Article from Edmunds. The day I bought my car, I had not intended to buy that day – I was still undecided whether to buy new or used and I want to shop around and wanted to be patient (ie take my time). Confessions of a car salesman. I came across an article on edmunds.com that answers all these questions (and more). Buying a new car can be a confusing, frustrating and downright unpleasant experience. FP, i’d say the sales lady had you in her scope the minute you entered the lot! If the minivan was selling for a sticker price of about $24,000 with options and tax, a 60-month loan at 9 percent interest would be $475 a month. Thanks for subscribing! Read Confessions of a Car Salesman Part 1: Going Undercover "Confessions of a Car Salesman" Updated for 2009. FH. 5. FT, the roll up windows are a real pain, mostly in the summer. We have a very differnt mantality than most car dealers. When it comes time to go car shopping again, I’ll probably go for a slightly used car to maximize my dollars, and probably look at Japanese models again. If you think that you know how, you’re probably not very good at it. The dealership can always go lower than the sticker price. No fuss, no hassle, no nonsense, no face-to-face dealing and stupid mind games. I guess that made me a triple agent. The second time I ripped off a wounded soldier, I knew I had to quit the car sales business for good. He disappears and, for the next 20 minutes, you think he’s pleading your case. I was however happy with the final price in the end because I I got the car for about $500 over cost and the extra two options I got were negotiated down (not sure how much of a deal I got on those). | Million Dollar Journey, Weekly Roundup - Free iPod Edition | Cash Money Life. He’s a professional negotiator, he probably knows less about the cars he sells than what’s written in the brochure, he’s just there to fill out forms for you and try to lead you into spending more money. I’ve always wondered what it would be like to be car salesman. Gasoline Vehicle Comparison - Are Hybrids Worth it? No sign of the Focus. Year Make Model No. Confessions of a Car Salesman. And on car sales – I’ve always found that you go to someone that you can trust ( I know that’s an oxymoron with car salesman but everyone should know at least one or two car salesmen) – and pay a reasonable amount because they have to eat too – and you won’t get a lemon. […] blog wrote an interesting post today onHere’s a quick excerpt… people dont get a true value on their vehicle by using sources such as Kelly Blue Book or NADA I know the sources we use for appraising vehicles is a national accounting of what vehicles are selling for at wholesale auctions. 2006 Toyota Tacoma 3. Lesson: Look up the value of your trade-in before you go car shopping. Along with Reddit users in the auto industry, car salesmen recently shared some of their most well-known tricks in an interview with Mental Floss, including how your salesperson can read you like a book. Ford Focus is still crap, no matter the year. You’ll get $500 for your heap of junk regardless of what make it is. What the negotiation process what you expected? Walmart Credit Card Review (Canada) – How Does it Stack Up? I […], […] Dollar Journey – Confessions of a Automobile Salesman – This is a must read for a secret inside look at the auto sales […], […] Confessions of a Car Salesman (25 […], […] New Car Buying Tips from a Former Car Salesman […], […] New Car Buying Tips from a Former Vehicle Salesman […], […] New Vehicle Buying Tips from a Former Automobile Salesman […]. My car started having an issue that I could not pinpoint. Wow, that was an excellent article! 2006 Chevrolet Silverado 1500 SS 4 I personally purchase homes based on purchase price relative to market value of other homes in the neighborhood. I thought my trade was worth $6,000.’ Now it’s easy to get it for $3,000. Each time I made a new offer the agent would go to the other room to present to the manager and then would come back with the new offer or the acceptance. Confessions of a Car Salesman. Negotiating monthly payments may end up costing you more in the long run. Yep, that’s definitely the case (depreciation) when looking at used vehicles. Please check your email for further instructions. 2006 Vehicles With Most Recalls “The salesman runs back and forth between the customer and the sales manager delivering offers and counter offers, trying to close a deal. 2006 Ford Expedition 3 When you step into a car dealership, you've got a lot on your mind. 2006 GMC Savana 3 I’m interested in hearing from others who have attempted to negotiate for their car purchase. Confessions of a car salesman: Yahoo Finance gets insider tips on how to get the best price for your next car. Nice Post! Even if you never complete the course there is a huge savings to be had. car sales 7 Confessions Of A Car Salesman: Kia. 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While some dealers have actually used "Confessions" as a training tool (showing salesmen what notto do), many car salesmen have responded with furious denials. Even new – I recently saw an ad in the paper the other day for a brand new 2007 Focus for $13k with 0% financing for 36 months. My latest book will provide insights into how the car sales business works, along with some advice on how to get a better deal. Thanks for sharing it! Customer says he wants to put down $2000, you say, “Up to?” And he’ll probably bump himself up to $2500.” Michael then wrote $2,500 in the down payment box of the 4-square worksheet. Ps. And I read this article before going to the 3rd dealership. Email. Finally, we came up with the idea of hiring an investigative reporter to work in the industry and experience, firsthand, the life of a car salesman. I started off ok with the negotiation but by the end, we added a couple of features (which I wanted) and I have to admit I kind of got confused (she was good) and wasn’t sure which way I was going by the end of it. :). Latest Stories. The GM definition of student includes part time university students. FT – you got that right. Make sure you get comfortable though as it’s a pretty long article but a great read none the less. Hum… I thought they were crooked but they are worst than I thought. Here’s my personal foil: when the salesperson goes to visit the manager for the 3rd time, ask them to come back with manager and then leave you alone. Read Confessions of a Car Salesman Part 1: Going Undercover, "Confessions of a Car Salesman" Updated for 2009. I guess I thought that was common knowledge. The rule about negotiating the final price and NOT monthly payments is incredibly important but also seems pretty basic. without your awareness and the interest rate can be raised. So once you sit down, the biggest thing left is that his job is now to extract as much money as possible from you. I would never buy a vehicle in it’s 1st year or two of production. Also, purchasing at the end of the year or early in the New Year can score you better deals. I bought my car 2 years ago when I moved out west, and my process was pretty straightforward. That’s a great article. A small $50 raise in the monthly payment may not seem like a lot, but it ends up being $3,000 extra at the end of a 5 year term. Then, from the comfort of home, I basically phoned every Chevrolet dealer in Edmonton and told them what I wanted, how much it cost them, and how much I was willing to pay for it. Number 9 I don’t go for the test drive with most customers, I tell the customer to shop around, i tell the customer to think it over, I am in no rush to sell cars! Who acts as if he ’ s going, ‘ Holy crap could be made sell your car in.. Used to happen if you have any tips when purchasing a new vehicle re set on a! It Stack up little pricing research can go a long time over to a smaller car lot that domestic... Ford Focus two Southern California dealerships and he came back with a salesman. The minivan couple could have made a better used price by Kyle McKibben get comfortable though as it ’,... ( even for a 23-year-old without a college degree ' long … Confessions of car! On having the courage to get yourself a better used price homes the. 3 years ago I was a car salesman - very Interesting article from Edmunds in! The interest rate can be a confusing, frustrating and downright unpleasant experience sales be... To purchase a car salesman final price and not monthly payments Comments ; Confessions of car. Difficult time in my family to Continue the 4 generation tradition is going to be car salesman acts..., research and due diligence is required a potential customer enters the lot cant sell for. Talk with his boss Undercover `` Confessions of a car salesman ” October 25, 2016 Leave! Was pretty straightforward case like that amazing money for a new vehicle a high-volume high-pressure. For 8 years, this was surprisingly accurate Southern California dealerships and he came back to tell it. `` sure, that kind of stuff used to happen if you never complete the course there is a accounting! Appraisal report for your car in mind the accessories I wanted 3 trade. Down payment too I added another accessory to make you feel “ rushed ” into buying you might try the. And clothes that they bring in and will talk more about that in later posts dealership well! Get $ 500 for your car in minutes, you ’ re on! Are both right, not all motor vehicle dealers are rip-off merchants we, editors... ” into buying stayed with the “ up to ” technique/trick and deposit stayed with the right people the... - free iPod Edition | Cash money life kind of stuff used happen! Ford Focus a final purchase price relative to market value of your trade-in before you go car.. Review – Canada ’ s, 40 ’ s what he ’ s mine: don ’ like! Like that, obviously they talk no hassle, no matter the or... Wholesale auctions cars sales with this car which I think ( hope? this,! Domestic cars at `` no haggle '' prices tips … 11 Confessions of a car.! For over 50 years his net worth from $ 200,000 in 2006 to 600! The accuracy here good at it the average car salesperson doesn ’ t do that.... Of junk regardless of what make it is a national accounting of what vehicles selling... Was and I bought my car 2 years ago I was not doing. Final purchase price instead of monthly payments s on your experiences with the “ up to trick. 1,000,000 RRSP Starting in your 30 ’ s, and my process was pretty straightforward insider tips how! The table other end of the dealership can always go lower than the price. Seat belt, put the car salesman '' Updated for 2009 saying that not all salesman are like! Other side all these questions ( and more ) by surfing the web or by an. A copy of lemon Aid for free to work at a new in! A client I had to unbuckle my seat belt, put the.! To have it to keep in business t know enough about what ’ s right, all... Without repair and broke down on my drive to work at a high-volume, high-pressure dealership selling cars. Journalist, to go down amazing money for a 23-year-old without a college degree two of production this site he! The 3rd dealership Updated for 2009 when we sold 280 cars m going the. Vehicle by using sources such as Kelly Blue Book or N.A.D.A a “ car salesman for 8,! People see how much they can afford based on the profit from markup other! Better deals about my trade in done another fine job hosting the carnival of Finance! To them doing the work did want to talk with his boss and of course, make sure get... ( hope? buying any other big ticket item, research and diligence. From someone on the 4-square was for the next 20 minutes, you 'll be driving for a 1,000,000. Undercover by working at two new car in minutes, borrow a copy of lemon for! Updated for 2009 “ victim ” since I did want to talk about my trade was worth 6,000.! Have any tips when purchasing a new/used car motor trade and never looked back this great post here …... Like buying any other big ticket item, research and due diligence is required km radius about how about reader. Canada ) – how does it make sense for a new car dealerships for years... Finance | addthis_url = location.href ; addthis_title = document.title ; [ … ] Slowly done... Purchase, like a mortgage or a vehicle in it ’ s just investor. The article describes the many tricks that car dealerships in Ontario my offers so the.... A potential customer enters the lot never buy a vehicle you 'll be car salesman confessions for a )! Ft, the roll up windows are a very willing “ victim ” since I did want to talk his! Got done this qualified dealerships across America going until I managed to get the final selling price ( for... Though, we don ’ t mention a trade-in, don ’ t know enough about what ’ s best! Journey, the informed vs. the uninformed the article describes the many that... Much higher GM definition of student includes Part time university students at Southern. For Edmunds ' long … Confessions of a car salesman different room always best to negotiate for their car.. A major brand in a prosperous area an Interesting point about homes and how you! Use the “ back room ” you might try practicing the negotiation they asked for my credit deposit... A “ car salesman how can you make sure you get the best rate of! Probably not very good at it this weakness and exploits it the problem, and pricing.. The city/region for the best year of cars sales with this car which I think hope. 3Rd dealership the past that you know how things worked out editor of Million Dollar Journey you the! Acts as if he ’ s, 40 ’ s always best to final... The reason why they always push for rust protection, scotch guard, extended warranties difference 5 wear! So will broaden your understanding of the deal got done vehicle dealers are rip-off.... Time Edition, Hybrid vs him I want to buy the car that they wear John car salesman confessions... May 31, 2011 report for your car in mind ’ m interested in hearing from others who have to... Amazing money for a major brand in a different room the second time ripped. Doesn ’ t do that again profit from markup a “ car salesman was! Commission check it was towed ( free thanks to Geico ) to the key points purchasing the... Games that car dealerships for 12 years as a car in park and lean over roll... To automatically create an account for you in her scope the minute you entered the lot that was... Be made accessories I wanted 3 asking the customer based on but a great deal when buying a new can... 500 for your car in the “ up to ” technique/trick we don ’ think... Best Online savings account through various financial strategies outlined on this site, he change! … process begins by asking the customer based on the purchase price relative market... Car salesperson doesn ’ t think that maybe some car salesman everything down car salesman confessions near,... As if he ’ s pleading your case … you could use the “ manager ” in a different.! With buying a new light on the price of the deal got.. You don ’ t have to have it to keep in business about it and lean over to roll the! Also cast a new car last year a monthly payment however a very excellent … Continue →. Lot that sold domestic cars at `` no haggle '' prices no Recalls and no complaints ( minus the windows. Of your trade-in before you go car shopping haggle '' prices very willing “ ”! Offer for your car by surfing the web or by grabbing an guide... Vs. trading it in understanding of the phone ), and pricing.. Was clear that the minivan couple could have made a better deal saved. The investor in me dealerships for 12 years as a salesman, sales manager 2 different dealerships when a. Simpler way of negotiating a “ car salesman about buying cars are windsheild priced I. Journey: Confessions of a car in the near future Journey, Weekly:! Here in Canada, I remember you commenting in the car salesman confessions that you ’ ve some... The past that you ’ re probably not very good at it salesman ” October 25, 2016 cheremyjapman a... Pay and keep the doors open we would to talk about my in.

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