0012: How to beat the dealer so you never get taken for a ride again! with The Car Buyer's Advocate & #1 Best Selling Author CEO Paul Maloney

Ea interviews episode 12 inspiration, transformation, success stories and the imperfect action round. Seven days a week join Mario Ficcini for today's expert Authority effect interview. What's shaking, expert Authority world? I've got one question for you. Would you like a new car? But would you still like that new car if you had a bad experience buying it? Do you not like dealing with salesmen? Do you not like dealing with dealerships? Do you not like feeling like you're not in control of the situation and they're just gonna take you for a ride? Well, how would you like to never get taken for a ride again? I know I would because when I was getting my dream car, I was excited about the car. It was been on my vision board for a couple of years. I set out to get it, I was getting it and the person made me feel bad and they said the wrong thing. I wanted a moonroof. It was non negotiable. She says, who buys moonroofs anymore?

Well, I don't really care if anyone does or doesn't. It's what I want and that's what I'm looking for.

You know what I mean? It's a personal experience, so why would you take that away from someone? I'm excited to share all of this with you and more because I have none other than CEO of car Leasing concierge and number one international best selling authority Paul Maloney on today's episode. And I'm going to bring him up right after we thank our sponsor. So you want to go live on Facebook but you're not sure where to start or what to do? Some people say just grab your phone or buy all this expensive software. Well, I have a better option for you. Check out mariofoccini.com BELive BELive is the simplest and easiest way to go live on your Facebook with a professional production. Once again, mariofacini.com belive here he is everyone. Mr. Paul Maloney from Car leasing Concierge. Paul, great to have have you here.

Hey Mike, how are you? Good to see you.

I am feeling fantastic. I've been excited to have you on the show for a minute here. So let's just jump right into it. What was your inspiration for starting your company? To help people save when they're buying a new car.

Wow, that's a big question. That's like, hang on, like 20 something odd years ago. No, I'm just kidding. I was in the auto industry for a long, long time with customers, just regular sales and everything else. But when you switch over to Fleet, you don't deal with the regular public anymore. So when the Internet got going and everything else like that, they're buying cars off the Internet the wrong way from, you know, falsified the. You see these things on online. Go and say, put your name and your number next to the dealer calls you. So I was like, that's not the way to buy a car. So being in the fleet, in the business for so long, I had like 20 years plus of customers, so they always followed me for what I did. So they always got the drill on how the. How the. How the. The way to go around going to the car dealership was. So now I tried to get it out there with a red with the regular public. I'm trying to say that too fast, too quick, it's been a long day.

So you try to get that out there and educate people in the right way, because 95% of them buy them in the wrong way. So I try to, you know, pass on what I've known for 25 years and give it to the public because nobody's ever really educated in the right way.

Well, it's great that you wanted to do that. What, what in. What got you into the car dealership business to begin with before you transition to your own company? And I'm glad you did. But what got you started in it initially?

That's a good question. It was a long bartending night in Manhattan, as a matter of fact, and one of the friends I was bartender with, he sold cars during the day. And I had two bartender jobs. And I was just like, the movie Cocktail. You're going from one to the other to just like, you know, it was ridiculous. I like, there's no life in this. So he says to me, listen, you're great with people. I sell cars during the day. Why you come and help me? And I said, car sales people. I said, I hate freaking car sales people. I said, rather, I said, no way in the world. And I looked at. I thought, no, I still haven't had enough to drink yet. It's going to be a few more beers to convince me. Anyway, he convinced me. I got into the business and I just learned from the right way of sales, not the wrong way of sales, and went through dealing with more companies more than the regular public. So, you know, it was a nice thing because you're dealing on a different level. You deal with business as a whole because they're wanting to create business. You're trying to create business with them because, you know, there's not just A single individual, but a whole company and network. So that's how I built my business out at the same time. So when they come to me, I just don't want to know what they do for a lip, what sort of vehicle they want. I want to know what they do also for a living. Because that way then I can use my network to introduce them to them and it expands out for everybody. So it's a good, nice round robin network for everybody. Gets a slice of the pie.

Yeah, it definitely sounds like a win win for everyone. So when you're looking for people to help, I know you get a lot of people that come to you. Who would you say is your ideal person that can benefit from your services?

Just about anybody that's looking to purchase or lease a new vehicle. I mean what they, they can only get so much information on the Internet. They can tell you like you'll see on Facebook and whatever, like here, buy my product. It's, it's like 399, walk into my club, have these exotic cars and it's all bs. It's just like when you go to a car dealership, it doesn't matter how much homework you do, it's when you go in there, they flip you because you are when you win it. Any decision that we make is not done by logic. It's all done by emotion. So we actually go in and we purchase something. Whatever the numbers were, we just forgot about them because it just went right out the window. Because it's a car sales person's already salesperson's job is to get you and play on your emotions so they get you drunk in emotion, keep intoxicating you with the numbers so you don't know exactly what you ended up paying for something until the next day you wake back and wake up in the sore in a somewhat more sobering state in your mind and go like, how do I just end up with the corner buyers remorse boulevard and sucker street? So you really have to slow clients down and just say, look, I know what you did, I know where you want to go. I'm the same, I'm no different when I purchase something. But you have to take the emotion out of the equation. So I say, look, I'll be a designated driver to see you clear of the potholes. Oh, that's clever that they're going to try and put you in. But I have to give people a visual because if you don't give person a visual when you're describing something, they're not going to understand it. So I try to say to people the best understand what I do is like, look, you can come through me. It's like going to get your taxes done, you spend a little with your accountant to save a lot and it's done with. But if you go to a car dealership, it doesn't matter what you look online or wherever, there's no place in the world unless you're an authorized dealer, broker, concierge or wholesaler, that you have access to all the manufacturing programs, incentive monies and also the programs that you, the software that used to, you know, create the deal. This, it doesn't exist. So when you see these small payments on, excuse me for one second. If you see these.

Ads on TV for 199 or whatever, it's, it's great because we're already drunk on the emotion of going there. We've seen it. But then it's an upsell from there. It's like going out to the pub with your mate saying, listen mate, only going to go out and have one or two beers like, yeah, right. So you know, two o' clock in the morning comes around, you're drunk, like on emotions, you're having a great time, you spend load of money and you wake up the next day and go like crikey, mate, what happened? What hit me? Well, a salesman hit you right in the bloody wallet. That's what happened. And that's how people tell me it's.

Not a good idea if someone's going out to get a SUV or a minivan for their family and they come back with a Ferrari.

Well, doesn't hold them against them. But no, listen, hey, listen, I always say to people like, look, always walk away before you purchase something. And it's, look, it's the second biggest purchase of your life. And why is it that 95% of people don't check with, with a professional before they go and purchase something because they simply can't. And that's not set up as a program for anybody to do that. So that's why I stepped outside of it, said listen, let me create this because nobody's done this. So it's easy for me to say, look, you know, I call them, what do I call them? Kangaroo car shoppers. Because they just hop from one dealership to the other one to the, and they spend obscene amount of money on gas, their headache, you know, the husband wants to kill the wife and vice versa. And you know, it's just, it gets crazy. So I said look, if that's going to be the Case here, why don't you spend the extra 19 or whatever, I have it on Amazon. I said here, take this with you, use it while you're there and take advantage of what you're given, the tools of the trade. Because if you don't follow suit and somebody's trained you to tell you and show you how to do something, doesn't matter what it is, you are always going to be at a disadvantage, you know. So I try to calm people down and say, listen, I know where you're at. I know because I've been there with what I purchase. But at the same time you just got to say, look, I'll take care of the logical side of it. You stay with your emotions there, but let me take care of the logical side of it. And because before you know it, hundreds of you don't have a car payment, you end up with a frickin mortgage payment. It gets crazy quick when you don't.

Look at the numbers and the interest and how it compounds and everything you're talking about. Right?

Yeah, the number, the number one biggest thing, Mario, is that it's the salesperson's job is to get you off the selling price of the vehicle and show you payments. You're not going to see like oh by the way Bob, the selling price based off what we negotiated is this because it doesn't add up that way. So your $300 a payment, your $300 a month payment, you don't know what that price, that selling price is based off because there's no way for you to check. So you end up now going like, well hang on, it's on a car payment. It's, it's, it's on the contract or whatever. And you don't see it until you. Actually I had a contract I was going to show you tonight, but I don't think it shop too well on the screen. You're not going to be able to know exactly what you're selling for that, what you're actually purchasing with that vehicle until you see it actually on the contract that's you know, like two and a half feet long. And the last thing the business manager wants to show you is what you're actually paying for the prices. Like here, sign here, sign here. We'll get you out in the way and away you go. But you know, you got to be able to check your numbers. It's like buying a house. You're not going to go and just say that's a great bloody house, I'm going to buy it. It's full of termites. You hire a professional to come in and say, look, it needs this. It needs this before you go and purchase it. You know, weigh up the odds. And that's all I do. I just pass on with what I've known and give through Fleet Industries or my life through. Sorry, through the auto industry of my life, and just educate them and move it on. Because the customers hate the buyers and the buyers hate the customers. And it's always going to be a clash of, who said this? Who said that? But the getting back to the emotional side, it's the. Your numbers will go right out the window as soon as you walk in the dealership. Because a good salesman, which is hardly any of them, left anymore because they got out of the industry while this Internet stuff was starting to grow. And they would qualify you in 60 seconds or less without you even knowing it, by being nice to you but asking the right questions.

And that's going to qualify you. You might be at a good rate.

Or a bad rate. Well, they're not going to know that you. You won't know that because I want to know what's inside your head. Hey, Bob, I know that you. I see where you're coming from. The number one thing a good car salesperson used to be is when somebody pulls up, the first thing that they look at and all the salespeople out there, they'll know and agree is that you look at the license plate and you see what the license plate cover says it might be. See, you know, Acme Motors from so and so, you know, Newark, New Jersey. So there's a pretty good chance that's where they bought the vehicle from. They get it serviced or they live in that immediate area. So we're already checking that out first before we. Before you even get out of the vehicle. So you're always going to be at a disadvantage. In the book that I wrote here, I didn't know it actually wrote itself by mistake because people weren't getting what it was doing. So how our system worked. So I said, let me put it in black and white and I'll make it an ebook so you can download it, so you can actually use it on your phone. It's like a calculator from the moment you walk in. How to control the salesperson is because they're going to play on power words no matter what. So this offsets them and says, okay, fine, I've got all the tools that trade. I know what they're going to ask me. All I have to do is follow this. If I can follow this, I'm home free. It's when the ego and the narcissist side comes out of people and they think, oh, yeah, I know what I'm doing. That's when you get, you know, you get sidetracked. You go down a detoured run. Before you know it, you're like, how did I end up here? And you're lost. And then that's when, that's when it goes south for you, you know, but.

With everything in there and how you've helped people, who would you say is your biggest client success story?

The people that listen. Because unfortunately for people, they've only been taught one way, whether it's back home in Australia or over here or everywhere else in the world. You know, the car salesman. It's a area, it's a skeptical thing that we have to be aware of. So our guard is always going to be up. So once you, you know that the person's guard is up, it's very hard to break it down. So the only way you're going to be able to get to that is by the emotional side of them. So then that starts to come down. And then you say to people like, look, here's what's going to happen to you, but be prepared for it. You know, it's like the hook is standing out in the corner and you're driving by like a pretty woman, you know, changing the gears. Can you give me some direction? Yeah, sure, honey. Hi. Hop in. Next minute, you know, it costs him everything it is, but you don't know. So, you know, you got to be very careful with what you do and slow the process down. That's the whole thing about it. Because 90% of people at a car dealership will want to send you home the same day. Because if they, if you go shopping somewhere else and they let you out, they know that that number can be beat somewhere else. So you have to. And you've only really got one shot of doing it. You know, it's not just much in car sales, but it's any sales. If you own a furniture store, you really want to, you know, have that sale because that's what you live upon. But the dirty tricks that go with it and the misleading is, is the, is the downside of things. So, you know, you, you. That's why I try to like slow people down and say, look before you sign, get it checked out, you know, and I've created that for people.

So let's jump into your book and let me Ask you, how is your book to help your business? And then I'm going to ask you some of the power words. How has your book helped your business?

The books helped my business tremendously because it's it, it tells it for what it actually is. It pulls back the curtain and exposes the magician's trick on how it's all exposed and how it's done. So it's. Once you know how it's done, you go, you know, I knew it was done somehow by wires or, you know, something like that, but it, it's, it's written in from my side of the fence. And it said, like, listen, here's how it is. Here's what's going to happen to you. Not 90% of the time, but, but 100% of the time. So in order for you to offset and be ready for that, here's what you do. And just follow the simple instructions on that. And like I said, people can use it on their iPhone. Because the last thing, excuse me, people will give you when you're at a dealership is all the numbers. You'll see them, oh, you'll wait for the salesperson, oh, can I get a copy of that? They're like, no, hell no, you can't do it. If I give you that, you're gone. You know, so with the book here, with the download, you can actually ask the questions on the phone, on your phone and just put them in like on, on a, on a calcul. You are asking the questions and you put in the answers. You don't even tell him to leave his pen in his pocket. Okay, because it's full disappearing ink anyway. So when. So all you can do is you can control the whole situation from the palm of your hand. So, you know, I empower them with the tool so, you know, the wallet doesn't get taken for a test drive.

So let's talk about that. I know there's a lot of power words in there. Let's just give the viewers one or two of them, maybe three.

Which ones? Well, that's, that's. He got me right at the top of my head there.

Got the book right there. I know, I know you have it there.

Yeah, I know. But I'll be looking through it and it'll. It'll be night time by the time I end up finish reading it. The most powerful things I can say in there is, is that, you know, don't get drunk on emotion because that, that's the main key words that are in there is to not have that happen to you because you don't wake up one, just one, one day and you just logically say, oh, I'm going to buy a car, excuse me, a freaking car today. No, it's, it's because you woke up in an emotion and that emotion made you trigger what you're going to do. The uncertainty is by when you go, then you don't know what to do, how to handle it. But your emotional side is going like, hey, you know, we're feeling pretty good. You know, it's two o' clock in the morning that, you know, we're having the beers, let's do a couple of shots and really up the end and you don't feel the pain. And you'll then end up signing something that you never wanted to in the first place. And you've been yes to everything because the sales manager, or, sorry, the business manager, the pimp daddy of the car dealership, he's going to take your money out of your wallet without even knowing it. So he's going to get you to nod with all the body language. And it's all created upon that. So emotional drowning is cost people more than anything else. They end up drowning in payments and.

No one wants that.

No, that's why it's, it's a psychological thing, it really is. And I've made it how so self explanatory for people that it will just, it'll change the way you'll buy a car. It's, you can read this and go like, you know what, that makes a lot of sense. And it does because numbers don't lie. But salespeople will. So this keeps them right on track of where this, where you can't go wrong. You can only go wrong if you deviate from what it is. And I say to people, I said, look, if you use our service and we, we made a mistake somewhere, I'll, I'll, I'll give them their money back. It's, it's, that's not a big deal. But I will walk somebody through and say, let's back up for a second and see where you went wrong and how you went wrong. And did you not sign anything like I told you not to? And you know, for the most part most people don't because they've called me and they've said, you know, Paul, something didn't feel right. And I said great, it did. The book did its job. And I'll give you a quick example. As a young girl I had crying on the phone one day profusely And I was like. I thought she was looking for one of these, you know, crisis numbers. And she said something about cars. I said. She goes, lisa, I said, no, this is car leasing concierge, you know, the car buyer's advocate. How can I help you? She goes, oh, no, I got the right person. You're poor, right? I said, yes. I said, I'm the only Aussie here. And so she says, I went to a car dealership. She goes, they were. They hit up on me the wrong ways. Like, you know, I was. I felt verbally violated as well as, like, thinking that I'm an idiot as a woman going in there. And she says, I really wanted to buy this BMW. And I said, okay. I said, look. I said, did you drive the vehicle? She goes, no. I said, great. I said, look, my book is just about to come out. I haven't launched it yet. I says, but this is a perfect thing for you to go and use. And I said, part of it is in there is about, you know, how women go and purchase the vehicles and they're the 80% of them make the final decisions. So I said, go and use this. So she goes, okay. So I sent her the ebook. Three days later, she calls me up, completely different person, like, she won the freaking lottery. And I said. I said, is this Lisa? She goes, yeah. She goes like, paul, you're not going to believe what happened. I said, okay, now what did I do? So she ended up telling me. She says, paul, soon as I use what you had in the book, she goes, and just read it, which is logical. First says, I read it first, I understand it, and then I used it. She goes like, you should have seen the look on their faces. She says, they couldn't believe. They said, you must know somebody in the business or did you work in the business? Because nobody really knows how to ask for all this and put us in a corner where we have to answer the question and, you know, even the sales matches come over and ask me all that stuff. She goes, like, but I got all the numbers. I filled it all in. I said, great, love, so send it over to me and we'll see what happened. So we looked at the deal and we saw and I showed her how much more it was costing her and everything else. And then I said, look, if you can use our fleet price and pay our service of the 2 or 300, whichever we have on special sometimes. And I said, look, you use our service. I said, well, not only cover the cost of the service, but we'll beat it. By X amount of dollars on top of that. So our service really ends up costing nothing and they don't have to go back to the dealership. So we ended up doing that and delivering the vehicle. But the key thing was Omar is when I looked at the application and I saw what she did for a living, she was in law enforcement. And I was like, hang on a second. How does a. How does a cop feel intimidated, crying on the phone and. And saying, I can't deal with this. So I had to ask her, you know, I've never come across something like that. I'm not going to go through the rest of my life going, hang on, how did that happen? So I said, lisa. I've used her different name because I can't use. She can't use her name because of, you know, law enforcement. So I said, lisa, I said, what happened? So she goes like, paul, she's like, I have a phobia about going out and buying things and dealing with people one on one. I said, but, you know, you're in law enforcement. She goes, that's different. She goes, that's what. That's my job at my job says I can deal with that. But she's. When I take off that uniform, I'm just like somebody else. I wanted to prove to myself that I could actually do that. So, yeah. So she said, you know what? She says, thank you for doing that. I said, look, I haven't even had it out yet. And I said, even if I just sold it to you, and I sold no more, none others, it done it. The job. The book that is job. So I was more than happy. And it was just like it was. It was done because it was done from the empathetic side of people when I want to purchase something and understanding their needs. So she was smart enough to slow that down and go through the process. And she goes, I. She says, I've not only felt smart, but you guys, I just feel like a whole new different person inside because I applied that way of thinking and words to how other people are when I'm just in general. So I said, yeah. I said, I learned things every day from everybody, you know, so it did its job in that sort of way. So that that makes it easy for people to understand. So with this new podcast coming up, I'm gonna be going to be wanting to do a question and answer a Q and A, I should say, from customers that have had bad experiences that. So they can come on the show and they can say, you know, Paul, this is what happened at the dealership and we can then expose that to the world so other people can relate to it. Go like, you know what that happened to me and I'll give the answers as best I possibly can to help you so that doesn't happen. So it's going to be, be able to get something off your chest and hopefully it's not too late before you sign something. And at the second time it's going to, you know, empower you. So when you do go in somewhere you're going to feel like hey you know what, I'm not going to get screwed anymore. And these are great questions and you know, that's what it's going to be about. We're going to have some different people on, we're going to have sales managers on that I've worked with over the 20 years, I'm gonna have finance managers on and I'm going to give them the exact questions that everybody wants to know and they're going to tell it and I've already made it from, from them. It's one on one. I said, and there's no bullshit. I said, you know, you won't, you don't have to show your face. I said oh, because I know you're still in the business but I just want to have it a conversation back and forth and the audience can listen in, say wow, that's how it really does happen, huh? And it's, that's the way we're gonna, you know.

Air the show that way. So people now are going to go like wow, that really does happen. So if it shocks them, it makes them more alive and go like crikeys, you know I, when I do go in there, there are real sharks in there. So you know, I want to you.

Know, look around before what's really going on that they might not be considering absolutely like a huge value add. So let me ask you one, one last question before we go to the lightning round and thank our sponsor. What would you say is the most you've ever been able to save someone? And I know it depends if you have an entry level car, mid range or a high exotic but what's the most you've ever been able to save for someone?

It the highest is more the high end vehicles like your, your higher end Mercedes.

Your Ferraris, you know, your Bentleys and everything else because some of those vehicles, there's like $50,000 in markup in some of those vehicles. So but depends on you know, through fleets like goes on how many you sell to how much Program money you can use. And sometimes I tell some people, I said look, your payment's going to be X amount of dollars and what, what your best quote was. But I don't run the contract through until the day that they're actually going to sign because their payment may jump, I mean, sorry, go down like 20, 20 or $30 a month. And that's happened to a couple of my customers. Said look, your payments right around here, I won't know until, but it's not going to be any worse than where it is and we're already better than the price you got anyway. So you covered all to the good so there's nothing to worry about, anything to gain.

And I have what to say. You can usually save at least 5 to 15% around 10 on average.

It depends on the vehicle. I mean if somebody, they've already shot their payments so it's a different, you know, how much can we save them more on their payment from the selling price, the car, it could be a couple of thousand dollars which we, so we could end up saving them anywhere from $10 to 40, $50 a month less on their monthly payments just by the term. So it's a, it's always like another easily.

700 minimum going upwards. So they're, hey, so they're paid for my service, they're still going to be to the good another three or four hundred dollars and you're having a professional do it.

That's all the low end like you're talking about. I, I know we've talked before and you were telling me some of the stuff and it's, it's pretty awesome. I wish I knew about you when I was getting my first car and look, because like you're talking about, you go there and it's like you want to go there empowered, you don't want to go there going, you know what's going to happen this, that, the other thing. So we'll talk more about that in a second. I'm going to thank the sponsor and, and I'm going to come back to the lightning round. Instead of trying to get your prospects attention, why not be so captivating they can't look away. That's a quote from my first book, Video Marketing for Business Owners. And I'm saying it again today because the truth of the matter is if you can't get your prospects attention, they're not going to pay attention to you and they're not going to receive your message and you'll never be able to help them. That's why I love belive. Before it even launched, I, I was using it in the beta phase and it is the simplest and easiest way to do Facebook lives. To reach your audience, to interact with them. You can cue the comments up, you can take questions, you can answer them live. There's live polling features. You can make a professional looking production very inexpensively and very quickly, which is important because you don't want to be spending your time messing around with computers and hardware and all this other stuff. Live streaming can get very intense and there is literally nothing else I would recommend to start off with that is simpler, easier and more affordable than belive. So check out mariofaccini.com belive once again. That's mariofaccini.com Belive all right, expert Authority Nation, we're back with Paul and we're going to jump into the lightning round and where you can take imperfect action. First question, what is the fastest path to the cash? If someone's buying a car from you in 60 seconds or less, what is the best thing they can do? If they're buying a car in general, what's the best thing they can do to save the most amount of money the fastest?

Who? The buyer walking in with cash. Well, first off, you wouldn't want to go buy a new car for cash anyway. You'd be pretty stupid. Second of all, when you go in there, you, the first thing you're not going to do is say like, listen, I'm in here to buy this car. Like you're a crackhead going in, I need this right now. Because you'll just get laid away. So you go, you never rush into anything that you're going to be doing now, whether you're leasing it, you're buying cash for it, or you finance in it. It's just there's only one rule, there's only one path. You know, numbers don't lie. So you know, 2 and 2 doesn't add up to 5. The car sales will never, ever change because they don't have to. You can't drive a vehicle on the Internet. You have to go in the dealership. So as soon as you walk through the door, it's like walking into your neighbor's place. You're going to be, they're going to watch everything that you do. But meanwhile you're in the house going like, oh, gee mate, that's a nice paint you got on the wall. That's a nice bar. When did you get that? Meanwhile, they're looking at your shoes, what you dressed in, where you're going to hang your coat doing and you have no clue. So it comes back to keeping in line with what you purchase. And you, you can use it with my book here, but you can also use it for anything else that you want to purchase in life. Just slow that down or ask for advice for something. I remember when I was starting to set this up and I had no clue how to set the podcast up and everything else. And you were kind enough to take the time out and I said, you know what, Mario? I said, hang on a second. I said, how does it feel? I said, if I came to you and I started telling you everything about hey Mario, I'm buying this but what do you think? And you said, paul, I told you, don't buy that microphone because this one over here is. I said, I wouldn't dream if I went somewhere to insult somebody else's intelligence. If I'm going to ask a professional, you know, I, I think people just become overwhelmed that they want to believe, they want to hear things. So I say, look, look, slow that down. You know, otherwise they just become, they'll ask you a thousand questions, give you all the, you'll give them all the advice and do the complete opposite and then they'll come back and blame you. Oh, Mario didn't listen to me. So it's like listen to what the person is going to, is going to give you with advice and use it. I mean, they're not going to give you wrong advice. I mean somebody gives you wrong advice, they're going to be out of business. I was at worth of professionals give you bad advice. I mean, what, what justice are going to do to give you a couple hundred dollars so they can go out of business? I mean, no, just close the doors. You don't need the money if you go, if you're that bad up. So but listen and be open enough and not naive. I mean naiveness can work for you and it can work against you because there's no bad habits or some people are naive enough, they'll fall into anything and listen to anything. So it's like having your own mentor. It's like having your own lawyer when you go to court. You're not going to go to court without a lawyer. It's the same thing. Let him represent you. Pay the couple of bucks, you're already going to save more than what it is anyway and it's a guarantee and how it's 100% refundable on something. You can't be more transparent than that. I mean if people Think there's any other trick to it? I say the trick is yes, go to the car dealer. I said, because that's the trick. I said you'll end up getting, you know your money's gonna end up disappearing.

Very good. So seek out your advice and professional help before purchasing the car is the fastest way they can save the most cash. That's gonna go right into the second question, which is what is the biggest mistake you see most people make before they're buying a car?

The biggest mistake, it's very easy, is 95 to almost 99% of people, they don't know the selling price of the car. They, they don't. When they go in there, what's the discount the vehicle? Okay, what's my monthly payments going to be all of a sudden? Meanwhile, okay, before they sign, they don't know what the actual selling price of the vehicle is. So that's why I say to people, unless you know what the selling price is, how are you going to know whether you're going to get a good deal or not? And, but, and the second punch to that, the knockout punch is there's nowhere on the Internet you can go to get this stuff checked out. It just doesn't exist. That's why I created it. They can use the book, get the information, come back and get the car price check. Now you got peace of mind. It's only cost you a couple of bucks to get it checked out. You know, you're not going to drive from one dealership to another dealership for a difference of a hundred dollars. So for half that, for half that price, you're getting a car price check with a full report on it, saying like, wow, that what now I know exactly where I'm at. So it makes you feel more.

Less skeptical. Less skeptical. Take away the skepticism, I should say, because now you can see everything that's upfront. It's transparent. So you can go like, ah. And you then be, you say like, wow, I can really enjoy the vehicle now because there are no surprises. It delivered to my door, it was up front and great. What a great service. I'd never buy a car another way again. And I wouldn't buy, you know, a vehicle the, the same way again as I, I have done previously. And we hear that all the time. But it's just like people think it's all this big. Oh, no, I don't know how to do it. It's, it's not. It's really very, very, very simple. And it's growing in, in, in in, in size, you know, nationwide, there's a lot more concierges that are out there. But you, it's the same thing with them. You have to be careful also, because through fleet and being a broker at the same time, we would still sell to those people, but they don't follow up with their customer. They start putting money in their pocket where they don't. And they're not very upfront with the customer. So unless you know someone has been in that industry for, you know, a good length of time, you can look up their reputation, you can look up who they are, where they are. Oh, sorry, where they've been, where they've worked before and just go on the Internet and you can, you can Google people and do the research beforehand because if, if you can't find them, then they pretty much don't exist. They're like smoke and mirrors.

Last question about what is the best way for them to maximize their purchase long term? So they're looking for a car right now. Call Paul, he can help you. You help him get the car. What's the best way to maximize it for years to come?

Well, you know, most people today lease vehicles because, I mean, it gives you a lower monthly payment that it would say if you, if you financed it over five years and then you, then you don't own that vehicle anyway until you. It's like a house. You don't own it until you pay it off. You'll get a title, but it's still got a lien on it. And with a new vehicle with lease in it, like I said, you can get into it a lesser pay with less money down. And the warranty normally covers all of them. Three years, 36 months, which is the normal lease rate anyways. Three years, 12,000 miles. And then by that time, cars, they're changing them up today like there's no tomorrow. So every three years, you know, they've already changed the model. People go, oh, it's like your iPhones. They're a perfect example, except that they don't ever. You blink that, you wake up the next day and it's a bloody.

You can even lease iPhones now.

Yes, actually, I, I actually did that. One of my friends went to go and get an iPhone and I said, let me just tag along. You know, I'm not into that stuff. But I had nothing else to do and I saw how the guy was selling the stuff and it was the exact same way as I do in car sales. I'm like, wait a second.

I said, they're Almost the cost of.

A car.

But everything's negotiable. They're trying to bang you out at Windows sticker price on these, on these Apple phones and people have no clue. And they're just like, there's no tomorrow. It's like shooting fish in the barrel. They're like, next, next. Idiot. Hello. Come on, you know, walk the plank. There it is. By, you know. So I asked the guy, I said, and I saw how they were working the deals and I said, hang on a second. So I ended up saving my friend like so much more money on the lease term of his, of his, of his lease payment on, on his, on his phone. I think it was like a difference, like $30 a month almost. So it was like, you know, saved him a good couple hundred bucks. But it's, it's the same thing applies. It's no different. Like I said, it gets back to that emotional thing. But getting back to what we can say people on the cars is that for what they can get for their money, you can get into a lot more car for a lot less. If you lease it, you know, you're limited on your miles. You have to keep the vehicle, you know, maintain it's, it's in its shape and everything else. Like, you know, they allow for little nick stands and scratches, but you can buy damage waivers for like $5,000. Only cost you a couple hundred bucks through Fleet. What we do, if you go to the car dealership, they're going to charge you $2,000. And it's very, very inexpensive because when you take that vehicle back, you are going to have the Knicks dancing scratches. And I always say to people, look, this is what I have on my own vehicles and I even show them my lease contract and say, look here, it's good for me, right? So it's no smoke and mirrors. I only offer it. I said, if you want it, it's there. If you don't, it's not. But don't come back to your leases over three years. Go like, oh, shit, you should have told us. I'm like, no, you shouldn't. You should have listened to. But you were too drunk on the emotional side. But in any case, you can just slow it down. You can get into a lot more vehicle these days. And like I said, everybody sees what a new car is on your phone and they want to keep changing out and out and out like there's no tomorrow. So I've been in the business all my Life as the 20 Something Odd Years of it in the auto Industry, I should say. And I've never purchased a brand new car and anybody in the auto industry would not do this, would do the same thing. The only person that really is going to do that, and I used to work with a finance manager. She's watching Sam. You know, I'm talking about, she would drive from, you know, down lower Orange county all the way up, you know, to two counties up, and she's driving, you know, almost, you know, 200, 200, 200 miles a day. So people like that are not a candidate for us. You'll want to buy a new car because you're going to want to have the reliability, that long distivity because, you know, a new vehicle you have to pay for warranties left, right, center. You don't know what's going to break next on it. But with new, you're absolutely going to, you know, get the miles and Disney out. But I only tell people if you're going to do those amount of miles, that works for you. If you're not going to be doing all those miles, then, you know, listen's for you all day long. Regardless of what everybody says, look, it's skeptical. Everybody is, is knows like, you know.

The, the. What's the word I'm looking for? Not the narcissistic side. This the more this. Not so much the smart side of it, but people that just don't want to listen and they, they just tune out and they say, no, that's not the way, the way you buy vehicles. This is the way it is. Don't listen to them. Those are the people end up getting screwed more than most. But they, they, they will never ever admit it. But we all know who they are. And if anybody's listening, you know who you are.

So you want to be like them, huh?

No, don't, don't be, you know, impressing your wife and going like this. That's why, you know, 80% of decision makers are women, because they know how to, you know, keep a level head. They know what to look for. They look for reliability, they look for dependability and they look for price. You know, where guys just look at and go like, oh yeah, mate, she's a bloody nice. How many shillings can I pick up with this guy? You know, even though they're married or not, so it's just like they bring you back to the logical side of things, calm you down. But unfortunately, when the ladies go in, the downside. But there's only like 30% of them feel confident when they go there because they, they Know the logic, They've seen it, they've done their numbers, but when they go in there, they flipped it with the emotion. And the guys play on that and now they're confused by, hang on, this is not how it's supposed to go. And then she looks at her husband, her husband looks at her, they start arguing. Before you know it, now, you know, you're drunk at the bar with that, that emotion, you know, so you're done. So the ladies seem to drink a little bit less on the emotion where the guys drink, you know, you know, fall over with their legs in the air. And the women say, okay, I think we'll, I think we'll think about it and we'll, we'll call you tomorrow. They'll only going to call you tomorrow because they're going to go check it out somewhere else. Somewhere else, somewhere else. But you know, or you always hear the I've got to check with my wife before I sign. That was the most common thing you would hear in the auto industry. Why? Well, why does she. Well, I have to check with my wife. But that was always somebody's out. But unfortunately for the guys and for anybody else, it was true. Because the woman is going to control, you know, you know, who's going to be driving the vehicle and the emotion. But when it comes time to sign and they ask more questions, but they just don't know when going in there exactly. All the right things to ask. So getting back to my book with a girl that was in law enforcement, she applied it and it changed the way that she bought things and as well as, I guess, part of what she does today. But it empowers you that way. So that's the best thing I can give you is arm you with the tools of the trade and the information. Sorry, give you the information that I've had over 20 something plus years, you know.

Very good. Well, I appreciate you for sharing that with us. Now, I want you to mention the podcast again before we go to the sponsor and appreciate you for coming on the show. You've shared a lot of valuable information, but tell people where they can find you and about your show.

Okay, sure. The show is going to be called Never get taken for a Ride Again. I can't split to a screen. I don't have it. But if you look on Facebook, Facebook will go on my car leasing concierge page or Paul Maloney page. It's always going to be, it's, you'll always see the ads for it. It's coming up on next Thursday the 13th, it's going to be at. I haven't checked the time yet. It's either going to be a one.

You're doing it for people that.

Well, I'm going to test it out. I'm going to test it out for now because most people, they go shopping for vehicles on a Saturday and they go then on a Monday to purchase vehicles. So if I could put it on a Monday around lunchtime, it actually before people go in somewhere and make the wrong decision, you know, I got our code. We're going in and they catch my show and listen to something, it might just slow them down a little bit and say, hey, you know what? We, we weren't meant to buy on the weekend. Let's listen in on Monday to see what Maloney has to say, you know, on his podcast. Never get taken for a ride again. What's it gonna hurt you? Nothing. Is that the only car left on the lot? You know, so if I'm gonna try different days, that's gonna work and I'll try probably a Wednesday on most people, you know, it's hump day. You know, you don't want to go to dealer on. On a Wednesday hump day because you know they're gonna ride you, you're not gonna ride them. So whatever day. So whatever days are gonna work best that fits in people and maybe an evening show where people can listen when they're driving home or whatever. But whatever's gonna work that gets a mass crowd out there. You, the viewers can let me know what times work for them by, you know, putting in comments or whatever. But we're looking forward to it. It should be a pretty good time.

Never get taken right for a ride Again podcast. Check it out on itunes.

All right, well, we're gonna go to the sponsor. Thanks again, Paul. It was great having you here and no worries, mate. We'll see you soon.

Okay, Cheers. Hello.

You're already successful. You've worked hard to get where you are. We both know it wasn't overnight and hasn't always been easy. No doubt you're the expert on your subject matter, but do your prospects in your marketplace think of you first as their go to trusted advisor all the time. ExpertAuthorityChecklist.com is 100% free and reveals the 21 steps to determine if your prospects view you as the expert and authority of your marketplace or if it's just all in your mind. Important required steps like do you have a process in place for prospects to self identify if they qualify for your time and expertise or not? Does your current offer have the seven components of an irresistible offer required to make it a no brainer for your prospects? Do you have a real life paperback book showcasing you as the subject matter expert you can actually hand someone? Get your free Checklist now@expertauthoritychecklist.com Once again, expert Authority Checklist to make sure you have the 21 steps covered. It better not be more, but don't leave those one or two things you may have missing go any longer. Visit expertauthoritychecklist.com and make sure you're being seen as the expert in authority today. Once again, that's expertauthoritychecklist.com get your copy now. Belive offers entrepreneurs and small business owners around the world the opportunity to broadcast live video on your Facebook page, profile, group or event. The platform is fully web based, there's nothing to download. Belive has made the dashboard super easy and intuitive to use. You can be up and running with your own TV style talk show, interviewing guests, interacting with your community and offering your products and services to a wider audience in 20 minutes. To learn more, go to marioficcini.com belive Once again, mariofacini.com forward/belive thanks for listening to the episode. I hope you got a lot of value out of it. It was a blast interviewing Paul and.

He gave some great points.

Let's continue the conversation over in the community. Expertauthorityworld.com we can have discussions, talk about the episodes and I'd love to get your thoughts on it. Once again, expertauthorityworld.com.