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Table of Contents

About the Format

Authors note

INTRODUCTION

THE WAY IT IS

·         On The Lot

·         Respect

·         'Negotiation'

WHY IT IS THE WAY IT IS

·         The Ballad of OG and BAK or: Why you can't just "get a price"

·         Car Buyers Bill of Rights…and Wrongs

·         Advertising Shenanigans

·         'Confessions of a Car Salesman'?

LADIES ONLY

·       Women in the Business

·       Ask Patty

CAR FU: The Way to Car Buying Serenity

 THE PHILOSOPHY

 THE CREED

	WHITE BELT: Introduction to CAR FU

 

·         Perspective

·         Time and Money

·         'Negotiation' pt. 2

GREEN BELT: The Money 

·         The First Thing You Must Do

·         Your Real Budget

·         Money Down?

·         The Death of Leasing?

·         Bad Credit Car Buying       

BLUE BELT: The Car

·         Drive A Car that Excites You--Now

·         Everything You Desire

·         Go in Style

·         Why New? Why Used?

·         The Depreciation Factor

·         The Myth of MPG

·         Brand and Style Notes

·         Great Used Cars

·         Great New Cars

·         Bad Cars

·         Search/Selection/Pricing Methodology 

RED BELT: Protection

·         Preparation for Red Belt Training

·         Warranties

·         G.A.P., Lojack: Why. Why Not.

·         Unnecessary Wastes of Money

·         Parts, Rims

·         Menu Selling 

BLACK BELT: Execution

·         Sell Your Car

o   Ladies Only

·         Finance

·         Selection

·         Private Party Deals

·         Aftermarket

·         Dealer Contact

·         Elements of an Offer

·         Planning Your Trip

·         Test Drive

·        In The Finance Office 

GLOSSARY of Terms             

                         -  

INFO/LINKS

·        Loan Payment Chart

·        Federal Buyers Guide

·        Lease Formulas

·        Most Stolen Vehicles

·        Motor Vehicle Departments

·        Safety Links

·        Environmental Links

·        Manufacturers' Websites

·        Factory Warranties

·        Certified Warranties

·        Buyer/Enthusiast Links 

·        All Vehicles                  

                       -

FORMS

·        Credit Check

·        Bank/CU Research

·        Budget Determination

·        Vehicle Notes

·        Vehicle Research

·        Phone Checklist w/Dealer

·        Offer Sheet for Dealer

·        Checklist for the day of...

·        Inspection/Test Drive Checklist

·         FOR SELLERS

o   Pricing/Sales Research Checklist

o   Sellers Script

·        Credit Dispute Letter

·        Credit Dispute Letter Follow-up