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

Mario Fachini [0:00]

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 a salesman? 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 going to 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’s 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 moon roof. It was non-negotiable. And she says, “Who buys moon roofs 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 author, Paul Maloney on today’s episode. And I’m going to bring him up right after we thank our sponsor. 

SPONSOR BeLive [1:13]

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Mario Fachini [1:36]

Here he is everyone, Mr. Paul Maloney from Car Leasing Concierge. Paul, great to have you here. 

Paul Maloney [1:41]

Yes. Hello, Mario. How are you? Good to see you. 

Mario Fachini [1:44]

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? 

Paul Maloney [1:56]

Wow. That’s a big question. That’s like – hang on – like 20 something years ago. No. I’m just kidding. I was in our 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 goes galloping and everything else like that, they’re buying cars off the internet the wrong way from – you know, falsify – you see these things online that say put your name and your number next thing the dealer calls you. So I was like, “That’s not the way to buy a car.” So being 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 the way to go around with the car dealership was. So now I tried to get it out there with the regular public. I’m trying to say that too fast, it’s been a long day. So you try to get that out, then educate people in the right way because 95% imbibe in the wrong way. So I try to get and pass on what I’ve known for 25 years and give it to the public because nobody’s ever really educated them the right way. 

Mario Fachini [2:59]

Well, it’s great that you wanted to do that. 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? 

Paul Maloney [3:13]

That’s a good question. It was along by 29th in Manhattan, as a matter of fact. Then one of the friends I was bartending with, he sold cars during the day. And I had two bartender jobs and I was just like the movie, Cocktail. You go from one to the other just like, you know, it was ridiculous. I was like, “There’s no life in this.” So he says to me, “Listen, you’re great with people. I sell cars. Why don’t you come and help me.”  And I said, ” Car sales people. I hate freaking car salespeople. [Inaudible [00:03:37].” I said, “No way in the world.” And I looked at him and I’m like, “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 wanted to create business. You were 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 at the same time. So when they come to me, I just don’t want to know 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 where everybody gets a slice of the pie. 

Mario Fachini [4:25]

Yeah. 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? 

Paul Maloney [4:38]

Just about anybody is looking to purchase or lease a new vehicle. I mean, they can only get so much information on the internet. They can tell you – like you’ll see on Facebook and whatever like, “Yeah. Buy more product. It’s 399. Walk into my club and 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 – any decision that we make is not done by logic. It’s all done by emotion. So we actually go in and we put to something. Whatever the numbers were, we just forgot about them because it just went right out the window because it’s a car sales persons – really, a sales person’s job is to get you and play on your emotion. 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 went back and wake up in a somewhat more sobering state in your mind and go like, “How do I just end up in the corner buy some more 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 said, “Look, I’ll be your designated driver to see you clear the potholes -” 

Mario Fachini [5:53]

That’s clever. 

Paul Maloney [5:54]

“- that they’re going to try and put you in.” But I have to give people a visual. Because if you don’t give a person a visual when you’re describing something, they’re not going to understand it. So I try to say to people to 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 account 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 – the software you used to create the deal. 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 great because we’re already drunk on the emotion of going there. We seen it. But then it’s an upsell from there. It’s like going out to the pub with your mate and say, “Listen, mate. We’re only going to go and have one or two beers.” Like, “Yeah, right.” So you know, [2:00] in the morning comes around, you’re drunk. Like on emotions, you’re having a great time. You spend a lot of money and you wake up the next day and go, “Christ, mate. What happened? What hit me?” Well, a salesman hit you right in the bloody wallet. That’s what happened. 

Mario Fachini [7:07]

So you’re telling me it’s not a good idea if someone’s going out to get an SUV or minivan for their family and they come back with a Ferrari ?

Paul Maloney [7:14]

Well, I don’t hold them against them. Listen, I always say to people like, “Look, always walk away before you purchase something.” Look, it’s the second biggest purchase of your life. And why is it that 95% of people don’t check with a professional before they go purchase something? Because they simply can’t. And it’s not set up as a program for anybody to do that. So that’s why I stepped outside and 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 and headache. You know, the husband wants to kill the wife and vice versa. 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 if somebody’s trained you, tell you, and show you how to do something, it 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 purchased.” 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 before you know it, hundreds – you don’t have a car payment. You end up with a freaking mortgage payment. It gets crazy quick. 

Mario Fachini [8:41]

When you don’t look at the numbers and the interest and how it compounds and everything you’re talking about, right? 

Paul Maloney [8:47]

Yeah. The number one biggest thing, Mario, is that it’s the sales person’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 payment – your $300 a month payment, you don’t know what that selling price is based off because there’s no way for you to check. So you end up now going, “Whoa. Hang on. It’s on a car payment. 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 jabs too well on screen. You’re not going to be able to know exactly what you’re selling for what you’re actually purchased with that vehicle until you see it actually on the contract that’s like two-and-a-half feet long. And the last thing a business manager wants to show you is what you’re actually paying for the price. He’s like, “Here. Sign here. Sign here. We’ll get you out and away.” And away you go. But you got to be able to check your numbers. It’s like buying a house. You’re not going to yell and just say, “That’s a great bloody house. I’m going to buy this full term.” You hire a professional to come in and say, “Look, it needs this. It needs this.” Before you go and purchase it, weigh up the odds. And that’s all I do. I just pass on with what I’ve known and give through fleet industries all my life through – sorry – through the auto industry of my life and just educating and moving 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 and who said that. But getting back to the emotional side, your numbers will go right out the window as soon as you walk in the dealership because a good salesman – which is hardly ever left anymore, because I 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, by asking the right questions. 

Mario Fachini [10:35]

That’s to qualify you, you might be at a good rate or bad rate and not even know that. 

Paul Maloney [10:40]

You won’t know that because I want to know what’s inside your head. “Hey, Bob. 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 sales people 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 Acne Motors from so and so, New York or New Jersey. So it’s a pretty good chance that’s where they bought the vehicle from or they get it serviced. Or they live in that immediate area. So we’re already checking that out first 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 I was doing – how 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 pal words no matter what. So this upsets them and says, “Okay. Fine. I’ve got all the tools to try it. 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 get sidetracked. You go down a detour road. And before you know it you’re like, “How did I end up here?” And your lost. And then that’s when it goes out for you. 

Mario Fachini [12:06]

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

Paul Maloney [12:14]

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, the car salesman, it’s a stereo. It’s a skeptical thing that we have to be aware of. So our guard is always going to be up. So once that 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 through 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.” It’s like the hooker standing out in the corner and you’re driving by like Pretty Woman. You’re not changing the gears. “Can you give me some direction here?” “Sure, honey Hi. Hop in.” The next minute, it costs you and 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 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 only really got one shot at doing it. You know, it’s not just much in car sales. But it’s any sales. You know, in a furniture store, you really want to have that sale because that’s what you live upon. But the dirty tricks that go with it and the misleading is the downside of things. That’s why I try to like slow people down and say, “Look, before you sign, get it checked out.” And I’ve created that for people.  

Mario Fachini [13:41]

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

Paul Maloney [13:49]

The books helped my business tremendously because 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 once you know how it’s done, you go, “I knew it was done somehow by Wisely,” or something like that. But 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 100% of the time. So in order for you to offset and be ready for that, here’s is 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 wait for the sales person, “Oh, can I get a copy of that?” They’re like, “Hell, no. I can’t give you that. You’re gone.” So with the book here, with the download, you can actually ask the questions on your phone and just put them in on a calculator. And you are asking the questions and you put in the answers. You don’t need – tell the ladies pen in the pocket, okay? Because it’s disappearing anyway. 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 the world doesn’t get taken for a test drive. 

Mario Fachini [15:07]

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 or maybe three. 

Paul Maloney [15:17]

Which ones? You got me off the top of my head there. 

Mario Fachini [15:21]

You got the book right there. I know you have it there. 

Paul Maloney [15:23]

Yeah, I know. But I’ll be looking through it. And it will be nighttime by the time I finished reading it. The most powerful things I can say in there is, don’t get drunk on emotion. Because that’s the main keywords that are in there is to not have that happen to you. Because you don’t wake up one day and you just logically say, “Oh, I’m going to buy a car “- excuse me – “a freaking car today.” No. 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 and how to handle it. But your emotional size, you’re like, “Hey, you know, we’re feeling pretty good.” That’s [2:00] in the morning having the beers. Let’s do a couple of shots and really up 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’re being 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 the soul created upon that. So emotional drowning costs people more than anything else. They end up drowning in payments. 

Mario Fachini [16:35]

And no one wants that. 

Paul Maloney [16:37]

No. That’s why it’s a psychological thing. It really is. And I’ve made it so self-explanatory for people that it will change the way you buy a car. 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 sales people will. So this keeps them right on track of 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, a way for using our service and we made a mistake somewhere.” I’ll give them their money back. 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 said, “You know, Paul, something didn’t feel right.” And I said, “Great. The book did its job.” And I’ll give you a quick example. 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 crisis numbers. And she said something about cars. She goes, “Are you leasing?” I said, “No. This is Car Leasing Concierge. You know, the cowboy’s advocate. How can I help you?” She was, “Oh, no. I got the right person. You’re Paul, right?” I said, “Yes. I’m the only Aussie here.” And so she says, “I went to a car dealership. They hit up on me the wrong way. I felt verbally violated as well as like thinking that I’m an idiot as a woman going in there? I really wanted to buy this BMW.” And I said, “Okay. Look, did you drive the vehicle?” She goes, “No.” I said, “Great. Look, my book is just about to come out. I haven’t launched it yet. But this is a perfect thing for you to go and use. Part of what is in there is about how women purchase the vehicles. And 80% of them make the final decisions.” So I said, “Go and use this.” So she goes, “Okay.” So I send her the eBook. Three days later she calls me up a completely different person like she won the freaking lottery. And I said, “Is this Lisa?” She goes, “Yeah. Paul, you’re not going to believe what happened.” I said, “Oh, God. Now, what did I do?” So she goes on and tell, she’s, “Paul, as soon as I used what you had in the book – I just read at which is logical first. I read it first to understand it. And now I used it. You should have seen the look on their faces. They couldn’t believe it.” 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 the corner where we have to answer the question.” “And you know, even the sales manager has come over and asked me all that stuff. But I got all the numbers. I filled it all in.” I said, “Great. 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 was costing her and everything else. And then I said, “Look, if you can use the fleet price and pay our service of the 200 or 300,” whichever we have on special sometimes. And I said, “Look, you can use our service. We’ll not only cover the cost of the service but will beat it by X amount of dollars on top of that.” So our service really doesn’t cost them nothing. And they don’t have to go back to the dealership. So we end up doing that and delivering the vehicle. But the key thing was, Mario, 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 cop feel intimidated, crying on the phone, and saying I can’t deal with this?” So I had to ask her. I’ll never come across something like that. I’m not going to go through the rest of Oregon, “Hang on. How did that happen?” So I said, “Liza – ” I’ve used a different name because I can’t use – she can’t use her name because, you know, law enforcement. So I said, “Liza , what happened?” She goes, “Paul, I have a phobia about going out and buying things and deal with people one on one.” I said, “But you’re in law enforcement.” She goes, “That’s different. That’s my job at my job. I can deal with that. When I take off that uniform, I’m just like somebody. I want to prove to myself that I can actually do that.” So she said,” You know what? Thank you for doing that.” I said, “Look, I haven’t even had it out yet. Even if I just sold it to and I sold none others, the book did its jobs.” So I was more than happy. And it was just like it was done because it was done from the empathetic side of people who 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’ve not only felt smart. I just feel like a whole new different person inside because I applied that way of thinking and words to a whole lot of people out when I’m just in general.” So I said, “Yeah. I learn things every day from everybody.” So it did its job in that sort of way. So that makes it easy for people to understand. So with this new podcast coming up, I’m going to be wanting to do a question and answer – a Q&A, I should say, from customers that had bad experiences 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. 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 able to get something off your chest. And hopefully, it’s not too late before you sign something. And the second thing , it’s going to 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 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 going to 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 them. It’s one on one. I said – and there’s no bullshit. I said, “You don’t have to show your face because I know you’re still in the business.” But I just want to have a conversation back and forth and your audience can listen and say, “Wow. It really does happen, ha.” And that’s the way we’re going to – I have to show it that way. So people they are going to go like, “Wow. That really does happen.” So if it shocks them, it makes them more alive and go like, “Crikey, you know, when I do go in there, there are real shocks in there. So I want to look around.” 

Mario Fachini [22:35]

You have the awareness of what’s really going on that you might be considering. It’s like a huge value add. So let me ask you 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 I have an entry level car, midrange, or a high exotic. But what’s the most you’ve ever been able to say for someone? 

Paul Maloney [22:58]

The highest is one the high-end vehicles. Like, your high-end Mercedes, your Ferraris, your Bentleys and everything else. Because some of those vehicles, there’s like $50,000 in mark up in some of those vehicles. But it depends on through fleets, like how many you sell to how much program money you can use. And sometimes I tell some people, I say, “Look, your payment is going to be X amount of dollars and 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 or $30 a month. And that’s happened to a couple of my customers. I say, “Look, your payment is 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’re covered all to the good. So there’s nothing to worry about. We make the game.”

Mario Fachini [23:45] 

It’s safe to say you can usually save at least 5 to 15%, around 10 on average? 

Paul Maloney [23:52]

It depends on the vehicle. I mean if somebody – they’ve already shopped their payments so it’s different. You know, how much can we save them more in their payment from the selling price of the car? It can be a couple thousand dollars so we could end up saving them anywhere from $10 to $40 or $50 a month less on their monthly payments just by the term. So it’s always like another easily 700 minimum going upwards. So they patent my service, they’re still going to be to the good another $300 or 400. And you’re having a professional do it – 

Mario Fachini [24:26]

That’s on the low end like you’re talking about. I know we’ve talked before and you were telling me some of the stuff and it’s pretty awesome. I wish I knew about you when I was getting my first car. 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, “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 I’m going to come back to the lightning round. 

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Mario Fachini [25:58]

All right, Expert Authority Nation, we’re back with Paul. And we’re going to jump into the lightning round 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? 

Paul Maloney [26:23]

Who the buyer walking in with cash? Well, first off, you wouldn’t want to go buy a new car for cash anyway or you’re pretty stupid. Second of all, when you go in there, 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. And, “I need this right now.” Because you’ll just get laid away. So you never rush into anything that you’re going to be doing. Now, whether you’re leasing, you’re buying cash for it, or you’re financing it, there’s only one rule and there’s only one path. You know, numbers don’t lie. So you know, two and two doesn’t add up to five. 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 into dealership. So as soon as you walk through the doors, it’s like walking into your neighbor’s place, they’re going to watch everything that you do. But meanwhile, you’re going to be asking like, “Oh, gee. Mate, that’s a nice painting you got on the wall. That’s a nice bar. When did you get that?” Meanwhile, they’re looking at your shoes, what you’re dressed in, where you’re going to hang your coat, and you have no clue. So it comes back to keeping in line with what you purchase. And 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 or 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?” Hang on a second. How does it feel 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.” I think people just become overwhelmed that they want to believe and they want to hear things. So I say, “Look. Look, slow that down.” You know, otherwise I just become askholes. I’ll ask you a thousand questions, you’ll give the advice, and I’ll do the complete opposite. And then I’ll come back and blame you. “Oh, Mario. You didn’t listen to me.” So it’s like, listen to what the person is going to give you with advice and use it. I mean, they’re not going to give you wrong advice. I mean, if somebody gives you wrong advice, they’re going to be out of business. I was at work and professionals give you bad advice? I mean, what justice is that going to do? Give you a couple hundred dollars so I can go out of business. I mean, no. Just close the doors. You don’t need the money if you’re that bad up. 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. I know 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 it’s 100 percent refundable on something. You can’t be more transparent than that. I mean, if people think there’s any other trick to it, I said, “The trick is, yes, go to the car dealer.” I said, “Because that’s the trick.”  I said, “You’ll end up getting – your money is going to end up disappearing.” 

Mario Fachini [29:24]

Very good. So seek out your advice and professional help before purchasing the car is the fastest way they can save the most cash? 

Paul Maloney [29:32]

Yes. 

Mario Fachini [29:32]

That’s going to go right into the second question which is, what is the biggest mistake you see most people make before they’re buying a car? 

Paul Maloney [29:43]

The biggest mistake, it’s very easy, it’s 95 to almost 99% of people, they don’t know the selling price of the car. When they go in there, “What’s the discounted vehicle? Okay. What’s my monthly payment going to be?” all of a sudden. Meanwhile, before they sign they don’t know what the actual selling price of the vehicle is. So that’s what 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 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 checked. 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 $100. So for half that price, you get in the car price check with a full report on it. And say like, “Wow. Now, I know exactly where I’m at.” So it makes you feel more – less skeptical – take away the skepticism, I should say. Because now you can see everything upfront. It’s transparent. So you can go – 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 upfront. And great. What a great service. I’d never buy a car another way again. And I wouldn’t buy a vehicle the same way again as I had done previously.” And we hear that all the time. It’s just like people think all this big, “Oh, no. I don’t know how to do it.” It’s not. It’s really very, very simple. And it’s growing in size nationwide. There’s a lot more concierges that are out there. But 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 the customer. They start putting money in their pocket. And they’re not very upfront with the customer. So unless you know someone who has been in that industry for a good length of time, you can look up their reputation, you can look up who they are, where they are – sorry – where they’ve been, where they’ve worked before. And just go on the internet and you can Google people and do the research beforehand. Because if you can’t find them then they pretty much don’t exist. They’re like smoke and mirrors. 

Mario Fachini [32:02]

So last question, 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 them get the car. What’s the best way to maximize it for years to come? 

Paul Maloney [32:18]

Well, most people that I lease vehicles because, I mean, it gives you a low monthly payment, I would say, if you finance it over five years. And then you don’t own that vehicle anyway for two years. It’s like a house, you don’t own it until you pay it off. You get a title but still get a lien on it. And with a new, vehicle with leasing it, like I said, you can get it less the pay with less money down. And the warranty normally covers all three years, 36 months, which is the normal lease anyway is 12,000 miles. And then by that time, cars they’re changing them up today like there’s no tomorrow. So every three years they’ve already changed the model and people go — it’s like your iPhones. They’re a perfect example. Except that whenever you blink and you wake up the next day – 

Mario Fachini [33:00]

You can even lease iPhones now. 

Paul Maloney [33:02]

Yes. I actually did that. One of my friends wanted to go and get an iPhone. And I said, “Let me just tag along. You know, any of that stuff. 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.” 

Mario Fachini [33:17]

Well, iPhones are almost are the cost of a car now. That’s what I – 

Paul Maloney [33:21]

But everything is negotiable. They’re trying to bang you at a window sticker price on these Apple phones and people have no clue. And they’re just [inaudible [00:33:29] like there’s no tomorrow. Like shooting fish in a barrel. Like next, next. Hello. Come on. Walk the plank. There it is. Bye. So I asked the guy, I said – and I saw how they’re 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 lease payment on his phone. I think it was like a difference, like, $30 a month almost. So it was like I saved him a good couple hundred bucks. But 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’re limited on your miles. You have to keep the vehicle and maintain its shape and everything else. They allow for little nicks, dents, and scratches. But you can buy a damaged waiver like $5,000. And it costs you a couple hundred bucks through fleet with what we do. If you go to the car dealership, they’re going to charge $2,000. And it’s very, very inexpensive because when you take that vehicle back, you are going to have the nicks, dents and scratches. And I always say to people, “Look, this is what I have on my own vehicles.” And I even show them my lease contracts. I say, “Look. Here, it’s good for me. Right?” So it’s no smoke and mirrors. I only offered – I said, “If you want it, it’s there. If you don’t, it’s not.” But don’t come back to with your leases over three years and go like, “Oh shoot. You should have told us.” I’m like, “No. You should have listened. But you are 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 that like there’s no tomorrow. So I’ve been in the business all my life as the 20 something years of it – in the autos,  I should say. And I’ve never purchased a brand new car. And anybody in whatever industry 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 who I’m talking about. She would drive from – down lower Orange County all the way up to two counties up. And just driving almost 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 and that longevity because a new vehicle, you have to fight for warranties left, right, center. You don’t know what’s going to break next on it. But when you – you’re absolutely going to get the miles and this and that. 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 less miles then leasing is for you all day long. Regardless of what everybody says, look, it’s skeptical. Everybody’s knows the – what’s the word I’m looking for? Not the narcissistic side. Not so much the smart side of it. But people just don’t want to listen and that they just tune out. And they say, “No. That’s not the way you buy vehicles. This is the way. Don’t listen to them.” Those are the people that are getting screwed more than most. But 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 slow – 

Mario Fachini [36:30]

Be like them, huh? 

Paul Maloney [36:31]

No. Don’t be impressing your wife and going like this. And that’s why 80% of decision makers are women because they know how to keep a level head, they know what to look for. They look for reliability. They look for dependability. And they look for price. Where guys are just, “Oh, yeah, my cheese, a bloody nose, how many Sheila’s can I pick up with this guy. Even though they’re married or not.” So it’s just like they bring you back to the logical side of things and calm you down. But unfolding, when the ladies go in – the downside is only 30% of them feel confident when they go there because they know the logic, they’ve seen it, they’ve done their numbers. But when they go in there, they flip 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, the husband looks at her, they start arguing. Before you know it, you’re drunk at the bow with that emotion. So you’re done. So the ladies seem to drink a little bit less on the emotion where the guys drink – fall over with their legs in the air. And the women say,  “Okay. I think we’ll think about it and we’ll call you tomorrow.” They’re not going to call you tomorrow because they’re going to go check it out somewhere else, somewhere else, somewhere else. But you always hear, “I’ve got to check with my wife before I sign.” That was the most common thing you would hear in the auto industry, “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 who’s going to be driving the vehicle and the emotion when it comes time to sign. And I ask more questions. But they just don’t know when they’re 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. So I give you the information that I’ve had over 27 plus years. 

Mario Fachini [38:38]

Very good. I appreciate you for sharing that with us. Now, I want you to mention the podcast again before we go to the sponsor.  And I 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. 

Paul Maloney [38:52]

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 or go on my Car Leasing Concierge page or Paul Maloney page, it’s always going to be – 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. 

Mario Fachini [39:12]

When Are you doing it? For people that – 

Paul Maloney [39:14]

Well, I’m going to test – 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 lunch time and actually before people go in somewhere and make the wrong decision. I got all okay, 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 were meant to buy on the weekend. Let’s listen in on Monday to see what Maloney has to say on his podcasts Never Get Taken For A Ride Again.” What’s it going to hurt you? Nothing. Is that the only car left on the lot? If I’m going to try different days. If that’s going to work and I’ll try probably a Wednesday when most people, you know, it’s hump day. You know, you don’t want to go to dealer on a Wednesday, hump day, because they’re going to ride you. You’re not going to ride them. So whatever days are going to work best that fits in people. And maybe an evening show where people can listen when they’re drive home or whatever. But whatever is going to work that gest the most crowd out there. The viewers can let me know what times work for them by putting in comments or whatever. But we’re looking forward to it. It should be pretty good time. 

Mario Fachini [40:26]

Never Get Taken For A Ride Again podcast. Check it out on iTunes. 

Mario Fachini [40:32]

All right. Well, we’re going to go to the sponsor. Thanks again, Paul. It was great having you here. 

Paul Maloney [40:37]

No worries, mate. 

Mario Fachini [40:38]

We’ll see you soon. 

Paul Maloney [40:40]

Okay. Cheers. Hello. 

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