Buying a car can be one of the most confusing financial decisions the average person makes.
It’s packed with paperwork, aggressive sales tactics, and a maze of numbers that can leave you second-guessing everything.
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Dealerships are experts at making the process feel urgent, emotional, and complex.
That pressure leads many buyers to focus on the wrong things — like the monthly payment — without fully understanding the cost of the deal they’re signing.
Related: Your car dealership experience is about to get much, much worse
It’s no accident that so many buyers leave feeling unsure if they actually got a good deal.
That’s exactly what Marko from WhiteBoard Finance wants to help you avoid.
How dealerships stack the deck
In a video titled “How To Buy a Car & Not Get Ripped Off,” Marko walks through how the Four Square method works — and how dealerships use it to their advantage.
Marko explains this system — a paper with four boxes used to negotiate: your trade-in value, the vehicle price, your down payment, and your monthly payment. “These are all meant to be negotiation pieces,” he says.
The tactic starts with “silently devaluing your trade,” like pointing out minor chips or dents to make your car seem worth less. Then they present inflated monthly payments to provoke a reaction.
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“The numbers are meant to offend you,” Marko explains. “They want you to beat them up so you feel like you got a deal.”
He describes how salespeople walk buyers through the form quickly, often asking them to initial the page.
“That initialing portion is very important… it’s psychological,” he says. “You feel bad about initialing and going back on your word.”
He warns that most people will focus only on down payments and monthly payments— and that’s where dealerships make their money. “Payments are most important to them. Remember that.”
How to protect yourself as a buyer
Marko’s advice is clear: take control before you walk into the dealership.
Get pre-approved. “Talk to a local credit union… get pre-approved or even get a certified check.”Negotiate the car first. “Do not tell them you have a trade. Negotiate the car that you really like and act as if you don’t have a trade.”Keep numbers separate. Dealers may give you a good deal on the car, but only by lowballing your trade.Know your limits. “People have needed to be at $300 a month for the last 20 years. That’s where everyone wants to be.”
He emphasizes: the money isn’t made on selling the car — it’s in financing. “They don’t make money selling cars… that’s the smallest portion of profit.”
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