VIEW UPDATE BUYERS LIST
This playbook exists so we all move fast, stay consistent, and avoid excuses.
No delays: Deposit = clean BOS + wire info same day.
No loopholes: Do not accept lien/export terms in BOS.
No stalling: “Finance is slow” or “dealer added terms” are not valid reasons. Use the scripts provided.
Keep it simple: Always sound like a confident retail buyer.
Stay connected: Use Pumble for updates so management is in the loop.
Bottom line: Follow the SOP and every deal will move clean, fast, and professional.
Text vs. Call
Use text for quick info (VIN, photos, confirmations).
Use calls for negotiation, availability, or relationship-building.
Internal Coordination
Facilitators must use Pumble to send updates, questions, and details to management while dealing with the dealership.
This saves time and keeps salesperson interactions simple.
Do not create loops like: “I’ll call you back” → us → dealership → us → dealership.
To the dealership, always sound like you’re making your own decision in real time.
Before contacting Manager, facilitators must send the full vehicle package to management via Pumble:
VIN
Year / Make / Model / Trim
Mileage
Listing link or screenshots
Photos if available
Rule: Do not call us without this info. Missing details waste time and weaken credibility.
Salesperson: Cannot see desking screen, only works with desk manager info.
Desk Manager/Closer: Approves pricing, issues BOS, and tests intent. One wrong statement can kill the deal.
Finance/Admin: Prepares NVIS, only releases after payment clears.
Timing: Month-end = urgency, early month = slower.
Sound decisive, not guided.
Keep story simple and consistent.
Avoid over-explaining or referencing “partners.”
Move the deal forward as if you are ready to buy today.
Always be prepared to place a deposit.
Sometimes pay in full upfront to secure the vehicle.
Follow manager/facilitator instruction on which option to use.
Bill of Sale (BOS):
Issued by desk manager only.
Must be clean: total price, deposit applied, balance owing, wire info.
Never accept BOS or purchase agreement with lien, export, or conditional terms.
If dealer sends conditional BOS → facilitator must request correction immediately using:
“We’ve placed the deposit to secure the vehicle. Please update this to a standard BOS without lien/export conditions so we can wire the balance today.”
Purchase Agreement ≠ BOS. We only accept BOS.
NVIS (New Vehicle Information Statement):
Prepared once deal is marked sold.
Released only after full payment clears.
Our Rule of Expectation:
Deposit placed → Expect clean BOS + wire instructions immediately.
No deposit → Still expect clean BOS + wire instructions immediately to wire funds.
Bottom Line: Deposit down = Clean BOS same day, no excuses. Wire info must follow immediately.
Facilitators must understand: even when we pay cash, the dealership, sales, and finance still make money.
Salesperson: Still earns commission on the gross profit of the car (front-end margin).
Finance Office: Earns on doc/admin fees, PDI fees, and aftermarket upsells (warranties, protections).
Dealer Store: Collects OEM holdback (1–3% of MSRP) and factory bonuses for hitting sales targets. Cash deals still count toward these targets.
Reality: Cash buyers = fast, clean, no risk. The dealership still profits — just less than on financing.
Position Script if they stall:
“I chose cash because it’s clean and simple. You still make your front-end, your fees, and you hit your sales target. If the BOS is ready, I’ll wire today.”
Objections are tests of intent.
Ask why → Answer → Redirect into buying position.
Never stop at the first answer. Always redirect to “ready to buy.”
Example:
Dealer: “Finance is closed.”
Facilitator: “That’s fine, I’m not financing.”
Redirect: “If the paperwork is ready, I can settle it today.”
Accessories Push → “I’ll drive it stock first — I’ll add later if needed.”
Export Suspicion → “No, I’m registering out-of-province. Same paperwork.”
Why Pay in Full → “Cleaner and faster than financing.”
Finance Delay → “I’m not financing. If paperwork’s ready, I can pay today.”
Customer Prioritization → “I understand, but I’m also your customer — and I’m ready to buy.”
Cash Deal Stalling → “That’s exactly why I chose cash — to keep it simple. If the BOS is ready, I’ll wire today.”
Don’t argue — redirect politely.
Every word is tested for intent.
Keep stories simple, consistent, believable.
Objections = checkpoints, not barriers.
Mechanics:
Sales cannot see desk numbers.
Customers only go to finance when escorted.
Desk manager = BOS.
NVIS = after payment clears.
Deposit or not, always expect clean BOS + wire info same day.
Dealers throw out terms to test buyers. Flip them into normal language:
“Export” → “Out-of-province registration. Same paperwork.”
“Out-of-Province” → “Yes, I move between provinces for work/family — it’s standard.”
“Local Buyer Only” → “I am local, just registering differently.”
“Registration Issues” → “That’s fine — I’ll handle my own registration. Just need BOS & NVIS.”
Cheat Sheet – Term Flips
Dealer says “Export” → Facilitator says “Out-of-province registration”
Dealer says “Out-of-province” → Facilitator says “Standard registration — I move for work/family”
Dealer says “Local buyer only” → Facilitator says “I am local, just registering differently”
Dealer says “Registration issues” → Facilitator says “I’ll handle my own registration, just need BOS & NVIS”
Rule: Flip their language into something normal and believable.
Salesperson: First contact, confirms availability, builds rapport. Cannot approve numbers. May follow up after deal if they’re good.
Sales Manager / Desk Manager: May “say hi” to test intent. Controls pricing and issues BOS. Don’t get spooked — this is normal.
Finance Manager (F&I): Does paperwork, collects payment, pushes upsells. Prepares NVIS after sale.
Follow-Up: Salesperson may or may not follow up after delivery. The deal is already in admin once BOS is done.
Dealer BS Awareness: Dealers lie often as part of the process. Do not get rattled.
“Finance is closed” → Redirect: “That’s fine, I’m not financing. If BOS is ready, I can settle today.”
“This looks like export” → Redirect: “No, just out-of-province registration.”
“Local buyers only” → Redirect: “I am local, just registering differently.”
“Registration will be an issue” → Redirect: “That’s fine — I’ll handle my own registration. Just need BOS & NVIS.”
Rule: Expect lies. Don’t fight them. Redirect politely. Always circle back to: “I’m ready to buy today.”
Golden Rule: Always secure a clean BOS before placing a deposit.
BOS = proof of deal structure.
Deposit without BOS = risk of stalling in Finance with no leverage.
When to Place Deposit:
Only after BOS is issued and shows clean terms (no lien/export/conditional clauses).
If dealer insists and BOS is ready to go → deposit is fine.
If supply is tight and you risk losing the car, deposit can hold it — but BOS must follow immediately.
When to Hold Back Deposit:
If dealer refuses to issue BOS first.
If Finance uses deposit to stall, saying “we’ll finish paperwork later.”
If deposit feels like a trap (no progress after money given).
Position Statement – No Deposit Yet:
“I’m serious and ready to wire full payment today. Please issue the BOS first, then I’ll place the deposit or balance immediately.”
Position Statement – With Deposit:
“I’ll leave a deposit to hold the unit, but I’ll need the BOS and wire instructions immediately so we can close this clean.”
Bottom Line: Deposit is a tool, not the starting point. BOS comes first.
Before Calling Manager
☐ Sent full package via Pumble (VIN, Y/M/M/T, mileage, listing, photos).
☐ Confirmed info is correct before contacting dealer.
At the Dealership
☐ Use text for quick info, calls for negotiation.
☐ Sound like you’re making your own decisions.
☐ Send live updates via Pumble.
Dealer Flow Awareness
☐ Salesperson cannot see desk screen.
☐ Desk Manager approves deal + issues BOS.
☐ Finance/Admin releases NVIS after payment clears.
☐ Month-end = urgency, early month = slower.
BOS & NVIS Rules
☐ BOS in hand before deposit.
☐ Deposit placed → Clean BOS + wire info immediately.
☐ No deposit → Clean BOS + wire info immediately.
☐ BOS must be clean — no lien/export terms.
☐ NVIS only after payment clears.
Objections
☐ Ask why → Answer → Redirect.
☐ Use objection playbook.
☐ Always close with “I’m ready to buy.”
Term Flips
☐ Export → Out-of-province registration.
☐ Out-of-province → Standard registration.
☐ Local buyer only → I am local, just registering differently.
☐ Registration issues → I’ll handle my own registration, just need BOS & NVIS.
Final Goal:
Facilitators act like confident retail buyers, keep management updated through Pumble, secure a clean BOS + wire info same day, and use objection handling + term flips to keep control of the deal.