How to Get the Out-the-Door Price Without Dealer Tricks

If you’ve ever asked a car dealer for the total cost of a vehicle, only to be denied, or to be sent or handed a vague estimate or a page full of confusing fees, you’re not alone. But, the truth is that you’re also doing it… ALL WRONG. You’re making common rookie car buyer mistakes. Hi. I’m Kevin Hunter, known for the past 16 years in the Auto Industry as The Homework Guy. If you tune into our weekly shows, you’ll also get to meet The Amazing Elizabeth, our Master Negotiator. After 16 years in this business, we can both tell you that dealerships love to play games with numbers, they love to get inside your head, hoping you’ll get so wrapped up in monthly payments or shiny features that you forget to ask the only question that matters: What’s the real Out-the-Door (OTD) Price? 

OK, so here’s the truth: getting the OTD price is simple—if you control the conversation from the start. This blog will walk you through the exact steps our skilled Homework Guy coaches use to get real numbers, cut through the games, and take control of the deal. 

Step 1: You MUST Take the Lead Immediately

The biggest mistake car buyers make? Letting the dealership steer the conversation.

When you call or email a dealership, don’t start by saying, “Hi, I’m interested in this vehicle.” Instead, be specific, direct, and in control: (PRO TIP: Use the word WE, even if it’s just You doing the car shopping. When they are made aware that there’s another decision maker in the picture, they are less likely to pull games on you.

“Hi, we’re calling about stock number 123ABC (example). We’d like you to send someone out to hands on that vehicle and physically verify that it is on your lot.”

Make this your opening move. Don’t ask if it’s there. Don’t assume. Tell them what you want done. Then follow that statement up with this:

“When you’ve confirmed that, call me back. When you call back, I’ll tell you what’s next.”

WHAT’S NEXT is a big deal. You’re showing them that this is going to move forward on your terms, not theirs. But the fact that you’re moving it forward also excites them! That single shift sets the tone for the entire negotiation, so that brings us to the next step. 

MOST BUYERS fall into the trap of only talking about MSRP (on New Cars), Asking Price (on Used Cars), or monthly payments. But when you control the process, you make it clear up front: You want the full OTD price — including tax, title, license, and every fee — in writing. And you’re not moving forward until you get it. That forces the dealer to put their cards on the table.

Step 2: Always Know “What’s Next”

When they call back to confirm the car is on the lot, immediately follow up with:

“Great, thank you for verifying that for me. Here’s what’s next: I need you to send us a written Out-the-Door OTD price with everything included—every tax, fee, and any extra charges. You can text it to me, or Email it to me. Which would you prefer?”

Don’t say “give me a quote.” Be precise. You want the total, nothing more, nothing less.

And when you receive it? You’re coming back again with What’s next:

“Thanks for sending that over. Here’s what’s next: We’ll review this and get back to you within 24 hours with our feedback.”

See the pattern? You’re controlling the pace. You’re defining the next move. And you’re keeping the conversation from turning into a dealer-led dance. At this point, they are quite interested in following your lead. Just like a waiter in a restaurant, you have turned them into an ORDER TAKER. What’s funny is that it all happened so fast that they don’t even have a chance to be offended by it. And believe me “ORDER TAKER” is not a title to be proud of on a Car Lot. Salespeople get severely ridiculed for doing it, as if giving customers what they want is a bad thing..

Step 3: Respond With a Clear Counteroffer

Now it’s time to respond again—but not by arguing over single line items. That’s a trap. And you’re now focusing on the wrong thing if you go there.

Don’t get pulled into a debate about why the documentation fee is outrageous or why nitrogen filled tires, or window etching is a joke. You already know that, and they know it, too. The more you debate line items, the more you’re playing into their game, and your pattern of control starts to disappear..

Instead, reply like this:

“Thanks for your quote. Here’s our counteroffer: [Insert your own total OTD price here]. When you have accepted this and confirmed this back to me in writing, we have a deal.”

Keep it simple. Simply adjust the final number down to eliminate any extras you don’t want. You’re not scratching out fees. You’re simply countering with a total OTD number you’re willing to pay. That’s entirely it. If it’s reasonable, they’ll accept it.

This keeps the conversation moving and puts the ball back in their court.

If they come back saying “There’s no way we can do that.” 

You respond with “Then you’ll have to tell us what you CAN do, and we will determine if it’s acceptable or not.”

Step 4: Show Them the Road to the Sale

Why does this approach work? Because it gives the dealership what they are after: a clear path to the sale. But this time, you’re the one drawing the map.

You’re:

• Making requests that are easy to fulfill
• You’re Controlling the tempo
• You’re showing them you’re serious, prepared, and respectful of their time (so they respect yours)

Bottom Line: They see that you’re not a time-waster—you’re a buyer who paves the road to the sale. That makes YOU somebody they want to keep happy.

Final Thoughts

This strategy flips the traditional power dynamic. Instead of being sold to, you become the buyer every dealership wants: confident, clear, and committed—so long as they meet your terms.

Control the conversation.

Always know what’s next.

Never argue line-by-line—just counter their OTD number smartly.

And remember: you’re doing the dealer a favor by giving them a clear road to the sale.

There you go! That’s how you win.

We know this to be true because this is exactly how our Hassle free Car buying coaches produce winning negotiations every day.

WE just gave away the secret sauce, again.. But maybe you lack the confidence that you can do it this easily, so….

Do YOU Prefer to Let a Pro Handle It All for You?

You see, not everyone has the time, confidence, or patience to negotiate with a dealership—and that’s exactly why we made the decision to offer our Hassle Free Car Buying Service. With over 16 years of industry experience, we know what we are doing, and our highly skilled team does all the heavy lifting for you:

• We contact the dealerships on your behalf
• We are NOT intimidated by the dealers often brash behavior
• We verify the car’s availability
• We get the written OTD quotes, every time
• We handle the counteroffers and the negotiations process
• We walk you through the final paperwork and the next steps
• And then we send you to the dealership, armed with the exact information you need to drive home the right deal for yo.

All you need to do is tell us what you want. We do all the rest.

✅ Best ROI in the industry
✅ Eliminate the guesswork
✅ Avoid dealer tricks and hidden fees
✅ Keep your stress and time investment at ZERO

Want in? Click here to hire The Homework Guy Team now. We’ll match you with a seasoned Car Coach and take it from there.

Buying a car doesn’t have to be hard. Let us prove it to you.

—The Homework Guy Team

Want to watch our OTD Negotiation Hack video for more information?