I review probably two dozen installment contracts a day... the vast majority of car buyers are complete idiots; my opinion of the Sales and F&I departments is only somewhat higher. It's not necessarily their fault - if they explained how those products actually worked, fewer people would probably purchase (not to say there's anything wrong with those products...) - but sooooo many issues start with miseducation at the dealer level.
Please don't get me started on the service department...
Are you a buyer? Comptroller? I've tried many methods to sell product. Some ethical, some not so much. I figured out that I did much better taking my time to explain each product in detail, giving examples, and stating beforehand that "There are some options available to you, and by law, Im required to disclose them to you"... this total transparency seemed to be effective. I was at the end of my career anyways, and I didn't give a hill of beans if they bought anything or not. I was set to retire soon. But yeah, I've seen some younger F&I guys that would take advantage of the "captive" buyer... the "get me done's". I figured out about half way through my career that I was spending money like it's never going to end. Then I started changing my path. Even tho I was making 6 figures a year, I would drive a $500 shitbox trade in, and I didn't give 2 shits who saw me in it. I ate sandwiches everyday, stopped going out for cocktails, kept the house at 55 degrees in the Winter, and saved all I could, made the max contribution to the 401K, invested my spare money, paid off everything including my land and home. I knew I didn't want to work till retirement age. But, I still see guys in thier mid 50's that are in debt up to thier eyeballs, and will be working well past 62 (if they can), and have no retirement.
