Latest / WCHS Network Podcasts / 05/19/2026 Ask the Expert with Larry Dawson

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05/19/2026 Ask the Expert with Larry Dawson · WCHS Network Podcasts

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Speaker 1: The views and opinions expressed on this program do not
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Speaker 1: necessarily reflect the views and opinions of five eight WHS
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Speaker 1: it's employees or WVRC Media.
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Speaker 2: Hey, good morning, thanks for tuning in.
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Speaker 3: You're listening to the Voice of Charleston five awhs. I'm
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Speaker 3: del Cooper that Jaunt Music is leading us in and
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Speaker 3: been out of the studio for a little while. Busy, God,
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Speaker 3: busy god retirement, semi retirement. That's Larry Dawson from He
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Speaker 3: Buys Cars. How you doing today, Larry, I'm doing well.
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Speaker 3: I'm doing well. And we skipped a week.
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Speaker 4: I had such a I had so many moving parts
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Speaker 4: last week that I called and asked Dallas, said could
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Speaker 4: we do this Tuesday? The following week. Kim actually texted
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Speaker 4: me this morning. She said, you know today's too, don't
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Speaker 4: forget this show. I said, well, yes, I said, this
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Speaker 4: was a pre plan. Yeah, I kind of forgot about Montrose.
1:02
Speaker 4: I saw the sign and I jumped off the South
1:06
Speaker 4: Charleston Accent and Jefferson Road. It was quite busy, but
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Speaker 4: I think it made the right decision because I believe
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Speaker 4: they've got that choke down to one lane at Montrose
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Speaker 4: where they're replacing that overpass. So I did leave Winfield
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Speaker 4: Liter early this year this year today, knowing that there
1:25
Speaker 4: might be a bottleneck, so I diverted around, and it
1:31
Speaker 4: was busy down on McCorkle, but not I'm sure as
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Speaker 4: busy was up on sixty four.
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Speaker 3: You know, it's a serious when I mean we have
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Speaker 3: the state work that's being done in the county work level,
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Speaker 3: and then the city just released their plans for the
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Speaker 3: summer and.
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Speaker 2: Things like that.
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Speaker 3: There's gonna be a lot of stuff going on improvements,
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Speaker 3: but there's gonna be a lot of stuff.
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Speaker 2: Going on this summer, there's no doubt about that.
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Speaker 4: Well, we had a very harsh winter, Yeah, and that
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Speaker 4: harsh winter was harsh one automobiles. It was harsh one
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Speaker 4: of the roads and my friends that I chat with
2:00
Speaker 4: in the automobile world. The new business I think has
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Speaker 4: dropped slightly. The used car business seems to be normal.
2:09
Speaker 4: And spring market it's worth fading out Spring a little bit,
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Speaker 4: and you normally typically see a slow down around graduation day.
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Speaker 4: You slip into summer and then you have the vacation
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Speaker 4: and all the other things. But I think talking to
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Speaker 4: most of the dealers, the spring market was normal, maybe
2:30
Speaker 4: news off a little bit. We have a little skirmish overseas.
2:32
Speaker 4: It's created gas prices to jump, and anytime you have that,
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Speaker 4: people will take that weight to see what I have
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Speaker 4: seen or what I've had people contact me. It's increased
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Speaker 4: people wanting to sell their cars. You know, when you
2:50
Speaker 4: start tightening your budget, and during inflationary times most people
2:55
Speaker 4: do you And I talked up about that before we
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Speaker 4: went on a show, that when you have that extra car,
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Speaker 4: you know that's sitting there, and the insurance comes due,
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Speaker 4: and the personal property tax comes due, and just holding
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Speaker 4: the car costs money. And when I say holding it,
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Speaker 4: you know there is an expenses that appreciating asset. And
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Speaker 4: I'll get a call and say, well, I've decided to
3:18
Speaker 4: And that's where I come in at I got a
3:20
Speaker 4: text or no, I actually got a phone call. I
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Speaker 4: think a week before last I was done far mowing
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Speaker 4: and it was a lady professional, retired lady here in Charleston,
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Speaker 4: and she decided to rid herself of car she was
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Speaker 4: not using. And she was referred to me. And that's
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Speaker 4: where I get my leads is referral. It's one hundred
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Speaker 4: percent referral. People either here's me on the show, or
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Speaker 4: someone I've done business with, and she described him to
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Speaker 4: me what she had, and we exchanged a couple of
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Speaker 4: texts back and forth and pretty much landed on a
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Speaker 4: relative figure that we both were. We're very close, and
4:01
Speaker 4: we set up an appointment. I drove up to her house,
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Speaker 4: we chatted a little bit, looked at her car, and
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Speaker 4: next day I was up there taking her check and
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Speaker 4: picking her car up, and she shared with me that
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Speaker 4: she had heard about me and just wanted to keep
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Speaker 4: it simple and was maybe a little leery of advertising
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Speaker 4: to have who knows who coming to the house. And
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Speaker 4: that's a valid point, very valid point, and that's where
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Speaker 4: I have. I think I separate myself from the pike.
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Speaker 4: You know, I'm not advertising. I just right on my
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Speaker 4: experience of doing this and reputation. And while I'm pretty
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Speaker 4: much retired, working a little bit, working three four hours
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Speaker 4: a day, it's all about buying cars. So if you
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Speaker 4: have some, you know, if you have a car out
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Speaker 4: there that you're thinking about selling and you don't want
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Speaker 4: to go through the Facebook marketplace or having strangers come
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Speaker 4: to your house or meeting strangers, you know, I've done
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Speaker 4: this and I probably the majority of the people I
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Speaker 4: buy cars from.
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Speaker 2: I go to their house.
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Speaker 4: I said, look, just sit still, sit tight, give me
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Speaker 4: your address. I'll come up, introduce myself. If we've not met,
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Speaker 4: we'll go on common ground and we'll look at what
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Speaker 4: you have to sell. So I think I make it
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Speaker 4: I make it simple. I had lunch yesterday with Judge Douglas.
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Speaker 4: Congratulations Judge so he won the election. And we met
5:33
Speaker 4: over to Villians and as I was a little early,
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Speaker 4: and I looked up there at their sign over the
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Speaker 4: window and says how it used to be. And that's
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Speaker 4: pretty catchy, because I think I still do business how
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Speaker 4: it used to be done. Now there's in a lot
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Speaker 4: of new modern way. I never did go down that avenue,
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Speaker 4: So if you want to sell your car, you're going
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Speaker 4: to experience maybe the old fashioned way.
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Speaker 3: You know what you might eventually start running into. I'm
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Speaker 3: reading about all of these and who knows as far
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Speaker 3: as UH intersecting with when with these folks need age.
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Speaker 3: But there's there's a coming age of younger people who
6:12
Speaker 3: dislike technology, that really want to get away from everything
6:16
Speaker 3: being services online and everything being so engaged. They're looking for,
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Speaker 3: like what they're calling real experiences or in real life
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Speaker 3: experiences or something along those lines. Stick around long enough, Larry,
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Speaker 3: you're probably gonna have teenagers contacting you to buy cars.
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Speaker 3: They're not gonna want to go in the app.
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Speaker 4: I think that probably most Americans have had a belly
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Speaker 4: full of.
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Speaker 2: Yeah, it's a I was the last the last straw.
6:37
Speaker 2: I think it broke a lot of bikes.
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Speaker 4: Yes, it it's scary what could be yet dur in
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Speaker 4: the future. So we survived a past doing the old
6:47
Speaker 4: way and it worked, and maybe it's going to do
6:51
Speaker 4: a full circle round. My neighbor was over at my
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Speaker 4: house Sunday evening. I bought a new tablet or iPad.
7:01
Speaker 4: A mine had faded out, and I bought one, and
7:06
Speaker 4: I really needed a little help setting it up, I thought,
7:08
Speaker 4: and I found out I probably didn't. But he's he's
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Speaker 4: very involved in tex So he came over and we
7:14
Speaker 4: were sitting there. He had an old truck, and I
7:19
Speaker 4: kid him a little bit about the truck. I would
7:21
Speaker 4: kid him that his inventory in his driveway because he
7:24
Speaker 4: has a company car, his wife has a car, he
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Speaker 4: has a car truck. And then he had his older
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Speaker 4: truck and he told me a story. He said, well, Larry,
7:31
Speaker 4: I decided I was going to sell that truck, and
7:33
Speaker 4: he said, I explored Facebook yard sale. He said, I
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Speaker 4: have a new fine respect for what you did for
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Speaker 4: a living after navigating through it all the costs. He said,
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Speaker 4: I don't know how you did it. I said, well,
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Speaker 4: I did it for thirty seven years. He said, I
7:47
Speaker 4: have no idea how you did this. He said, Larry,
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Speaker 4: I've got more calls. Would you take I don't have
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Speaker 4: the money, but I'm getting would you hold it?
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Speaker 2: You know?
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Speaker 4: Could I give you a posit? Will you finance or
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Speaker 4: I'll trade it?
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Speaker 2: He said.
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Speaker 4: Finally I landed a person that had the money and
8:02
Speaker 4: we agreed and he bought it. But he said I
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Speaker 4: had to weed through tall weeds to get there.
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Speaker 2: Yeah.
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Speaker 3: The one thing that I thought about the other day
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Speaker 3: was that you have you piloted your business through the
8:13
Speaker 3: peak of like the web scraping, where people would would
8:18
Speaker 3: grab the information off of the web and then like
8:19
Speaker 3: see people to try to call you do different. I mean,
8:22
Speaker 3: there was tons of that stuff that is that it
8:23
Speaker 3: was going on like in the mid two thousands up
8:26
Speaker 3: into the two tens and stuff like that, where people
8:28
Speaker 3: were scraping websites, trying to get data, trying to I
8:31
Speaker 3: mean you you, you were a bullwark through all that.
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Speaker 3: I mean you you stood. You didn't fall for any
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Speaker 3: of the bs, You didn't get wound up into any
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Speaker 3: of that stuff. You were just able to do business
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Speaker 3: the way you do business. And there's a lot of
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Speaker 3: companies that you know, maybe put their their finger up,
8:46
Speaker 3: was like, oh hey maybe I can go with the
8:48
Speaker 3: wind this way, and they end up getting blown away.
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Speaker 3: Yes you know, so, Uh, that's that's something to be
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Speaker 3: said for. I didn't mean to cut you off, but
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Speaker 3: that is really something to be said for that. Navigating
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Speaker 3: through that era of being a small business that had
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Speaker 3: to have an online pres and had to do those
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Speaker 3: things and not getting into the morass that a lot
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Speaker 3: of companies fell into.
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Speaker 2: It is really something else.
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Speaker 4: I used to get a lot of compliments from my
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Speaker 4: website because it was very simple and you.
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Speaker 2: Had your inventory on it.
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Speaker 4: You could find it very navigal. And I'm sure you
9:16
Speaker 4: found this out. Going on websites looking for a commodity
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Speaker 4: is not very easy. They make it too hard and
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Speaker 4: too many pages, and I have found it somewhat to
9:28
Speaker 4: be difficult in me exploring. You know, I tell you
9:32
Speaker 4: this morning, I'm looking for a two inch intake water
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Speaker 4: pump with a two inch fire hose line, and I
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Speaker 4: thought would be kind of simple, and before I came
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Speaker 4: on here, that's what I was looking for. I think
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Speaker 4: I think roal King has it. So when I leave here,
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Speaker 4: I'm going to role King.
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Speaker 2: But I have.
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Speaker 4: Found most of not all, but most of the pages
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Speaker 4: are the websites. They get multi paged and complicated. Mine
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Speaker 4: was very simple, and my business was very simple. I
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Speaker 4: simply sold off the retail and my clientele, and I'm
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Speaker 4: just working what I think I excelled and did best,
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Speaker 4: and that was just purchasing cars.
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Speaker 2: And I do.
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Speaker 1: Now.
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Speaker 4: I find myself working until eleven or twelve o'clock or
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Speaker 4: so and following the leeds where someone contacted me, and
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Speaker 4: then I'll venture off and evince my time. And for
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Speaker 4: thirty seven years, I really didn't have that, you know.
10:32
Speaker 4: I started this thing in eighty seven, and for thirty
10:35
Speaker 4: seven years I ran at a retail outlet. And you're right,
10:38
Speaker 4: I was faced with a lot of decisions in a
10:42
Speaker 4: cyber world that came more probably it was coming on
10:46
Speaker 4: two to three years before COVID. Then when COVID hit,
10:51
Speaker 4: a lot of things went over the hands off, touchless.
10:55
Speaker 4: You know, we're going to navigate, we're going to talk.
10:58
Speaker 4: Even simple things that I used to do the DMV
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Speaker 4: they converted over to where it's web base. The dealers
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Speaker 4: now are doing probably ninety five percent of the title
11:12
Speaker 4: work online. Not that you can't go in, but it's
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Speaker 4: somewhat difficult and you're limited to how many you can do.
11:20
Speaker 4: Once again, I'm not on the retail side. So a
11:23
Speaker 4: small independent out there had to be faced with making
11:27
Speaker 4: let's say, a large purchase in software, hardware and communication.
11:34
Speaker 4: And for the solo practitioner out there or someone small,
11:38
Speaker 4: and I define small business ten and under. Somehow the
11:42
Speaker 4: government they defined it five hundred and under. I always
11:47
Speaker 4: thought small businesses ten and under. They changed it during COVID,
11:51
Speaker 4: and that was this, I think the threshold of the government,
11:54
Speaker 4: you know, put out there. But when you're ten and under,
11:58
Speaker 4: you wear multiple hats and to navigate it's somewhat tough.
12:03
Speaker 3: After today, Yeah, there's no question about that that it
12:07
Speaker 3: can be, you know, a little tough. There's no doubt
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Speaker 3: Larry Dawson is with us today more than welcome to
12:13
Speaker 3: give Larry a call if you have any questions for
12:15
Speaker 3: Larry about maybe the situation that you're in. You have
12:18
Speaker 3: an observation about a vehicle or one that you're looking
12:21
Speaker 3: to buy, sell, anything along those lines. You're looking for advice,
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Speaker 3: Larry can help you out along along those ways. If
12:26
Speaker 3: you have a question about your car, about its viability,
12:29
Speaker 3: or some other problem, Larry can help you out. Larry's
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Speaker 3: been on the airways a long time around here. You
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Speaker 3: know what he likes to talk about. You're welcome he
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Speaker 3: goes a call this morning. Threes are a four three
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Speaker 3: four five fifty eight fifty eight threes are a four
12:38
Speaker 3: three four five fifty to fifty. You can text over
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Speaker 3: any questions you have as well. To threes are a
12:41
Speaker 3: four nine three five five zeros. Your eighth threes are
12:43
Speaker 3: a four nine three five five zeros. Your eighth one
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Speaker 3: thing that I noticed that happened this weekend, Larry, apparently,
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Speaker 3: is a little bit of cruising back in town. Yes,
12:52
Speaker 3: apparently we got some cruisers back in town, which you
12:54
Speaker 3: and I talked about before. You know, when I grew
12:56
Speaker 3: up in the late eighties and early nineties, can a
13:00
Speaker 3: city in Charleston was a big cruising place. You had
13:01
Speaker 3: the strip in Kanas City where you go up and
13:03
Speaker 3: down through there. People park their cars, pop the hoods,
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Speaker 3: the show off the engine, show off the base in
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Speaker 3: their in their stereo or whatever.
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Speaker 2: Number one.
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Speaker 3: If there was a bunch of people doing that today,
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Speaker 3: like the police would would would break it up in
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Speaker 3: no time, right like you wouldn't. They wouldn't be allowed anymore.
13:18
Speaker 3: We got to let our kids go somewhere. If we
13:20
Speaker 3: don't want to want the screens, they got to go somewhere.
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Speaker 3: I don't know where that's going to be. But cruising again,
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Speaker 3: you got to be safe with it. But maybe that
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Speaker 3: means some pride of ownership, and you know, there's good
13:28
Speaker 3: things that come with that sometimes sometimes.
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Speaker 4: I think so. I noticed down to my end in
13:33
Speaker 4: Putnam County, at Liberty Square, I have noticed I bought
13:39
Speaker 4: some property on the backside of Liberty Square, and so
13:41
Speaker 4: for last three months I've been going through their lot
13:44
Speaker 4: because it's an easy back way into this property. That
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Speaker 4: a young group is gathering to the right of Liberty
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Speaker 4: Square with their pickup trucks, socializing, and the trucks are
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Speaker 4: a little different than now than how we didn't happen
14:02
Speaker 4: to our day, but they are lifted either to the
14:05
Speaker 4: to the rear facing forward or vice versa. And they
14:09
Speaker 4: have these really nice lights up her yeah right, yeah,
14:12
Speaker 4: in the rims and they're just good old boys and
14:14
Speaker 4: they're standing there talking and there's I've noticed there's eight
14:17
Speaker 4: to ten to twelve about every evening and that's what
14:21
Speaker 4: I like to see, because you're right, the gathering Canal
14:25
Speaker 4: City was fun.
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Speaker 3: I mean, we would sit around and we would exchange,
14:28
Speaker 3: you know, how to put in the equalizers to get
14:30
Speaker 3: better base in the you know bike of you know,
14:32
Speaker 3: whatever song we were listening to from like nineteen ninety
14:35
Speaker 3: one or whatever, you know. But it was basically harmless,
14:39
Speaker 3: you know. I mean, do kids get into some mischief
14:42
Speaker 3: when they get together a little bit too much?
14:43
Speaker 1: Right?
14:43
Speaker 3: I don't mean anything bad, but I mean are you
14:45
Speaker 3: out a little too late or hooting and hollering a
14:47
Speaker 3: little too much or something. I mean sometimes maybe a
14:49
Speaker 3: little bit, but just seeing you know people, you know
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Speaker 3: what that led to what. I had a whole bunch
14:54
Speaker 3: of friends that had pride of ownership in their vehicles
14:56
Speaker 3: that I haven't seen an adult in twenty years have.
14:59
Speaker 3: These were likes seen year old kids when I was
15:01
Speaker 3: in high school that they would take that twenty year
15:03
Speaker 3: old Camaro and polish it up as nice as they
15:05
Speaker 3: possibly could and make sure it was pristine and stuff
15:07
Speaker 3: like that. I see somebody driving an eighty thousand dollars car, Now,
15:09
Speaker 3: that's full of fast food wrappers in the back.
15:12
Speaker 4: When I was in Florida last month, the Jeep Week
15:15
Speaker 4: was down there at Daytona and there was lots of Wrangler.
15:20
Speaker 4: I tell you the Wrangler cult.
15:22
Speaker 2: If it's oh yeah, right, yeah, there, definitely it's out there.
15:25
Speaker 4: I happened to drive a Wrangler, and you'll be amazed
15:30
Speaker 4: how beating people wave that are driving a Wrangler or
15:35
Speaker 4: a Duck.
15:35
Speaker 2: The Little Ducks man, you see him everywhere.
15:37
Speaker 4: Yes, my granddaughter she's into that, so whenever we go
15:41
Speaker 4: to dough Daddy's, she's always playing the machines to.
15:43
Speaker 2: Get me done at Little Ducks.
15:44
Speaker 4: Yeah, but I like seeing that because it does create
15:49
Speaker 4: nostalgia of yesterday, and Jeep seems to doing a very
15:54
Speaker 4: good job at that. Not slighting the other products out here,
15:59
Speaker 4: but I think Jeeps captured that.
16:02
Speaker 2: Also.
16:02
Speaker 4: While I was down in Florida to let the listening
16:05
Speaker 4: audience know that one of the people listened to me
16:08
Speaker 4: on the radio and they called me while I was
16:10
Speaker 4: in Actually, they text me and asked me that I
16:13
Speaker 4: could take a call, and I did. They were wanting
16:16
Speaker 4: to buy a new pickup truck and was telling me
16:19
Speaker 4: what they wanted to do and shared with me, and
16:21
Speaker 4: we went back and forth, and they had shopped Ornline,
16:26
Speaker 4: and I gave him a gentleman's name. I said, text
16:29
Speaker 4: him so you could. He'll take your call and won't
16:33
Speaker 4: you to try to get together? And I also let
16:35
Speaker 4: him know that he would be receiving it. Long story short,
16:39
Speaker 4: that evening he called me and he said, Larry, you
16:42
Speaker 4: saved me two thousand dollars but introduced me that gentleman
16:47
Speaker 4: and hooking us up, he said, because what I was
16:50
Speaker 4: finding out Ornline. Once I met a salesperson in a dealership.
16:56
Speaker 4: He said it was approx with me two thousand dollars
16:59
Speaker 4: and I said, well, you can buy me lunch. My
17:02
Speaker 4: information is free. And when you're navigating out here in
17:05
Speaker 4: the automobile buying world, it can get complicated and lots
17:08
Speaker 4: of times, since you know you might want to consider
17:12
Speaker 4: selling your car, negotiate the deal straight out purchase, especially
17:17
Speaker 4: if you have a little lower end car. When I
17:20
Speaker 4: say lower in a car that's valuation is five thousand
17:25
Speaker 4: and six thousand, because the dealer may not aggressively want
17:29
Speaker 4: to go after your car because basically they're buying your
17:32
Speaker 4: car and you're buying their car. We caught trading and
17:35
Speaker 4: trading difference in the automobile world, but they're actually purchasing
17:39
Speaker 4: your car. They're just allowing you to get a difference
17:44
Speaker 4: on their higher price car than your car. And that's
17:47
Speaker 4: the amount of money you pay that you sometimes may
17:52
Speaker 4: very well call me. I might be the person will
17:55
Speaker 4: purchase your car. You can take that money and put
17:58
Speaker 4: in your pocket, or you can spend it the way
18:01
Speaker 4: you want to spend it. If you trade that vehicle in,
18:03
Speaker 4: it just goes toward a credit toward the purchase of
18:06
Speaker 4: your new car, and you can't spend that credit. In
18:09
Speaker 4: other words, is evaluation that's written down on a piece
18:13
Speaker 4: of paper to make you pay a lesser a bound.
18:16
Speaker 4: But if you sell me the car, you get a
18:19
Speaker 4: good check and you can take that money and do
18:21
Speaker 4: with it what you want. So that's one thing that
18:24
Speaker 4: I tell people that on the lower end cars of
18:27
Speaker 4: four or five, sixty seven thousand dollars, lots of times
18:30
Speaker 4: I will beat the allowance that you're receiving.
18:34
Speaker 3: And that could be an important distinction, and it also
18:37
Speaker 3: gives you Now, I don't know, I've never been a
18:39
Speaker 3: good negotiator or a bargain or anything along those lines.
18:41
Speaker 3: That is not a skill set that I have very well.
18:46
Speaker 3: But my impression has always been, and as it's worked
18:50
Speaker 3: out for me as much as possible, that if you
18:51
Speaker 3: make that transaction first, where you have that cash, that
18:54
Speaker 3: gives you the power to basically negotiate the price. Knowing
18:58
Speaker 3: that you have that cash, you don't have to tell
18:59
Speaker 3: any that you have, you know, fifteen grand or ten
19:02
Speaker 3: grand or something that you can bring in and put
19:03
Speaker 3: down on it, negotiate it like you're started for cash,
19:05
Speaker 3: and then you're like, okay, well here's my ten grand,
19:07
Speaker 3: let's make it work. Then you don't have to worry
19:09
Speaker 3: about because I'm not saying everybody can do this. But
19:11
Speaker 3: once you start talking about credits and you're putting numbers
19:14
Speaker 3: to paper, numbers on paper aren't the same thing as
19:16
Speaker 3: actual numbers. You know, it can make it look like
19:19
Speaker 3: you're getting twelve grand for that car when maybe the
19:21
Speaker 3: front side of it, I'm not saying it, but I'm
19:23
Speaker 3: saying that maybe the front side was inflated just a
19:25
Speaker 3: little bit more than what it needed to be. So
19:27
Speaker 3: if you're going in there without anything obvious that you're
19:30
Speaker 3: trading in or anything like that, and you're just negotiating
19:32
Speaker 3: your best price, and again I'm not an expert, but
19:34
Speaker 3: then it seems like you could bring out your cash
19:36
Speaker 3: and be like, okay, well that price is agreeable. Here's
19:38
Speaker 3: my twelve grand to put down, or here's my ten
19:39
Speaker 3: grand to put down, and then you have a lower
19:41
Speaker 3: payment and you do yourself a good service.
19:43
Speaker 4: Well, the other thing that in the market because of
19:46
Speaker 4: the diminished amount of markup, and people probably would be
19:51
Speaker 4: surprised that they're looking at automobiles, how little markup.
19:56
Speaker 2: There's I asked going to ask you about it.
19:57
Speaker 4: It's nothing like the days of YESTERDA.
20:00
Speaker 2: Can do it anymore right because it's so much competition.
20:02
Speaker 4: So dealers may underallow. In other words, they may value
20:08
Speaker 4: your car at seven but offer you six to see
20:11
Speaker 4: where you're at, and if you say yes, they'll book
20:14
Speaker 4: at cart seven to create a paper profit and it
20:20
Speaker 4: helps their balance sheet. You can say, well, our average
20:24
Speaker 4: gross profit is X. But it's another way that they have.
20:28
Speaker 4: You know, they're exploring it to do that mark up
20:32
Speaker 4: in cars today. Oh, I don't know. Probably I started
20:36
Speaker 4: seeing the minish of it about twenty years ago. The
20:39
Speaker 4: squeeze from the top to the bottom. That's something I've
20:42
Speaker 4: always termed is the top price and the bottom price.
20:46
Speaker 4: But the discounts are not what they was at one time.
20:50
Speaker 4: Rebates internally and externally. What that means is externally they're
20:56
Speaker 4: advertising that rebate. Internally, they may have plateaus they have
21:02
Speaker 4: to reach in their cells, and they'll gamble upon attempts
21:05
Speaker 4: to do it. In other words, General Motors produces a
21:09
Speaker 4: large amount of Chevrolet tracks. It's an attractive car. I
21:12
Speaker 4: think it might be the best bang for the buck
21:14
Speaker 4: for the twenty five thousand dollars price range. And they'll
21:18
Speaker 4: go to a dealer and say, you know, we'll give
21:20
Speaker 4: you a benchmark based up on your turning of the
21:25
Speaker 4: vehicles previously that if you hit your quota will send
21:29
Speaker 4: you X amount of dollars. Now that doesn't mean that
21:32
Speaker 4: they're going to get it. That means they have a
21:34
Speaker 4: benchmark they have to achieve to get it, So they're
21:37
Speaker 4: going to push that vehicle, and that seems to be
21:41
Speaker 4: the way the automobile business. The trend of the manufacturer
21:45
Speaker 4: is to put the carrot out there to let the
21:47
Speaker 4: dealer chase it and if they get it, then they
21:50
Speaker 4: receive that money. Well, to do that and be aggressive,
21:54
Speaker 4: they've got to mark that car down and get aggressive
21:57
Speaker 4: bout trying to sell it. Let's just say, for a
22:00
Speaker 4: simple example, your bench marks fifty units in one given
22:03
Speaker 4: a month, and you have seventy five of those units
22:07
Speaker 4: out there. Well, to push him, you're going to have
22:09
Speaker 4: to you know, you're going to really have to discount
22:11
Speaker 4: them to get them going because if you fall short,
22:14
Speaker 4: you're not going to receive that money. So you're going
22:17
Speaker 4: to really make a heart attempt. It's just like the salesperson.
22:20
Speaker 4: You give him a character chase, that's what he's going
22:23
Speaker 4: to chase. You're in the enterprise business, and I'm sure
22:27
Speaker 4: you had incentives and goes for you to reach for sure, Yeah,
22:31
Speaker 4: and you're going to really strive to get that and
22:34
Speaker 4: that's you know, that's all about. It's like overtime. You know,
22:37
Speaker 4: if you have an opportunity to work overtime, you have
22:39
Speaker 4: an opportunity to make more money. Well, if you have
22:42
Speaker 4: an opportunity to sell x amount of products, you may
22:45
Speaker 4: have to work a little overtime, but to reward is monetary.
22:49
Speaker 3: Right, Yeah, you figure it out, You figure out whatever
22:53
Speaker 3: it might be that you have to do it. Sometimes
22:55
Speaker 3: you don't really cut corners. You just you find a
22:59
Speaker 3: way to make a square peg fit. Sometimes, you know,
23:02
Speaker 3: you just find ways to make it work and to
23:05
Speaker 3: work well enough for long enough and then you get through.
23:07
Speaker 3: I mean you have to do that as part of
23:08
Speaker 3: a sort of the way that you become successful with
23:12
Speaker 3: what you're doing, because not everything's always want to fit
23:14
Speaker 3: in perfectly, so you have to find ways to do
23:16
Speaker 3: that well.
23:16
Speaker 4: Sales has normally commission driven and working. Let's just say
23:22
Speaker 4: at an average job is a salary plus or hourly,
23:28
Speaker 4: and if you want to make more money, you work
23:30
Speaker 4: over time. You know there's people in that hourly business
23:33
Speaker 4: that they know is to go to person for overtime
23:36
Speaker 4: you have a mechanical breakdown or you have a project.
23:40
Speaker 4: You know who to go to and say, hey, would
23:42
Speaker 4: you like to work this weekend? You probably know who's
23:44
Speaker 4: going to say yes, and you probably know who's going
23:47
Speaker 4: to say no. It's like salespeople. You know who's going
23:50
Speaker 4: to be the top of that board most generally because
23:53
Speaker 4: they're the ones that puts in more hours and they
23:56
Speaker 4: go at it a little harder. I was a commissioned
23:58
Speaker 4: salesman before I ever become a independent dealer, and you know,
24:04
Speaker 4: you had that goal to reach and to get it.
24:08
Speaker 4: Sometimes it might fall in your lap, but most of
24:11
Speaker 4: the time you had to put a lot of effort
24:13
Speaker 4: in to getting to the top. We used the analogy
24:16
Speaker 4: of the board, the sales board as to what your
24:19
Speaker 4: quota is and whether you achieved it or not.
24:22
Speaker 2: We had back in the We'll take a break after this.
24:24
Speaker 3: If you want to get a hold of Larry Dawson
24:25
Speaker 3: and give them call threes or a four three four
24:27
Speaker 3: five fifty fifty eight three four five fifty to fifty.
24:28
Speaker 3: You can text threes are four nine three five five
24:30
Speaker 3: zeros or eight three zero four nine three five five
24:32
Speaker 3: zeros er eight to get ahold of Larry Dawson. When
24:35
Speaker 3: I worked at a mortgage company back in the nineties,
24:38
Speaker 3: so this was in right after interest rates really crashed
24:40
Speaker 3: and they were really low. People were just refinancing and
24:43
Speaker 3: buying houses like crazy and stuff along those lines.
24:45
Speaker 2: I worked at.
24:46
Speaker 3: I worked at and then eventually managed and became partner
24:49
Speaker 3: with a mortgage company where the boss or the broker
24:53
Speaker 3: who I teamed up with, had a very aggressive commission structure,
24:58
Speaker 3: and basically the more business you did, the higher commission
25:01
Speaker 3: you got paid. So it started at I think twenty
25:03
Speaker 3: percent or something. I mean at a high commission from
25:05
Speaker 3: mortgage back in the days. It was a lot of money.
25:07
Speaker 3: Maybe it was fifteen, I can't remember, but you could
25:09
Speaker 3: eventually get up to sixty percent commission if you were
25:12
Speaker 3: doing over let's see, over fifty thousand dollars in revenue,
25:18
Speaker 3: revenue that you were bringing in over top of them.
25:20
Speaker 3: Then if you do the math on that you're making,
25:22
Speaker 3: that's a lot of money that you're making on that.
25:24
Speaker 3: So people that were fighting to get from that forty
25:27
Speaker 3: five percent plateau to the sixty percent plateau, when you
25:30
Speaker 3: had just like a couple thousand more dollars to do,
25:33
Speaker 3: you would do just about anything to get that two
25:34
Speaker 3: thousand dollars. You would cut deals, you know, let me
25:37
Speaker 3: hurry up and get this write this mortgage for you
25:39
Speaker 3: real quick.
25:40
Speaker 2: I'll do it for lesson I'm like normal. I mean,
25:42
Speaker 2: you would do whatever you needed to to get that.
25:43
Speaker 3: Two thousand dollars to try to get your commission structure
25:46
Speaker 3: up there. And people, it's motivating.
25:49
Speaker 4: I think that is the basis of just about all sales,
25:52
Speaker 4: whether you're you were selling money, I was selling automobiles, people, sales,
25:56
Speaker 4: real estate. You know, at one time we had Capital
26:00
Speaker 4: Street was full of really nice high end clothing stores.
26:04
Speaker 3: Yeah.
26:04
Speaker 4: Yeah, those peopole are no different from us.
26:07
Speaker 2: Yeah right, yeah, very true. That's very true. Larry Dawson
26:09
Speaker 2: from Larry Dawson. We got cars. We back up he
26:12
Speaker 2: boughts cars. You can still give Larry call. This morning
26:14
Speaker 2: threes are a four three four five fifty to fifty.
26:16
Speaker 2: Let's take a break.
26:17
Speaker 3: When we come back, we still have few things we
26:18
Speaker 3: want to talk about, and plus your phone calls if
26:19
Speaker 3: you want to get in this morning threes are a
26:21
Speaker 3: four three four five fifty to fifty eight. Text line
26:22
Speaker 3: number threes are four nine, three, five five zeros or eighth.
26:25
Speaker 3: You're welcome to get ahold of us either of those routes.
26:28
Speaker 3: We'll take a break and be back right after this.
26:29
Speaker 3: You're listening to ask the expert with Larry Dawson on
26:32
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Speaker 3: You're listening to Ask the Expert WCHS the Voice of Charleston.
28:21
Speaker 3: Larry Dawson is in the studio with us this morning.
28:23
Speaker 3: He's taking your phone calls. If you have any questions
28:24
Speaker 3: about cars that you're looking to sell or something that
28:26
Speaker 3: you a complication that you've ran across at somebody with
28:29
Speaker 3: Larry's level of experience can help you out with You
28:31
Speaker 3: can give us a call this morning. Three zero four
28:32
Speaker 3: three four five fifty eight fifty eight. Threes are A
28:34
Speaker 3: four three four five fifty eight fifty eight. You can
28:36
Speaker 3: text three zerre A four non three five fives years
28:38
Speaker 3: zero eight. A lot of the things that we talk about, Larry,
28:40
Speaker 3: when it comes to your perspective and doing business with
28:46
Speaker 3: your experience and these things, it really boils down to
28:49
Speaker 3: a lot of times with it just works. It's it's
28:52
Speaker 3: the way to do things where you're where, you're communicating properly,
28:56
Speaker 3: and at the end of the day, you've done your
28:59
Speaker 3: business to a way that you're satisfied the person that
29:01
Speaker 3: you did business with is satisfied. You might refer each
29:04
Speaker 3: other to to somebody else that you know later on
29:06
Speaker 3: down the line. I mean those human reactions and doing
29:08
Speaker 3: things where the result ends up being the right result,
29:11
Speaker 3: whatever it is. It's hard to go into anything like
29:14
Speaker 3: that anymore and know that the end is going to
29:16
Speaker 3: be something that's acceptible to everyone. It seems like everything's
29:18
Speaker 3: a tug of war with that. And that's the one
29:20
Speaker 3: thing that you took out of that equation. You always
29:22
Speaker 3: operated with that in mind that you know that somebody
29:25
Speaker 3: selling you a car because that car has value, you
29:27
Speaker 3: respect that case, and they know that you're going to
29:30
Speaker 3: be fair with that respect, and that ends up being
29:33
Speaker 3: with people that are relatively happy with the transaction. That's
29:36
Speaker 3: not typical anymore.
29:37
Speaker 4: I keep it very simple, and you can get lost
29:41
Speaker 4: in the world of information by assuming your vehicle, your house,
29:48
Speaker 4: your commodity is worth what you saw online. And here's
29:54
Speaker 4: a great example, and I've said this to people in
29:58
Speaker 4: valuation of automobiles. Most dealers or buyers we go to
30:04
Speaker 4: the same We go to the same area of information
30:09
Speaker 4: to find what the vehicles had been bringing similar to yours.
30:15
Speaker 4: Now it's updated daily. In weeks, it will vary, and
30:21
Speaker 4: sometimes you might see a vehicle that is showing I
30:27
Speaker 4: think a stronger valuation than normal just by using my
30:32
Speaker 4: common sense and history of that automobile. But that might
30:38
Speaker 4: be comprised of that week. There was some really sharp
30:42
Speaker 4: cars that was that make and model with some very
30:45
Speaker 4: good mileage go through and that's thrown in a stack
30:49
Speaker 4: of the week before last that maybe they're not knocking
30:53
Speaker 4: a brown car, but that's not Jesus one to sell.
30:56
Speaker 4: But some callers that maybe not were as popular, the
31:00
Speaker 4: cars was not as clean. Maybe whether rental companies or
31:03
Speaker 4: lease companies, this unloaded x amount of their vehicles that
31:08
Speaker 4: was in an area that they probably didn't show well. Well,
31:13
Speaker 4: that will bring the valuation down. So you have to
31:16
Speaker 4: look at it with open eyes and understanding the market
31:20
Speaker 4: is a moving market. It's sort of like looking at
31:23
Speaker 4: a stock I have lately been going on it and
31:26
Speaker 4: looking crude oil prices. You want to talk about a
31:30
Speaker 4: moving market, that's a moving market. I was in Florida.
31:34
Speaker 4: When I was on my way to Florida, it was
31:36
Speaker 4: north of one hundred. Then it dropped down in the eighties,
31:38
Speaker 4: then it came back to one hundred ish in a
31:41
Speaker 4: crude oil market. And so that's a moving market. That's
31:45
Speaker 4: a twenty to twenty five percent swing. Well, automobiles really
31:48
Speaker 4: do not do that, but there is variations and regional
31:53
Speaker 4: comes into play. It is not easy to sell a
31:57
Speaker 4: two wheel drive anything if it has a full wheel
32:00
Speaker 4: drive version, basically a pickup truck. We just assume in
32:05
Speaker 4: this town when I say to the town of Charleston,
32:08
Speaker 4: there were so many full wheel drives sold that when
32:12
Speaker 4: you have a two wheel drive, it's kind of an oddball,
32:17
Speaker 4: and you're not aggressively trying to trade or buy that
32:20
Speaker 4: because that market is limited. When I was in a
32:24
Speaker 4: retail business, you could have ten pickup trucks and if
32:27
Speaker 4: you walk to somebody over, boy that's really I like
32:30
Speaker 4: that truck, and you share with him as a two
32:32
Speaker 4: wheel drive, it's like willed lettuce, you know, oh no, no.
32:38
Speaker 4: So we have regional areas that one product makes sell
32:44
Speaker 4: and one doesn't. I have came, I actually came across
32:49
Speaker 4: a co worker at camps. His father bought an Escalade
32:53
Speaker 4: down south and moved back to West Virginia. He was
32:56
Speaker 4: aging and he was having some complications and Brad called me,
33:01
Speaker 4: and when I ran the information on the vehicle, I said, Brad,
33:06
Speaker 4: did you know that this is a two wheel drive Escalade?
33:10
Speaker 4: I honestly had never seen one. I didn't even know
33:14
Speaker 4: they made one, and that I googled, and you know,
33:17
Speaker 4: I learned myself. He had no idea that would be
33:21
Speaker 4: a tough one to sell a two wheel drive Escalate.
33:25
Speaker 4: So you know, it might be. I'm sure that everybody
33:29
Speaker 4: has their evaluation in the car, and it's probably slightly
33:32
Speaker 4: higher than the next person. But I think that's true
33:35
Speaker 4: with everything that you own versus what someone does not of.
33:39
Speaker 3: Yeah, right, that's a great example you can bring up
33:41
Speaker 3: with two will drive Escalator because you talked about enterprise before.
33:46
Speaker 3: I had a subsidiary branch out of a Cadillac dealership
33:49
Speaker 3: at one time, and man, I can't think of anybody that.
33:52
Speaker 2: Would want a two will drive Escalate.
33:55
Speaker 3: To be honest with you, Man, I could think of
33:56
Speaker 3: some clients that if I tried to put that had
33:58
Speaker 3: Catallacs that would come in for service or something that
34:00
Speaker 3: if I try to put them in something too will
34:01
Speaker 3: drive that we're driving an escalate. They'd be mad at me.
34:04
Speaker 3: I mean they would get mad at a lot of time,
34:05
Speaker 3: but they would get mad over something like it. So
34:07
Speaker 3: I can see where if you have sort of a
34:09
Speaker 3: unicorn car like that, to you that car, I mean,
34:11
Speaker 3: you put the investment and everything else into it, but
34:14
Speaker 3: it may not be on the open marketplace as easy
34:16
Speaker 3: to sell as all that. It's kind of like having
34:18
Speaker 3: a baseball car that technically has value because it's rare,
34:21
Speaker 3: but if nobody wants to buy it.
34:22
Speaker 2: It doesn't do you a lot of good.
34:24
Speaker 3: It says in that book that it's worth eight hundred
34:26
Speaker 3: dollars or whatever, but if you put on an eBay
34:28
Speaker 3: and nobody bids on it, it's worth basically zero.
34:31
Speaker 4: If a vehicle is worth what someone will pay you
34:34
Speaker 4: for it, not what they'll allow you on trade in,
34:39
Speaker 4: those are two completely different figures. And that's where I'm different.
34:43
Speaker 4: You know, when I make an offer, I buck it
34:45
Speaker 4: up with a check. I don't announce it. I don't
34:48
Speaker 4: want I don't drive in there with a white truck
34:51
Speaker 4: with my name across it normally. Well, last week when
34:56
Speaker 4: I went to South Hills pick a car up, my
34:58
Speaker 4: secretary dropped me off. He came in. I said, can
35:00
Speaker 4: you run me up Charleston.
35:02
Speaker 2: I got to pick a car, got to have a
35:03
Speaker 2: chase one way or the other. Help.
35:05
Speaker 4: So that's that's what I do. And you don't come
35:08
Speaker 4: to me, I'll come to you. I'll make it easy.
35:10
Speaker 4: And then if you're into my area and you want
35:12
Speaker 4: to stop by, you can stop by. I'm there, in
35:16
Speaker 4: and out, in and out. Once again, I'm just one person.
35:19
Speaker 4: And so as I'm conducting business and living my life
35:23
Speaker 4: now having some personal time, I'm just not always sitting
35:27
Speaker 4: in a chair. And that was that was a hard
35:30
Speaker 4: transition for me. I was used to opening and closing
35:33
Speaker 4: the store than when I semi retired and Stevens took
35:36
Speaker 4: over that when I you know, I had time to
35:39
Speaker 4: go cut the grass I had, I was not rushed,
35:42
Speaker 4: and I'm really enjoying that. But I still enjoy doing
35:46
Speaker 4: somewhat of car work by purchasing automobiles.
35:50
Speaker 3: Yeah yeah, and and uh, you've really stayed engaged in
35:54
Speaker 3: that as like what we talk about on this program.
35:57
Speaker 3: But you don't have any I haven't really missed a
35:59
Speaker 3: step much from when you decided to step away from it.
36:02
Speaker 3: I mean, it's not like you took vacation for a
36:04
Speaker 3: year and came back and said, I think I'm going
36:05
Speaker 3: to get back into that.
36:06
Speaker 2: You never really let the grass grow much.
36:09
Speaker 4: I see, we're shorter time. I tell you a quick story.
36:13
Speaker 4: A gentlemen that I do work with, and I won't
36:17
Speaker 4: say he's a coworker. We've been friends forever and we
36:22
Speaker 4: share an office in a building and he does his thing,
36:24
Speaker 4: I do mine. We coexist together. He had in West
36:28
Speaker 4: Virginia auto sales. He sold to doctor Greeb and he
36:31
Speaker 4: semi retired like I did. Unfortunately, he had quadruple bypass
36:37
Speaker 4: surgery yesterday, very successful. He called me last night.
36:42
Speaker 2: I was floored.
36:44
Speaker 4: This man had been our surgery six hours and when
36:51
Speaker 4: I picked it up, I said, Doug. He said, what
36:53
Speaker 4: are you doing? I said, well, I'm walking in the
36:55
Speaker 4: door to the house with him. Thirty seconds we're talking
36:59
Speaker 4: about cars. I mean, and I think, well, I talked
37:04
Speaker 4: to him for I could tell that he was, let's say,
37:08
Speaker 4: groggy a little bit. Sure, yeah, but he was pretty
37:10
Speaker 4: spot on and he had sold a car last week
37:14
Speaker 4: and he was telling me where the title. You know,
37:17
Speaker 4: he's making arrangements. So he wakes up from quadruple Bypass.
37:21
Speaker 4: Within hours he's back doing the car thing. That's a
37:25
Speaker 4: car man.
37:26
Speaker 2: Yeah, that's a car guy right there.
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Speaker 4: Yeah, And I mean, I just I kind of felt bad,
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Speaker 4: but it was a good conversation. It was an accellent
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Speaker 4: I just I was so.
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Speaker 2: Pleased to hear from him. That's probably what he needed.
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Speaker 2: He needed that needed it.
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Speaker 4: Yeah, and you know what I needed that because we've
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Speaker 4: had a relationship for about forty years. We're just two
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Speaker 4: retired car guys that did want to go home.
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Speaker 2: Larry Dawson still buys cars.
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Speaker 3: Larry Dawson three zero four five four five is zero
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Speaker 3: two one one three zero four five four five zero
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Speaker 3: two one one looking for uh, looking for some advice?
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Speaker 3: Looking to sell your vehicle? Larry might be able to
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Speaker 3: still help you out. Larry, I appreciate your time and
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Speaker 3: expertise and coming in here yet again.
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Speaker 4: Thank you for having me. Now see the second Wednesday, next.
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Speaker 3: Mess second Wednesday of next month, you can book it
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Speaker 3: with Larry Dawson from larr Dawson's Auto Sales. I'll be
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Speaker 3: back in about ten minutes or so on Faby Love
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Speaker 3: join me, then, won't you? Attorney Jarett, General JB. Mccusky
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Speaker 3: will join me. That's coming up next on Favid w
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Speaker 3: c HS.
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Speaker 1: Ws A W two four three D R f M
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Speaker 1: Trails Stand W two A three Q Cross Lanes, a
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