months (new). This gives a very high payment. Back in the day, mostclients would just accept it and continue negotiating. People are savvier (^)
now, and they often get a bit outraged when they see a monster paymenton the Four Square.
But this doesn’t bother a sophisticated salesperson—it’s intentional. It is a test. After you calm down, and they’ve “scraped you off the ceiling,” as the (^)
saying goes, they’ve not only set a high payment that makes allsubsequent ones look better, but they have learned something about your (^)
tolerance level and how reactionary you are.
on how the bottom line and payment correlate.TIP: Be a bottom line buyer, and have them show you the math^
In fact, you don’t really need to spend much time on the Four Square at all.Due to changes in lending disclosure and consumer protection laws, you
can short-circuit the its use altogether.
salesperson and ask for TIP: If the Four Square is laid out for you, politely stop thefull disclosure.^
barry
(Barry)
#1