Predatory Loans At Auto Dealerships Are Common. Auto Buyers Beware.

Geo saved a total of $14,709 dollars at the dealership. Read his story to find out how.

Geo was referred to me by a couple that I met back when I was selling cars (LINK). They were a young family that needed advice on how to proceed with the car they had on lease. I showed them their best options.

They could buy out their current vehicle, or they could complete their lease and get into a bigger, more family friendly SUV. They had a few weeks before their lease was over, so they decided to take some time to carefully plan their future.

True to their word, they came back a couple weeks later to buy out their car. They looked for me, but couldn’t find me. They didn’t want to disturb me if it was my day off, so they took the help of a fellow salesman. He wasn’t as forgiving as I was.

He bullied them into a bad deal while I was out eating my lunch. It was my fault. My job was to sell cars and part of that job included making follow-up phone calls. If I had maintained contact, I could have saved them.

I saw them as they left the dealership.

“Hey, Auto Buying Coach! We thought you weren’t here! We came back to make the deal we talked about, and we looked for you, but you weren’t around. Another salesman was trying to help us. He said you weren’t here today.”

“Yea, I’m sorry guys, I was on my lunch. You should’ve called me to let me know you were coming. I would’ve made sure I was here. ”

I should have called them.

“We’re so sorry, we made the deal, but it didn’t go so well. They said they couldn’t give us the same deal we discussed last time because those specials were expired.” *A common lie that salesmen use.*

They showed me their contract. It was a terrible deal. Good for the dealer, bad for the customer. To the salesman it was just another unit for the month.

“Guys I’m sorry. I should have been there. I’ve been standing out here waiting for a customer oblivious that you were in there getting taken advantage of.”

They apologized for not calling me. They said they didn’t want to disturb me if I was not at work.

Quick Tip: If you are a buyer and you trust your salesperson, feel free to disturb them when you are ready to buy. They appreciate it. Some salesmen will not contact you because we don’t want to disturb you, a common mistake as well.

A battle lost, but the silver lining, I gained the trust of two good people. To top it off, they remembered me when their good friend Geo was ready to buy his truck.

“Hi Geo, this is the Auto Buying Coach. I was notified by our mutual friends that you are interested in buying a truck, and I just wanted to let you know that I can help.”

Geo was in a tough spot.

His credit was in rough shape. He had no possible cosigner. There was no down payment available, and his current vehicle was transforming from a reliable work horse to a costly liability.

I gave Geo a list of all the information we would need and waited until he was ready.

Three weeks later, “Auto Buying Coach, I’m ready.”

“Ok Geo, meet me at the dealership at 9:30 a.m.”

We were greeted by Holly, a sweet woman, but make no mistake, as a saleswoman with twelve years’ experience under her belt, Holly would have torn us to shreds had we given her the chance.

“Hi Holly, we are interested in looking at a few trucks in hopes that we can buy one today.”

“Great! Which truck did you want to see?”

We gave Holly the stock number of the truck we were most interested in. She did not hesitate to work the deal even though she was aware that if she managed to complete the sale, a deal like this was most likely a Mini.

Geo loved the truck. There was no need for a sales seduction; our focus was on getting approved for finance.

Geo filled out the credit application. He was ready with his proof of income, proof of residence, and proof of insurance. We didn’t have a down payment, but there was a trade-in vehicle involved which helped us immensely.

Holly sensed from the get go that we weren’t ordinary buyers. She looked me in the eyes and asked me if I was a broker. I said, “No. I am a roofing estimator.” (This is still a fact as I write this article.)

I told her about my experience as a salesman, and why I accompanied Geo. She opened up about her experience as a saleswoman, and expressed her condolences when she heard about where I was working when I was in car sales. Management from that dealership was infamous in our local auto industry, but that is a story for another day.

Holly was not wasting time or taking any chances; she got a Closer involved right away, a Hispanic Closer to increase the chance of the sale.

The opening terms were all over the place except on a legally binding document. Their first real offer was $29,907 dollars for the truck (internet price), with an annual percentage rate of 14%, $1,500 dollars for our trade-in, and a contract length of 72 months with a required down payment of $3,000 dollars due to our credit score.

“We really want to make a deal with you guys, but first we want to shop around. There is another dealership across town, who might offer us a lower interest rate and a better price, but if they don’t, we will come back and get this truck today.”

They weren’t having it.

“How do we make a deal without you having to shop around?”

“We don’t have a down payment, so you have to make the deal with nothing out of our pocket other than our trade-in vehicle. The trade-in is valued at $2,500. You only offered us $1,500 dollars. I think we can do better somewhere else, and the monthly payment is too high. We need that to be around $200 dollars lower than what you are proposing.”

There was some back and forth with them trying to discredit our sources, TrueCar and KBB, but eventually we reached a middle ground.

“Give us a few minutes guys while we talk to the banks and see what we can do for you.”

They came back with improved terms: Vehicle Price $29,400, APR 7.99%, Trade-in Value $2,000 dollars, Down Payment $0.00 dollars.

The new terms were great. It was time for the finance office.

“Hello gentlemen, welcome. Who is the roofer who used to sell cars?”

News spreads quickly at the dealership. Christian, the smooth talking finance manager, didn’t believe I was a roofing estimator. Maybe he was just making small talk, or maybe he wanted to make sure I was not an Auto Broker. He asked why I got into roofs, and how I made such a change in career so quickly.

I didn’t like the combative nature of car sales. I loved seducing customers and making profitable deals, but I didn’t like that in the eyes of new clients I was a car salesman therefore I could not be trusted.

Luckily a good friend of mine who was working in the roofing industry recruited me as a salesman. Helping people repair or replace their roofs gave me a better feeling than selling cars for huge profits, so I left, and the rest is history. I didn’t tell him about The Auto Buying Coach.

Christian tried to sell us his warranties and insurances. We declined everything except GAP insurance. It wasn’t enough commission. Looking out for himself, Christian made a move against the dealership leaving us an opening for more savings.

“Gentlemen, I’m going to do this just for you. I am lowering the APR from 7.99% to 4.9% and I am going to include the warranty anyway for your benefit. This way you will have the extra warranty and your monthly payment will be $2 dollars lower.”

Overall he was saving us another $500 dollars, and he was increasing his commission. It was a fair trade.

Finance managers usually get paid more commission from the warranties they sell than from the inflated, predatory loans they lure customers into (LINK). Those enormous profits go to the dealership and the lender, not the finance manager, which is why Christian decided to sacrifice those three percentage points in hopes of including the extended warranty in the deal instead.

He was lucky that Geo decided to keep the extra warranty. We could have saved an additional $2,500 dollars by taking the 4.9% APR by itself and telling Christian to remove the extras.

The deal was a success.

I helped Geo load his new truck with all his cool toys.

We snapped some pictures for the memories, and we were on our way.

Geo saved a total of $14,709 dollars, not taking into account the unreasonable first offer of $702 dollars for 72 months with a $3,000 dollar down payment. We dropped his monthly payment from $660 dollars to $548, we maximized the amount he received for his trade-in vehicle, we obtained an incredible interest rate of 4.9% down from 14% despite our credit situation, and we left the dealership with a new truck and no money out of our pockets.

Holly got herself a quick, easy unit. Christian sold two warranties, and we left the dealership happy with a 2018 Toyota Tacoma. It was a job well done.

I hope you enjoyed this training session, and hopefully you learned enough so that you can apply your new knowledge to your next auto negotiation.

Sign up for email alerts when new articles are released, and don’t forget to schedule a coaching session or read the Auto Buying Guide when you are ready to make your purchase.

-Kind regards from your friend,

The Auto Buying Coach

Protect your Money: Financing Scam Alert

Be careful who you trust. This is important advice for navigating through life in general, but it is especially true when you enter an auto dealership. In fact, at the dealership I recommend the classic,"Don’t trust anybody."

I received a phone call from a previous client, Melissa; I was happy to hear from her. Normally, a call from a previous client meant more business. Either that or there were problems with the vehicle, but that was never a cause for concern. I always handled all complaints promptly.

My customers were my priority; car salesmen rarely survive without a loyal client base. I asked Melissa how everything was going with the car and with her family. I pass on what I learned to you.

Melissa purchased a vehicle at the dealership where I honed my skills. She was not happy. She was misled by a dealership employee. I was her salesman. She had my business card. She only remembered me; I was the fall guy.

The information I provide on this site is not intended to bring legal trouble to any institution, but if you run into this scam, talk to a lawyer.

I remembered Melissa because we made a good deal. From the perspective of a competitive salesman, a good deal meant a commission of over $200 dollars. We called those deals, "Pounders".

My cut was twenty percent of the profit from the vehicle selling price. I made $537 dollars on this particular deal, so that meant I sold the car for a little over $2,500 dollars profit, a two and a half Pounder. Pretty good for a green-pea.

Selling at a profit was difficult. Everyone wanted a great deal. Most salesmen, including some of the experienced ones, sold the majority of their vehicles at MSRP or at a small loss, and they were paid the minimum commission. At the time it was $100 dollars minimum for selling a car; we called those deals, "Minis."

Most months having only Minis was not enough. If you didn't get any Pounders, you were most likely going home with the minimum wage at the end of the month. Not much to show for a month full of 14 hour shifts.

Anyway, Melissa bought her car. She was happy at the time. She walked into the dealership with no savings for a down payment, and she left with a brand new car; she had good credit.

Salesmen love when you have good credit because that means most of your money will be going to the purchase price instead of the interest on the loan.

Finance managers love good credit too. To them, good credit means you can finance a large amount over what the car is worth, so you are more likely to pay for warranties and insurances on top of your car's final price. Finance managers are salesmen too.

Do not let them fool you. They will talk down the salesmen, and say that you can trust them because they are finance managers, salaried employees, not lying salesmen. These are usually lies.

They make money on the back end. They get a cut of the profit from the warranties and insurances they sell you, and from the inflated interest rate on your loan.

Melissa loved the car. I put on a show; I sold it to her. We negotiated the monthly payment and down payment, which was zero because she had no extra cash. The monthly payment included only the inflated vehicle price with tax, dealer fees, and loan interest, but no warranties or insurances were included. Getting Melissa to add those was the job of the finance manager.

During our phone call, Melissa told me that she remembered me offering her a dealer approved credit card that she could use for her down payment. She said I offered zero percent interest with no payments for the first six months, and that I said she would be able to repay the credit card at her own pace.

I was just as confused as she was. I made no such offer. As far as I knew, we didn’t offer credit cards at the dealership; we sold cars.

A few months after her purchase, she received a letter from the credit card company threatening to send her to collections for failure to make payments. She had to repay the outstanding balance amount in full with interest and fees included. Melissa was scammed.

How did it happen?

I walked Melissa into the finance office with a negotiated monthly payment that reflected a possible lack of knowledge about how to buy a vehicle. The finance manager also noticed that Melissa had great credit, and that I won her trust. She was a sitting duck.

We had a term for these types of clients as well, "Laydowns." I've heard salesmen from different dealerships call them "Flops," customers who will do what you say and pay what you ask for because they are trusting and they lack knowledge.

The finance manager sold Melissa all the extra warranties and insurances. Then he offered her the "dealer approved" $4,000 dollar credit card, so that she would use it for a down payment. This in turn would lower her monthly payment because she wouldn’t be financing those $4,000 dollars through her loan contract.

As a bonus, the $4,000 dollars borrowed would be interest free, and she did not have to make a payment on that credit card for six months. What a great deal! Of course she approved. The finance manager signed Melissa up for a random credit card, paid the down payment, and sent her on her way.

A few months later, she called me. I was the fall guy.

Do not fall for these scams. It is easy to say, but when you are in the dealership your head will spin. It is part of the sales game. This is a huge a purchase for you. Your emotions will run high. You will have a lot to think about.

Salesmen will take advantage of you, if they can; the car industry is brutal. Be prepared, and if possible, bring professional help. I hope you learned a lot from Melissa’s experience. Don't let it happen to you. Contact me if you need help.

-Your Friend

The Auto Buying Coach

Negotiate Your Auto Loan And Save Thousands

We saved over $10,000 dollars at the dealership, this is how...

My dad used to drive a 1995 Saturn S-Series SC1; he named it Palomo.

I know, I know, it wasn’t the coolest car. It was not even known for its reliability, but my dad was lucky enough to find one with a manual transmission.

We’ve always been fans of manual transmissions because they are more reliable due to their simplicity. That and manual transmission cars are more fun to drive.

Palomo was not an exception. He carried us well past 300,000 miles.

At the end of his life, Palomo could not pass a smog check. My dad drove with his lunch box behind the driver seat to keep the seat from sliding back as he switched gears. The interior upholstery was held together by Velcro strips. The trunk latch didn’t unlatch. The clutch seemed irrelevant. The shift lever was held together by zip-ties. He was a mess, but he never stopped running.

I learned to drive stick on Palomo. I practiced before on our converted Chrysler out in the desert roads, but Palomo was the one that survived my city driving.

He served us well. Unfortuntely, his time was coming to an end. Driving him was getting more dangerous by the day. We had to put him down.

I came across a government program that allowed drivers with old vehicles that couldn’t pass a smog check to retire their clunkers in exchange for a government approved down payment on a newer, more environmentally friendly replacement.

It was time for a new car. I did all the homework, filled out all the paper work, and was approved for a down payment of $7,000 dollars.

As a salesman, I had experience dealing with customers who came in looking to buy vehicles through the Replace Your Ride Program. Honestly, it was a pain to deal with, but I did it because it was part of my job, and I liked the idea of a government program helping citizens become more environmentally friendly.

Being on the inside showed me how other salesmen reacted to customers looking to use the program. “Don’t waste your time,” was the warning. “Those deals take weeks to finalize, you’re probably only going to make a Mini, and they take away too much of your time. You’re better off getting another customer.”

I also saw the attitudes of the Desk Managers, the guys in charge of structuring deals to get financing approved by different lenders.

“No. Why would we discount our car when the down payment is coming from the government, not the customer’s pocket? If anything we should be charging more.” Not good for the Auto Buyer.

Well now it was my dad’s turn to be the Auto Buyer with a Replace Your Ride letter, and you can be sure I was not about to let him walk into a dealership with no help.

We found the car we liked, not manual, sadly, but extremely reliable, fuel efficient, and well within our budget, perfect, the 2014 Toyota Camry Hybrid.

I practice what I preach. I hadn’t created the Cheat Sheet (Link) yet, but I was prepared with everything as we drove up to the dealership.

We were spotted right away by a salesman, Charlie, mid-40s, well dressed, not very enthusiastic. He seemed experienced.

Judging by the way he approached us, he must have prejudged us as Jacks or Mooches.

Jacks are the clients every salesman hates. I’ve heard, “Strokers” as well. They come to the dealership as a pastime. They waste their salesman’s time without the intention of buying a vehicle at any point in the near future. Identifying them from a distance was a valuable skill.

Mooches are mooches. That one is pretty self-explanatory.

We were neither. Our goal was simply, “Buy a car and don’t get screwed.” I was a salesman; I knew they needed to eat too, but they wouldn’t be feasting tonight, just a light meal.

Since I did my research in advanced, I was ready with a stock number and an internet price for the Camry we were interested in buying. Charlie probably put us in the Mooch category because he saw me get out of my car with the paperwork in my hand.

Paperwork is rarely a good sign for a salesman looking to make a big commission because it usually means the client did, or is doing, homework. It’s still possible to make money, however, and an experienced salesman like Charlie was not going to let an opportunity slip through his grasp.

He greeted us, and I got straight to the point. We were internet customers. I had the stock number of the car we were interested in buying. We wanted to test drive and get right to business.

We were not interested in taking anymore of Charlie’s time than we had to. He was only going to be paid the minimum commission, and this was going to be a difficult deal, so we worked it as smoothly and quickly as possible.

Salesmen generally make a Mini when potential clients walk in with an internet price. The advertised price is untouchable due to laws and regulations (LINK).

Stay vigilant: The seasoned salesmen will know how to make money at your expense, internet price or no internet price (LINK).

If there is a discount available on a car, it is generally advertised on the internet, and that advertised price usually takes away any extra profit on the selling price. To the salesman, this means the deal is just a unit for his quota.

Salesmen do not mind taking those deals as long as they aren’t more difficult than they have to be. They need to move units.

Unfortunately for Charlie, this was more than just an internet deal. This was a Replace Your Ride deal, generally considered too time consuming to be worth the hassle.

We test drove the car. It felt great. It was a Certified Pre-owned vehicle with low mileage. Everything was amazing until we looked a little closer.

I opened the hood. First thing I noticed: rusted metal. The rust wasn’t extremely obvious; cars get power washed regularly while they are on the lot. However, know where to look, and you can see it on the small metallic rings holding the hoses in place, on hard to reach spots on the engine and transmission, on bolts, on wheels, and on other metals throughout the vehicle.

Rust can be a bad sign because it could mean other metal around the car is also beginning to rust, and this can cause expensive mechanical or structural problems down the road.

I looked under the car. Just as I suspected, more rust. One more check, the door frame bolts did not line up with the markings left from their previous position indicating that they had been removed, possibly for a repair that was not reported on the Car Fax vehicle history report.

This usually happens when the previous owner decides to fix an issue out of pocket to avoid insurance costs and depreciation on their vehicle.

It was a, “No go,” from me; the deal was over before it began.

“But wait! You’re in luck,” said The Universe.

There happened to be another 2014 Camry Hybrid available that was also a Certified Pre-owned vehicle. They simply hadn’t had time to post it online.

Too convenient for my skeptical hippo eyes, but we were prepared.

We test drove the Switcheroo: just as good, no, way better. The acceleration was snappier, the brakes’ stopping power improved, it had lower miles, it was a nicer color too, and - hey would you look at that- no rust: Mr. Switcheroo passed all the tests (LINK).

“Okay, is this the car? Let’s go inside.”

Charlie walked us inside and brought out his paperwork, time for business. He skipped the four-square (LINK). No time for that: He wanted to make sure we were buyers. We filled out the credit application.

I knew my dad had bad credit, a little bad luck and other factors had him in a tough situation, but it was nothing we couldn’t overcome. We had a huge down payment and a professional negotiator (Me) on our side.

Charlie came back with the bad news. “It’s going to be tough, guys. Unfortunately, due to your credit situation the banks will require a substantial down payment.”

“That’s okay Charlie. We are prepared with a $7,000 dollar down payment.”

Charlie’s eyes lit up. “Will that be cash, card, or check?”

“Check.”

“Great, let me go work out the numbers.”

Charlie showed my dad and I the terms of our contract: vehicle price $18,000 dollars (including taxes and fees), interest rate 20 percent, down payment $7,000 dollars, monthly payment $263 dollars, contract length 72 months. The loan would cost us total $14,117 dollars.

Again, no deal, the interest rate was ridiculous, even for my dad’s low credit score.

“But wait! I have a solution,” said Charlie.

“I spoke to another bank, and they are willing to offer you 12 percent A.P.R. (annual percentage rate), the only difference is I can’t sell you the car for the lower price. I have to sell it to you for $19,000, but don’t worry you’re still coming out on top because your monthly payment for 72 months will also drop to $234 dollars, a $29 dollar per month difference.” He must have thought we were Laydowns.

Charlie made a mistake.

He wasn’t lying about the savings. The new deal saved us an amazing $4 dollars on the total cost. If we didn’t know any better, we might have jumped on it.

He made the mistake of playing his cards too soon. He did not sell us his solution convincingly.

Hitting clients with outrageous terms is a common negotiation tactic. I recognized it right away. I knew Charlie would give us the actual interest rate as a solution; I just didn’t expect him to offer it up so easily. I should have fought him more on the interest rate considering the treatment we were getting, but we were satisfied.

The fact is, even I, a salesman, The Auto Buying Coach, can be squeezed for money, if done properly.

If presented smoothly, we might have accepted a slight bump in the vehicle price in exchange for the lower interest rate.

We declined the offer.

“Sorry guys, that’s the best I can do.”

“That’s okay Charlie. Let me speak to one of your managers. I want to see who is interested in selling a car tonight.”

“Sorry, they all left for the night, and they are going to tell you the same thing I told you.”

“That’s fine. We’ll come back tomorrow morning to speak to the general manager.”

Salesmen do not want dissatisfied customers approaching their dealership’s general manager to complain about a car they refused to sell. Their job is to sell cars. If they don’t want to do it, then why should the dealership keep them employed as salesmen?

Charlie turned the deal; he brought over another more experienced salesman, Luis.

This is a common sales tactic. When a deal starts to go sideways, salesmen will get someone else involved, usually their "Closer", an experienced salesman in charge of managing a team of salespeople. Sometimes they turn the deal: they use whoever they believe might have better chemistry with the customer, usually a salesperson of the same ethnicity.

“Turn it before you burn it. Getting a half deal is better than no deal.”

Luis apologized for anything Charlie did to cause us to want to leave, but he assured us that he would take care of us.

I explained the situation. Luis informed us that Charlie was indeed correct. They could not give us the lower, 12%, interest rate without raising the price of the car a thousand dollars. He said it was called selling interest points.

I didn’t care what he called it. I knew the facts. No deal.

“Listen Luis, I know how much that car is worth. I know how much the dealership spends on certifying the vehicle, and I know how much it costs you to recondition that car, so you can put it on the lot. I also know that even with the internet price there is still a small profit for the dealership in selling that vehicle, and we are not going to pay more for it than what we agreed.”

Luis was no help. Charlie noticed us leaving, and decided to save himself.

“Guys, guys, wait don’t leave! I’m sorry for everything. Look, my boss is going to get mad at me, but I’ll do the deal for you.”

“Thank you, Charlie. Let’s finish it up.”

Charlie came back with the terms of our contract: vehicle price $18,000 dollars, interest rate 12 percent, down payment $7,000 dollars, monthly payment $215 dollars.

“Okay guys, congratulations! Sign here and I’ll prepare your deal for the finance office. I will also need your down payment.”

Charlie was not giving up without a fight.

“Sorry, Charlie, we don’t have a deal.”

I did the math on my handy dandy calculator (LINK), and I noticed that Charlie’s numbers were incorrect.

As he presented our final terms, I noticed he did not mention the contract length, but it was clear as day on the paperwork: It read 84 months. At 84 months, our monthly payment should have been $194 dollars, not $215. Instead of saving us money, the new offer added $376 dollars to the total cost of the loan.

“Oh, our mistake, I am so sorry. Let me get that fixed for you.”

Finally, our final terms: vehicle price $18,000 dollars, interest rate 12 percent, down payment $7,000 dollars, monthly payment $215 dollars, contract length 72 months. This made the total cost of the loan $12,844. Saving us $1,269 dollars from the previous best offer. Perfect.

“Okay, I need the down payment.”

I looked at my dad. If we hadn’t played our cards right, we would never have gotten that deal.

“About that down payment Charlie, we don’t actually have it with us. This next part depends on your knowledge of the Replace Your Ride program. I know your dealership offers it, I just don’t know if you have dealt with it before.”

Charlie just stared at me. Of course he knew about the program. He was an experienced salesman.

I had him. The vehicle was available. The credit had been checked. The terms were set. The deal was done. Now it was a matter of Charlie accepting the $100 dollar Mini, or letting us come back the next day to finalize the deal with another salesman.

“I got it. Don’t worry. I’ll prepare your deal for finance.”

The hard part was over, but we weren’t out of the woods yet.

Do not drop your guard when you go into the finance office. The finance managers have their own tricks.

We were greeted by Veronica, finance manager for thirteen years. I won’t bore you with the details, but I will share one of her techniques.

Veronica went through her sales pitch. She offered us all kinds of services and warranties. We politely declined them all. This was obviously unacceptable to an experienced Finance Manager. She persisted by offering us a discount on a warranty that covered mechanical failures on the vehicle for up to 100,000 miles. My dad wanted to go for it. We saved a lot of money on the car. Spending on a warranty would add peace of mind.

I couldn’t let him do it.

Veronica knew as well as I did that all Certified Pre-Owned vehicles were covered by the same warranty she was pitching to us. She hoped we wouldn’t catch it. Sorry Veronica, no free lunch for you.

Mission Complete! We bought a car, and we didn’t get screwed. I saved my dad a little over $1,200 dollars on the total cost of the loan, not including the bogus $2,000 dollar warranty, the $7,000 dollar down payment from good old Uncle Sam, or the $2,000 dollars from the vehicle sticker price. Not bad for a rookie.

I did make one mistake. I forgot to remind my dad that the IRS (The Tax Man) considered the down payment taxable income. I did not remind him to save money for tax time. The extra $7,000 dollars put him in a new tax bracket, so he got an unexpected taste of the good life. Sorry dad.

Thank you for reading, everyone. I hope you leaned as much as I did.

-Your Friend,

The Auto Buying Coach

**DISCLAIMER**

**EVERY DEAL IS DIFFERENT. A GOOD DEAL FOR MY DAD IS NOT THE SAME AS A GOOD DEAL FOR SOMEONE WITH EXCELLENT CREDIT. DO YOUR RESEARCH, AND CONTACT ME IF YOU NEED HELP.**