Since NAR's Member Services negotiated a REALTOR™ VIP agreement with Chrysler/Jeep a year ago in April, Realtors have purchased thousands of new SUVs, minivans, and cars, and saved an additional $500 off the best deal price. In April 2002, over 500 new vehicles were sold to Realtors.

Dan Gliniecki with Daimler-Chrysler is the business development executive who negotiated the strategic partnership with the NAR. He says the automotive group is pleased with the results of the program.

"This is a unique partnership for Chrysler and Jeep," says Gliniecki. "Between our Jeep utility vehicles and the full line of Chryslers, we have the ideal selection to meet the needs of Realtors who are on the road and showing houses."

So how does the Chrysler/Jeep Realtor VIP program work?

Bob Goldberg, senior vice president of marketing and business development for the NAR, explains, "Chrysler is a VIP partner which is offering a $500 discount off any best deal. We tell members to go to a Chrysler/Jeep dealer and tell them you are a NAR member. The local dealer has a national phone number to verify NAR members. The member is located through the National Realtor Database (NRDS) membership records system, and our headquarters will verify that you, Mary Smith, is a member. We want to insure the Realtor gets the benefit, so be sure to take your membership card which has the NRDS number. Once membership is verified, Chrysler will give the dealer a code authorization to take off the extra $500."

An insider at the NAR suggests that Realtors who are negotiating a vehicle lease or purchase keep quiet about the additional $500 off until a purchase price has been agreed upon. After all, what if the dealer thinks you are already getting a good deal with your NAR discount and refuses to let you haggle a lower price?

That shouldn't be a problem because the NAR discount is not a dealer incentive and doesn't come out of the dealer's pocket. It comes directly from Chrysler headquarters.

"Chrysler has spent a lot of time educating their dealers that when they give a corporate discount it is to be honored on top of all other deals," says Goldberg. "and Chrysler wants to promote that fact. If you go to www.nar.chrysler.com, or www.nar.jeep.com, which are pages Chrysler/Jeep built for us, you can see it is clearly posted."

Goldberg says the NAR has been equally happy about the alliance with Chrysler/Jeep. "This affinity deal is rare for Chrysler to have done, and we were excited to make the switch from Cadillac which had a limited range of vehicles. This company offers soup to nuts in choices."

Realtors are responding favorably to the more youthful lineup offered by Chrysler/Jeep which includes sporty people-moving SUVs and minivans. The top-selling models to Realtors so far are the 2002 Jeep Grand Cherokee (SUV,) 2001 Chrysler Town and Country (minivan,) 2002 Jeep Liberty (small SUV,) 2002 PT Cruiser (SUV crossover,) and the 2002 Chrysler 300M (full-size luxury sport sedan.)

Realtors also may appreciate Chrysler's steady improvement in quality ratings. Last week, J. D. Power and Associates named the Chrysler group the fourth-rated automobile maker in initial quality according to consumer feedback after 90 days of ownership. Chrysler posted a 10 percent year-over-year gain in overall quality rankings, and the minivans, including the Town and Country, posted a gain of almost 25 percent from last year's ranking, surpassing all domestic manufacturers as well as Honda. The study also showed double-digit gains in overall quality for the newly launched Jeep Liberty.

So what is the best way to negotiate your new vehicle?

1. Find out what incentives are being offered. Gliniecki advises, "First go online to www.nar.chrysler.com or www.nar.jeep.com and identify the current incentives."

2. Be aware that some vehicles may be excluded from the Realtor VIP incentive. Explains Gliniecki, "The Jeep Wrangler is not eligible, and certain models of minivans such as the EC, EL, EX, (Voyager, Town and Countrys) and the Grand Cherokee Laredo Sport are not eligible. These are specific packages that have a different pricing strategy, so they are not eligible for the incentive."

3. Identify the vehicle you want. The NAR sites will deliver retail pricing only, but you can also visit other sites online such as Edmunds.com, Carpoint.com and Cars.com to get dealer invoice pricing, as well as the prices of options. Visit the dealer to drive models if you aren't sure of your choice.

4. Build the car you want online so you'll have a printout of the features and costs of the vehicle you want. Until you know what you want, you are a tirekicker, not a customer.

5. Know how much you want to spend in monthly payments. The longer term of your payments, the higher your interest rate.

6. Double-check financing rates with credit unions, local banks, online lenders, and other sources of credit so you know your best rate before you visit a dealership. Remember, cash-back incentives are generally not available simultaneously with low percentage rates. Also, salespeople are not authorized to negotiate credit for you. Unless you are paying cash for your vehicle, you will be turned over to a credit manager sooner or later.

7. Once you have decided which vehicle and features you want, e-mail various dealerships for their best price. Take the lowest price and go back to the other dealerships to see if they can beat the offer. Most will commit pricing for that day only, so be prepared to make a decision quickly after sorting through the dealers you most want to negotiate with.

8. Revisit the showroom where you feel the best deal is possible with the intention of picking a car and making a deal. Ask for the same salesperson who assisted you earlier.

9. Once you are satisfied with your price and trade-in, if applicable, then tell the dealer about your NAR membership. "And you get an additional $500 off the price of the car," reminds Gliniecki.

10. Save discussions of financing for last, as that is an area that salespersons are not authorized to negotiate for you so how you are paying for the car is not information they need to know before you strike your deal. Automobile financing, like any other large ticket purchase, depends on your credit worthiness and your ability to stare down the finance manager, knowing what your best rate is already.

Now is a great time to consider a new vehicle lease or purchase, as Chrysler/Jeep has extended its 7-year, 100,000 drive train (engine and transmission) warranty and its cash-back on minivans through July 8th, 2002.

"And the discount is like having your NAR dues paid for the next seven years," says Gliniecki.

Published: June 10, 2002

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