Episode 1- Javier Hernandez

In our very first episode of We Are United, Richard sits down with finance director Javier Hernandez to talk about his 20-year journey in the car business. From selling just one car in his first month to helping families through every stage of life, Javier shares stories of persistence, community, and what it really means to take care of people.

You’ll hear how he overcame his own financial struggles, why peace of mind matters most when buying a car, and how trust and relationships transform dealerships into family. Whether you’re shopping for your first ride, curious about financing, or just love real conversations from the showroom floor, this episode sets the tone for what We Are United is all about.

Transcript

00:00:06:02 - 00:00:26:16
Richard
Hey, everybody. Welcome. This is the first ever podcast of We Are United. I am your host, Richard, and I am pleased to be accompanied by my boy here, Harvey Air, the finance director. All right. AKA the finance God, aka Eddie Chicharito.

00:00:26:18 - 00:00:28:23
Javier
They me switch terrible because of money.

00:00:29:00 - 00:00:49:03
Richard
Man Harvey Hernandez. Oh, that must be a soccer thing I'm not familiar with. Soccer's all right. Well, cool. Well, today I'm going to call you Harvey. I'm not going to call you Chicharito here. All right. So. But anyway, first and foremost I'm going to ask everybody this question once they jump on the podcast. What got you in the cars, what got you into selling cars?

00:00:49:04 - 00:00:50:02
Richard
Oh.

00:00:50:04 - 00:00:54:09
Javier
That's a great story though. My mom and dad used to have a restaurant called off when they hit in the prego.

00:00:54:10 - 00:00:54:21
Richard
Okay?

00:00:54:21 - 00:01:02:22
Javier
They had it for like 20 years. Of course I was working there. I was doing everything okay, and a lot of the salespersons and managers from these stories to go in and eat.

00:01:03:00 - 00:01:03:16
Richard
Okay.

00:01:03:18 - 00:01:09:03
Javier
And one time one manager told me you should try being a salesperson. Like, nah.

00:01:09:05 - 00:01:12:14
Richard
We'll probably because you had the personality you were doing. Were you waiting.

00:01:12:15 - 00:01:14:14
Javier
Tables? Well, I was, I was doing.

00:01:14:15 - 00:01:18:03
Richard
You were doing everything. I probably had the personality for it. He saw that.

00:01:18:06 - 00:01:30:18
Javier
Yeah. So he like it just just come by and I did. I've got a job to hire. Honestly, the first month I. And they didn't do that, I though I was like, you.

00:01:30:18 - 00:01:33:08
Richard
Didn't your first month as a car salesman, you didn't do.

00:01:33:08 - 00:01:34:07
Javier
Good. No, I wasn't.

00:01:34:12 - 00:01:43:18
Richard
Sorry for a lot of car salesmen. But let me ask you a quick question. How many cars did you sell your first month? One one. One car.

00:01:43:18 - 00:01:58:06
Javier
One car. I was like, oh, I was ready to call it. Oh, you know what, though, this is not for me. The good thing I have the safety net. So it was a good idea to have a plan A, B and C, okay. But like I want it if it doesn't work out. Can always go back to my mom and dad's restaurant.

00:01:58:06 - 00:01:58:18
Javier
Right? Right.

00:01:58:18 - 00:02:03:11
Richard
What made you. What made you say. You know what? I'm just going to give this a try. Another try?

00:02:03:13 - 00:02:13:12
Javier
Well, second month, I sold my first car on the first day of the month. Okay. And then he brought me some. Hey, you know what? My mom wants to buy a car.

00:02:13:14 - 00:02:14:15
Richard
That same client.

00:02:14:15 - 00:02:29:21
Javier
I think I end up being two, and then mom and I got married. She wants to buy a car three, and then, ask for it. You know what, though? Do you have anyone else who wants to buy a car? Okay, well, I ended up selling 12 course.

00:02:29:23 - 00:02:31:13
Richard
12 cars your second month.

00:02:31:17 - 00:02:33:13
Javier
From 1 to 20. Yeah. What the.

00:02:33:15 - 00:02:34:11
Richard
That's a huge jump.

00:02:34:15 - 00:02:44:14
Javier
Yeah. Then plus, it's kind of nice to help people find the right car, right? Yes. I mean, people will tell you the story is is the reason why you need this car.

00:02:44:16 - 00:02:53:09
Richard
Do you think that's one of the main reasons why you you you you you've had a huge a long stay, which how long have you been in the car business?

00:02:53:11 - 00:02:54:07
Javier
Going on 20 years.

00:02:54:09 - 00:03:00:22
Richard
20 years, two decades of cars. So you've seen almost anything and everything there has to do.

00:03:01:00 - 00:03:01:11
Javier
Oh, yeah.

00:03:01:14 - 00:03:02:10
Richard
The car business.

00:03:02:10 - 00:03:10:23
Javier
But from everything in the economy going up, going down, trans gas hitting $5 a gallon, you being on 199.

00:03:11:01 - 00:03:16:07
Richard
So you remember when gas was $1.99? Yes. I don't I don't think.

00:03:16:09 - 00:03:19:13
Javier
I remember when the vehicles used to have a cassette player.

00:03:19:15 - 00:03:20:04
Richard
A cassette.

00:03:20:04 - 00:03:22:07
Javier
Player, then a CD player.

00:03:22:09 - 00:03:23:03
Richard
And then.

00:03:23:03 - 00:03:27:06
Javier
And now it's all digital, Bluetooth, digital.

00:03:27:07 - 00:03:45:09
Richard
I had a I had a customer the other day come in and ask me for, a car, a brand new 2025. But she has to have a CD player, right? She said, I don't want to buy the car unless it has a CD player. Yeah, we bought a car anyway because, you know, you have to explain like this is not is off, is none.

00:03:45:11 - 00:03:47:04
Javier
Yeah. It's 2025, right?

00:03:47:04 - 00:04:01:21
Richard
Right. All right. So let me give you a quick question. When it comes to that, obviously you enjoy the car business. Yes. Right. What is it about the car business that, that that enthuses you to, like, stay here for so long?

00:04:01:23 - 00:04:11:20
Javier
Well, like I was saying before, it's kind of nice helping people get the vehicle. Okay, keep in mind the car part of yourself. Right. Represents you though.

00:04:11:22 - 00:04:12:09
Richard
True.

00:04:12:09 - 00:04:18:21
Javier
That's true. Whenever you go anywhere. The car will go first and then you get out of the.

00:04:18:21 - 00:04:19:22
Richard
Company, you get out of the car.

00:04:20:04 - 00:04:20:20
Javier
So

00:04:20:22 - 00:04:21:22
Richard
I'm here.

00:04:21:23 - 00:04:27:13
Javier
Yes. So exactly. They'll see the car. Oh look, there's, Juanito coming.

00:04:27:15 - 00:04:29:13
Richard
Gotcha. I got no that car.

00:04:29:13 - 00:04:33:17
Javier
Oh look, look at that truck that that belongs to, Miguel.

00:04:33:23 - 00:04:35:03
Richard
Right, right, right, right.

00:04:35:03 - 00:04:53:11
Javier
So, it's kind of nice, though, especially when you see people, me being this long. 20 years. I've seen people when they were the, buy the first car. Right. Well, like a two door car with no air conditioning, whatever. And then the credit went up, right? What? The guy got Mary a and they sent him bigger.

00:04:53:11 - 00:04:56:03
Richard
And something bigger. It always happens if it never fails.

00:04:56:03 - 00:05:02:18
Javier
And then guess what? My wife is pregnant. We gotta have twins. Oh. Oh, so it's okay.

00:05:02:20 - 00:05:04:12
Richard
Los Dos in Cologne? Yes.

00:05:04:15 - 00:05:19:07
Javier
And I need something big. And this is, This is a real story, though, right? Oh, the guy, the first car. Yeah. Mary, you got a family car, I could get a bigger vehicle. So, like it's kind of nice to see that evolution though.

00:05:19:12 - 00:05:20:00
Richard
Okay.

00:05:20:03 - 00:05:22:20
Javier
Especially here in the community because everyone knows each other some way.

00:05:22:23 - 00:05:23:14
Richard
That's true.

00:05:23:16 - 00:05:34:17
Javier
We, we we all know I mean maybe tell me one name though I'm pretty sure I know someone that knows him. El primo primo del amigo del del vecino de la mama.

00:05:34:19 - 00:05:39:07
Richard
Yeah, everybody knows everybody. You going to see everybody in Walmart? I say that all the time.

00:05:39:09 - 00:05:40:08
Javier
Walmart, Costco.

00:05:40:08 - 00:05:59:13
Richard
And Walmart or Costco. Or if you're really bougie, you might go to target. But when it comes to that. So you were speaking on you used so you see people, customers from start to finish. You saw when he didn't he had a low credit score, had no car buying power, and he bought the car. Let me ask you, a lot of people ask this question.

00:05:59:15 - 00:06:02:00
Richard
Do I need a down payment?

00:06:02:02 - 00:06:19:08
Javier
No. Great answer. No, no. Okay. It does help. Okay. The more down payment you can put on your car, okay? It will make your payment, lower. Lower. And also, it will make the bank, give you a better, apr. Okay.

00:06:19:08 - 00:06:21:00
Richard
Interest rate, but interest rate.

00:06:21:02 - 00:06:25:20
Javier
But, once again, you don't need a down payment. Right? Okay. It does help.

00:06:26:02 - 00:06:26:22
Richard
Okay.

00:06:27:00 - 00:06:42:05
Javier
But, honestly, it's always a good idea. Okay. Everything else. So put a down payment whenever you buy something big, though, right? Right. It's an investment. Remember the vehicle that will be the second highest purchase you ever going to have was one that's going to be the, mortgage.

00:06:42:07 - 00:06:43:03
Richard
Your mortgage.

00:06:43:03 - 00:06:49:06
Javier
Second highest loan you ever going to get, though. It's going to be a vehicle. It's going to be a vehicle. So we'll be at it. Why say the two.

00:06:49:07 - 00:07:00:19
Richard
Which is something everybody actually needs, especially here in the Valley. You know, our, our, our, weather, our weather, you know, our, our, our commute.

00:07:00:21 - 00:07:02:03
Javier
Stop enough.

00:07:02:05 - 00:07:21:17
Richard
You know, far in between when it comes to bus stops, we don't have too many. So a car here is absolutely necessary. A one that has AC that functions. I mean, like you have to have something that functions all the time, you know? So let me ask you another question. On, on the same on the same aspect of that.

00:07:21:19 - 00:07:25:13
Richard
So basically anyone can purchase a car.

00:07:25:15 - 00:07:35:03
Javier
As long as you, have a job and you can prove income. Okay. Yes you can. That's my job, right? Once again, as long as you come in just to find the right car.

00:07:35:08 - 00:07:35:21
Richard
Okay.

00:07:35:23 - 00:07:48:03
Javier
Once you find the right car for you, you and your family, the. That's my job to help you get the proof. Okay, so, to answer the question, yes, yes, we can find that. I mean, I work with, 40 different lenders.

00:07:48:05 - 00:07:51:19
Richard
Wow. 40 different lenders. So there's always somebody for somebody?

00:07:51:19 - 00:07:56:16
Javier
Yeah, it's like a car. I mean, it's always a car for someone, though. It's always a lender for someone.

00:07:56:21 - 00:08:14:02
Richard
There you go. All right, so there you go. Dispelling all of those rumors I can't get. No. Yes you can. Especially here. Okay. Because we have a finance director, an awesome finance director, been in the business for more than 20 years, and he's able to find something for somebody. He'll help you out for you once again.

00:08:14:02 - 00:08:15:08
Javier
As long as you have a job.

00:08:15:10 - 00:08:16:02
Richard
As long as you have.

00:08:16:02 - 00:08:37:02
Javier
Money, you can prove, to the bank that you're able to make the car payment. Right? Course, I'll get you financed, right? Right. I mean, don't don't don't be scared to come in now. We're a big dealership, that we are united. And, we definitely had the pool, to get, the banks to approve, though, right?

00:08:37:02 - 00:08:49:23
Javier
Right. They want to do business with us, right? Because they see this community, right? They see that we are hardworking community. So, that that's why the one, do business with us. So don't be afraid to come in I.

00:08:49:23 - 00:09:05:12
Richard
Do, I do, I do have quite a few customers that come in and they say, hey, you know what. Oh this, this, I went to this dealership and they weren't able to finance me, you know, and I'm the only reason I'm here is because my brother said to come here and to speak to, you know, rejection. Yeah.

00:09:05:12 - 00:09:12:02
Richard
So. Somebody that I know because they helped me out, you know. So that's where you come in. Your job is to do what?

00:09:12:04 - 00:09:24:07
Javier
To, find, someone who is going to be, when your loan once again, that you come into. Just show me proof that you are able to make the payment. Right. And then I can talk to the bank.

00:09:24:09 - 00:09:28:19
Richard
Your job is to find the perfect fit for the perfect situation for you as a kid.

00:09:28:19 - 00:09:40:01
Javier
It just, like, come in and find the right car for them. Once you find the right car, you know what? This what I need for me and my family, right? If you need a truck, well, we'll get you a truck. Right? We need a minivan. We'll get your.

00:09:40:03 - 00:09:41:10
Richard
We'll get you a minivan if.

00:09:41:10 - 00:09:47:05
Javier
You want something, with good gas mileage. Right. 50 miles to the gallon, especially now.

00:09:47:07 - 00:09:47:19
Richard
There you go.

00:09:47:19 - 00:09:48:19
Javier
We get that car for you.

00:09:48:19 - 00:10:09:15
Richard
There you go. And just let you guys know. On that note, right now, if you're looking for a hybrid vehicle, something to get you to and from 50 miles to the gallon, check this out. Brand new Toyota Camry 5.99 interest rates right now. You cannot go wrong with that car. Okay, go to and fro 50 miles to the gallon.

00:10:09:15 - 00:10:36:18
Richard
All right. There you go. Back to you Chicharito. All right. So just so when it comes to that. So everybody that has challenged credit and so on and so forth, we're always able to get them done in some way somehow. All right. Here's a question that I have, when it comes to challenge when it comes to people with challenge credit, I had a gentleman, for example, he had, he had a five something.

00:10:36:20 - 00:10:37:09
Richard
Right.

00:10:37:11 - 00:10:38:10
Javier
I think the credit score.

00:10:38:13 - 00:10:50:05
Richard
It is, it's a it's a decent credit score. Got it. Right. So five something right. He says, hey, you know what with this five something I, I really don't have any money down. Would you see that as a problem.

00:10:50:07 - 00:11:03:23
Javier
Not at all, not at all. Once again, as long as he can prove that he's able to make the car payment. What. We'll find a car. Okay. Now I'm saying that's a good credit score cause me back in 2006 I did bankruptcy.

00:11:04:01 - 00:11:05:03
Richard
You did bankruptcy.

00:11:05:03 - 00:11:08:13
Javier
Yes I did wow. Okay. Everyone else I mean,

00:11:08:15 - 00:11:09:06
Richard
At that point.

00:11:09:06 - 00:11:27:15
Javier
In time, at that point, it went down, though I was young. That's stupid. I spent money that inhabit use my credit card to pay everything, so. Right, right. Long story short, I had you. I even I, get a car repossessed. That, that was like, the lowest point in my life. Yes, I had a kid. He was two years old.

00:11:27:17 - 00:11:28:13
Javier
Oh.

00:11:28:14 - 00:11:36:07
Richard
There you go. So people check. So what you're telling me as a finance director, finance guru that you are, you even had financial problems?

00:11:36:07 - 00:11:53:04
Javier
Oh, yes. I mean, you live and learn, right? So all it is experience. All right. Oh, I'm showing up. I was able to get a car. Okay. I was able to build my credit once again. Now, I'm able to drive a new car every three years though, because I love leases.

00:11:53:06 - 00:11:53:20
Richard
Okay.

00:11:53:21 - 00:11:56:17
Javier
I've been doing leases for the last 12 years.

00:11:56:19 - 00:11:57:20
Richard
12 years. Okay.

00:11:57:20 - 00:12:04:06
Javier
Okay. What I love about leases though I like technology though. Every three years something's new.

00:12:04:08 - 00:12:04:23
Richard
Right, right.

00:12:05:00 - 00:12:13:14
Javier
Like I was saying before I was able to see the evolution from the car. Right, right. I said you see the. It will look to right XM radio.

00:12:13:16 - 00:12:26:22
Richard
It's just always changing. It's like a living breathing organism. It is. Cars in the car industry is always changing because always it's like an, it's this evolutionary change, an inevitable evolutionary change.

00:12:27:00 - 00:12:48:16
Javier
Right. Same thing with banks. That's why we tell people just come in because banks also I mean, they do the evolution though. They see the market, they see the situation though. That's why you never need to be scared to apply for finance, right? I mean, there's always something new, a new program that we can work on. Especially what, like you were saying before, did they they have no down payment.

00:12:48:18 - 00:12:54:16
Javier
Banks are, also doing the evolution. So, but that's my job to find the right bank for you, though.

00:12:54:18 - 00:13:08:13
Richard
Right, right, right. Can you do you have a do you remember a time where you had a customer that that was just like, had gone to different places and just said, you know what, thank you. Because you actually got me doing. Nobody else was able to do.

00:13:08:13 - 00:13:10:01
Javier
Yeah, it happens every day.

00:13:10:03 - 00:13:10:16
Richard
Happens every.

00:13:10:16 - 00:13:24:05
Javier
Day. It just happened last night. And we get this customer who came in and they, you know, I've been all over the valley. They don't want to finance. You know what? I don't even want to run. My credit card is going to go down already. No, I just relax.

00:13:24:10 - 00:13:25:15
Richard
I got you.

00:13:25:17 - 00:13:27:21
Javier
Relaxed. Let me work with you though.

00:13:27:21 - 00:13:28:21
Richard
Right, right, right.

00:13:29:00 - 00:13:42:16
Javier
Sure enough, we sit down, though, we pick the right car. And a couple courses, a couple banks. Okay. We were able to work something out though. And he's driving a brand new not a brand new car. Well it's a brand new car.

00:13:42:16 - 00:13:43:16
Richard
For him right, right.

00:13:43:16 - 00:13:45:03
Javier
Right. Sorry if I buy.

00:13:45:05 - 00:13:47:17
Richard
A used certified vehicle so practically brand new.

00:13:47:17 - 00:14:13:08
Javier
Then. Yes. With the warranty though. And he was happy though, because he was under the impression that he was going to have to buy a 2000 all car for cash. Something with 200,000 miles with noisy or windows. Oh my gosh, now he's driving a nice vehicle with wheels, air conditioning. Right? Sunroof, power windows, parallax, cruise control back a camera.

00:14:13:08 - 00:14:22:22
Richard
Buying a car here with a camera is like, why? All right. Hey, I'll be using that word three times out of the year, but you buy whatever you want, man.

00:14:23:00 - 00:14:23:22
Javier
Oh, okay. He was.

00:14:23:22 - 00:14:24:20
Richard
Happy. He was super.

00:14:24:20 - 00:14:26:04
Javier
Happy with.

00:14:26:06 - 00:14:33:13
Richard
That. If it was a certified, he has, limited powertrain warranty. Seven years, 100,000 miles. Comes with it.

00:14:33:19 - 00:14:40:12
Javier
Yes. Now imagine buying a car. Spending $3,000 on a car is probably going to last you.

00:14:40:14 - 00:14:41:21
Richard
When? Summer? No.

00:14:41:23 - 00:14:44:12
Javier
You never know. Right? You don't know the car has airbags.

00:14:44:15 - 00:14:45:14
Richard
You have no idea.

00:14:45:18 - 00:14:47:22
Javier
You know, you don't know how the car has been safety.

00:14:48:00 - 00:14:50:11
Richard
You don't know if it can get smog.

00:14:50:13 - 00:14:59:06
Javier
Oh, you'd be amazed how many people come in and think about this vehicle. I want to trade it in. Right. Why? Why do you want to trade it in? Because I'm unable to do the smog in the car.

00:14:59:10 - 00:14:59:20
Richard
Right.

00:14:59:20 - 00:15:01:09
Javier
Right, right. It doesn't pass the smoke.

00:15:01:09 - 00:15:01:19
Richard
It doesn't.

00:15:01:19 - 00:15:07:03
Javier
Pass. Pass me $2,000 to get you pass. I wasted money.

00:15:07:03 - 00:15:16:17
Richard
So now you're going to end up paying 4000 which could have been a great downpayment. Oh imagine a great downpayment on something practically either certified used or used car.

00:15:16:18 - 00:15:18:08
Javier
So something reliable.

00:15:18:08 - 00:15:19:10
Richard
Something very reliable and.

00:15:19:10 - 00:15:20:20
Javier
Something that you can be proud of.

00:15:21:02 - 00:15:22:05
Richard
Right? Right.

00:15:22:10 - 00:15:29:18
Javier
I mean, having a car like I. Why can't, I woke up every day. So I can drive this vehicle.

00:15:29:21 - 00:15:30:07
Richard
Right.

00:15:30:08 - 00:15:31:11
Javier
So I can go to work.

00:15:31:15 - 00:15:32:09
Richard
In this vehicle.

00:15:32:09 - 00:15:35:23
Javier
In this vehicle. Right. Proud of well, you have though.

00:15:36:01 - 00:15:41:11
Richard
There's nothing like having a peace of mind when you jump into your car in the morning.

00:15:41:12 - 00:15:43:05
Javier
Right. That's like the best feeling it. Right.

00:15:43:05 - 00:15:59:01
Richard
You just you wake up, you get dressed, and you walk outside and you never even think about, is my car going to start like, you never talk to your car. Come on, baby, not today. I need you to. I need you to stop. Please never have to talk about that. You just. No, no, you jump in.

00:15:59:01 - 00:16:00:17
Javier
All you have to do start the car.

00:16:00:18 - 00:16:01:22
Richard
The car, and you're on your way.

00:16:01:22 - 00:16:09:09
Javier
Play your favorite song. Right. Pump it. Bluetooth, Bluetooth, all right, XM radio, whatever. Yeah.

00:16:09:11 - 00:16:26:09
Richard
Yeah. And or. Yes. People, CD players do exist sometimes with you. You got Bluetooth. If you got a phone, you should be good right about now, you know what I'm saying? But at that. But at that same token, once again, peace of mind is the most important part when it comes to purchasing a vehicle, right?

00:16:26:10 - 00:16:37:22
Javier
It is right. It is once again, especially candidate value though. You need to have something reliable, like you were saying before with air conditioning. But when you're in the valley, though, we love to travel.

00:16:38:00 - 00:16:39:08
Richard
True.

00:16:39:10 - 00:16:48:04
Javier
We can come and guess what it is San Diego you guys. Encinas. And that is the rocket. We love to travel.

00:16:48:06 - 00:16:55:14
Richard
And why do we love to travel. Because it gets hot outside I think today we probably had about 115. Right now it is not even 12.

00:16:55:16 - 00:16:57:10
Javier
And we're wearing, suits and.

00:16:57:12 - 00:17:08:10
Richard
Else suits, but here's the thing. We gotta always think you need to look good when you're selling a good product. All right, so I believe in suits. I like what you're wearing today, brother.

00:17:08:12 - 00:17:09:02
Javier
I even shower.

00:17:09:05 - 00:17:14:11
Richard
You're looking good. You almost looking better than me. I don't I'm not going to say you are the.

00:17:14:17 - 00:17:15:20
Javier
No. No one ever.

00:17:15:20 - 00:17:36:02
Richard
Hey, hey, I'm glad you know it, brother. I'm glad you know it. Right there. All right. Yeah. So. But why were you on the on the on the topic of warranty. Right. Explain to me a little bit about extended warranties and and and how and why do we need it? And is it even possible to actually build that into.

00:17:36:04 - 00:17:45:19
Javier
Into the long. Yes. We always recommend the warranty on the vehicle. It's just peace of mind. Anything mechanical is going to break okay.

00:17:45:21 - 00:17:46:23
Richard
At one point in time at.

00:17:46:23 - 00:18:05:02
Javier
One point in time it's going to break and it the mechanical it's gonna not fail. The thing about technology nowadays that'll give warning, right. For example, sensors, computers they there's not it's not like an engine. Engine. You can start the engine like, oh you know what the problem with it.

00:18:05:04 - 00:18:06:07
Richard
Yeah, yeah, I can hear it.

00:18:06:07 - 00:18:15:22
Javier
I can hear a technology. There's no way. It just doesn't work. For example this Mike. Is working right now. And then out of the.

00:18:15:22 - 00:18:21:15
Richard
Mike check one two. Are we working. Yep. All right. Do we have a warranty on this Mike.

00:18:21:17 - 00:18:27:01
Javier
And then out of the blue guess what. It's not working anymore right right right. You don't fix it. You just replace it.

00:18:27:05 - 00:18:28:23
Richard
Right with a warranty.

00:18:29:01 - 00:18:35:23
Javier
And then with the exactly with the warranty though I mean nowadays you don't fix that technology right. Just replace technology.

00:18:36:00 - 00:18:36:20
Richard
Right.

00:18:36:22 - 00:18:38:20
Javier
Answer. You don't fix the sensor.

00:18:38:20 - 00:18:41:18
Richard
Once again peace of mind air conditioning.

00:18:41:20 - 00:18:50:11
Javier
Oh you don't want to be driving a car with that AC. Oh not at all. And the bills are, you know, fixing the air conditioner and cheap.

00:18:50:13 - 00:18:54:14
Richard
Oh no. Just the AC condenser. It alone is somewhere around three grand.

00:18:54:15 - 00:18:57:23
Javier
How about thousands of dollars? Yeah. And that's going to put a thing on your budget.

00:18:58:05 - 00:19:03:23
Richard
Yeah. That's not even including what it would cost you to ask the labor.

00:19:04:01 - 00:19:11:22
Javier
And plus, with the service contract though, right. You get, roadside assistance. Get a car rental. You. Yes. I mean.

00:19:12:04 - 00:19:12:19
Richard
Car rental.

00:19:12:22 - 00:19:29:14
Javier
Car rental. I mean, something happens to the car. Guess what? When I had the part when they thought it was gonna take one three days to get here, you're like, you're going to be like, hey, I need to go to work. I need to take my kids. I can practice baseball, karate, you name it. Right? I need you buy my.

00:19:29:16 - 00:19:32:09
Richard
See, I need to keep living my life. Exactly. Okay.

00:19:32:09 - 00:19:38:06
Javier
That's when we, This warranty is going to come to affect a service contract, though. It's going to offer you a,

00:19:38:07 - 00:19:44:07
Richard
Current quick question. So if I'm in Vegas, I'm not saying I'm going to Vegas, honey, I'm just saying this is say I'm in Vegas.

00:19:44:07 - 00:19:46:03
Javier
If when I go, if we go.

00:19:46:05 - 00:19:49:08
Richard
If I go to Vegas and this is say something.

00:19:49:10 - 00:19:51:11
Javier
My United tuna.

00:19:51:13 - 00:19:56:14
Richard
And something happens to my car, what? How can I what does that warranty take care of?

00:19:56:14 - 00:20:05:10
Javier
Well, if you have a service contract but get towing. All in in they're going to take you to the nearest dealership or repair facility.

00:20:05:12 - 00:20:08:20
Richard
Okay. So next the nearest mechanic ordered nearest Toyota.

00:20:08:22 - 00:20:12:19
Javier
Whichever is there. So wow okay. In this certified mechanic and what we're going to look okay.

00:20:12:19 - 00:20:18:01
Richard
So you have there has to be a certified Toyota mechanic that can't go wrong with that. You cannot go wrong with that.

00:20:18:01 - 00:20:29:14
Javier
And they're going to fix are they. That's going to be parts and labor. No money out of pocket. I guess what though, the car needs to be in the shop more than one day or two days. They're going to give you a car rental. That way you can continue your life.

00:20:29:14 - 00:20:36:01
Richard
You can come back home. So there are no excuses. I got stuck in Vegas, honey, I can't.

00:20:36:03 - 00:20:36:19
Javier
I can make.

00:20:36:19 - 00:20:40:07
Richard
You know, they gave you a car rental. Go home.

00:20:40:09 - 00:20:45:08
Javier
I put everyone to stay the car couple days because if it's somebody.

00:20:45:10 - 00:20:57:08
Richard
To do it, it's not worth it. You lose your warranty, your extended warranty and go home.

00:20:57:10 - 00:20:59:02
Javier
My car broke down in Vegas again.

00:20:59:04 - 00:21:03:04
Richard
Come on. It's the third time this year again. The car throw down in Vegas.

00:21:03:07 - 00:21:04:17
Javier
What are the odds then?

00:21:04:17 - 00:21:06:02
Richard
You get that extended warranty.

00:21:06:02 - 00:21:12:03
Javier
Yes, yes I did. That's why it broke down in Vegas. Right. Yeah.

00:21:12:05 - 00:21:21:21
Richard
And so. But so basically, let's just say I wanted to actually, I'll, let's just say I like it. I like the extended warranty. Right. How how do I get that?

00:21:21:23 - 00:21:30:00
Javier
Well, I mean, it's like the the vehicle you financed, the warranty. Right. That way. You only have one payment. One payment. That way you have a fixed payment.

00:21:30:01 - 00:21:32:12
Richard
Okay. So you can build it into the warranty.

00:21:32:14 - 00:21:38:00
Javier
Into the payment, into the loan, into the. Yeah. Okay. The last thing you want to do is having multiple payments, right?

00:21:38:00 - 00:21:39:09
Richard
You don't want to pay your car. All right, well.

00:21:39:10 - 00:21:39:16
Javier
Then.

00:21:39:16 - 00:21:46:03
Richard
All honey, did you did you pay the extended warranty off or got boom, you know, did you pay the gap? No, I got to do that. Yeah.

00:21:46:04 - 00:22:01:14
Javier
So just just keep it in one one below. Oh, they'll make it. That'll make it a lot easier for you though. Trust me. Right. Sometimes we spend me myself, like coffee. Right? Right. And, I used to go to, coffee shop. I ain't going to say no names.

00:22:01:16 - 00:22:03:05
Richard
No names? No.

00:22:03:07 - 00:22:05:23
Javier
Always $7. A day.

00:22:06:01 - 00:22:07:17
Richard
$7 a day on a coffee.

00:22:07:18 - 00:22:15:09
Javier
So I was doing the math. On 22 days, I would spend, like, $170 just in coffee. Oh, my God, I like.

00:22:15:11 - 00:22:17:23
Richard
You, could buy a warranty for that.

00:22:18:01 - 00:22:21:11
Javier
What is this? Only, like a couple of dollars? Like $2 a day?

00:22:21:13 - 00:22:22:04
Richard
Yeah.

00:22:22:06 - 00:22:25:11
Javier
Eat when you need protection. Yeah, pretty much a couple.

00:22:25:11 - 00:22:28:00
Richard
That you spend $7 a day on coffee, brother.

00:22:28:02 - 00:22:29:07
Javier
I used to.

00:22:29:09 - 00:22:32:06
Richard
Not anymore. No, I spent 12.

00:22:32:08 - 00:22:35:05
Javier
You know that? No, not not no more.

00:22:35:05 - 00:22:36:23
Richard
With the way prices are going down.

00:22:36:23 - 00:22:39:01
Javier
No more. Not no more.

00:22:39:01 - 00:22:41:08
Richard
So you just. You bring your own coffee now?

00:22:41:10 - 00:22:41:17
Javier
Yes.

00:22:41:22 - 00:22:46:19
Richard
Or you use the company coffee here at United. We got coffee for you, and it's absolutely free.

00:22:46:23 - 00:22:47:23
Javier
Up to at the.

00:22:47:23 - 00:22:50:06
Richard
End.

00:22:50:08 - 00:22:53:20
Javier
That's what I. We do have a custom. I ain't gonna say no names.

00:22:53:22 - 00:22:54:19
Richard
Okay.

00:22:54:21 - 00:23:13:19
Javier
That comes in every day for the last 12 years. Okay, I'm saying consider, coffee mug or whatever you call. And he always come in 7:00, 720. We'll have his cup with coffee. Say hi to everyone here at the store.

00:23:13:21 - 00:23:14:09
Richard
And then he.

00:23:14:09 - 00:23:15:09
Javier
Leaves, and then he leaves.

00:23:15:10 - 00:23:18:00
Richard
You know who you are. It's okay. I've been.

00:23:18:00 - 00:23:18:20
Javier
With you. That's for you.

00:23:18:20 - 00:23:20:19
Richard
Bought a car here. You're good. Come on.

00:23:20:21 - 00:23:22:13
Javier
He brings all his family.

00:23:22:13 - 00:23:23:00
Richard
That's he.

00:23:23:00 - 00:23:38:05
Javier
Does everyone from, uncle to, neighbors. Yeah. It come by car from us, right? You know what, though? It's kind of nice. Whenever you see someone, the feel so comfortable coming into the dealership just to get coffee. But case, he becomes part of the.

00:23:38:05 - 00:23:50:16
Richard
Family, right? I think I think that has to do with, more than anything, the family environment that we have here at United. Okay. That's something I think that's something that sets us heads above the rest.

00:23:50:18 - 00:23:51:09
Javier
Oh, definitely.

00:23:51:15 - 00:24:14:20
Richard
This is the friend, the friendly environment, the family type environment, the family vibe that we have here. Like everybody's able to go and grab coffee. Everybody goes to whoever's desk and stuff like that, and they and they call. So I know a lot of people, they come in and they get, hey, I'm here to speak to the handsome guy so everybody knows to come here to me, just like you guys with me.

00:24:14:21 - 00:24:21:11
Javier
Richard. Like, okay, he sat in today, okay? He's doing a commercial.

00:24:21:17 - 00:24:28:14
Richard
There you go. Yeah. I'm always doing a commercial. Some kind of some kind of podcast or anything like that, you know, when it comes to that.

00:24:28:19 - 00:24:33:12
Javier
But, honestly, yeah, everyone that comes in to buy a car become part of the family.

00:24:33:17 - 00:24:34:05
Richard
Yeah, that's.

00:24:34:05 - 00:24:40:18
Javier
True, because we see each other everywhere. We go to Walmart, like you were saying before, Costco. Target.

00:24:40:23 - 00:24:41:21
Richard
Right.

00:24:41:23 - 00:24:43:13
Javier
And we become part of the family.

00:24:43:13 - 00:24:44:03
Richard
Right.

00:24:44:05 - 00:24:47:18
Javier
If I sell you a car, you got to know me, right?

00:24:47:19 - 00:24:51:11
Richard
You know where I work? More like you know where you live exactly.

00:24:51:11 - 00:25:12:09
Javier
Me personally, I don't mind. This car shows my cell phone number, right? Because I want you to call me. Right? Right. I want you to have that direct line with me, though. I'm here for you guys, right? It's like I was saying before, I used to work at my mom or dad restaurant. Right, right. And this is what they told me one time, though, cause I was young and naive, and he was like, you.

00:25:12:09 - 00:25:12:22
Richard
Know what the other.

00:25:12:22 - 00:25:18:03
Javier
Yes. I got to say in Spanish, though, that way. Whoa whoa whoa, listen, I mean, any translation?

00:25:18:03 - 00:25:18:21
Richard
Got it.

00:25:18:23 - 00:25:28:14
Javier
Yeah. Like Marimekko. One, two a, platter comida. A client de Como el el estado de Como.

00:25:28:16 - 00:25:29:15
Richard
Oh.

00:25:29:17 - 00:25:34:15
Javier
Buddy. Oh, yeah. So at that point, I didn't realize either.

00:25:34:16 - 00:25:35:11
Richard


00:25:35:13 - 00:25:37:12
Javier
But with time, though, I learned that though.

00:25:37:14 - 00:25:38:07
Richard
Right, right, right.

00:25:38:07 - 00:25:39:22
Javier
So if you take care of that people.

00:25:40:01 - 00:25:40:19
Richard
They take care of you.

00:25:40:19 - 00:25:47:05
Javier
They're taking care of you and your family. If I take care of you though, right, you're taking care of my family.

00:25:47:07 - 00:25:52:00
Richard
So in, in in my culture, this is what we say in the circle of.

00:25:52:00 - 00:25:57:16
Javier
Life, right? Give me a.

00:25:57:18 - 00:26:01:17
Richard
Move. Yeah, but it is. That's true though. It is. It's a big circle.

00:26:01:17 - 00:26:02:03
Javier
It is.

00:26:02:07 - 00:26:17:10
Richard
And it treats you good. And I tell my customers that. Listen, I'm here. I treat you well, you're going to come back, right? I mean, it's going to be a it's a big circle. That's something you're going to come back. Your family is going to come back. Your kids are going to come back. It's all about a big circle.

00:26:17:14 - 00:26:38:05
Richard
What I want to drive home here more than anything is that we are like a family. This is a community. We're a family. And we definitely, definitely want to make you feel comfortable when you're here at United, okay? When we say United, we don't mean it's just the name of the company. We actually this is a this is a family thing where we united one with the community.

00:26:38:05 - 00:26:49:07
Richard
We're united one with everything. All right. So I'm going to go ahead and close this first segment out okay. Ever on the podcast ever. And we're going to keep this going. All right.

00:26:49:07 - 00:26:50:04
Javier
Rachel and friends.

00:26:50:06 - 00:27:09:07
Richard
This year. There we go. But this is We Are United the first ever podcast. We are united. We're just we're united Toyota. Yes. But we are united as a company, as a dealership, as a community. We are united and that's how we're going to stay. All right. Thank you very much. Have year. This has been a pleasure.

00:27:09:07 - 00:27:28:15
Richard
Oh, boy. The finance director, if you have any questions, any concerns, anything that has to do with finance, you just want to ask questions. Feel free to go ahead and call. We're going to have all of our social media here. Our social media tags here. We're going to have our phone number down at the bottom. I should hear those phones ringing.

00:27:28:15 - 00:27:36:09
Richard
All right. And we're going to go through some specials on our next podcast. Hey, I hope to see you guys soon, and we're out here. Have you?

00:27:36:10 - 00:27:37:20
Javier
All right. Thank you guys.

00:27:37:21 - 00:27:39:09
Richard
All right. Yeah.