How to Negotiate a New Car at Invoice Minus Holdback (and Why It Works)

“I asked the dealer for invoice minus holdback, and he looked like I just asked to date his daughter.” 😅💔 - Chase Jordan

Let’s break down one of the smartest car buying moves most people don’t even know is possible: negotiating a new car at invoice minus holdback.

If you’ve ever wondered how pros get incredible deals on new cars, this is one of the secret sauces.

And yeah—it’s totally legit (and even better when Deal Guard handles it for you 😉).

💡 What Is "Invoice Minus Holdback"?

Here’s the breakdown in simple terms:

• Invoice price = the amount the dealer supposedly pays the manufacturer for the car.

• Holdback = a hidden percentage (usually 2–3%) of the MSRP that the manufacturer later reimburses the dealer.

So when you ask for invoice minus holdback, you're asking the dealer to give up that quiet little bonus check and sell the car at or near true cost.

Let’s say the invoice price is $28,000 and the holdback is $700. You’re asking to buy the car for $27,300 before taxes and fees.

That’s bold—but doable. We do it on leases often at Deal Guard.

💰 Why Dealers Still Profit (Even Below Invoice)

Here’s why asking for invoice minus holdback isn’t as crazy as it sounds:

• They still get the holdback money—you’re just negotiating it into your discount.

• They get bonuses and sales incentives for hitting volume goals.

• They profit on financing, extended warranties, and trade-ins, if you let them.

• They can recoup margin on accessories, service contracts, and backend products, if you let them.

Even if they "break even" on the car price, they make money in other areas.

And they know it.

🧠 How to Ask for Invoice Minus Holdback

Most salespeople aren’t expecting you to know about holdback.

When you bring it up, you’ll either earn their respect—or catch them completely off guard.

Here’s how to ask the right way:

👥 In Person:

“Based on my research, I’m looking to buy this vehicle at invoice minus the holdback amount. If we can agree on that today, I’m ready to sign.”

Stay calm, friendly, and firm. Expect a bit of pushback or an awkward pause—but don’t back down.

📞 On the Phone:

“If you’re able to sell the vehicle at invoice minus holdback, I’m ready to move forward immediately. Can you make that deal happen?”

Always write down the name of the person you spoke with and ask for the quote in writing.

💻 Over Email:

“Hi, I’m reaching out for a quote on [exact model, trim, color]. I’m looking for a selling price of [insert target price], which is roughly invoice minus holdback. No trade-in, no extras, just the car plus TTL (Tax, Title, and license plate). If you can do this, I’m ready to move forward today.”

Avoid e-mail when ever possible. Call instead. I gave you the email script just in case but just call. You'll get a better chance that way. Many dealers stopped responding to emails like this. Too many people doing it is all.

⚠️ Expect Pushback

Most dealers will respond with:

• “We don’t discount that deep.”

• “Holdback isn’t something we negotiate.”

• “We’d be losing money.”

They might act shocked—but trust us, they’re still making money elsewhere. If they won’t move, move on. Another dealer likely will.

Some will counter with a price that's just above invoice-minus-holdback. That can still be a win.

🧾 Don’t Forget This Leasing Trick: Ask for the Buy Rate

If you’re leasing, ask for the buy rate on the money factor. That’s the lowest interest rate the manufacturer allows for your credit tier.

Dealers often mark it up for extra profit, and you wouldn’t even know unless you asked.

Say this:

“Can you confirm that this lease is using the buy rate money factor?”

Boom. Instant savings and instant credibility. 😎

🛡 How Deal Guard Handles It All for You

Let’s be real—negotiating invoice minus holdback can be awkward, time-consuming, and exhausting. That’s why Deal Guard was built.

We:

• Research invoice and holdback on every vehicle - when available

• Shop your deal to multiple dealers

• Negotiate invoice-minus-holdback (and sometimes even better)

• Request buy rate financing or lease terms

• Review every quote and fee line-by-line

• Protect you from games, markups, and shady math

You don’t need to learn the dealership’s playbook—we already speak the language.

😎 Final Word from Chase

Dealers make money in all sorts of ways. That’s fine. But you should never feel like you’re getting played just because you don’t work in the business.

At GetDealGuard.com, we go straight to the numbers, cut through the fluff, and negotiate the exact deal you deserve—down to the dollar.

🎯 Want us to ask for invoice minus holdback—and actually get it?
Let Deal Guard handle everything. You focus on picking the car. We’ll handle the rest.

Visit GetDealGuard.com and let’s win your next car deal together.

See you on the next one —
Chase ⚡️