December 2025 Newsletter
ARTICLE: The Car Deal You Deserve—Without the Dealer Games
Buying a car can feel like stepping into a casino where the house always wins. But for members of Community Credit Union of Florida, there’s someone on your side who knows how to beat the odds.
Meet Michael Baker, CCU Florida’s Auto Pro—a former dealership insider who’s turned his expertise toward helping CCU Florida members navigate one of the most intimidating purchases they’ll ever make.
“When you walk into a dealership, they hold all the odds,” Michael says. “They do this every day, and most people only buy a car every few years—if that. My job is to open the doors and help members understand what to expect when they walk in.”
From the Showroom to the Credit Union
Michael didn’t start in finance—his journey began in the car business itself. “I thought I was making a lateral move from restaurant management to car sales,” he laughs. “But everyone starts on the sales floor.”
The competitive world of auto sales taught him hard lessons fast. Those years in the trenches, however, gave Michael a deep understanding of dealership tactics—knowledge he now uses to assist CCU Florida members.
The Auto Pro Advantage
CCU Florida’s Auto Pro Auto Buying Service allows members to skip the high-pressure sales process entirely. “You bypass the salesperson because I deal directly with managers,” Michael explains. “We have contracts with nearly 100 dealerships, and I know the sales managers personally.”
That insider network gives members a major advantage. “I know their structure, their strategy, their game plan,” he says. “This helps me take care of our members.” He describes dealer negotiations like a wrestling match. “It’s like WWE,” he laughs. “We throw punches, but in the end, nobody really gets hurt. Whoever buys the other’s story first loses. My job is to make sure it’s never our member buying the story.”
The Truth About “Deals”
One of the biggest mistakes buyers make, Michael says, is trusting online price estimates from sites like Kelley Blue Book or JD Power. “Those are banker books,” he explains. “They’re for lenders to determine risk, not what your car is really worth. The only real number in a deal is the difference between what you’re buying and what you’re trading.”
Dealers, he adds, are masters at finding a customer’s “hot button.” “If your hot button is the sale price, they’ll sell you on the price. If it’s the payment, they’ll stretch the loan to make it fit. Whatever makes you feel like you’re winning—that’s what they’ll use.” That’s where Auto Pro steps in. “I know the real numbers. I know what your trade is worth at auction and what the dealer paid for the car you want. That lets me make sure the dealer gets a fair profit, and the member gets a fair deal.”
Navigating Financing Like A Pro
Beyond finding the right car, Michael helps members make smart financing choices. “Credit unions do things differently from banks,” he explains. “Banks look for reasons to turn you down. Credit unions look for ways to approve you.”
A member’s credit score impacts their rate, but not their eligibility. “The rate depends on the vehicle’s age, the length of the loan, and your score,” he says. “Sometimes members think an older car means a cheaper payment—but older cars often come with higher interest rates and shorter loan terms. You could buy a new car for the same payment as a five-year-old one.”
That’s why Michael insists members get pre-approved before shopping. “If you walk into a dealership without knowing your numbers, they can quote you anything,” he warns. “When you’re pre-approved, you already know what your base payment should be. That way, when they show you inflated numbers, you’ll know it’s not right.”
Red Flags in the Finance Office
Even after you’ve found your car, the final paperwork can hide pitfalls. “Dealers use what’s called a menu system,” Michael says. “If they don’t show you a base payment—what you’d pay without any extras—that’s a red flag.”
Some dealers still pack hidden fees or “premium packages” into deals, he cautions. “I’ve seen people charged $2,500 for ‘cleanup’ on a new car,” he says. “They’ll throw in paint sealant, nitrogen-filled tires, window tint—things that aren’t manufacturer packages but dealer add-ons. Some dealers will let you opt out. Others will tell you it’s take it or leave it.”
Because Michael knows the fees, rebates, and dealer policies across Florida, he can calculate a fair deal “within about a hundred bucks,” he says. “That’s the advantage of having someone on the inside who’s now on your side.”
Playing to Win
At the end of the day, Michael sees his role as leveling the playing field. “Dealers are there to make money. There’s nothing wrong with that,” he says. “But our members deserve someone who knows the game—and knows how to win it.”
His advice for anyone stepping onto a lot? “Be informed. Be pre-approved. And don’t buy the story. That’s what I’m here for—to make sure the story you walk away with is the right one." To learn more about CCU Florida’s Auto Pro Auto Buying Service or to connect with Michael before your next car purchase, visit us online or email [email protected].
IMPORTANT DATES
December 9 and 18:
Sleighing the Holiday Season: Budgeting Strategies to Avoid Year-end Debt Traps
Webinar
Click Here To Register
DECEMBER 24
Christmas Eve
Branches Close at 2pm
DECEMBER 25
Christmas Day
Branches Closed
DECEMBER 31
New Year's Eve
Branches Close at 2pm
JANUARY 1, 2026
New Year's Day
Branches Closed
See All Events and Register at: ccuFlorida.org/events
