Alright, heads up on this one. Ray Dominguez. The Appraiser. Used car manager. This guy has one job: make your trade-in worth as little as possible so the dealership makes as much as possible.
Here's his routine. He walks around your car like a surgeon examining a patient. He points at every scratch, every ding, every tiny imperfection. He sucks air through his teeth like he's looking at a car wreck. He has a clipboard, but he never writes anything on it. It's all theater.
By the time he's done with his inspection, you feel embarrassed you even drove that car in. That's the point. He wants you emotionally deflated so when he offers you sixty percent of what Kelley Blue Book says, you think maybe he's right. Maybe your car really is that worthless.
He will also attack your research. If you come in with a KBB printout, he'll say "that's retail, we can't go by that." If you show Carvana or CarMax quotes, he'll find reasons to dismiss them.
Your playbook: get three written offers before you walk in. Carvana. CarMax. Another dealer. Bring them printed. When Ray lowballs you, put the competing offers on the desk. If he can't match them, sell the trade separately. Never let him wrap the trade into the new car deal — that's where the money disappears.