Episode Transcript
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Kelli Green (00:01):
Welcome back to the Live Better Podcast.
I'm your host and CentricSenior Vice President of
Marketing, Kelli Green.
We're excited to join you todaywith one of our guests.
His name is Kai Dwairi.
He's actually the GeneralManager of the Vaughn Group
Toyota dealership in Bastrop.
Today, we're going to betalking about best practices
(00:22):
when purchasing a vehicle, butalso learning about how to
partner with credit unions whenyou're looking for your next
vehicle.
Well, good morning and welcome
Kais Dwairi (00:32):
Good morning.
How are you doing?
Kelli Green (00:33):
Good, we're so glad to have you here on our podcast
.
This is such an exciting timeand thank you so much for
accepting our invitation toconnect.
Kais Dwairi (00:42):
Oh, definitely Looking forward to it.
Been waiting for it all weekend.
Kelli Green (00:46):
Well, talk to me a little bit too.
I know we've talked a littlebit, so we've got a good bit of
background, but if you wouldn'tmind, just share with our
listeners who you are, what yourcurrent role is with Vaughn
Group.
Kais Dwairi (00:58):
I am currently the general manager at Vaughn Toyota
Bastrop.
I have been there since weopened our doors on December of
2022.
I'm originally from Ruston,Louisiana.
I started my career at BrennanDodge back in 2010.
I worked there for a couple ofyears.
Then I transitioned over toWest Monroe, worked for
Interstate Dodge for about sevenyears as a finance manager.
(01:21):
Just about a couple of years agoI decided I wanted to
transition into, I guess,overseeing the store and making
some changes I felt were needed.
And then I went ahead at thatpoint, stepped up and moved over
to a general sales managerposition for about two years and
once I got comfortable withwhat I felt was the right play
for us to make a dealership work, at that point I had a great
opportunity with the Vaughnorganization.
(01:42):
They contacted me and asked meto come through and pretty much
just see if I can make thegeneral manager position work
out and change the way thatpeople view us at that
particular dealership,especially with reopening the
store that already had afundamental reputation through
this city, and how can wetransition that with, I guess, a
more happier customers and havethem overlook their past at
(02:02):
that dealership.
So a lot of our hard times havehonestly been just taking that
last name and rebuilding it intowhat we felt was the right way
to look at this particulardealership and what it should be
.
Kelli Green (02:12):
I love it Local dealership, but you guys are
throughout the state.
Is that right?
Kais Dwairi (02:16):
Yes, we have multiple locations between the
Natchitoches, between Alexandria, Bunkie, LeCount, Oakdale.
So we in the NortheastLouisiana, I can always say to
our customers that we haveprobably about 400 used cars to
pick through.
We have access to sell from allof our dealerships.
Our salesmen are licensed atall of the eight stores.
They can sell from Chevrolet toFord to Dodge and as far as
(02:39):
used car inventory, if it existsin one of our eight stores we
can definitely have it bought upfor our customers Nice.
So that's the convenience Ithink Northeast Louisiana has
been seeing coming into ourdealership.
Kelli Green (02:48):
Absolutely, well and one of the things I wanted
to share too and kind of howwe've gotten started.
Now I know that I'd love totalk more about the financial
history and your relationshiptoo, with just dealing with the
members every day but alsotalking through.
You and I have similarfinancial journeys after we've
had our conversation.
But before we jump into that,one of the things I really
(03:10):
wanted to line out and make sureour listeners understand is
with us partnering withdealerships like Vaughn.
We have a partnership throughwhat's called indirect lending
and indirect lending.
What that does is it allows ourmembers and new members alike
to go and visit your cardealership.
We can even take a look at theinventory online and see you
(03:33):
know what is available and alsoto kind of work hand in hand to
provide a loan from Centric.
But also you guys hand the keysright on over at the dealership
.
Hand the keys right on over atthe dealership.
So that's the indirect lendingside of things I feel like is
very important, especially withour members.
Like you've mentioned, thereach that you have throughout
the state of Louisiana, you openup that inventory for our folks
(03:55):
and have the ability to even dotheir lending at an offsite, so
to speak.
We take care of it with Centric, but we have that in that
unique too, just to ensure wewant a safe, affordable vehicle.
Yes, the right price for ourmembers, and so we just
appreciate you guys taking careof our members for sure.
Kais Dwairi (04:15):
Definitely Now.
We definitely enjoy to try totake care of them the best we
know how.
Kelli Green (04:19):
Oh yeah, Well, kind of take us through this too,
because a lot of our listeners,whether they have, currently
have a financial hardship maybe,perhaps they've walked through
building credit.
Do you want to maybe take usthrough kind of your experience
with Centric?
Kais Dwairi (04:36):
As far as my personal perspective of it, I
can say as a new buyer years andyears ago that I always tell
people that and that's kind ofone of the fights that we have
consistently and I've learned itfrom my personal experiences.
Having a relationship with acredit union like Centric has
definitely worked out for me.
I came in probably about wellover 15 years ago and, coming
out of college and trying tolearn how to work my credit, I
(04:56):
came in and sat with a loanofficer back when I was in
Ruston and just you know that'skind of the missing components.
I think a lot of people haveforgotten is that the power that
they have when they're dealingwith their credit unions and
something I try to instruct ournew buyers and the refinancing
options, things that I've walkedmyself through and me having to
go in and actually probablydidn't get the first car that I
wanted you know what I tellpeople.
You know you didn't come whenyou come in as a first time
(05:18):
buyer.
I think we all want our firstdream car and I still remember
my first dream car coming intothe dealership and I believe it
was a Daytona when I realized itwas outside of my budget and
sat down with the loan officer.
It was like here's what we canapprove you with, here's what
kind of payments you're lookingfor If you go to this particular
amount.
Here's what you're looking todo as far as your payments.
And I kind of had thatpre-selected in my head and
(05:39):
going into it as a new buyer atthat time.
I at that time I just finally,you know, went back to the
dealership with like one, two,three.
Here's what I'm looking for,here's the budget I need to work
off of.
And, as a person that came inthrough the credit union, it's
my first time to build mycredits.
It gave me a differentperspective of how I deal with
customers today, because I knowhow to.
I just I have that recentexperience, I guess, where I
remind myself of what it was toget my credit moving again,
(06:00):
especially with, I guess I won'tsay, bad credit or good credit
in our situation.
Mine was, you know, studentloans and just reactivating my
credit on a good term with anactual auto.
And I went in there and toldthem hey, here's my budget,
here's what I want to do.
And once the salesman that Iwas working with actually put me
on the right vehicle and thiswas prior to me actually working
at a dealership yeah and Ilanded on a vehicle that I was
(06:21):
able to afford, um, Paid it offcompletely, didn't trade it in.
I actually handed it over to oneof my family members over the
years.
So being advised of how topurchase a vehicle the right way
with loan officers or hopefullysitting down with the right
people whether it's a salesconsultant, loan officer, even a
finance manager in a dealershipand knowing your budget, I
think is the mistaken issue thatyou see a lot of people walk
(06:42):
into.
They overwhelm themselvesbecause of a dream car, because
of what they wanted rather thanwhat they needed.
Kelli Green (06:47):
That's right.
Kais Dwairi (06:48):
The loan officer I dealt with in Ruston through
Centric I think she had to wokeme up and said I know you want a
Daytona, but you may want to.
You know, here's the budgetthat you can afford.
So that was a great experiencefor me to go in and put myself
in a different position.
So it opened many doors for meand being able to I told you on
earlier on that I actually wentthrough my mortgage and all that
through Centric.
(07:08):
So having that opportunity tobuild trust for me as a customer
and a consumer myself and wasable to continue my relationship
with Centric afterward.
Kelli Green (07:17):
Well, we appreciate you doing business with us and
I appreciate your journeysharing that, because I think
the relationship with your loanofficer you mentioned trust
being a critical component.
Trust goes a long way withbuilding and sustaining those
relationships and something I'mby our members and especially
our listeners.
Today it's really important toconnect with someone here at
(07:40):
Centric that you feel like youcan really trust and be open and
honest no-transcript and I knowyou're going to help us get
(08:17):
through this and identify thecars that'll work best for us
and with our budget.
So that's critical.
I think you said trust beingthe key component of that and I
think that goes on both sides ofthe coin to car dealerships,
but also with your lender.
So just, kaisa, if you wouldn'tmind, just kind of take us
through a couple things you knowwe've talked about.
Maybe what are some things wecan do to prepare before we get
(08:42):
ready to buy a car.
But would you add anything tothat?
Kais Dwairi (08:46):
I think you hit on all those things that I would
have brought up, actually someof the things that I was
actually reviewing yesterdaywhen I was thinking about our
conversation, and I always tryto relate to myself as the
customer Because I'm reallysaying you know, in the recent
months my wife and I are back inthe market again thinking about
upgrading for her.
Most people think just because,okay, you have great credit, go
(09:11):
buy whatever you want.
That's right.
The things that I've noticedare very common mistakes and I
had a customer over this weekendactually would have been a
perfect example.
He didn't have any establishedcredit.
He was coming in with a certainamount of money down.
I think consumers usually, whenthey walk in, know your budget,
know what you want to put down,so you don't feel pressure
either through the loan officer,even going to talk to the
credit unions.
(09:31):
I encourage that to my lendersall the time.
As far as when my customerscome in, they say, hey, I want
to buy a car.
When you go in and talk to them, I'll ask them hey, who do you
bank with?
Is it Centric, is it one of theother credit unions in town?
I've always went throughspecifically of encouraging my
customers to open an accountwith the credit unions.
I think it's not so much asanything else, but with a credit
union you get to build anactual relationship, you get to
walk in.
They lend to their community,they lend to consumers nearby.
You're not just another digitlike some of the major lenders
(09:53):
that we know of, like CapitalOne and all that.
You actually get to meetsomeone that wants to try to
help you out.
They see the way your accountsare revolving so they kind of
understand your budget better.
And a mistake that I think mostbuyers come in, and one in
particular I think of thisweekend that kind of makes this
easy.
He came in with the idea thathe wanted a particular vehicle
that was way outside of hisbudget.
Once we went down to it and Ihad to explain to him multiple
(10:16):
times like look the income thatyou have where you're sitting at
.
And I honestly tried to put himon a brand new vehicle and it
was a Corolla and I tried toexplain that to him, him pulling
himself away.
He was choosing a more used,pre-owned vehicle, not
understanding what interestrates work and how that could
affect him in the long term andjust having consumers just sit
down, whether it's the loanofficer, sometimes even sitting
(10:36):
with a parent or someone thathas done it before, and just
saying, hey, what would be theright way to buy a vehicle For
me myself?
It's just knowing what you canafford.
Yes, self just knowing what youcan afford.
Yes, budgeting yourself,understanding, hey, I might
still have car insurance to pay,which gets forgotten a lot of
times when people purchase avehicle.
And what other commitments do Ihave?
So it's very common that peoplego outside of their budget and
(10:57):
then they leave the financeoffice, they sign paperwork,
they're ecstatic about it, thenwake up call I still have car
insurance.
That's right.
And I hear that a lot from theyoung buyers is I didn't think
about the car insurance whichright now, with insurance being
so high, it can vary from 300,400, 500 bucks.
So that should play a bigportion before I walk into and
buy a dealership.
So I think that's where I thinka lot of consumers, especially
(11:19):
young consumers, make themistake and we have to restart
and hopefully, if we do have acar that works again for their
budget.
You know they get out of there,they notice the insurance is
high, they come to us and say,hey, I can't afford this
insurance and now we have tolook for a cheaper car.
Now you're fighting them withtheir standard and making them
understand what is actually theright vehicle.
The need is what I was referredto.
You know, I need a car to go towork.
(11:39):
I think we all do.
I want a really nice car, but Imight want to start my credit
and allow myself to use thatfirst interest rate that new
buyers get Probably not thesmallest interest rates you want
to hear about, but that carthat you get should be the one
that builds your credit to getyou maybe to your dream car.
If not your dream car, get youto a car that's more affordable
due to the right interest rates,and that's where I really do
(12:00):
preach it, that the creditunions.
For myself, as a member, I speakon this on a whole different
level because I have dealt withCentric since the time being in
Ruston and when they werelocated in Highway 80 and way
before they have went to.
I mean it's amazing what Iwatched Centric grow to and I've
watched those people actuallywalking through my loans.
And the second time I walked inI felt more confident as a
consumer and as a buyer and Itold them hey, I'm looking to
(12:22):
purchase another car.
I wasn't as uncomfortable and Ithink that's the thing most
people don't realize when theywalk into these buildings and
walk into Centric.
I remind my consumers all thetime is when you walk in, I say
you notice the people you see inthose offices.
I said it looks like they canintimidate you.
They go.
Yes, I'm like, they're justlike you and I they're here to
help you, the loan officers.
I was like no different than thesales consultant or the finance
(12:43):
manager.
So walk in there, go to thereceptionist, say you want to
speak to a loan officer and letthem walk you through the right
way to buy a car and possiblyeven get you a pre-approval.
Just because a dealershipcouldn't get you done doesn't
mean your credit union, if youremember, cannot get you done.
So I think, not giving up onyour credit unit and joining the
local banks and being part ofthat for the community, you'd be
amazed how that turns people'slife around.
Kelli Green (13:05):
I agree, I think it's very critical.
Buying a car is, you know,something that, because of where
we're located we are you know,more rural locations, so it's we
can't always necessarily, youknow, rely on a city bus or any
sort of other transportation.
So having a vehicle issomething that's really, really
critical for us and you know alot of folks are looking for
(13:27):
ways in which they can find avehicle that's most affordable
for them.
And I just really wanted torecap, kaisa, on a few things
you know that you've said today,because I think it really bears
merit to say.
You know, trust is critical anda local financial institution
building a relationship andCentric is here for our members.
(13:47):
You know, we're within 28different parishes and counties
within Louisiana and Arkansasbut building a relationship, a
relationship that's built ontrust with your financial
institution, really involves thecredit union saying, hey, I
realize that this loan might begreat for me as a loan officer.
However, we look at it as it'simportant for us to have not
(14:10):
only just had this conversationwith you today about this car
but, just like you mentionedearlier, it's the steps that you
became to become a homeowner,and that's kind of the whole
full circle moment that we'relooking for as a credit union.
So I thank you so much fortalking about the importance of
building a relationship withsomeone local, and hence what's
led us to our conversation todayof talking about ways in which
(14:32):
we can get you in a vehicletaking a look at the inventory
through Vaughn Auto Group.
So I thank you for that.
Oh, you're definitely welcome.
I'm so glad that you've sharedthat with us today and, kaisa,
just for our listeners, as wekind of wrap up our conversation
, was there anything else thatyou wanted to add today?
Kais Dwairi (14:48):
Honestly.
I'll just tell everybody thattrust and centric it's one of
those things that going into thecredit unions, go into it with
confidence.
Learn who your local creditunions are, see what they can do
for you and again I'll say it athousand times more because I
love telling that to mycustomers Allow your business
(15:10):
and your money to stay local.
I view your credit unions, likeCentric, as a local business.
You know, not a, you know, it'snot a franchise lender that
just forgets about you and walkin there, look at them and if
you're a new buyer something wetouched on this may be a great
opportunity for you after youwatch.
This is to walk in and say, hey, let me see what Centric has to
offer me when I'll make thecomment when I say live better.
(15:40):
I promise you.
When I have started myexperience with Centric, it
allowed me to put myself inconfidence as a buyer.
Now, if I make a phone callsaying, hey, I'd like to get
help, I'd like to purchase avehicle, there's more confidence
in it today because I'velearned this process and the
steps.
So just learn what you'relooking to buy.
Know your budget.
If you don't have a family orfriend that knows how to help
you.
Just go to your credit unionand let them sit with you, walk
you through what could be avehicle you could be approved
for, and I think it'll make youa very happy buyer when you walk
(16:04):
into a dealership.
I find that those customers thatwalk in with the confidence of
an approval from their creditunions and they know what
they're going to be approved forwhen they leave my store
they're going to walk in withmore knowledge.
They know what vehicle theyneed to pick.
The sales consultants areprobably happier.
They're going to walk in andsay, hey look, I got this
customer.
He's already been pre-approvedfor $30,000.
(16:24):
Here's the vehicles that I haveand it will narrow down your
search, allow you to see whatyou want and just makes it where
, when you walk out of thedealership, one.
We don't have this spendinghours.
I think everybody dreads thatof spending four or five hours
at a dealership.
It cuts down that process bypossibly half, if not more, and
again you leave there happy,confident as a buyer that you're
(16:44):
on a vehicle that you canbudget to.
So know your credit union andtry to at least use them as an
access point in buying a car,especially if you're a new buyer
.
Kelli Green (16:54):
Sure Well, tell our listeners too, as we're
wrapping up, where you'reexactly located and how someone
might want to research theinventory you have at your
dealership.
Kais Dwairi (17:04):
So we're located in Bastrop, louisiana, right off
165, right down the road, rightbefore you get into Walmart.
We're probably about a blockaway from the Walmart
Supercenter.
So we're right there to yourleft off 165.
You can go to VaughnToyotacomor even visit our main central
website, which is VaughnValuecom, our inventory.
(17:28):
Like I always tell people withconfidence, we have access to
every vehicle.
That is all the way down fromthe Zachary location to the
Natchitoches location.
So if there's a vehicle on mywebsite, if it's not in my store
, all you have to do is contactus, contact one of the sales
consultants, ask for it to bebrought up.
We don't charge our consumers tobring vehicles up, so it is
with no pressure.
We don't ask customers to allowthem to pre-qualify, because
the first part of purchasing avehicle is seeing the vehicle,
(17:50):
touching the vehicle and feelingconfident about the vehicle.
If it's a pre-owned vehicle, wecompletely understand that it's
not like a new car.
You need to know that you'vetouched it, you drove it and
it's as great as it should be.
So I always tell our customersthat if you see something on our
websites, feel free to contactus and please come by the store.
We'll walk you through everyprocess.
We'll even get you tied in withthe credit unions and allow you
(18:11):
to see what privileges you maybe available for.
So if you're not sure, justvisit our website.
Come down to our store and oursales consultants.
I'm very proud of our team.
I think you'll see very quicklyhow ready they are to help you
in any ways that we can help youwith.
Kelli Green (18:26):
I love that.
Kais, thank you so much forsharing your knowledge with us.
We value you as a member, andthank you so much for just
really leading our members hereto the credit union and to our
sister credit unions within ourcommunity.
I think your experience hasreally paired well for you,
especially as you're growingyour own consumer base, and so I
(18:47):
just appreciate the trust thatwe have together.
So thanks for tuning in to theLive Better podcast with Centric
.
Be sure to subscribe and followus on social media at MyCentric
.
We'll see you next month.
Centric is federally insured bythe NCUA.
Welcome back to the Live Better Podcast.
I'm your host and CentricSenior Vice President of
Marketing, Kelli Green.
We're excited to join you todaywith one of our guests.
His name is Kai Dwairi.
He's actually the GeneralManager of the Vaughn Group
Toyota dealership in Bastrop.
Today, we're going to betalking about best practices
(00:22):
when purchasing a vehicle, butalso learning about how to
partner with credit unions whenyou're looking for your next
vehicle.
Well, good morning and welcome
Kais Dwairi (00:32):
Good morning.
How are you doing?
Kelli Green (00:33):
Good, we're so glad to have you here on our podcast
.
This is such an exciting timeand thank you so much for
accepting our invitation toconnect.
Kais Dwairi (00:42):
Oh, definitely Looking forward to it.
Been waiting for it all weekend.
Kelli Green (00:46):
Well, talk to me a little bit too.
I know we've talked a littlebit, so we've got a good bit of
background, but if you wouldn'tmind, just share with our
listeners who you are, what yourcurrent role is with Vaughn
Group.
Kais Dwairi (00:58):
I am currently the general manager at Vaughn Toyota
Bastrop.
I have been there since weopened our doors on December of
2022.
I'm originally from Ruston,Louisiana.
I started my career at BrennanDodge back in 2010.
I worked there for a couple ofyears.
Then I transitioned over toWest Monroe, worked for
Interstate Dodge for about sevenyears as a finance manager.
(01:21):
Just about a couple of years agoI decided I wanted to
transition into, I guess,overseeing the store and making
some changes I felt were needed.
And then I went ahead at thatpoint, stepped up and moved over
to a general sales managerposition for about two years and
once I got comfortable withwhat I felt was the right play
for us to make a dealership work, at that point I had a great
opportunity with the Vaughnorganization.
(01:42):
They contacted me and asked meto come through and pretty much
just see if I can make thegeneral manager position work
out and change the way thatpeople view us at that
particular dealership,especially with reopening the
store that already had afundamental reputation through
this city, and how can wetransition that with, I guess, a
more happier customers and havethem overlook their past at
(02:02):
that dealership.
So a lot of our hard times havehonestly been just taking that
last name and rebuilding it intowhat we felt was the right way
to look at this particulardealership and what it should be
.
Kelli Green (02:12):
I love it Local dealership, but you guys are
throughout the state.
Is that right?
Kais Dwairi (02:16):
Yes, we have multiple locations between the
Natchitoches, between Alexandria, Bunkie, LeCount, Oakdale.
So we in the NortheastLouisiana, I can always say to
our customers that we haveprobably about 400 used cars to
pick through.
We have access to sell from allof our dealerships.
Our salesmen are licensed atall of the eight stores.
They can sell from Chevrolet toFord to Dodge and as far as
(02:39):
used car inventory, if it existsin one of our eight stores we
can definitely have it bought upfor our customers Nice.
So that's the convenience Ithink Northeast Louisiana has
been seeing coming into ourdealership.
Kelli Green (02:48):
Absolutely, well and one of the things I wanted
to share too and kind of howwe've gotten started.
Now I know that I'd love totalk more about the financial
history and your relationshiptoo, with just dealing with the
members every day but alsotalking through.
You and I have similarfinancial journeys after we've
had our conversation.
But before we jump into that,one of the things I really
(03:10):
wanted to line out and make sureour listeners understand is
with us partnering withdealerships like Vaughn.
We have a partnership throughwhat's called indirect lending
and indirect lending.
What that does is it allows ourmembers and new members alike
to go and visit your cardealership.
We can even take a look at theinventory online and see you
(03:33):
know what is available and alsoto kind of work hand in hand to
provide a loan from Centric.
But also you guys hand the keysright on over at the dealership
.
Hand the keys right on over atthe dealership.
So that's the indirect lendingside of things I feel like is
very important, especially withour members.
Like you've mentioned, thereach that you have throughout
the state of Louisiana, you openup that inventory for our folks
(03:55):
and have the ability to even dotheir lending at an offsite, so
to speak.
We take care of it with Centric, but we have that in that
unique too, just to ensure wewant a safe, affordable vehicle.
Yes, the right price for ourmembers, and so we just
appreciate you guys taking careof our members for sure.
Kais Dwairi (04:15):
Definitely Now.
We definitely enjoy to try totake care of them the best we
know how.
Kelli Green (04:19):
Oh yeah, Well, kind of take us through this too,
because a lot of our listeners,whether they have, currently
have a financial hardship maybe,perhaps they've walked through
building credit.
Do you want to maybe take usthrough kind of your experience
with Centric?
Kais Dwairi (04:36):
As far as my personal perspective of it, I
can say as a new buyer years andyears ago that I always tell
people that and that's kind ofone of the fights that we have
consistently and I've learned itfrom my personal experiences.
Having a relationship with acredit union like Centric has
definitely worked out for me.
I came in probably about wellover 15 years ago and, coming
out of college and trying tolearn how to work my credit, I
(04:56):
came in and sat with a loanofficer back when I was in
Ruston and just you know that'skind of the missing components.
I think a lot of people haveforgotten is that the power that
they have when they're dealingwith their credit unions and
something I try to instruct ournew buyers and the refinancing
options, things that I've walkedmyself through and me having to
go in and actually probablydidn't get the first car that I
wanted you know what I tellpeople.
You know you didn't come whenyou come in as a first time
(05:18):
buyer.
I think we all want our firstdream car and I still remember
my first dream car coming intothe dealership and I believe it
was a Daytona when I realized itwas outside of my budget and
sat down with the loan officer.
It was like here's what we canapprove you with, here's what
kind of payments you're lookingfor If you go to this particular
amount.
Here's what you're looking todo as far as your payments.
And I kind of had thatpre-selected in my head and
(05:39):
going into it as a new buyer atthat time.
I at that time I just finally,you know, went back to the
dealership with like one, two,three.
Here's what I'm looking for,here's the budget I need to work
off of.
And, as a person that came inthrough the credit union, it's
my first time to build mycredits.
It gave me a differentperspective of how I deal with
customers today, because I knowhow to.
I just I have that recentexperience, I guess, where I
remind myself of what it was toget my credit moving again,
(06:00):
especially with, I guess I won'tsay, bad credit or good credit
in our situation.
Mine was, you know, studentloans and just reactivating my
credit on a good term with anactual auto.
And I went in there and toldthem hey, here's my budget,
here's what I want to do.
And once the salesman that Iwas working with actually put me
on the right vehicle and thiswas prior to me actually working
at a dealership yeah and Ilanded on a vehicle that I was
(06:21):
able to afford, um, Paid it offcompletely, didn't trade it in.
I actually handed it over to oneof my family members over the
years.
So being advised of how topurchase a vehicle the right way
with loan officers or hopefullysitting down with the right
people whether it's a salesconsultant, loan officer, even a
finance manager in a dealershipand knowing your budget, I
think is the mistaken issue thatyou see a lot of people walk
(06:42):
into.
They overwhelm themselvesbecause of a dream car, because
of what they wanted rather thanwhat they needed.
Kelli Green (06:47):
That's right.
Kais Dwairi (06:48):
The loan officer I dealt with in Ruston through
Centric I think she had to wokeme up and said I know you want a
Daytona, but you may want to.
You know, here's the budgetthat you can afford.
So that was a great experiencefor me to go in and put myself
in a different position.
So it opened many doors for meand being able to I told you on
earlier on that I actually wentthrough my mortgage and all that
through Centric.
(07:08):
So having that opportunity tobuild trust for me as a customer
and a consumer myself and wasable to continue my relationship
with Centric afterward.
Kelli Green (07:17):
Well, we appreciate you doing business with us and
I appreciate your journeysharing that, because I think
the relationship with your loanofficer you mentioned trust
being a critical component.
Trust goes a long way withbuilding and sustaining those
relationships and something I'mby our members and especially
our listeners.
Today it's really important toconnect with someone here at
(07:40):
Centric that you feel like youcan really trust and be open and
honest no-transcript and I knowyou're going to help us get
(08:17):
through this and identify thecars that'll work best for us
and with our budget.
So that's critical.
I think you said trust beingthe key component of that and I
think that goes on both sides ofthe coin to car dealerships,
but also with your lender.
So just, kaisa, if you wouldn'tmind, just kind of take us
through a couple things you knowwe've talked about.
Maybe what are some things wecan do to prepare before we get
(08:42):
ready to buy a car.
But would you add anything tothat?
Kais Dwairi (08:46):
I think you hit on all those things that I would
have brought up, actually someof the things that I was
actually reviewing yesterdaywhen I was thinking about our
conversation, and I always tryto relate to myself as the
customer Because I'm reallysaying you know, in the recent
months my wife and I are back inthe market again thinking about
upgrading for her.
Most people think just because,okay, you have great credit, go
(09:11):
buy whatever you want.
That's right.
The things that I've noticedare very common mistakes and I
had a customer over this weekendactually would have been a
perfect example.
He didn't have any establishedcredit.
He was coming in with a certainamount of money down.
I think consumers usually, whenthey walk in, know your budget,
know what you want to put down,so you don't feel pressure
either through the loan officer,even going to talk to the
credit unions.
(09:31):
I encourage that to my lendersall the time.
As far as when my customerscome in, they say, hey, I want
to buy a car.
When you go in and talk to them, I'll ask them hey, who do you
bank with?
Is it Centric, is it one of theother credit unions in town?
I've always went throughspecifically of encouraging my
customers to open an accountwith the credit unions.
I think it's not so much asanything else, but with a credit
union you get to build anactual relationship, you get to
walk in.
They lend to their community,they lend to consumers nearby.
You're not just another digitlike some of the major lenders
(09:53):
that we know of, like CapitalOne and all that.
You actually get to meetsomeone that wants to try to
help you out.
They see the way your accountsare revolving so they kind of
understand your budget better.
And a mistake that I think mostbuyers come in, and one in
particular I think of thisweekend that kind of makes this
easy.
He came in with the idea thathe wanted a particular vehicle
that was way outside of hisbudget.
Once we went down to it and Ihad to explain to him multiple
(10:16):
times like look the income thatyou have where you're sitting at
.
And I honestly tried to put himon a brand new vehicle and it
was a Corolla and I tried toexplain that to him, him pulling
himself away.
He was choosing a more used,pre-owned vehicle, not
understanding what interestrates work and how that could
affect him in the long term andjust having consumers just sit
down, whether it's the loanofficer, sometimes even sitting
(10:36):
with a parent or someone thathas done it before, and just
saying, hey, what would be theright way to buy a vehicle For
me myself?
It's just knowing what you canafford.
Yes, self just knowing what youcan afford.
Yes, budgeting yourself,understanding, hey, I might
still have car insurance to pay,which gets forgotten a lot of
times when people purchase avehicle.
And what other commitments do Ihave?
So it's very common that peoplego outside of their budget and
(10:57):
then they leave the financeoffice, they sign paperwork,
they're ecstatic about it, thenwake up call I still have car
insurance.
That's right.
And I hear that a lot from theyoung buyers is I didn't think
about the car insurance whichright now, with insurance being
so high, it can vary from 300,400, 500 bucks.
So that should play a bigportion before I walk into and
buy a dealership.
So I think that's where I thinka lot of consumers, especially
(11:19):
young consumers, make themistake and we have to restart
and hopefully, if we do have acar that works again for their
budget.
You know they get out of there,they notice the insurance is
high, they come to us and say,hey, I can't afford this
insurance and now we have tolook for a cheaper car.
Now you're fighting them withtheir standard and making them
understand what is actually theright vehicle.
The need is what I was referredto.
You know, I need a car to go towork.
(11:39):
I think we all do.
I want a really nice car, but Imight want to start my credit
and allow myself to use thatfirst interest rate that new
buyers get Probably not thesmallest interest rates you want
to hear about, but that carthat you get should be the one
that builds your credit to getyou maybe to your dream car.
If not your dream car, get youto a car that's more affordable
due to the right interest rates,and that's where I really do
(12:00):
preach it, that the creditunions.
For myself, as a member, I speakon this on a whole different
level because I have dealt withCentric since the time being in
Ruston and when they werelocated in Highway 80 and way
before they have went to.
I mean it's amazing what Iwatched Centric grow to and I've
watched those people actuallywalking through my loans.
And the second time I walked inI felt more confident as a
consumer and as a buyer and Itold them hey, I'm looking to
(12:22):
purchase another car.
I wasn't as uncomfortable and Ithink that's the thing most
people don't realize when theywalk into these buildings and
walk into Centric.
I remind my consumers all thetime is when you walk in, I say
you notice the people you see inthose offices.
I said it looks like they canintimidate you.
They go.
Yes, I'm like, they're justlike you and I they're here to
help you, the loan officers.
I was like no different than thesales consultant or the finance
(12:43):
manager.
So walk in there, go to thereceptionist, say you want to
speak to a loan officer and letthem walk you through the right
way to buy a car and possiblyeven get you a pre-approval.
Just because a dealershipcouldn't get you done doesn't
mean your credit union, if youremember, cannot get you done.
So I think, not giving up onyour credit unit and joining the
local banks and being part ofthat for the community, you'd be
amazed how that turns people'slife around.
Kelli Green (13:05):
I agree, I think it's very critical.
Buying a car is, you know,something that, because of where
we're located we are you know,more rural locations, so it's we
can't always necessarily, youknow, rely on a city bus or any
sort of other transportation.
So having a vehicle issomething that's really, really
critical for us and you know alot of folks are looking for
(13:27):
ways in which they can find avehicle that's most affordable
for them.
And I just really wanted torecap, kaisa, on a few things
you know that you've said today,because I think it really bears
merit to say.
You know, trust is critical anda local financial institution
building a relationship andCentric is here for our members.
(13:47):
You know, we're within 28different parishes and counties
within Louisiana and Arkansasbut building a relationship, a
relationship that's built ontrust with your financial
institution, really involves thecredit union saying, hey, I
realize that this loan might begreat for me as a loan officer.
However, we look at it as it'simportant for us to have not
(14:10):
only just had this conversationwith you today about this car
but, just like you mentionedearlier, it's the steps that you
became to become a homeowner,and that's kind of the whole
full circle moment that we'relooking for as a credit union.
So I thank you so much fortalking about the importance of
building a relationship withsomeone local, and hence what's
led us to our conversation todayof talking about ways in which
(14:32):
we can get you in a vehicletaking a look at the inventory
through Vaughn Auto Group.
So I thank you for that.
Oh, you're definitely welcome.
I'm so glad that you've sharedthat with us today and, kaisa,
just for our listeners, as wekind of wrap up our conversation
, was there anything else thatyou wanted to add today?
Kais Dwairi (14:48):
Honestly.
I'll just tell everybody thattrust and centric it's one of
those things that going into thecredit unions, go into it with
confidence.
Learn who your local creditunions are, see what they can do
for you and again I'll say it athousand times more because I
love telling that to mycustomers Allow your business
(15:10):
and your money to stay local.
I view your credit unions, likeCentric, as a local business.
You know, not a, you know, it'snot a franchise lender that
just forgets about you and walkin there, look at them and if
you're a new buyer something wetouched on this may be a great
opportunity for you after youwatch.
This is to walk in and say, hey, let me see what Centric has to
offer me when I'll make thecomment when I say live better.
(15:40):
I promise you.
When I have started myexperience with Centric, it
allowed me to put myself inconfidence as a buyer.
Now, if I make a phone callsaying, hey, I'd like to get
help, I'd like to purchase avehicle, there's more confidence
in it today because I'velearned this process and the
steps.
So just learn what you'relooking to buy.
Know your budget.
If you don't have a family orfriend that knows how to help
you.
Just go to your credit unionand let them sit with you, walk
you through what could be avehicle you could be approved
for, and I think it'll make youa very happy buyer when you walk
(16:04):
into a dealership.
I find that those customers thatwalk in with the confidence of
an approval from their creditunions and they know what
they're going to be approved forwhen they leave my store
they're going to walk in withmore knowledge.
They know what vehicle theyneed to pick.
The sales consultants areprobably happier.
They're going to walk in andsay, hey look, I got this
customer.
He's already been pre-approvedfor $30,000.
(16:24):
Here's the vehicles that I haveand it will narrow down your
search, allow you to see whatyou want and just makes it where
, when you walk out of thedealership, one.
We don't have this spendinghours.
I think everybody dreads thatof spending four or five hours
at a dealership.
It cuts down that process bypossibly half, if not more, and
again you leave there happy,confident as a buyer that you're
(16:44):
on a vehicle that you canbudget to.
So know your credit union andtry to at least use them as an
access point in buying a car,especially if you're a new buyer
.
Kelli Green (16:54):
Sure Well, tell our listeners too, as we're
wrapping up, where you'reexactly located and how someone
might want to research theinventory you have at your
dealership.
Kais Dwairi (17:04):
So we're located in Bastrop, louisiana, right off
165, right down the road, rightbefore you get into Walmart.
We're probably about a blockaway from the Walmart
Supercenter.
So we're right there to yourleft off 165.
You can go to VaughnToyotacomor even visit our main central
website, which is VaughnValuecom, our inventory.
(17:28):
Like I always tell people withconfidence, we have access to
every vehicle.
That is all the way down fromthe Zachary location to the
Natchitoches location.
So if there's a vehicle on mywebsite, if it's not in my store
, all you have to do is contactus, contact one of the sales
consultants, ask for it to bebrought up.
We don't charge our consumers tobring vehicles up, so it is
with no pressure.
We don't ask customers to allowthem to pre-qualify, because
the first part of purchasing avehicle is seeing the vehicle,
(17:50):
touching the vehicle and feelingconfident about the vehicle.
If it's a pre-owned vehicle, wecompletely understand that it's
not like a new car.
You need to know that you'vetouched it, you drove it and
it's as great as it should be.
So I always tell our customersthat if you see something on our
websites, feel free to contactus and please come by the store.
We'll walk you through everyprocess.
We'll even get you tied in withthe credit unions and allow you
(18:11):
to see what privileges you maybe available for.
So if you're not sure, justvisit our website.
Come down to our store and oursales consultants.
I'm very proud of our team.
I think you'll see very quicklyhow ready they are to help you
in any ways that we can help youwith.
Kelli Green (18:26):
I love that.
Kais, thank you so much forsharing your knowledge with us.
We value you as a member, andthank you so much for just
really leading our members hereto the credit union and to our
sister credit unions within ourcommunity.
I think your experience hasreally paired well for you,
especially as you're growingyour own consumer base, and so I
(18:47):
just appreciate the trust thatwe have together.
So thanks for tuning in to theLive Better podcast with Centric
.
Be sure to subscribe and followus on social media at MyCentric
.
We'll see you next month.
Centric is federally insured bythe NCUA.
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