Dear Dr. Per Cap: I’ve had my eye on a new vehicle and last week I got my per cap, enough for a good down payment.  When the salesman at the dealer saw that I was Native he asked what rancheria I was from.   I told him and he right away said “Oh per cap time, nice!”  Then he started the major hard sell.  I ended up leaving but he keeps calling and texting.  I really want a new car but can’t stand the pushy approach.  How can I avoid this?

Signed, California Car Shopper

Dear California

I’ve heard a lot of stories like yours from folks who receive per cap.  I’ve also been told that some of the car dealers and other salespeople near these communities keep a really close eye on per cap distributions.  They know which tribes pay per cap, payment dates, and amounts.  Other communities who have benefited from lump sum payments from sources like the Cobell Settlement and Land Buy Back have also been targeted.  Sadly, allegations of local stores and businesses inflating prices in addition to the aggressive sales tactics you experienced are not uncommon.

My advice is to avoid negotiating with these folks in person as much as possible, especially with big ticket purchases like vehicles.  For starters do as much research as you can online before visiting a showroom to get a good idea of the vehicle you want while comparing prices and financing options.  Most manufacturer and dealer websites allow you to request an online quote by providing an email address instead of a phone number which will prevent the voice calls and texts.

At some point you’ll still need to meet face to face for a test drive.  Bring a friend or relative for support and be courteous while respectfully maintaining some emotional distance.  What I mean by this is don’t let the conversation get too personal by divulging information like tribal affiliation, employer details, and family size.  Just keep it friendly with small talk about the weather, sports, and other light weight topics- How about those Golden State Warriors!   If the salesperson asks for additional contact info, such as your phone number or Facebook, ask for his or her business card instead.

When you decide to finally buy the right vehicle consider also negotiating the purchase via email.  The dealer will still want you to come in to sign all the paperwork so ask that same friend to tag along.  Once inside there’s also a chance the dealer will try to change the terms you’ve already negotiated or throw a last minute pitch for pricey dealer add-ons.   Keep you guard up for stuff like window tinting, paint protection, gap insurance, any my personal favorite – $200 to add nitrogen to the tires.  Hum…not planning to race my 98 horsepower Chevy Spark at the drag strip any time soon …. No thanks!

Lastly, stick to your guns and your budget by remembering a tried and true Dr. Per Cap maxim – never finance a car for more than three years while keeping the total of your loan and insurance payments within 25% of your monthly take home income.  Happy motoring in your new war pony!

Ask Dr. Per Cap is a program funded by First Nations Development Institute with assistance from the FINRA Investor Education Foundation. For more information, visit www.firstnations.org. To send a question to Dr. Per Cap, email askdrpercap@firstnations.org