Should You Hire a Used Car Buyer or Outsource the Work?
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Why This Role Matters More Than Ever?
Private-party inventory remains one of the most profitable and untapped acquisition channels for dealers. But most teams are already stretched thin. Without a dedicated person working the phones and inboxes daily, those FSBO opportunities go cold fast. Whether it’s managing inbound leads or chasing listings proactively, this role makes or breaks your acquisition success.
When Does It Make Sense to Hire Internally?
There are times when bringing someone in-house really is the best move. For example:
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You already have someone in your store with the right skillset.
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Your store has a history of successful in-house acquisition roles.
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You want to tightly control how every call is handled.
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You have robust internal training systems.
If you’ve got the structure, talent pool, and time — hiring in-house gives you full autonomy. But that structure has to be ready from day one.
Need a Job Description for Hiring In-House?
If you decide to hire internally, use this free job description template to get started. It includes responsibilities, qualifications, and process best practices based on what works inside top-performing stores.
What Does an Outsourced Buyer Actually Do?
Outsourced buyers are 100% focused on private-seller leads — no desk shifts, no internet leads, no distractions. They:
- Work your leads daily with personalized outreach
- Use your Acquisition CRM and follow your store’s process
- Coordinate directly with managers to set appointments
- Provide notes, context, and follow-through for every conversation
They’re embedded in your team’s rhythm, but managed offsite by experts.
The Case for Outsourcing Private-Party Acquisition.
Outsourcing removes friction, speeds ramp time, and helps teams scale. Most dealers don’t have time to recruit, train, and manage a buyer. Outsourcing lets you:
- Skip the HR lift
- Get someone live in 30–45 days
- Avoid the cost of false starts or slow hires
- Lean on tested messaging and workflows
- Tap into a network of shared best practices that evolve with the market
It also creates clear accountability. When acquisition is someone’s only job, results follow.
And here’s what most in-house hires don’t get: outsourced buyers often have access to a community of peers, shared insights, and management-level coaching that allows them to improve faster and adapt to shifts in the FSBO landscape. They’re not working in a silo — they’re part of a constantly improving system.
Real Results from Real Dealers.
Here's the average of what our dealers are seeing in Month 1 with outsourced buyers:
| Metric | Average Result |
|
Appointments Set |
24 |
|
Appointments Shown |
16.2 |
|
Vehicles Acquired |
5.8 |
One GM from Ohio said:
“He’s not in our building — but he’s easily the most effective buyer we’ve ever had.”
Another dealer in California named their outsourced buyer Employee of the Month — just 30 days after onboarding.
DIY Hire vs. Outsourced Buyer — Structural Differences.
|
Factor |
In-House Hire |
Outsourced Buyer |
|
Recruiting Time |
4–6 weeks or more |
0 |
|
Onboarding & Training |
Manager-driven |
Professionally managed |
|
Work Focus |
Often split (floor/help) |
100% FSBO acquisition |
|
Accountability |
Store management |
Dedicated success team |
|
Tools & Scripts |
DIY |
Proven playbooks |
|
Turnover Risk |
High |
Fully replaceable |
Cost Breakdown: In-House vs Outsourced.
|
Expense Category |
Internal Hire |
Outsourced Buyer |
|
Salary + Benefits |
$50K+ |
Included |
|
Software Tools |
Varies |
Included |
|
Recruiting Time |
High |
Included |
|
Training Development |
Build from scratch |
Included + continuous |
|
Ramp Time |
2–3 months |
30–45 days |
|
Management Overhead |
High |
Minimal (we manage) |
|
Turnover Replacement |
Start from scratch |
Fully handled |
Common Misconceptions About Outsourcing.
- “They won’t feel like part of our team.” Most outsourced buyers build strong rapport — often being included in team group chats, slack channels, and meetings.
- “They won’t understand our appraisal process.” They’re trained based on your process and tools. We have outsourced buyers using everything from Accutrade to vAuto to MaxOffer to DealersLink to appraise cars.
- “They’re just reading scripts.” VAN buyers are coached daily, with custom messaging and live call reviews.
Is an Outsourced Buyer Always the Right Fit?
No — and that’s important to acknowledge. If a store expects a set-it-and-forget-it vendor, this won’t work. Success comes from partnership.
The most successful outsourced buyers:
- Have regular contact with the Store Leadership
- Get feedback on offers, trade appraisals, and strategy
- Are treated as part of the dealership team
- Learn the store’s strategy and preferences
- Hit the list cars
- Act as an extension of the used car manager
This is especially true in month one, where that learning curve and local nuance are steepest.
FAQs
What does a used car buyer do?
They work FSBO leads daily — contacting sellers, setting appointments, and coordinating with your appraisers and managers.
How many vehicles can an outsourced buyer help acquire?
Most stores see 5–10 acquisitions per month within the first 30–45 days.
Will the outsourced buyer work inside my CRM?
Yes. Buyers are trained to work directly inside your system and follow your store’s workflows.
What if I want to cancel?
We do require a commitment, but exiting the program is simple. There’s no long-term contract, no penalties, and no awkward HR process — just a clear and respectful off-ramp if it’s not working out.
Do I have to manage them day to day?
No — buyers are coached and managed externally. But your involvement in giving feedback and strategy still matters.
Which Path Is Right for You?
There’s no one-size-fits-all answer. Use this framework:
Hire In-House If:
- You already have talent ready to move into the role
- You want complete control over daily operations
- You have the time and resources to train and manage
Outsource If:
- You need someone in seat, fast
- You want to avoid the risk of a bad hire
- You prefer an expert-managed process with real accountability
- Local market conditions make hiring in-house talent cost-prohibitive
- Local labor laws make hiring and firing slow or risky
Ready to See the Difference?
Book a short call to evaluate your options. We’ll walk you through the platform, introduce you to how outsourced buyers work in real time, and ask a few discovery questions to help you determine if outsourcing or hiring in-house is the better fit for your store.
It’s not about selling — it’s about helping you make the right decision.