Many dealers will offer you the buy rate MF, and many dealers will mark it up. Every dealers decides how they do business.
The key goal - know IF your dealer is marking up the MF in your deal. And if they do, you adjust your selling price offer down to offset any markup.
If the dealer is marking up the money factor you simply say you would like to do the deal at the buy rate. If she agrees you are done. Many times the salesperson will tell you something like “We always mark up the MF unless you know the owner.” Okay so be it, the dealer wants to build profit into the deal by marking up the MF. You simply calculate the dollar value of the markup and lower your selling price offer by the same amount. Going forward, always negotiate a selling price that is adjusted down for the markup. Net net, you are getting the buy rate MF but you are doing so by getting a lower price.