I'm always surprised when people I talk to don't realize the F&I guy is where the dealer makes the money on the sale. Be it on the inflated interest rate, the warranty, the paint protection, the loan insurance... it's a scammers dream for the uneducated. And what creeps me out the most is how it can just so conveniently be rolled into the monthly payment. Just like that!
I also am fortunate enough to be a cash buyer. They now are playing games where the price is contingent on you financing and subsequently making at least 3 months' payments before paying it off. I guess that's the magic trigger where the dealer gets the kickback. Where I bought the 200 the F&I guy said he has no control over when I pay off the car and there's no pre-pay penalty, so it's up to me. Back in '13 when I bought my F-150, the F&I guy told me I could "have my vehicle repossessed if I paid it off too early" - I asked him for the keys to my trade and started gathering up my things until he suddenly walked that line of discussion back.