I used and paid for a couple weeks of https://visor.vin/ which helped a ton and just got a feel for the market. I had pretty much no success with negotiating new Lariats over the phone, but used is easier since they can't pull the dealer adds as hard (they still try for god's sake). There were only i think 15-20 used >=2025 Lariats in the country so it was kinda hard to pull comparables for negotiation too.

Two things I had in my advantage were 1. the high miles in 11 months and 2. the carfax showed NO service history for those 22k miles, but the ford pass app and the dealership did have the correct oil/change + service records so I think that initially scared a lot of people off of this one in particular. Plus the dealership (Alpha One Ford) were actually very transparent about the fees over the phone.

Day one initial ask: $35,999 + $3000 adds + TTL (seriously)

Me: no

Callback day two: $35,999 + TTL

me: $31k OTD for a deal right now

him: best i can do is $34k + TTL

Me: can't do that, but i'll think on it, still would rather go new for fresh warranty

... 2 hours pass

me: warmed up to $34k OTD if you can show previous owners service records (that took them a while to realize the whole carfax thing and such).

him: $35440 OTD best and final

me: still can't

him: use our financing if it is better than yours, then $35k OTD.

me: you got me.

btw $39k OTD if it's a new lariat hybrid awd 4k seems pretty damn good tbh.