Tips On Buying A New Car With A Trade In
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But many Americans make big mistakes buying cars. Take new car purchases with a trade-in. A third of buyers roll over an average of $5,000 in debt from their last car into their new loan. They're paying for a car they don't drive anymore. Ouch! That is not a winning personal finance strategy.
So at the dealership, Reed and Van Alst both say, the first step is to start with the price of the vehicle you are buying. The salesperson at the dealership will often want to know if you're planning to trade in another car and whether you're also looking to get a loan through the dealership. Reed says don't answer those questions! That makes the game too complicated, and you're playing against pros. If you negotiate a really good purchase price on the car, they might jack up the interest rate to make extra money on you that way or lowball you on your trade-in. They can juggle all those factors in their head at once. You don't want to. Keep it simple. One thing at a time.
So he and Van Alst say don't be afraid to walk away or buy the car at a good price without the trade-in if you feel the dealership is lowballing you on your old car. You have plenty of other good options these days.
Once a decision is made to trade your used vehicle, there are a number steps you can take to help get you the best deal from the car dealership. Here are 6 tips to help you get a fair deal on your trade-in car:
All too often, people buying a new car walk out of the dealership with a car they can't afford, a car they don't really want, or a car for which they paid far too much. This isn't surprising, given that dealers are masters at applying high-pressure sales tactics. The key to buying the car you want at a good price, and getting a good deal for your trade-in, is to do your homework before you enter the dealership and to negotiate effectively with the dealer. (If you're thinking about buying a new or used car, be sure to check out our Buying or Leasing a Car topic area.)
First you must choose between buying a new car and buying a used car. A new car may cost more but will come with a longer warranty and no history of abuse or neglect. However, new cars depreciate (lose value) almost immediately when they leave the new car lot, which means that if you can find a well-cared-for used car, it might be a good bargain.
DO NOT leave with your new car before the contract has been finalized completely and signed by both parties. This is especially true if you are financing through the dealer and/or leaving a trade-in vehicle behind.
It has been known to happen: the consumer leaves the old car as a trade-in and drives away in the new car with only a verbal agreement about the amount of the monthly payment. The contract just needs final approval - "a mere formality" - by a manager who is not immediately available.
What happens? The buyer's credit is not approved, the monthly payment will be significantly higher and the trade-in has already been sold. The buyer is stuck with the new car at the higher payment or no car at all.
Now apply your $10,000 trade-in to the lease deal. That brings the money you owe down to just $6,000, plus interest and fees. Even if you pay nothing more at signing, with a money factor of .0025 (equal to an interest rate of 6 percent), your monthly payments would be $183 per month, plus fees.
The best chance you have of a trade-in price being higher than a buyout cost is if you have a significantly lower mileage than the lease allows, dealers have high demand for the vehicle, and there is no damage. Even then, you can usually get more money out of a private-party car sale, so you might want to try to sell the car yourself and get its highest resale value. Be sure to check with your leasing company to ensure that there are no prohibitions on selling or trading in the vehicle.
Playing tricks to try to hide flaws from an appraiser is likely to backfire. Hosing your interior down with air freshener to mask the smell of cigarettes will just make it smell like you were smoking in a garden. Taking it in on a rainy night to hide scratches or dents won't help you a lot either, as they can just pull it into the well-lit service lane to take a closer look. If an experienced appraiser thinks you're trying to hide something, they'll either refuse your trade or give you a low-ball offer.
Your best bet is to take a notepad with you to track each of those components. By researching a fair purchase price and the value of your trade before you start shopping at dealers, you can be confident in advocating for the deal you should get. By having a pre-approved financing offer from a bank, credit union, or another lender, the dealer will have a benchmark to beat if they want to make your new loan.
By starting with your monthly payment as the focus, the salesperson can lump the whole process together: the price for the new vehicle, the trade-in, and financing, if appropriate. This gives him too much latitude to sow confusion.
In general, two back-to-back three-year leases will cost thousands more compared with buying a car (with a loan or with cash) and owning it over that same six-year period. And the savings increase for car buyers if they continue to hold on to the car, say, for another three years for nine years total, even factoring expected maintenance and repairs.
Today's car shoppers have more information at their fingertips about vehicles and the car-shopping process than ever before. That lets you find the exact vehicle you want, know how much you should pay and set up financing before you ever leave your house. You can find out about trade-in values, get an instant cash offer, explore dealer inventories, look and talk to multiple dealerships using your phone, computer or tablet. Our new car deals and lease deals pages help you find special offers from automakers.
Any buying or leasing journey starts with finding the right car to meet your needs, budget and lifestyle. Our new car rankings and reviews are an excellent place to start. They're designed around the questions new vehicle shoppers have when they're in the market for a new ride. Our car comparison tool allows you to explore the features of different models side-by-side.
You don't want to offer up your current vehicle as a trade-in without having a good idea of its value. You can find that out online, through an instant cash offer and by looking at what similar cars are selling for from private-party sellers. You'll rarely get the amount dealers are selling similar vehicles for, as the dealership's refurbishment and other costs are built into those prices.
You can take the trade-in completely out of the new car deal by selling it yourself. You'll likely get the most money with a private-party sale, but it can be quite a bit of work. An easier way is to sell your car to an independent used car dealer, a used car superstore or a franchised new car dealer. If your vehicle is relatively new and in great shape, a new car dealer of the same brand may give you a good price, as they can sell it as a certified used car.
While timing your purchase or lease right can save you some money, there's one auto-buying urban legend we can dispense with. Some shoppers believe the myth that by showing up just before the dealer closes, they'll get a great deal. They think that the dealership staff will make a quick deal so they can go home for the night.
My recommendation is simple: get as many competitive quotes for your trade-in as possible before engaging with the dealer. For example, you should get a quote from Carvana, CarMax, and any other applicable major used car dealers in your area before discussing your trade-in with the dealer you are going to buy the car from.
The trade-in sales tax benefit is different in each state, so please double-check with your local tax codes before signing any documents, however in the state of California, the District of Columbia, Hawaii, Kentucky, Michigan, Montana, Oregon, and Virginia there is no sales-tax benefit from trading in your vehicle.
This means that if you trade-in your vehicle you will not receive any sales tax credit applied to the purchase of your next vehicle. In all other states (again double-check with your local tax codes) you receive a sales tax credit applied to the price of the new vehicle you are purchasing.
Always treat your purchase of a car and trade-in as 2 separate deals. A trade-in gives dealers 2 variables in the sales equation. By paying cash with no trade-in, everything is on the table, the dealer has no where to run, nowhere to hide. He can't play the cash flow shell games, giving you a "good deal" on your trade-in, but fleecing you on the back end of the deal. After they agree on the new car selling price, tell them you want to trade-in and how much you want. They will either accept it or not, but at least you'll know how low they will really go on the selling price of the new car.
Even with "book" prices, it's difficult to determine the value of your trade-in, because each car is different. Mileage and condition are the biggest variables. "Trade-in buyers" concentrate on the trade-in and fall asleep during the rest of the deal blind sided by the cash flow shell game the dealer plays. By selling the car yourself, you have eliminated one way the dealer can cheat you out of your money. Click here to read our article about selling your used car by yourself.
Don't nix the idea of a trade-in without analyzing your situation because there's a tax advantage to trade-ins. In some states you pay sales tax on the difference between the new car and the trade-in. If you are buying a $25,000 car and your trade-in is worth $10,000, in Florida you'll pay 6% tax on the difference.
The Oscar goes to... They put on a good show. The "appraiser" will rub his fingers over every dent and dimple like he's having foreplay with your car. They do this to panic you, setting you up for a low ball quote. They'll say "All these scratches, I don't know how much we can give you. We'll lose money on this trade-in, if we can sell it at all." Tell them it's normal wear for that age. Tell them you are not trading in and watch them try to convince you to trade-in a car "they'll lose money on." Be prepared for this game and stand firm on the trade-in value of your car. 59ce067264
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