
Buying a car is a huge decision to make for most people and can be very confusing. In fact, for many people, other than buying a home, buying a car is the biggest purchase they will ever make. I bought my first car at the age of twenty four and I’m pretty sure I got taken. Actually, I KNOW I got taken. I’ve recently been thinking of buying a new car and this time around I decided to do it right! So to make sure I got the best deal possible I spoke to my friend Marc who has been in the vehicle sales industry for more than 8 years. Marc was a car sales consultant at a Lithia motors for two years and has been working ever since as a finance director. He then worked at Mercedes-Benz for another 6 months. He offered me some fantastic advice and I thought I would pass it along to you.
- Check for “Incentives” Before Going to the Dealership
Check the manufacturer’s website for “incentives”. Car manufacturer incentives will give you money towards a down payment and/or will give you the opportunity to take advantage of very low finance rates directly through the car manufacturer. The manufacterer, for the most part, will let you know what rates, based off your credit, that you qualify for.
If the car you’re looking at has no special incentives, you’ll want to make sure that you’re pre-approved for a loan prior to going into any dealership.
- Get Pre-Approved for a Loan Before Going to a Dealership
A bank or credit union will typically be able to offer you much better interest rates than a dealership. Say for example you get a loan through a dealership at 8.99%. As soon as you walk out the door he’s going to shop your loan around to other banks and try to get a rate at say 6.99%. The 2% difference is called “reserve” and is how the dealership makes money off your loan. Finding out if you qualify for a car loan through a bank or credit union is accomplished very simply. Go down to your bank or credit union or look around online (credit unions typically have slightly cheaper rates than banks) and tell them what type of car you’re looking into buying and they’ll take it from there. Once pre-approved for a car loan, you can use the rate the bank offered you as leverage with the dealership. Take which ever offer is in your best interest.
- Never Let a Dealership Run Your Credit Until You’ve Secured an Offer
Don’t EVER let a dealership run your credit until they’ve approved your offer. Otherwise, especially if
you’re shopping around, you’ll have a ton of credit inquiries that will lower your credit score which will affect
the rate of the loan you get. (You can read more on improving your credit score by clicking here.)
- Ask to See the Invoice *Very Important*
Regardless of how intimidated you may feel or what type of car you’re buying, always ask the salesman to see the invoice. The invoice is the true cost the dealership paid to get the car you’re trying to buy. If you ask they shouldn’t say no but if they do, walk away. You don’t want to be doing business with them. Built into the invoice price is money for the dealership. Say the invoice price is 30k, depending on the type of car you’re buying the dealership will get a certain percentage of that. On average, the sticker price you see on the car is a full 12% over what the invoice price is and often times more. This varies from car to car and brand to brand. Starting the bidding at invoice price or a few hundred dollars over invoice price, depending on the type of car, is a fair deal to the dealership and a very good deal to you. Don’t let a salesman tell you differently.
- Price Bidding with the Dealership / Salesman
Being the informed buyer that you now are, starting the bidding at “invoice price” is wise. It will depend on the type of car you’re buying, the dealership you’re at, and what type of car you’re buying. If it’s more expensive/luxurious you may want to start the bidding a little bit over “invoice price”. At the time that this post was written, in this economy, you as the buyer have total control over the situation and that fact isn’t something you should forget. This may change slightly over time but regardless you should always keep in mind that you’re the buyer and they’re the seller. That means you’re making the decisions and should never be pushed into ANYTHING! In any event, by asking for the invoice you know what price to START the bidding at despite whatever number they’ve got posted on the car’s window. It’s smart buying to make an initial bid at or close to the invoice price. Don’t ever jump at the price the salesman comes back with. Once you’ve made your first bid, let the salesman come back with an offer and at that point make one final offer allowing the salesman to gain your business. If he won’t meet your second offer, thank him for his time, get up and walk out. One of two things will happen. One: he’ll let you walk, or two: he’ll jump up and stop you. The latter, especially in this market, is very likely. In this case, if the bid he offers is what you’ve offered or is something close…. something you can handle, take the offer. Congrats. You’ve got your new car and saved a bundle.
Marc told me, “As a customer, do yourself a favor. Generally speaking, your gut instinct will bring you to the right dealership and the right car, the first time around! Sometimes while shopping you can look at so many vehicles that you confuse yourself in the process! In turn, you can’t really make an intelligent decision and you may buy the wrong car for your needs simply because you ran into a salesman pushing you in the wrong direction! Get it???? That’s what makes the internet so powerful! Getting your info is much quicker,
and cuts the risk of having a bad experience buying a car!!! Use the internet to help yourself shop around for the cheapest car loan, look into online car websites, and find your perfect car!