Car Buying Calculator

December (year-end quotas), October (new model year arrivals), end of any quarter (March, June, September). Monday mornings are the best day/time -- dealers are hungry after a slow weekend.

"I have been researching this vehicle online and I know the invoice price. I am ready to buy today if we can agree on a fair price. What is your best out-the-door number?"

Always negotiate the total price, NOT the monthly payment. Dealers love stretching terms to make payments look small while you pay more overall. Say: "Let us focus on the out-the-door price first, then we will talk about financing."

"Thank you for your time. That number is not going to work for me. Here is my card -- if you can come closer to [your target], give me a call." Then walk out. 70% of the time they will call you back within 24 hours with a better offer.

Target 3-5% below MSRP for popular models, 8-12% below MSRP for slow sellers. Check Edmunds, KBB, and TrueCar for the fair purchase price in your ZIP code before you go.

Never mention your trade-in until AFTER you have agreed on the purchase price of the new vehicle. Get offers from CarMax, Carvana, and Vroom first so you have competing bids.

Get pre-approved at your bank or credit union BEFORE visiting the dealer. This gives you leverage. Let the dealer try to beat your rate, but never accept a higher one. Say: "I am already pre-approved at X%. Can you beat that?"

Say NO to: paint protection, fabric protection, VIN etching, extended warranties (buy third-party later if needed), nitrogen tire fill, pinstriping. These have 200-500% markups. Say: "No thank you, I would just like the vehicle."

Email 5-10 dealers requesting their best out-the-door price on the exact vehicle you want (include stock number if possible). Play them against each other. "Dealer X offered me $31,200 OTD. Can you beat that?"

Before signing, verify: out-the-door price matches verbal agreement, no added fees you did not discuss, interest rate matches what was quoted, loan term is correct, and all agreed-upon items are in writing.