✅ Pre-Negotiation Checklist
Do these BEFORE you step on the lot. Print this and bring it.
🔍 Research:
📝 Notes saved with your session.
1. Vehicle Pricing
Stackable factory / loyalty / college / military rebates
Year
Make
Model
Trim
Engine
Adjusted Price: $
Dealer Profit Estimate: $
(% of MSRP · )
Sales Tax: $
2. Trade-In & Down Payment
Equity: $
⚠️ Negative Equity: $
Positive Equity: $
3. Loan Terms
Rate Status:
Dealer markup over preapproval: %
Rate Spread: %
⚠️ High markup!
⚠️ Early payoff costs extra for months
4. Payment Summary
Monthly Payment: $
Amount Financed: $
Total Interest: $
Total Cost: $
📊 Deal Score
🚗 Drive-Off Price
Vehicle Price $
All Rebates -$
Net Vehicle $
Fees +$
Sales Tax +$
GAP Insurance +$
Warranty +$
Trade + Down -$
Check Amount
$
Bi-weekly amount
$
⏱️ Months saved
~ months
💵 Interest saved
$
26 half-payments/year = 13 full payments. Approximate savings shown.
🔁 Rebuild & Refinance Plan
If your credit improves, a refinance can turn this purchase into a stepping stone.
Payment now
$
Payment after refi
$
Monthly savings
$
Total interest if kept
$
Total interest with refi
$
Interest saved
$
After on-time payments, refinancing from % → % could save $ in remaining interest.
Refinance rate needs to be lower than your current rate to show savings. Aim for a credit-union rate after 6–12 on-time payments.
Risk Level: —
Estimated low-equity period: ~ months
This is common with small down payments. On-time payments and a future refinance close the gap.
🛡️ GAP Insurance Analysis
Down payment
Term risk
Months with low equity
🏷️ Dealer Economics
Finance Reserve Profit: $
At buy rate (%), payment would be $
Your preapproved rate: %
Savings vs preapproval: $
Estimated dealer markup: $
📊 Dealer's Offer vs. Your Counteroffer
Metric
Dealer's Offer
Your Counteroffer
Difference
Vehicle Price
$
$
APR
%
%
%
Term (months)
Amount Financed
$
$
Monthly Payment
$
$
Total Interest
$
$
Total Cost
$
$
🎉 You're Saving Money!
$
over the life of the loan
That's $ less per month!
⚠️ You're Paying More
$
more over the life of the loan
That's $ more per month.
Fee Breakdown
🔧 Warranty Analyzer
Break-even (years)
Verdict
Total Fees: $
🛡️ Before You Sign — The F&I Prep Sheet
Print this checklist. Bring it to the Finance & Insurance office.
- ☐ Verify every number matches your worksheet. No last-minute changes.
- ☐ Decline all add-ons upfront. Extended warranty, GAP, tint, alarms, nitrogen, etching, sealants. ALL optional.
- ☐ Check for forced arbitration clauses in the contract. Walk away if present.
- ☐ Confirm prepayment penalty is removed or acceptable.
- ☐ Never surrender your keys for appraisal. Bring a spare set.
- ☐ Don't accept spot delivery without finalized financing. If they say "drive it home today," verify the loan is DONE.
- ☐ Final APR matches your worksheet. If it's higher, refer to your preapproval.
- ☐ Keep a copy of everything you sign. Take photos with your phone before handing papers back.
⚠️ If any number changed between the sales desk and the F&I office, STOP. Ask why. Get it in writing.
📋 Know Your Rights
- Get preapproved — Bank or credit union preapproval gives you leverage. Show competing rates.
- Add-ons are optional — Warranties, GAP, tint, alarms. All negotiable. Say no.
- Shorter loan = less cost — Longer terms stretch negative equity risk.
- Check trade-in value — Verify on KBB, Edmunds, NADA before visiting.
- Shop lenders in 2 weeks — Multiple checks within 14–45 days count as one.
- Taxes/title/reg are fixed — Government sets these. Everything else is negotiable.
📅 Timing Intelligence
Current quarter: Q |
Days left in quarter:
- End-of-quarter — Dealers get manufacturer volume bonuses. Near quarter-end, they may accept thinner margins to hit quotas.
- End-of-month — Salespeople have monthly targets. Last few days = more willing to deal.
- Monday/Tuesday mornings — Slow foot traffic = bored salespeople = better attention to your deal.
- Rainy days — Nobody shops in bad weather. Empty lots = leverage.
💸 Add-On True Cost vs. Dealer Price
Dealers typically mark these up 2–5×. Here's what they actually cost.
| Add-On | Typical Dealer | Actual Cost | Pure Profit |
|---|---|---|---|
| GAP Insurance | $800–$1,200 | $250–$400 | ~$550–$800 |
| Extended Warranty | $2,500–$4,000 | $800–$1,200 | ~$1,700–$2,800 |
| Credit Insurance | $500–$1,000 | $150–$300 | ~$350–$700 |
| Nitrogen Tire Fill | $300–$700 | $0 (air is free) | ~$300–$700 |
| VIN Etching | $200–$500 | $20 DIY kit | ~$180–$480 |
| Paint Sealant / Fabric Guard | $400–$800 | Already under factory warranty | ~$400–$800 |
🚗 Monthly Ownership Cost
Payment + fuel + insurance. Add your own numbers.
Calculated: $/month
Monthly Ownership Cost: $
(Payment + Fuel + Insurance)
🔀 Compare Loan Scenarios
Enter 3 different loan scenarios to see side-by-side comparisons.
Comparison Results
Metric
Monthly Payment
$
$
$
Total Interest
$
$
$
Total Cost
$
$
$