Step 4
Buying a Car
A complete guide to navigating the car buying process, including how to request competitive quotes from multiple dealers and what to confirm in writing before any visit to the dealership.
How a purchase works
A vehicle purchase is structured around three numbers that work together to determine the final cost of the deal.
- Selling Price. The negotiated price of the vehicle itself. When purchasing a new car, your target should be informed by invoice pricing and what comparable vehicles are actually selling for in your local market. When purchasing a used car, your target should be informed by local market comparables for that specific year, mileage, and trim.
- Fees. A combination of state-mandated charges such as registration and sales tax, alongside dealer-controlled charges such as the documentation fee and any reconditioning or preparation charges on used vehicles. State fees are not negotiable. Dealer-controlled fees vary by location and should always be itemized and disclosed in writing before any commitment is made.
- Total Cost. The combined figure of selling price, all fees, and all applicable taxes. This is the number that allows accurate comparison across dealer quotes and the figure you should request explicitly when negotiating.
Utilizing email to gather competitive dealer quotes
Email-based outreach is the most effective method of comparing offers from multiple dealers. A written exchange allows you to evaluate competing quotes side by side, keeps every commitment on record, and removes the in-person pressure tactics that typically work against the buyer.
Before reaching out, identify your target price using an automotive pricing website such as TrueCar, Edmunds, or Kelley Blue Book.
The most effective dealership contacts for an emailed quote request, in order of preference, are the Fleet Manager, the Internet Sales Manager, and the General Sales Manager. When sending the email, do not include a phone number and request all communication by email only.
New car email template
Before sending: Identify two or three dealerships within your driving radius that have the exact vehicle in stock, referenced by VIN or stock number, and send the same email to each.
Hi [Manager Name],
My name is [Name], and I am interested in purchasing the following vehicle:
VIN or Stock Number: [Exact identifier from dealer website]
I am a serious buyer prepared to move forward on the right deal. I complete deals by email, with all terms agreed to in writing, and come in only to finalize paperwork and take delivery of the vehicle. Any incentives or promotional offers shared during this exchange should be confirmed in writing in your reply.
Please confirm the following in writing:
- Total price for ZIP code [ZIP], itemized to include the selling price, dealer documentation fee, destination charge, registration, taxes, and any other applicable fees
- APR and loan term applied
- Monthly payment, including all applicable taxes
- All current manufacturer rebates and incentives
- All current dealer incentives
- Any dealer-installed add-ons or accessories factored into the total cost
I am contacting several dealerships with the same vehicle in stock and will move quickly on the strongest written quote.
Thank you,
[Name]
Used car email template
Before sending: Confirm the specific VIN on the dealership's website and review the listing for any disclosed accident history, condition notes, or certified pre-owned designation. Cross-reference the asking price against local market comparables using an automotive pricing website such as TrueCar, Edmunds, or Kelley Blue Book.
Hi [Manager Name],
My name is [Name], and I am interested in purchasing the following vehicle:
VIN: [Exact VIN from dealer website]
I am a serious buyer prepared to move forward on the right deal. I complete deals by email, with all terms agreed to in writing, and come in only to finalize paperwork and take delivery of the vehicle. Any incentives or promotional offers shared during this exchange should be confirmed in writing in your reply.
Before scheduling a visit, please confirm the following in writing:
- Carfax or AutoCheck vehicle history report
- Any service or maintenance records on file
- Confirmation that the listed mileage is accurate
- Any remaining factory warranty or certified pre-owned coverage
- Authorization for a third-party pre-purchase inspection at a mechanic of my choice prior to finalizing the purchase
- Total price for ZIP code [ZIP], itemized to include the selling price, dealer documentation fee, any reconditioning charges, registration, taxes, and any other applicable fees
- APR and loan term applied
- Monthly payment, including all applicable taxes
Once I have reviewed the history report and confirmed the total price, I am prepared to schedule the inspection as the final step before finalizing.
Thank you,
[Name]
Understanding your financing options
There are two established paths to financing a vehicle purchase, and the appropriate choice depends on individual preference.
- Dealer financing. The dealer's finance office often has access to manufacturer captive lender promotions that can match or beat rates available from outside lenders. When the offered rate and term are competitive, this path is the most efficient because the financing and purchase are completed in a single transaction.
- Outside pre-approval. A pre-approval from a bank or credit union provides an independent rate that can be compared against the dealer's offer. This serves as a negotiation anchor or as a fallback if dealer financing terms prove uncompetitive.
Get Pre-Approved When You're Ready
Have a specific question about your deal?
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