The one-page dealership checklist

Before you leave home

• Pre-approved loan in hand: rate % · term months · max amount $
• Target out-the-door (OTD) price, in writing if possible: $
• Trade-in value looked up (Kelley Blue Book or Edmunds): $ — don't reveal the trade until the price is set
• Insurance quote for this model done (payment isn't the only monthly cost)
• Used car? Independent mechanic lined up for a pre-purchase inspection

On the lot / in the showroom

• Talk OTD price only — total with all fees and taxes. Never name a monthly payment
• Every number in writing before you commit to anything
• Asked about the doc fee and any pre-installed add-ons — with dollar prices
• "I haven't decided yet" on the trade-in until the car's price is settled
• Feeling rushed? That's a signal, not a coincidence. Be ready to leave

In the finance office

• Their rate beats my pre-approval by at least a quarter point — same term, no added fees — or I use my own lender
• Every add-on (extended warranty, GAP coverage — insurance for the loan-vs-value gap — etching, protection packages) declined or priced in dollars, my choice
• Contract term matches what I agreed: months — not stretched
• APR (annual percentage rate — the yearly cost with fees), amount financed, and total of payments match the deal we shook on
• No blank fields anywhere on anything I sign
• Financing is FINAL before I take the car (no "conditional" delivery — that's yo-yo financing)

Walk away if…

• The OTD price changes after we agreed on it
• Add-ons reappear after being declined
• "This price is only good today"
• They won't put a number in writing

LoanCompassPro — free education, not financial advice. Full playbook and word-for-word scripts: loancompasspro.com/car-buying-playbook