You’re likely to make more money if you sell your car yourself. If you sell to a dealer or do a dealer trade-in, the dealer has to have a little padding in order to make money when the car is sold again.
Motor vehicles are different than other owned properties. A state’s department of motor vehicle registration is involved in the process, with certain paperwork required (varies a bit by state). If you’re selling your car privately, you’ll be responsible for the paperwork. If you sell to a dealer or transfer ownership via a trade-in at the dealer, the dealer will handle the paperwork.
The Used Car Market
The used car market has been fabulous. New car prices are predicted to go down by about 5%. Used car prices are expected to drop by 10 to 20%. If you’re looking to know how to sell a car, understanding these trends can be beneficial.
There are so many factors involved in pricing used cars. For example, you may think your gas guzzler truck will be a tough sale, but RV sales boomed during the pandemic times. People need a vehicle with enough horsepower to tow an RV.
On the other hand, as fuel prices rise, many people are looking for gas-sipping or hybrid vehicles. If your used vehicle is in good condition, you’ll find a buyer.
How Will You Sell Your Car?
Potential buyers don’t just haunt car dealerships. They use the internet to find the type of vehicle they want.
It’s up to you to decide how you want to sell your car.
Private Party Sale
The private party transaction takes place between you and another private party. You advertise the vehicle by various means, such as a newspaper advertisement or a private party sale website. You can even park it at your home with a For Sale sign on it, where potential buyers can see it.
Trading a Car
Trading in a car follows a structured sales process, where each step resembles a strategic chess move. Typically, at most dealerships, you receive an offer for your current vehicle and then negotiate the best price for either a used or new car. Some dealers promote an instant cash offer that appears to be a higher price, but they may subsequently reduce the trade-in value.
How to Sell a Car Privately
There are a couple of very tricky elements to the private party sale, and one of those is the test drive. You’re going to allow a stranger to take a test drive using your vehicle. Later, we’ll give you some direction on how to handle that part of the deal with a potential buyer (see How to Sell a Car Safely, below).
Set a Price
Start with a car sale appraisal website, such as Kelley Blue Book (KBB). The KBB site will give you two values – one for a private sale and one for a trade-in. Then, honestly list any defects the vehicle has – for example, a ripped bucket seat or a rear bumper dent. Leave yourself some wiggle room with the price because any prospective buyer will want to negotiate down from your number. Check the pricing on similar cars. Price it right if you’re hoping for a quick sale.
Fix the car, or don’t Fix the Car
This is a matter of price point. When selling your car for a low amount, potential buyers might be more forgiving of certain issues, provided that the car is safe to drive. In fact, an interested buyer could be a mechanic or a used car dealership owner who has access to their own mechanic. Nevertheless, having a current inspection sticker is a significant advantage in the selling process.
Get a Carfax Report
Buyers will want to know if your vehicle has ever been in an accident.
Gather your Service Records
When has the vehicle most recently gotten new brakes, tires, inspections, etc.?
Write a Description of the Vehicle
In your detailed description don’t forget to include key basic information such as the mileage, reason for selling your car, type of seating, and any special features such as a sunroof or tow package. Be honest about the car’s condition, especially if it is an old vehicle.
Take Pictures of the Vehicle
Don’t hesitate to take pictures of any defects you’ve mentioned. Keep in mind that potential buyers may come to see your car without having seen it in person first, and you might even draw the interest of an out-of-town buyer. Providing clear images will help them feel more at ease with what to expect.
Advertise
Where to advertise is an important decision. On some social media platforms, such as Facebook Marketplace, if you list your phone number, you can expect to get responses from people who have no interest in buying a vehicle.
Choose When to Schedule Appointments
Try to have appointments for people to see the car and do a test drive during daylight hours. It may also be wise to arrange for the actual sale -transfer of funds and paperwork – to take place when a notary is available.
Get a Trade-in Price at a Dealership
You’ve already determined your price. If you receive an offer from a dealership, you’ll have a clear understanding of the minimum amount you could expect there. This knowledge is beneficial as you negotiate.
Be ready to Negotiate
Your asking price is a starting point. The new owner isn’t going to start there.
Clean the Car
If you want to sell a car quickly, have it looking its best. Scrape off the bumper stickers. You may even elect to have it professionally detailed (which can totally revamp an old car). Remove all personal items.
| Step | Action | Tips and Insights |
|---|---|---|
| Set a Price | Determine a competitive asking price | Use car appraisal websites and local market research. Be prepared to negotiate. |
| Repair or Not | Address safety concerns | Prioritize fixing safety issues. Cosmetic repairs may enhance appeal. |
| Get a Carfax Report | Obtain a vehicle history report | Provide transparency and address any incidents or repairs reported. |
| Gather Service Records | Organize maintenance history | Demonstrate a well-maintained vehicle with recent service records. |
| Write a Description | Create a detailed listing | Include essential details, be honest about the condition, and highlight features. |
| Take Pictures | Capture high-quality photos | Showcase the car's appearance, inside and out, including any defects. |
| Advertise | Choose effective advertising platforms | Craft compelling listings, respond promptly to inquiries, and schedule viewings. |
How to Sell a Car When You Still Have a Loan
If you still owe money on an auto loan, you won’t have the car’s title. Buyers want to get the title – that’s why advertisements for vehicles often say “title in hand.”
Still, the paperwork isn’t daunting, but it can be time-consuming. You have options:
Pay off the Vehicle
This is a good idea, especially if you don’t owe a lot of money. You may even take out a personal loan. Call your lender and get the actual payoff amount before seeking personal loans.
Sell the Vehicle Outright to a Dealer
The dealership will handle the car loan pay-off paperwork and get the vehicle title.
Contact your Auto Loan Lender
Find out what the actual payoff amount is. Also, find out how the lender would like to receive the money for the sale. The lender may dictate exactly what paperwork you need and even provide escrow services. Have the buyer follow the lender’s directions. The lender may even function as an escrow service or intermediary, holding the cashier’s check from the buyer until the vehicle’s title is released.
| Option | Action | Insights and Tips |
|---|---|---|
| Pay off the Vehicle | Consider paying off the loan | - Paying off the loan is ideal if you don't owe much. Contact your lender for the exact payoff amount. |
| - Explore options like a personal loan to clear the existing auto loan. Ensure affordability. | ||
| Sell the Vehicle Outright to a Dealer | Sell the car to a dealership | - Dealerships can handle the loan pay-off paperwork, simplifying the process for you. |
| - They will obtain the vehicle title, which can be attractive to buyers. | ||
| Contact your Auto Loan Lender | Communicate with your lender | - Contact your auto loan lender to determine the exact loan payoff amount and process. |
| - Inquire about the preferred method for receiving the sale funds and any required paperwork. | ||
| - Some lenders may offer escrow services, ensuring a smooth transaction with the buyer. | ||
| - Follow the lender's instructions for the sa |
How to Sell Your Car Safely
Scammers are everywhere, and they may not just be after your vehicle. They may be trying to find out when you’ll be home or at work, for example.
Here are some steps to take:
- Before a potential buyer visits your property, request a copy of their driver’s license. Ask them to send you an image of the license via text or email. Verify that the license is valid and up to date.
- If you’re selling a high-dollar vehicle, you can ask for proof of funds, such as a credit report. A request for a credit report will deter tire kickers.
- Contact your vehicle insurance company and ask for their input on handling test drives. The company may insist that you accompany them on the drive. Some companies may have a type of rider that allows you to place a temporary driver on your policy.
- Do not let the buyer drive off with the vehicle with your license plate still on the vehicle. The plate stays with the seller because the license plate number is registered to the seller. The buyer will get a new plate.
- In addition to yourself, you may have another family member go along on the test drive.
- More about the test drive – have your route planned. You may even opt to do some of the test drive in an open place such as a church or school parking lot.
- Be careful when answering questions when setting up a viewing appointment. For example, don’t say things such as “I’ll be at work from 9 to 5, and no one would be home to show you the vehicle.” Instead, plan statements such as, “We’re a busy family and are showing the vehicle between 3 and 5 pm.”
What Paperwork Do You Need to Sell a Car?
Here’s a quick list of documents you’ll need to sell your car:
Vehicle History Report
Such as Carfax.
Car Title
If you still have a loan on the car, you’ll have to take extra steps to clear the title.
Service Records
Have as many records as possible, especially for major jobs.
Warranty Documents
Especially include information about any recalls that have occurred and the action you’ve taken. Most newer cars still have a drive-train warranty.
Owner’s Manual
This is not a must, as most companies make the manual available online.
Bill of Sale
This should include the names of both the seller and the buyer, the date of the transfer, and the sale price.
State-specific Paperwork
Check with your state Department of Motor Vehicles. For example, in some states, you can obtain a temporary tag (license plate) to be used as you sell the vehicle.
How Do You Transfer a Car Title?
You will sign off on the back of the title. The transfer can be done at a AAA office or at your department of motor vehicles, by a notary or at some dealerships.
What Is the Most Effective Way to Sell a Car?
It’s up to you. Private party sales will bring you the most money but also take up more of your time. You’ll be fielding phone calls, texts, and emails for a short time, meeting people for appointments, and riding along on test drives.
With a dealer trade-in, they handle the paperwork. And you may even find your next car there.
What Is the Best Website to Sell a Used Car?
Autotrader has been long established as a top place to buy or sell a car online.
Where Can You Sell Your Car for the Most Money?
The price of a used car has a cushion built in when it’s sold at a dealership. That’s because the dealer needs to make money on a future sale. The amount of that cushion depends on the price of the car and the dealer’s knowledge about the likelihood of making money on it. Even if you’re going to sell the car privately, it doesn’t hurt to get a price from a dealer, who may present instant cash offers.
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This article, "How to Sell a Car" was first published on Small Business Trends
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