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Thursday 24 August 2017
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Evaluating Your Ability to Trade In

Evaluating Your Ability to Trade In

Before you go into ANY dealership, it’s always a good idea to know where you stand in your trade-in vehicle. There’s no more awkward moment for the consumer or the dealer than when the moment of truth comes…when you find out what your vehicle is worth versus the amount of money you owe on it.

A common misconception is that the payoff on your vehicle has some relevance to the vehicle’s value. This is simply not true. These two numbers have absolutely nothing to do with each other, so do not be confused.

Today, most people with a balance owed on their car are “upside down”. You’ve probably heard that term before. Being “upside down” means simply that the balance owed on your car is greater than its value. Many dealers also refer to this as “negative equity”. You will see the terms upside down and negative equity throughout this report. A payoff is the amount of money you owe on your vehicle.

Being “upside down” means simply that the balance owed on your car is greater than its value.

As background, I recently I looked at the payoffs of 100 trade-ins versus what the vehicles were actually worth. This was totally at random, 100 trade appraisals in a row. 91 people out of 100 had a payoff; meaning only 9 people had clear titles with no liens. Of those who owed money on their trade-in, they had on average negative equity of over $6000. So if you are upside down, you are not alone.

Before you go shopping for a vehicle, you should have a good idea where you stand in your trade-in, to avoid the shock of finding out AND to make sure the dealer is treating you fairly. Below, I will walk you through exactly how to get a good idea on whether you are upside down, or if you have equity.

 Here Is How to Find Out Where You Stand. 


We need two numbers to evaluate where you stand. The first number is the exact payoff. Whether you purchased the vehicle on a retail contract, a lease, or a balloon note, there is always a payoff that can be obtained by talking to your lender. All payoffs can be gotten immediately during normal business hours by phone, and many times they can be gotten on line. I will give some common payoff numbers at the end of this. Simply call your lender and tell them you need the payoff on your vehicle. Have your account number ready to give them, although some can do it by social security number.

The lender will give you either a ten-day payoff OR your current payoff today, and tell you how much to add per day until the vehicle is paid off. Keep this number, we’ll need it later.

STEP TWO is to get an approximate value on your trade-in to compare to the payoff. I have extensively studied all the web sites that give used vehicle evaluations. I can tell you without doubt that Kelly Blue Book by far most accurately reflects real world trade values. If anything, they may be slightly conservative, but for the purposes of analyzing your equity position, it’s better to be conservative than to over evaluate where you stand.

So go to www.kbb.com and on their homepage, you will see USED CAR VALUES by make and model. Click that link and then there are three boxes to fill out. The first one is Year. You simply put the year of your vehicle. Next, they want Make (Honda, Toyota, Ford, etc.). And last they want model (such as Accord, Camry, Focus, etc.). Then hit GO.

Now you have a choice of picking one of these three:

  • Trade-In Value
  • Private Party Value
  • Suggested Retail Price

 Be Sure to Select Trade-in Value. 


The other two will not give you accurate values for the purposes of trading your vehicle.

Next, you’ll input your zip code, the mileage of your vehicle and you will need to check any options your vehicle has. Be sure to input accurate information. The last step is one of the most important. You have to classify your car into one of these categories: poor, fair, good, or excellent. By each classification, it will tell you what to look for. If anything, be conservative here. Again, it is better to have a low estimated value and have a pleasant surprise once you visit a dealer. Hit GO and shortly you will have your approximate trade value.

Now you have your payoff AND the approximate value of your trade. You are well equipped to go car shopping now and deal from strength.

 So What If The Difference Between the Two Numbers is Huge? 


There are a lot of factors that determine whether you can trade or not. Let’s look at a few scenarios:

  • You are less than $3000 upside down. You are in pretty good shape to trade and should not have any problems. Most lenders understand and will let you roll that amount into a new loan. Plus, on most vehicles today, there is enough in rebates to cover that amount, so you end up breaking even.

  • You are $3000 to $6000 upside down. It becomes a little more difficult to trade, and to get a lender to allow you to roll that much negative equity from one loan to another, you will need to have a better than average credit rating. You might also want to choose a car with a larger rebate.

  • You are over $6000 upside down. These deals are even more difficult and you may need some cash down payment to go with your car. You will also need to have good credit. Understand too that rolling this much negative equity can have a huge effect the next time you go to trade.

 Other Things to Consider. 


Rolling money from one vehicle to the next can have a snowball effect. In other words, every time you do this, your situation gets worse.

If you roll a lot of money from one car to the next, make SURE you are buying a car you like. Odds are, you’ll have to keep it longer, so be sure it is desirable to you …you’ll be looking at it for a while.

Rolling negative equity from one vehicle to another will have an adverse effect on your new payment. For instance, if you roll $5000 from one loan to the next, on 60 months at 5.9% you will add $100 per month to the normal payment.

You can cover up more negative equity in a lease than a purchase. But understand if you do that, it will more than likely take a longer time to trade the next time.

If you roll any negative equity from one loan to the next, be SURE to purchase GAP insurance. This will cover any deficit not covered by insurance should the car get stolen or totaled.

Work toward getting even. If you roll negative equity, in essence, you end up paying for your old car AND the new car at the same time. When you can, send in extra money with your monthly payment to lower the pay off faster and get into equity quicker.

If you are upside down and are in a position to put money down on your loan, DO IT. You’ll get equity in your trade quicker, enjoy a lower payment, AND save interest charges.

I met a customer five or so years ago that kept rolling negative equity from one car to the next, to the next and so on. She rapidly traded about four times in three years. To make matters worse, she drove a lot of miles. When she got to me, she owed $72,000 on a vehicle worth $40,000. To this day, this one takes the prize for the most upside down person I have ever seen. As in most of these cases, she met the day of reckoning. She put $20,000 down and leased a new Explorer for two years at $1200 per month. Although this is an extreme case, after the two years were up, she was level with the world and able to start over. We put her in a lease plan to get a new car every two years and she is about to come up on her third new vehicle since that time. She has not been upside down since.

So in summary, if you are upside down, you are in good company. Understand that NO DEALER can make your negative equity go away. They can play numbers games to cover it up, but rest assured you are still paying for it. Knowing how much negative equity you have is a valuable tool when going to buy a new vehicle. And lastly, you cannot roll negative equity from car to car to car without it catching up to you. At some point, it gets overwhelming and you get stuck, so plan ahead.



Photo Credit: Cherezoff/Shutterstock.com



29 thoughts on “Evaluating Your Ability to Trade In

  1. Leo Valentine

    I am doing some leg work for by daughter. She has 2002 Dodge with 98000 miles in good shape. She wants a new Dodge Durango or see. Her car is clear, and is able to pay cash for the new car. Does this give her any help in nesgosiation?sp Woild it be better to take the 0 int

    Reply
    1. Jerry

      Hey Leo, thanks for writing. The new Durango is awesome, I really like it and gave it a SUPER review. Her timing is good, you always want to get rid of a car before 100,000 miles. It will bring more money as a trade.

      Talk to my friend John the General Sales manager at John L. Sullivan Dodge Chrysler Jeep. He’ll take great care of her and give her the Car Pro Show listener pricing. Cash or finance, it won’t change the price.

      I wish you the best!

      John L Sullivan Dodge
      529 5th Street
      Marysville, CA 95901-5649

      John Wood: General Sales Manager
      johnw@marysvilledodge.com

      Cell Phone: 530.933.4076

      Jerry Reynolds “The Car Pro”
      President, Car Pro Radio Networks

      Reply
  2. avinash

    When you purchase your leased vehicle, isn’t the dealer supposed to get the smog test done? Or the customer has to pay? What else is done by the dealer before he sells your leased car to you? Please advise.

    Reply
  3. Carol Marshall

    I have inherited a 1985 Mazda GLC 3-door hatchback. 92,000 miles and leaks some oil. I need to put a value to the vehicle, but Kelly Blue book and Edmunds only go back to 1991. Nada allowed me to put in a date, but came up with a low of $1,600 and a high of around $2,800. That can’t be right can it? A 27 year old car that would sell for that much? I called the local Mazda dealership but they would not assign a value. Do you have any reliable resources that I can use to determine the value?

    Reply
  4. todd alexander

    Jerry,
    I am looking for a Honda Accord. I found one at a nearby dealer with about 70,000 miles on it. It looks good inside and out. I felt a little vibration in the front when I applied the brakes. The dealer said all used cars get inspected and repaired before going out for sale. The dealer also says Hondas are good for 300,000 miles. I’ve heard that this year model has repeated problems with the brakes and transmission. Can you give some advice to me about this car?

    Reply
  5. susan

    I have a red Ford Heavy Duty Diesel F250 two door loaded 2009 with just over 17000 that I would like to trade for a long bed used Diesel Ford or Dodge hopefully for even exchange is that an option?? in the Phoenix area

    Reply
  6. Bob Mastin

    Jerry: I have a 1996 Dodge Grand Caravan LE. It has 280,000 miles. The AC has a leak and is not working now, I just recharge it each summer and it works fine. It leaks oil around the rockerarm cover, and transmission fluid. I keep an eye on the fluid levels and refill it every other month, or so when needed. The heater only works on the drivers side, but the mechanics can’t figure out why.

    I have checked all this on KBB.com and they say the condition is GOOD with a value of around
    $ 3,300.00, without being a trade-in. That seems very high to me, I would think closer to
    $ 1,100.00, or less. I want to sell this myself, but how do I determine a true value, not too high, not too low?

    Reply
  7. Ron Poggemoeller

    I have a 2006 Hyndai Tiburon with all the works on it and it has 141,000 because I drive it to and from work in Houston at 150 miles/day. I have had it serviced every 5,000 miles with synthetic oil, had the brakes changed at 135,000 miles and the timing belt changed (book says to do it at 60K) at 90,000 miles along with one CV Joint and a tune up. It gets between 25 and 27 mpg. No other problems or repair. The car is paid for and I love it dearly but I’m 72 years old and really don’t want to buy a new car if I don’t have to at this age. There are no more Tiburon’s, i don’t like the Veloster and really can’t afford the Gennises Coupe. Recommendations please.

    Reply
  8. maelyn hinton

    I have a 2004 E320 Mercedes 57000 miles and it is free and clear. I am looking for a small or

    medium size suv. I want a car with a good warranty. and good gas mileage and some cargo space.
    Do I lease or buy? I’m thinking of looking for a good used Lexus. I live in Corpus Christi with no Lexus Dealer.

    Reply
  9. Sheryl

    I have a few questions. I have a 2001 Buick Park Avenue, engine v6,3.8L. It has the service engine light on and has been leaking fluids. (not oil) I was told it has a leak in the intake manifold and possible valve cover gasket leak. I was also told that if I did not repair it, there was a possibility it would leak into the engine and ruin the engine, is this true?

    I am planning on selling the car myself and buying something else and was wondering if it is worth to fix though I won’t be able to purchase another car for about a month?

    I drive about 20-25,000 miles per year (realtor) and need a comfortable larger car but want good gas mileage as well (must have dual seat adjustments), do you have a suggestion what type of car might be suitable. I have really like my Buick but they no longer make it and it now gets bad gas mileage. (use to be great) Do they make a crossover vehicle that is a hybrid (not a plug in type)? If not, can you suggest any hybrids? I am concerned about giving up so much trunk space as I need it for signs,etc. I don’t want to buy brand new maybe a few years old, have about $25,000 to spend.

    Reply
    1. Jerry

      Sheryl – Good to hear from you! None of the hybrid SUVS perform properly in my opinion. I would strongly consider the Buick Lacrosse as a great alternative car. It has a nice back seat for your clients, and it gets good fuel economy.

      You might also consider Hyundai Genesis, it’s a great car too.

      If you need help with a dealer, go to the website and click CERTIFIED DEALERS. You’ll be in great hands!

      Jerry Reynolds “The Car Pro”
      President, Car Pro Radio Networks

      Reply
  10. Jeff H.

    Jerry,
    I realize this post is a couple years old now, but wanted to chime in and say I appreciated it. I’m upside down on my current car, in a situation where I bought more than I should have AND my life situation has changed (now needing two cars rather than just the one). This blog post was really helpful in re-assuring me that I have a good idea what to expect when I go to dealers this weekend. So thanks for this!

    Reply
  11. Rosa

    Hi, I have a 2012 Jeep Liberty with under 10m on it, I bought it brand new, I find it very big for me, I feel like I’m driving a truck, I live in snow country so I need a SUV, I owe $12,000 on it but the trade in is as high as $16,000, I’m interested in trading it in for a Subaru Crosstrek, which is about $26,000,
    Would these be like an even deal, I don’t want my payments to go too much higher, Currently I pay $270.00..

    Reply
    1. Jerry

      Rosa, good to hear from you, thanks for listening to the show! If your numbers are correct, you’ll be financing $22,000 or so plus the tax, title and license. That is going to result in quite a bit higher payment. You might consider a lease to get the payments down, doesn’t look like you are driving many miles.

      Email me from this website, if I have a Subaru dealer near you, I’ll set you up to look at specific numbers.

      Jerry Reynolds, President
      Car Pro Radio Network

      Reply
  12. Alan

    I have a 2010 Sebring with a trade in value of $7000.00. I still owe $10,736.00 on the loan.
    I am looking to trade the vehicle in for a 2014 Dodge Avenger for $23,275 including GAP insurance. How much should the sales price be if the dealer pays off the remaining balance of the trade-in? I forgot to mention there is a $3500.00 manufacturers rebate to be applied as well.

    Reply
  13. Wade

    Have a 2013 ram 2 dr express 5.7L has 23,000 miles owe $36,000 do you know any dealer in my area that could help me get in a Jeep Wrangler my zip code is 22960

    Reply
  14. dmc

    I have a 2014 grand Cherokee SRT. I paid approx 65,000 for the car. The problem is that the engine failed and has to rebuild for it to run….I didn’t have car not even a year. I was looking into a ranger Rover sport. Do you think it’s a good idea to trade in the SRT. I’m really over this car!!

    Reply
    1. Michele Sanders

      Sorry to hear about the Jeep, that’s very unusual. I would get the engine repairs completely done and it running good before trying to trade it. It’ll bring more money that way.

      The Sport Rover is awesome. Certainly I think you’d really love it, everyone does.

      Let me know if I can help further.

      Jerry Reynolds, President
      Car Pro Radio Network

      Reply
  15. Nena

    I have a gmc terrian with body damage. And high miles owe 15.900..looking at a Nissan I know I wont get the good condition value because of body damage. So how can I get a fair trade offer?

    Reply
    1. Michele Sanders

      Talk to the Nissan dealer that is associated with me, you’ll find them under CERTIFIED DEALERS. They’ll only knock off the cost of the damage from what the Terrain would normally be worth. If the damage is 25% more than your deductible, I would make an insurance claim before trading it.

      Hope this helps, thanks for listening to the show!

      Jerry Reynolds, President
      Car Pro Radio Network

      Reply
  16. Francisco

    I bought a dodge charger 09 still paying for it could I trade it in for another car like a suburu wrx sti ???

    Reply
    1. Michele Sanders

      Most likely that will work out for you, much will depend on the Dodges true value versus how much you owe. We have good Subaru dealers in many markets, check under CERTIFIED DEALERS on this site. Our dealers will take good care of you.

      Thanks for listening!

      Jerry Reynolds, President
      Car Pro Radio Network

      Reply
  17. Michael

    Hello …..question- I have a 2015 Suburban LT 4WD with 25,000 miles and still owe 44,000 on it. I wanted to trade it in for a less expensive SUV around 37,000 brand new. Is that possible to do?? Exterior and interior are in great shape. What would be a problem with trading it in?

    Reply
    1. Michele Sanders

      It will all depend on the true value of the Suburban versus what is owed. If you have CarMax in your area, run it by there for their free cash offer and let me know what they say. If you owe more than it’s value, trading down will not lower your payment most likely.

      Jerry Reynolds, President
      Car Pro Radio Network

      Reply

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