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01
Pre-visit preparation
Pre-qualify with a bank or credit union for outside financing pre-approval; that is your reference number against any dealer financing offer. Request an itemized written quote on the specific configuration, term, and incentives you are considering before driving to the dealer. Bring the written quote to the visit. Treat the visit as the closing step, not the discovery step.
02
The visit script
Confirm the configuration matches the written quote. Take the test drive. Confirm the vehicle's history if used. Move to the finance office for contract review. Read every paragraph; verify the contract matches the negotiated written quote on cap cost, fees, term, mileage cap, residual, money factor, and any incentives applied. FTC truth-in-advertising rules apply to all dealer claims about price, financing, and availability.
03
Finance office add-on discipline
Add-on products in the finance office (extended warranty, gap coverage, paint protection, prepaid maintenance) are optional. Each is priced separately. Decline any add-on that was not part of the negotiated quote. The contract proceeds without them; the dealer cannot mandate add-ons that were not disclosed in advertising under FTC rules.
04
What to walk away from
Walk if the contract does not match the negotiated written quote on cap cost, fees, or term. Walk if mandatory add-ons appear that were not disclosed in advertising. Walk if the dealer pressures signing before reading. Walk if a verbal-only quote replaces the written quote you brought. The discipline is willingness to walk; most dealers handle it correctly when the buyer enforces the standard.
05
Dealer how-to questions
Short answers to the questions California buyers ask about handling the dealer visit.
06
Related dealer pages
The dealer yes-no guide covers whether to use a dealer at all versus a broker. The new buying guide covers the franchise workflow. The used buying guide covers the used-vehicle dealer process.
FAQ
Common Questions
Do I really need an itemized written quote before visiting?
Yes. The written quote is the reference document against which the dealer's contract is measured. Without it, the conversation has no benchmark.
Are dealer add-ons ever worth it?
Some have value for some buyers (extended warranty for long-hold purchases, gap coverage for high-LTV financing). Most are priced higher than the buyer can find independently. Decline any add-on that was not part of the negotiated quote.
What if the dealer's contract differs from the written quote?
Stop. Verify each line item against the quote. If the difference is unexplained, the buyer's protection is to refuse to sign until the contract matches.
Is it OK to walk out of a dealership?
Yes. Walking out preserves the buyer's leverage. Most dealers correct the issue when the buyer enforces the standard.
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021 Auto Leasing
request a lease quote
Use this page as a decision support path, then move into a quote request when the vehicle, mileage, and payment structure are clear.