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How to negotiate a car lease Advertiser Disclosure Advertiser Disclosure We are an independent, advertising-supported comparison service. Our aim is to assist you make smarter financial decisions by offering interactive tools and financial calculators as well as publishing unique and impartial content. We also allow you to conduct research and compare information for free to help you make financial decisions with confidence. Bankrate has partnerships with issuers such as, but not limited to American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Make Money The offers that appear on this site come from companies who pay us. This compensation may impact how and when products are listed on this website, for example for instance, the order in which they may appear in the listing categories and other categories, unless prohibited by law. Our mortgage, home equity and other products for home loans. But this compensation does affect the content we publish or the reviews appear on this website. We do not contain the universe of companies or financial deals that may be accessible to you.



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5 minutes read. Published on August 9, 2022.
Written by Allison Martin Written by

Allison Martin's work started over 10 years ago as a digital content strategist. Since then, she's been published in several leading financial outlets, including The Wall Street Journal, MSN Money, MoneyTalksNews , Investopedia, Experian and Credit.com.







Edited by Rhys Subitch Edited by Auto loans editor

Rhys has been editing and writing for Bankrate from late 2021. They are passionate about helping readers gain the confidence to manage their finances through providing clear, well-researched information that breaks down complicated subjects into digestible chunks.









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Are you thinking about a vehicle lease to drive around with style at only a fraction of the cost you'd spend to buy a new vehicle? Knowing about the process of leasing cars as well as brushing up on the terms used in the industry and the details of lease agreements, is a crucial part of getting a great deal. Shopping around and exploring the specials and offers from multiple dealers is a good way to help you negotiate a car lease with confidence to ensure you get the best lease deal for your needs. If you visit a dealership to buy a brand new car the salesperson is expecting you to negotiate a price that is lower than the price they are asking for. It's not often the case with lease agreements, however it is possible to follow this step-by step method to negotiate a car lease. 1. Learn the jargon easy to become overwhelmed by the terminology, particularly if you don't work in the automotive business. But, you can give yourself some advantage by knowing the terms dealers use prior to you go in front of a leasing contract. Here are some of the most common lease-related terms that dealers use. Acquisition fee The acquisition fee, which is sometimes called the assignment fee, or even the origination fee is a charge imposed by the dealer to create the lease. This fee can range between a few dollars , in accordance with Edmunds. If you do not have the money to pay the initial acquisition costs at the time of establishing the lease, it can be rolled into your monthly lease payment. Price for buyout A lease buyout usually involves the purchase of a vehicle leased at the end of the lease or in some cases prior to the deadline for ending. The purchase price is the amount that the dealer would charge, should you choose to take this step. Cap cost reduction Cap cost reductionor capital cost reduction are the upfront payment that reduces the amount you finance. This could include trade-in credits, incentives, rebate amounts and even making a larger down payment. Disposition fee Disposition fees cover the cost of cleaning and preparing the vehicle to keep it in tip-top shape to allow someone else to buy it following the return. Gross capitalized cost The vehicle's cost of sale, also referred to in the form of the market price is the capitalized gross cost. "This may be a fancy name for the cost of the car, plus any other fees, balances, and taxes," says David Undercoffler who is the editor-in-chief at Autolist. Residual value value is an estimate of the value of the vehicle that it is worth at the end of the lease. The value is calculated by depreciation as well as industry information. "With the residual, the seller is estimating the value of the vehicle worth when you hand it over," says Mike Quincy, auto tester and writer of Consumer Reports. "It's placed at the beginning of the lease and is used to calculate your monthly base payment." 2. Look for deals Google search for "special lease deals" isn't enough to get the best deal. Go further by creating an outline of all the deals you come across and think about expanding your search to areas outside of your area. Once you have an inventory of lease deals that you like on the top brands and models, call each dealership to confirm the specifics. It is also advisable to ask about any other deals that may not be advertised on the internet. 3. Start the negotiations Once you pare down your options, make an appointment with the dealer. Try out the vehicles you're considering and begin the discussions. Some items the dealer may be willing to negotiate include the price of the buyout Do you intend to purchase the vehicle at the end of the lease? If yes, the dealer may be willing to cut you a deal on the buyout price. "This is an excellent price to negotiate at the beginning of the lease if you feel there's a good chance that you'll want to buy the car at the end of the lease," says Undercoffler. Negotiating the buyout price up front is particularly important as it's typically not possible to negotiate this cost after a lease ends, says Undercoffler. Disposition fee You may be able to be able to get a discount on the disposition fee when you don't plan to trade in the vehicle or swap it out to another lease once the lease expires. Be sure to negotiate this in the beginning instead of trying to get around it at the end period. Gross capitalized cost Most dealerships will offer low monthly payments as a marketing tool to attract buyers. But, it is important to attempt to negotiate the car's selling price, which is also its capitalized gross cost. By negotiating, you may be able to negotiate an affordable monthly cost without needing to resort to extending the lease term. "The gross capitalized cost can affect the monthly payments and the final buyout figure of the vehicle. The price is completely to be negotiated," says Nathan McAlpine, owner of CarMate which is an auto broker business. However, in certain situations like when a dealer is offering an exclusive monthly lease deal the cost could be difficult to negotiate. In such instances the lease conditions are generally predetermined, according to Undercoffler. Amount of mileage Most leases limit the amount of miles you are allowed to drive, usually to 10,000 to 12,000 miles per year. And if you exceed the limit each year the lease will impose a penalty to pay. Don't be tricked into accepting a low mileage allowance if you drive a lot. Instead, ask for a greater allowance at a lower cost when initiating the lease, in order to save yourself cash when you hand the vehicle in. "If you are certain that you will be driving more than the allowance for mileage is a great idea to negotiate a higher cap on your mileage in exchange for an upfront feeor with no cost whatsoever, as opposed to paying the per-mile penalty when the lease expires," says Undercoffler. "Just be aware that if you bargain for a higher cap on mileage will decrease the value of the vehicle and the buyout amount since the car will theoretically have more miles." When you negotiate your mileage allowance, it's important to know about how many miles you take. "If you purchase extra miles in advance but you can't claim the money back if you do not use the miles," says Quincy. Money factor The cash factor determines the interest rate you pay to lease the vehicle. If you've got excellent credit, which is typically 740 or higher -it shouldn't be a problem securing the lowest interest rate the dealership offers. 4. Sign the contract You'll need to read through the entire lease agreement before you seal the contract. Lease agreements typically contain the following information: The required down payment, if any. The price of the lease, also known as the money factor or rent cost. Value of the car at the time of the beginning and the end period of lease. The annual mileage limit. A comprehensive fee schedule that includes the cost for wear and tear excessive damage, and any other costs you might incur at the conclusion period. The cost of ending the lease in advance. What can't be negotiated While you may negotiate various fees, there are some limitations. You won't be able to negotiate the following fees: Acquisition fee: Dealerships generally won't waive this administrative fee but will allow you to incorporate it into the lease's payment, if you require. Residual value: This number isn't negotiable because it will account for depreciation and information from the industry. Plus, lowering the residual value by too far could cause the dealer to be unable to recover the cost if you decide to buy the vehicle rather than returning it. The bottom line is it is possible to get a good deal on a car lease however you must do your homework be sure to do your research prior to going to the dealership. It's not just important to learn the jargon dealerships use, but you should also evaluate offers from different dealerships, understand what is negotiable and be sure to read the fine print of the lease agreement before sealing the deal. Find out more


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Written by

Allison Martin's work began over 10 years ago as a digital content strategist. She's been published in numerous prestigious financial media outlets such as The Wall Street Journal, MSN Money, MoneyTalksNews , Investopedia, Experian and Credit.com.



Edited by Rhys Subitch Edited by Auto loans editor

Rhys has been editing and writing for Bankrate from late 2021. They are passionate about helping readers gain the confidence to manage their finances through providing precise, well-studied information that breaks down complicated topics into manageable bites.






Auto loans editor




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