What Car Buyers Need To Know Before Walking Into a Dealership This Summer
Buying a car in 2026 already looks different than it did just a few years ago. Inventory has largely recovered from pandemic supply shortages and buyers have more tools than ever to compare prices. Yet, experts say many consumers still walk into dealerships unprepared, focusing on the wrong numbers and exposing themselves to unnecessary costs.
Before you start shopping this summer, here's what industry insiders say you need to know.
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Know Your Numbers Before You Shop
Many buyers work backwards when shopping for a car, by finding the cars they want before considering their budgets.
Start "with your budget, not the vehicle. Too many people find the car first and then try to make the payment fit," said Ashley NeSmith, owner of Ashley the Auto Advocate.
Take into consideration all the costs associated with the car, such as insurance, fuel, maintenance and then consider your own income and debt situation.
She reminded buyers that a car payment can look affordable when it's spread over 84 months, but seven years is a long time to be paying for a vehicle.
Additionally, newer cars, luxury vehicles and longer commutes can all add costs you didn’t plan for, according to Michael A. Klitzke, Esq., the CEO of Auto Law Firm, PC.
If you want a concrete way to approach it, Nick Mintzias, CEO and founder of DriversHub, said, “We typically recommend not spending more than 20% of your income on a car payment."
Stop Shopping by Monthly Payment
One of the most common and expensive mistakes buyers make is focusing only on the monthly payment, NeSmith said.
For one thing, dealers are trained in ways to “push you beyond your comfort zone on the total price, monthly payments, interest rate and/or optional products,” Klitzke said.
That's why NeSmith tells her clients “to focus on the vehicle price, the trade value, the interest rate, the loan term and the total out-the-door cost."
Research Prices, Financing and Vehicle History Before You Visit
Experts overwhelmingly agree that preparation is the single biggest advantage consumers have.
"Do your research. No two dealers are offering the same price on the exact same car," Mintzias said.
He also urged price shopping across regions since regional markets vary.
"Buying a car is an emotional purchase and it's very easy to overpay for a car once you've already committed to yourself that you want it,” he said.
Also be well versed in other key financial information, NeSmith said, such as credit score, budget, the car’s trade value “and have a general idea of what the vehicle they want is actually selling for in their market."
Klitzke added to look out for open recalls on specific vehicles as well to avoid getting saddled with a lemon or a huge maintenance cost.
Read Every Document and Question Every Fee
The paperwork stage is an easy place for buyers to lose money, Klitzke said, particularly in an age of electronic documents.
"If the system is just jumping to the signature line, that is bad,” he warned. "Always read the purchase contract line by line to see if anything was added.”
It’s not uncommon for dealers to add “optional” items to contracts and claim they are not optional, he said. This can be anything from paint protection and tinted windows to extended warranties.
In simpler terms, NeSmith said, "Don't buy anything you don't understand."
Use Your Leverage
Contrary to popular belief, today's buyers may be in a stronger negotiating position than during the inventory shortages of recent years, as long as you’re willing to shop around, NeSmith said.
"The dealership that thinks you're only talking to them negotiates very differently than the dealership that knows you're comparing offers from several competitors," she said.
Mintzias agreed, adding, "There is more access to every market like never before and with the data readily available, dealerships are forced to compete to get a sale more than ever."
Generally speaking, informed buyers get the best outcomes. Be sure to do your research, ask questions and compare multiple offers so you can drive away with the right vehicle and no surprises.
This article was provided by MoneyLion.com for informational purposes only and should not be construed as financial, legal or tax advice.
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