Buying a car — whether it’s your first or your fifth — can feel overwhelming. With prices, incentives, financing options, trade-ins, and so much conflicting advice out there, where do you start? At Mount Airy Chrysler Dodge Jeep Ram Fiat, our sales expert Spencer Easter dives into real questions from customers just like you in three informative Q&A videos.
We put together this 2026 insider guide to help you walk into your next car purchase confident, informed, and ready to get the best possible deal. Here’s what you should know before you step foot in a dealership — backed
1. Before You Go: Do Your Homework (From Video One)
Customer Question:
“What should I know and what research should I do before visiting a dealership? Is Kelley Blue Book a good resource?”
Spencer’s Answer:
Yes — Kelly Blue Book (KBB) is an excellent place to begin your research, as long as you’re realistic about mileage and condition. Another factor buyers often overlook is market availability — if your car is in high demand, you could get more for it.
Here’s how to take your homework to the next level:
- Use Multiple Valuation Tools
KBB is a trusted resource for vehicle values and helps you estimate trade-in and private sale prices. It’s updated frequently and reflects local market conditions.
That said, it shouldn’t be your only tool. Other valuation guides such as NADA Guides, Edmunds, CarGurus, and VinCheck.info also offer reliable, often free pricing estimates that can give you a broader view of what your car is worth.
- Understand Market Demand
Some vehicles — especially popular SUVs, trucks, or limited trims — may command a higher price in certain regions. A vehicle that’s in high demand locally may bring a premium on trade-in. Likewise, cars that are slow sellers may have less trade value.
- Know What You Want
Before you go to the dealership:
- Decide on several vehicle options that fit your budget.
- Read expert and owner reviews.
Understand not only MSRP but what people are actually paying in your area (tools like TrueCar and Edmunds provide this insight).
2. Incentives & Rebates: Real Savings or Gimmicks? (From Video Two)
- Customer Question:
“Can incentives really save you money, or are they gimmicks?”Spencer’s Answer:
Incentives and rebates come directly from the manufacturer — not the dealer — and can absolutely save you money. We can show you incentives you might not even know exist, and provide transparency from the start.- How Manufacturer Incentives Work
Automakers use incentives to motivate buyers and meet sales goals. These can include:
- Cash rebates or “bonus cash” directly reducing your purchase price or down payment.
- Low- or 0% financing deals.
- Lease specials with lower monthly payments.
- Loyalty and conquest rebates for loyal customers or those switching brands.
- Dealer-Specific and Local Offers
Dealerships often run local incentives in addition to national manufacturer offers. These can include special pricing events, dealer cash, or additional rebates. At Mount Airy Chrysler Dodge Jeep Ram Fiat, we publish these deals on our website so customers have transparency before they even visit.
Maximize Savings Strategy
To use incentives effectively:
- Research current offers online before you visit.
- Verify eligibility — some are region or credit-score based.
- Consider timing — end-of-quarter and end-of-year incentives are often more generous.
The bottom line: incentives are not gimmicks when you understand what’s available, how they apply to you, and how they fit into your overall purchase price.
3. Expert Car Buying Tips That Help You Save! (From Video Three)
Customer Question:
“Are there any car buying tips that would help me get a better deal?”
Spencer’s Top Tips:
Tip #1: Don’t Fear a Few Credit Inquiries
Contrary to old myths, multiple credit pulls within a short timeframe (usually 14–45 days) count as a single inquiry for scoring purposes. This means it’s okay to check multiple financing options before finalizing a loan. Multiple checks help you find the best rate and true financing terms, rather than accepting the first offer you see.
Tip #2: Consider a Cosigner (Especially First-Time Buyers)
If you’re new to credit or haven’t built strong credit history, bringing a cosigner with solid credit can:
- Help you qualify for a better interest rate.
- Simplify the approval process.
- Improve your long-term credit as you make payments.
Tip #3: Bring Necessary Documentation
Being prepared can speed up the process and strengthen your negotiating position. Helpful items include:
- Driver’s license
- Vehicle registration
- Proof of income (recent pay stubs)
- Proof of insurance
- Title or payoff information for a trade-in
Tip #4: Don’t Stress Over Cleanliness
While a detailed car wash can improve the first impression, dealerships evaluate a vehicle based on condition and mechanical state, not its dirt level. Bring your trade in as is — you won’t lose value simply because it’s dusty.
- Additional Car Buying Strategies Customers Shouldn’t Miss
- Set a Budget and Stick to It
Before you even look at vehicles, know what you can afford — including insurance, maintenance, fuel, and loan payments. This keeps you grounded in reality and helps prevent buyer’s remorse.
- Negotiate Beyond Sticker Price
Price negotiation isn’t just about MSRP. You can negotiate:
- Trade-in value
- Financing rates
- Add-ons and dealership fees
Experts recommend knowing multiple offers and using them as leverage. - Shop at Strategic Times
Believe it or not, certain days and months are statistically better for buying cars. End of the month, end of quarter, and year-end events bring higher dealer willingness to negotiate — especially in December and year-end sales. (Investopedia)
- Bring a Trusted Second Opinion
Whether it’s a friend, spouse, or trusted advisor, a second set of eyes helps keep emotions out of a big financial decision.
Conclusion
Buying a car doesn’t have to be intimidating. With proper research, understanding incentives, and smart preparation, you set yourself up for a smooth and successful purchase. The team at Mount Airy Chrysler Dodge Jeep Ram Fiat is here to help you every step of the way — from pre-visit research to unlocking the best finance options possible.
Stop by or check out our website to see current incentives, build your payment, and start your journey to a new ride today!
