On this episode of Drive Radio: The Extra Mile, John Rush breaks down the complete roadmap for selling a used car — from deciding whether to trade it in or sell it privately, to maximizing profit and staying safe during the process.
The show starts with the big question: What’s the best way to sell your car?
John outlines three primary options:
Trade it at a dealership
Sell to a broker like CarMax or Ridgeline
Sell it private party
The key? It’s not emotional — it’s math.
John walks through real-world examples showing how sales tax credits on trades can significantly impact your bottom line. In
SPEAKER 05 :
This is Drive Radio, The Extra Mile, with your host, John Rush.
SPEAKER 02 :
Welcome to another edition of Drive Radio, The Extra Mile. And as you all know by now, we record The Extra Mile earlier in the week. Luke Cashman is my engineer and chimes in on an occasion as well. So, Luke, good afternoon.
SPEAKER 03 :
Oh, good afternoon, John.
SPEAKER 02 :
Always a joy to have you. So, those of you listening, in this particular topic today, we’re going to talk about how to sell a car. And, of course, it’ll be a used car in this case, not a new car, because only dealers can sell new cars. So, yeah, it’ll be how to sell a used car. And this came from a suggestion from a listener last Saturday, actually, during the show, during Drive Radio. And the majority of topics that we’ve covered on The Extra Mile, honestly, have come from you all. So if there’s a particular topic you want to hear us get into more depth with, please, by all means, send us a message, either text 307- 200-8222-307-200-8222. You can ask questions, by the way, even while the Extra Mile is on. Yes, this is pre-recorded, so it’s not a live program. You cannot call in like all of my other programs are. I don’t record any other programs except for the Extra Mile, but we appreciate all of you listening and all the feedback we’ve gotten, which every week you guys give me some feedback on something we covered. And so far, you’re all very appreciative of what we’re doing when it comes to the Extra Mile. So if there’s a particular topic you’d like us to cover by all means reach out you can also send an email john at drive hyphen radio.com so john at drive dash radio.com or frankly any other websites you want to go to to reach me you can do that as well including klz radio.com you can even give us feedback there if you would like so luke today we’re going to talk about how to sell a car And this one I’m going to try to – honestly, I think I can do this in one part. There is a lot to selling a car. Now, I can give a quick five-minute synopsis, which I’ve done many times on Drive Radio, but I’m going to get into some more details of what you really need to do to sell your car. And there’s multiple mindsets. in selling a car. And for some, like myself, it’s easy. And I understand that. And I am also very sympathetic to those that look at selling a car as something just daunting. It’s like speaking in public. It just frightens some people to even go through that process, having no idea what to do. Typically, then they turn into trading the car in or doing something along those lines. And I can’t blame some of you for doing so. And I’m going to go through even, is that the right thing to do for some of you? Because, by the way, it might be. I don’t sell every car I own outright. I do do a lot of trading at times with dealers, and I’ll go through that process and why that is. But there’s basically three ways to sell a car. Number one, I just mentioned it. Go trade it off. Go to a dealer, make your best deal. I’ll go through some processes even on that, and I’ve done that in the past even on some other episodes of The Extra Mile, but you can trade it in. You can also sell the car outright to brokers. You know, Ridgeline Auto Brokers, they buy cars, one of my sponsors. CarMax, Carvana, others. There are other people out there that will literally give you a bid price on your car, and once they see it and verify that everything is as you say it is, They will literally either write you a check, handle the payoff. If there’s a loan still on the vehicle, you name it, they’ll gather all that information and figure that out for you. And lastly, of course, and some of what I’m going to focus on today is the private party sale end of things. So first question I have for Luke is, have you ever gone through any one of these three processes?
SPEAKER 03 :
Yeah, yeah. Most, if not all, of my car sales have been through private party. It’s Facebook Marketplace, Craigslist, to a co-worker back in California. That’s all my experience in selling cars.
SPEAKER 02 :
Okay, so Luke’s got some experience on this, and he may chime in here at times, because what I will say is, typically… Not always. And I’ll get into the details of this in a moment. But typically, what Luke just said brings you the most money for the car. It almost always does. And by the way, reason for that is you’re doing a lot of the legwork that you would then be allowing a dealer or somebody else, in case of even Carvana and CarMax, they’re dealers as well. Ridgeline, they’re a dealer. Yeah, they’re going to go ahead and mark that car up, rightfully so. Because they’ve got to cover their costs. They’re a business. And sometimes I think people forget that dealers are businesses, and businesses have to turn to profit. If they don’t turn to profit, they don’t stay in business. They can’t buy your car. They’re no longer in existence. They go bankrupt. Businesses have to make profit. And I’ve said this many, many times on all of my programs. That’s not a dirty word. Now, how much profit that comes down to you, the deal you make, your comfortability of things and so on. And I’m not saying any one of these three ways is the wrong way to do things. In fact, one thing that you really have to consider as the decision making process goes. So one of the things I wanted to cover in this first segment is how do you know what to do? Should I sell it outright myself? Like Luke just said, Craigslist is almost a thing of the past now, but Facebook Marketplace, there’s other websites that you can actually list your car on that they’ll even help you with some of the potential financing of if it’s a larger car sale where it might be hard for somebody to come up with the cash. And then do you trade it in to the dealer or sell it to one of these brokers? And there’s three ways to do it. None of them are the wrong way, but something to consider. And this is, I think, in most states. I know it’s true here in Colorado. I’m pretty sure it’s true in Kansas and Wyoming. I’m not sure about some of the states that are outside of our local area. Nebraska, I know, does this as well. And where I’m going with this is you get a credit. for the car you’re trading on the car you’re buying for sales tax. We all pay sales tax. One of the biggest complaints that I have, by the way, in the car world is that all of the governmental agencies are double taxing cars. It’s actually, in my opinion, against the law. Somebody should sue them over it. That car has been taxed fully when it’s sold new. and then it’s taxed every single time it gets traded, sold, traded, sold, traded, sold. It is double taxation to the max. Probably the best example of double taxation that’s out there, which technically is against the law, but it happens anyways, and partially because nobody’s ever fought it, or nobody’s ever fought it that I know of. So, with that being said, though… You do get a credit for trading the car in. So quick math, and let me just do this. I’ve got my stopwatch running, so I have to be careful I don’t screw myself up here. But let’s just say, for example, you’re buying a $50,000 new car. OK, normally sales tax for most of you listening, I’m going to use 8% as the tax rate. Some of you I know live in unincorporated areas and it may be less than that, but I’m going to use 8% because most people living in cities up and down the front range, it’s going to be roughly that 8% figure, meaning sales tax on a $50,000 car is $4,000. So let’s say you have a car that’s worth half that. It’s a $25,000 car that they would allow you $25,000 as a trade. And maybe it’s worth $27,000, but we’re going to talk in generalities here, and they’re going to give you $25,000 for that car, meaning you’re going to save $2,000 in sales tax because you just cut the price in half, meaning you cut the sales tax in half, meaning you just saved two grand, meaning… If you were to go sell the car outright, you would have to get $27,000 or above. In fact, in my opinion, you’ve got to get $28,000 because your time is worth something, and time and hassle factor is worth something. So in my opinion, you’ve got to get $27,500 to $28,000 out of the same car to net the same amount when it’s all said and done, if you’re looking at a trade on a new car. Or even a new used car. The same applies. The sales tax is on the purchase price, new, used, doesn’t matter. And it’s not at where the dealership is located. It’s where you register the car. So, again, if you live in an unincorporated area like I do, you might have a lot less sales tax owed. If you live in any of the cities, though, you’re going to be anywhere from 7.5% to 8.5%. 7.5% to 8.5%, not interest, but sales tax percentage. And some of you, that’s even in some rural areas. You might be surprised. You need to look at where do you live? Where is the car going to be registered at? What’s the address? And what’s the sales tax? And you can get it all zeroed in. You know exactly what that sales tax rate is. You just do the percentages like I just did. And that’s the one thing, by the way, that I think a lot of people forget because they’re like, oh, gosh, the dealer lowballed me on that. You know, man, they’re a couple grand low. Well, they might be. But at the end of the day, you need to get $2,500 or $3,000 more to make that worth your while anyway. So, can you go to the open market and actually sell it for that amount of money to make it worth your while? Now, in some cases, the dealer may be way off, and there may be a huge difference in price. And, oh, yeah, you could definitely do better on your own. Now, another example where you might want to sell the vehicle on your own, and I’ve done this even for family members, is an off-lease vehicle. We talked about that a few shows back. where you’ve got a vehicle coming off lease, maybe it’s way low miles, you didn’t drive it near as much as you thought, the car is primo, not a scratch, not a dent, nothing, and you’ve determined through market evaluation that the car is worth far more than what the residual value is they’re going to charge you. In that case, you might be better off to go ahead and pay the car off, even with a loan or something, and then if you decide to sell it, you make, last time I did this for a family member, I netted them, and I took a little bit off the top for my time, I netted them three grand. In that case, it was well worth paying the car off, selling it outright, and netting $3,000 additionally, because the dealership was only going to give whatever the residual was. I’ve talked about that on the leasing side before. I don’t want to get into that too much here, because we’ve talked about that in the past, but that’s another example of where selling the car outright might actually net you more money than doing some of the other options that you may have. Now, Other cars whereby selling it outright is probably your only option is older cars. You take a car that’s, you know, unless there’s an exception to the car in its value, you know, it’s some oddity or a rare car and it just holds its value very well and so on. But typically speaking, where you want to really sell that car on your own is cars that are probably $5,000 or under. maybe even $10,000 or under, although the guys at Ridgeline will typically buy those cars and resell them because they’ve got customers in that price range where they’re looking for those types of cars. But my point with this first segment is you have to determine… Which avenue are you going to take in selling the car? And I’m going to go through the private party sale sides of things today because there’s a lot more to it than most people think. If you want to maximize price, it’s not just as simple as taking a picture or two and throwing it on Marketplace. Yeah, you can do that, but you’re not going to maximize your price by doing so. Am I right in saying that, Luke?
SPEAKER 03 :
Absolutely. I mean, just my brothers as an example. Granted, they’re not dealers, so they’re not doing this regularly, but every now and then, they’ll see someone who’s put a poor post on Facebook Marketplace. It’s a bad post, not good photos, not clean. They haven’t done the necessary steps. They’ll buy it for three grand, clean it, polish it up, do it nice, fix it up, repost that same car for almost twice as much in some instances.
SPEAKER 02 :
You know, what Luke just said there is a fabulous example of why, if you’re not prepared to go through the sale process correctly, don’t.
SPEAKER 03 :
My brothers will pick it up for you, and they’ll do it correctly.
SPEAKER 02 :
And in a case like that, even, you typically, there’s somebody you know, relative, neighbor, somebody, a co-worker, that would help you sell the car and maximize your price if it’s something that you’re not able to do. In a lot of cases, to make it fair, you should offer to pay that person to help you with that. For example, somebody ends up netting you an additional two or three grand that you wouldn’t have got on your own. You ought to give them 500 bucks or so. There’s no reason not to. So point is, figure out, number one, what you’re going to do. Know on the front side. What the, I call it the hassle factor, because it is. And I’m going to go through even some of the safety concerns that some of you might have. And let me get this out of the way as well. Let me just say this. For those of you that are elderly, especially elderly single ladies, please don’t do this on your own. And I mean that sincerely. Do not do this on your own.
SPEAKER 03 :
Something to keep in mind, specifically in that instance, almost every police station in the state of Colorado will allow you to sell your vehicle at that station.
SPEAKER 02 :
That’s right. And if you’re going to do anything like that, and I’ll cover some of that a little bit later, and Luke just brought up a great point, please be safe. And that’s what I’m saying. If you’re an older single lady, I would highly, highly recommend, I mean, some of you are really sharp, and I know some of you listeners, and you listen to me, and I know just from listening to you, you’re extremely sharp, but I want you to be safe. There isn’t a car deal in the world. I don’t care how much money you net out of it, it’s worth your safety over. And those of you even that are younger, single moms and single ladies, be really, really careful selling a car. Find somebody. Believe me, there are enough people out there, enough men around that would help you through this process. And by the way, that’s one of those situations whereby if there isn’t, then you take one of the other two options I just mentioned and figure out how to get rid of the car that way, how to sell the car that way, because safety is paramount. And where I’m going to get with this later is, you know, you’re going to have people coming to look. They’re going to know where you live unless you’re meeting them in a neutral place, which I’ll cover. They’re going to want to test drive the car. There’s several things we’re going to go through safety-wise. And this is true male or female, young or old. Certain things you want to do safety-wise and scams to avoid. I’ll cover some of that as well because there’s a lot of those that are going on out there. But again, my point is, which one of these things are you going to do on the front side with this car? And convenience costs money. So, yes, that’s where the dealers and that come into play. But like I said a moment ago, in some cases, if you’re buying another car, now, if you’re buying a car private party, this is something else people don’t understand. If you’re buying a car private party that’s $50,000, I’ll use the same example all over again, that’s $50,000, and you’ve got your car to sell for $25,000, the DMV and the clerk’s offices don’t give you credit for that. If you bought the car for $50, you’re paying sales tax on $50, even a private party sale. Now, there’s potentially some ways to get around that with fudging on bill of sales and so on, but I’m not going to get into that because that’s up to you and the seller and the buyer and all of you together, and I’m not going down that path because I don’t want to tell anybody how to cheat on things. You figure that out on your own, but whatever you pay for the car, And if you get a loan on the car, by the way, it’s already known on the DMV side what you paid, and you’re going to pay sales tax on that. There’s paperwork that says you paid X amount for that car. And I don’t care what you sell your car for. If you walk into the clerk’s office or the DMV to do your license plates and finish things up on the title work, there’s no difference there is my point. The only time you get a difference figure and pay tax on the difference is at a dealership. New or used. So there’s no other way to get around that sales tax credit, I call it. There’s no other way to get around that without going through a dealership. So this is one of those things, and I do this math all of the time, because we have a large fleet. We buy and sell vehicles constantly for our fleet. I do some things even personally, and I am always looking at, okay, if I have this car and it’s worth X, on a trade, and I know what that trade is because I’ve already gotten that value from the dealership. If I then go out and sell it, you know, let’s say I’ve had situations where the car might be worth $50,000. Okay, that’s a $4,000 on an 8% deal. That’s a $4,000 savings on sales tax by trading that car in right off the top. So there’s lots of things here that you really need to step in and consider before making a decision, and it’s simply math. Okay, I understand the emotional sides of things, and I’ll get into some of that as well. But really, in this particular case, trying to decide which avenue you’re going to take, it really comes down to math and what is going to net you the most. while also considering the hassle and the safety sides of it. That has to be equated into things as well. And here’s the way I look at it. I’ve got a net. Now, everybody’s different. And I know for a lot of people, $1,000 is a lot of money. To me, I’ve got to make over $1,000 difference when it’s all said and done or it’s not worth my time, effort, and hassle factor when it’s all said and done. And I know for a lot of you, that figure might be $500 or $250, but you have to determine what’s that threshold. For me personally, I’ve got to do better than $1,000 or it’s not worth my time to dink with it. And guys, I’m in this world. I can post things on Marketplace and go through the hassle factor. I know the safety concerns and how to get around all of that. And I’ll talk about some of that with you today. But I understand all of that. And even in my world. If I can’t do better than $1,000 on my own, when it’s all said and done, net, net, net, it’s not worth my, it’s not worth, personally for me, it’s not worth the hassle factor. I’ve got other things I can do in my world to make up for that $1,000 versus dinking around on a car deal. That’s just me. Now, again, everybody’s different, and you need to determine what works best for you. All right, that’s our first segment. We’ll be right back. This is Drive Radio, The Extra Mile, right here on… KLZ 560.
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SPEAKER 06 :
This program was recorded earlier for broadcast at this time. No phone calls can be accepted.
SPEAKER 02 :
We are back. Drive Radio, the Extra Mile, KLZ 560. You heard every Saturday from 3 to 4 p.m. And again, today we’re talking about how to sell a car. And I just went through the process of determining what’s the best thing to do. Now, one thing I didn’t get into is how do you determine the market value? And this is where it gets a little bit dicey. Just because a car is listed for a particular price doesn’t mean that’s its value. OK, it rarely means that’s even what it sells for. So, you know, you take a I don’t know, 2015, whatever. I don’t know. Let’s pick a car. Luke, let’s pick a 2015 Chevy Tahoe. I don’t know. Just throwing something out there. I’m looking out here in the parking lot. Chevy Tahoe. And let’s say that you’re looking out there and you determine that that 2015 Tahoe, most of them are bringing somewhere in the, I don’t know, 18K range. That’s what they’re being asked price-wise. And I didn’t look this up. I’m just guessing it. That may be what the price is. It may be more, it may be less. I’m just using this as an example. So you’re seeing them listed for 18K. Now, here’s the thing. Some of the dealerships might get close to the 18. Private party will rarely get the 18, meaning the car is not worth 18. And something else to consider is, is your car better or worse… than the cars that you’re looking at that are for sale and this is where it gets really difficult to determine the value of your car because every car has different idiosyncrasies to it and by the way does the other car have any kind of damage is the other car perfect is the other car been completely detailed out and is the paint on it perfect and so on how does that compare to what your car is and these are things you really have to look at in determining the value of your car and as i’ve said many many many times on not only drive radio but even the extra mile Your car is worth most when it’s perfect. Now, what do I mean by perfect? This is something to consider. Interior is perfect and it doesn’t smell. Nobody’s ever smoked in it. There’s no rips or tears anywhere. You had floor liners in it where even the carpet is super nice. The paint on the exterior is darn near perfect. And yes, they’ll give you some leeway for miles on a car and so on. So if you got a little door ding here or there, they’re not going to nick you too bad on that. But It can’t have major damage. It can’t have been keyed. It can’t have been run into a pole. It can’t have been backed into something. It has the bumper all mashed in and such. In other words, how is the car, comparatively speaking, to the other cars that you’re looking at? If your car has damage, and by the way, if your car has damage, it shows up on a car fax, you could almost off the top take 10% off. So if the car is worth 20 grand, you’re going to take two grand off. If the car is worth 40 grand, you’re going to take four grand off. I’m not too far off on my 10% figure there when it comes to damage because that’s what other people look at when it comes to the value of the car. And this is where you have to be non-emotional. People get really attached to things. Oh, this has been a great car. Yeah, great. I’m glad. No one cares. I’m sorry to say, and I’m not trying to be rude there, but no one cares. I mean, you could say, yeah, this is the best car I’ve ever owned. The guy buying it is looking at you like, I don’t care. I’m buying the car based on value. I don’t care if it’s the best car you’ve ever owned. I don’t care if you fell in love with the car. I don’t care if you hate the car. At the end of the day, the car is the car’s car. And it’s worth X amount of money, period. And they don’t care. And so, emotionally, this is where making these decisions… especially on the front side, is really key because far too many people make emotional decisions, not factual ones. This is the value of the car. This is what I know I can get on a trade on the car. This is what I’m pretty sure I might be able to get if I sold it private party. I need to equate now what’s my sales tax savings if I’m buying another car, especially if I’m going to buy it from a dealer that’ll give me that trade. And then I need to make a decision moving forward. Now, here’s something that’ll get you more money out of the car across the board. Whether you’re selling a private party or whether you’re trading it, go have the car detailed and cleaned up if you can’t do it yourself. And what I mean by that is a complete detail, where in some cases, they may actually pull the seats out, do a complete shampoo of the carpet, paint correct the paint. This is something that Roy at ProTech, one of my sponsors, can do for you. And by the way, you might spend $500 doing all of that. But believe me, you’ll get $1,000 more out of the car. So you’re going to make $500 on that $500 spend at ProTech AutoShield. And Luke’s in there agreeing with me because Luke, what I just said is really key.
SPEAKER 03 :
When I was mentioning earlier, my brothers will pick up bad listings and then they will relist it. One of the first things they do is detail it. I mean, because we have the whole detailing kit. You can get so much value out of a car just in outside and inside. Even if it’s like dirt, dog hair, the car is dusty, a little dinged up, a little wax and polish really, really, really goes a long way.
SPEAKER 02 :
And it does. And by the way, folks, everything Luke just said, I cannot stress enough to you how important it is to have those things dialed in on the front side, including even a ProTech auto shield. Let’s see you do a few little door dings in it. Let’s say maybe I’ve got a teeny bit of hail maybe from a previous storm or something you never got taken care of. Go ahead, have the PDR, that’s paintless dent removal, go ahead and have that car PDR’d and make it look primo. And folks, by the way, there might be a few exceptions to this rule, but if you’re in the $10,000 range or above, do the things I just said. You will net probably 10% more in the value of the car by doing these things. Back to what Luke was talking about with his brothers. When you get a really poor listing, you can look at the car and say, man alive, I could just get that car just cleaned up. I don’t have to even spend any money mechanically. I just need to clean it up. maybe throw a set of tires on it or whatever. But, man alive, I’ve got three or four grand in that car I can make money on just by doing a few things, which, by the way, that’s what dealerships are looking at as well, because they’re looking at your car the same way. Oh, man, this is a pretty good car. You know, it’s a little rough, but, man alive, we can run this through our PDR. We can actually have the car detailed out. We can get the paint all corrected, and we’ve got a few little things on it that we can actually take care of. And, man alive, this car, man, we’ll really do well on this car. This is a $5,000 gross car. What they mean by that is we can gross $5,000 profit on this car and they will. Now, they’re going to put some money into the car to make that. But my point is, why don’t you make that? And this is where, you know, folks can get really emotionally attached to a car and yet not care for it. And that’s the part that I kind of always have struggled with a little bit. It’s like, OK, you’re emotionally attached, but you abuse the car. That one has never made sense to me. And I know for all of you listening, the majority of my listeners are not that way. You guys take really good care of your stuff and your cars and so on. And it’s probably not you that I’m talking to. It’s those that might be hearing this program for the first time or neighbors you have or family, relatives, whatever the case may be. This is more of a message for them. The better you care for the car… the more money you’re going to get out of it when you decide to release that car. And it could have been a car you bought used, could have been a car you bought new, doesn’t matter. The better condition you keep that car in, the more money you’re going to get out of it when it’s all said and done. And I mean that sincerely, to the point where having the car gone through prior to sale, and what I mean by that is prior to sale or trade even, you’re better off doing it. And sometimes that’s hard to do because you’re thinking, man, I just want to get rid of this car. I don’t want to go through the hassle of getting it all detailed out. Why? You’re leaving money on the table. Why would you not go through the process? Because here’s the thing. You roll that thing into the dealership and they look at it and think, man, we don’t have to do anything in this car. Tires are good. Windshield’s good and clean. There’s no dents or scrapes or anything along those lines. The windshield’s not broken whatsoever. At the end of the day, the dealership’s looking at the thing, man alive, all I’ve got to do is run this thing mechanically through to make sure things are solid, and I put this thing on the lot, and we’re good to go. Trust me, folks, that means a lot to the dealership. I have one particular dealership I work with quite often, and I’ll ask about a particular car maybe that I’m looking at, and here’s a particular car I’ve got to trade, and the first thing they ask me is, is this your car? In other words, am I working this deal for somebody that I know, or am I working this deal for myself? And here’s why they’re asking me that, because if it’s my trade, they know they don’t have to do anything to the car. They already know that they can literally not even have to vacuum it, because I’ll deliver it to them basically ready to go. All they might have to do is maybe wipe off the floor mat from the drive over, and other than that, they put the car out on the lot and they sell it, and they know that. meaning I’m getting higher price because they don’t have to do any reconditioning on the car at all. And that’s why they ask me, is this your car or somebody you’re working a deal for? Because if it’s my car, they automatically know how much more money to give me for the car. So you want to establish that type of a relationship with the folks that you’re dealing with because when you do, you maximize the price of the car. So back to what is your car worth? There’s a big variable there, folks. A huge variable. And again, what I would start with is get your car good and cleaned up, detailed, go through the things we just talked about, Luke and I did a moment ago. Mileage affects it greatly. The higher the miles, the less the car’s gonna be worth, period. That’s just the way it is. And then you have to determine from there how do things work as far as the rest of that is concerned. So bottom line, determine the value. And again, some of that can be done just by going through the process of finding a car you like, having that particular dealership give you a price on the car, and trade value, I should say, on the car, and then at the end of the day, you determine what you need to do next. Now, there are KBB, or there is, I should say, let me use the right grammar here, KBB, there’s NADA, you can look at Facebook Marketplace, you can go to AutoTrader, et cetera, and you can kind of determine what’s the value of the car worth. One thing to remember is when you look at some of these sites, are they Colorado cars, and hopefully yours is. Colorado cars typically will bring more money than other types of cars will. Why? Because we don’t have a lot of salt on the roads. This winter have hardly any. We don’t have the hurricane potentials, the flooding, all of those sorts of things. We don’t have those things and people know that, meaning our cars typically will do well on a resale side because we don’t – I mean, even cars in Arizona, we don’t even have the hot sun beating on the paint and the interior and so on. Our cars here are, generally speaking, very good cars and do very well in the marketplace. So that’s another thing to consider. And what I’m saying there is when you’re looking at cars on some of the national sites – You have to look regionally at what prices are doing because sometimes KBB and NADA, even though they say they do, that they look at the regional end of things, you put your zip code in and they are theoretically looking at that. I’ll tell you right now, sometimes they’re way off. I can look at some of their values and look at the car and say, yeah, that car’s worth a lot more than what they’re saying it is. Or it’s not worth what they’re saying it is. Here’s the other thing that happens on the used car end of things. It ebbs and flows just like anything else does. It’s worse than probably the real estate market or anything else that’s out there. It literally does ebb and flow, and I’m not exaggerating on this, week to week. The auctions and what’s happening and how many of your particular car are in the marketplace and, and, and. Supply and demand has a big deal to do with how much money your car is actually worth. And last but not least, if you ever want to know what your car is worth, the guys at Ridgeline Auto Brokers, that’s RidgelineAutoBrokers.com, Justin and Josh both. They can help you figure out what your car value is. So if you ever have a question as to, hey, what’s my car worth? Give those guys a call. And yes, they can definitely help you with that. Now, other things really quick that can affect the value of the car. I talked about it earlier. Run your own car facts. Make sure nothing’s popping up that shouldn’t be there. Because if there is something there and it didn’t happen, sometimes things can show up on a Carfax report that never happened because somebody made a mistake. They had a typo on a VIN number, something got put in backwards or something, and all of a sudden that report is now on your car. You can dispute those things. It takes a little bit of time, but you can dispute those things with Carfax if you can prove it wasn’t your car. So first things first, I should have mentioned that even during the first segment. Run a Carfax on your own car to determine what shows up. The last thing you want is any kind of an accident or anything along those lines, because as I said earlier, that’s going to ding you. Second of all are your maintenance records there. By the way, those of you that do your own maintenance, I would highly recommend that you plug those things into Carfax. When did you do an oil change? When did you do a rotation? For free, you can track those things in Carfax on your own, and it will show up that you as an owner did those services. And by the way, it’s valuable in doing so. And then, of course, lastly, make sure that there’s nothing else that comes up on Carfax. And we want to make sure that nothing shows up that it’s been stolen or anything weird along those lines. And, folks, I have got stories from some of you as listeners where you went to get rid of a car and it had a bad Carfax and it took you weeks, months in some cases, to get that stuff cleared up. So, before you even think about doing something with your car, go through some of these things that I just mentioned, because the last thing that you want is any of those things showing up, because if they do, they literally could kill your deal. And I’m not exaggerating when I say that. By the way, the dealership’s going to run that right away. They’re going to take your VIN number and run that right away. In fact, they’re going to walk back out and say, oh, Luke, it shows here you’ve had three accidents. And Luke’s looking at it like, well, yeah, okay, yeah, I did. Or, no, those aren’t mine. Okay, well, you’ve got to go figure out how to get that straightened up because they’re going to nick you for having three accidents. Folks, that’s how this world works because the first thing they’re going to do if they take your car and try to resell it is they put it out online and they put a car factory report with it. But that’s what dealerships do. Rightfully so, by the way. They want to show the history of the car. Now, be careful. And this is actually in my notes from AI. Be careful of psychological pricing. And what I mean by that is just because you think your car is worth $10,000, you know what? Advertise it for $9,900, not $10,000 or even $10,100 or $10,200. Why? Because psychologically, people look at the $9,000 as being a lot less money than $10,000, even though it’s $100,000.
SPEAKER 03 :
The psychological side of buying or selling a car goes to the mileage, too, I noticed. The difference between 180,000 miles or 190,000 miles isn’t a whole lot different from 200,000 miles. But the second you put that two in front, the value changes so much astronomically.
SPEAKER 02 :
You know, and Luke, you just brought up a great point. So for some of you listening, whereby you’ve got a car, because you can go down even. Let’s say you’ve got a car that’s got 90,000 on it. And you’re thinking, man, I’m thinking about getting rid of this car. But I love the car and I think I could drive it, you know, even further. Well, you need to be thinking, you got 10,000 miles roughly, to be thinking, should I get rid of the car or not? Because to Luke’s point, 90 versus 100, even though it’s 10K, psychologically, that 100 now is way different than 90. And I know, I get it. It’s not, but psychologically it is. To Luke’s point, 180 or 190 versus 205 is… That, too, just changed things psychologically for buyers of your car. So when some of you are actually in that particular realm and you’re thinking, man, what should I do? Should I sell my car, keep my car? What am I looking at doing? Those are kind of, and I’ve never talked about this before, these are key, quote, unquote, car milestones whereby owners really should think hard about, should I keep this car or get rid of this car? And really, that 9, you know, 85,000 to 90,000 mark is one. And to Luke’s point, the 180 to 190-ish is another mark. Because every time, to Luke’s point, you roll over and you change that first digit from a nothing to a one or then to a two. And if you go to threes, well, the car’s, you know, you’re already at the bottom of the barrel. Doesn’t matter at that point. But those first two steps… That’s a big deal. In fact, I think I’ll even add another step to that. Even the 140 to 150 mark. is a big deal. Because some people look at, well, it’s only 140. That 150 to 200, that’s a whole other range. So you kind of have zero to 50, 50 to 100, 100 to 150, 150 to 200. Those are kind of your stepping stones. And when you start deciding, what am I going to do with my car? Those are some of those mileage figures you really need to be zeroed in on, on what am I going to do with my car now? Again, we’re talking about maximizing your price. That’s what this whole conversation is about. And then what do I do when it comes to that decision-making process? So, all right, that’s the end of segment two. Now, I’m going to go to segment three, whereby you’ve made the decision, we’re going to sell the car ourself, okay? And this will take me an entire segment, and I hope I can cover everything in this segment, because there’s a lot to this, because I want to keep you safe and make sure you’ve got everything covered when it comes to sale properly, so that you don’t have anything coming back on you when it’s all said and done. So, this is Drive Radio, the extra mile, right here on KLZ 560.
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SPEAKER 06 :
This program was recorded earlier for broadcast at this time. No phone calls can be accepted.
SPEAKER 02 :
Welcome back. Drive Radio, The Extra Mile, KLZ 560. Myself, Luke Cashman. And again, we record these shows earlier in the week. If there’s a topic you want to hear us cover, by all means, let us know. Once again, the text line 307-200-8222. Or you can go right to the website, drive-radio.com. All right, we’re going to sell the car now. We’ve gone through the process of determining, yep, I can sell this on my own. I think I’ve got the ability to do so. I might even have a little bit of help where I can make this happen. I’m going to go ahead and list the car and do it on my own. Okay, great. I hope by now we’ve detailed the car. We’ve got it all cleaned up, ready to go. Because here’s the next step. Pictures matter. Okay? Before we do anything else, we are going to take really good, solid pictures. If you don’t have the ability with whatever apparatus you have, find that okay if your cell phone is lower quality find a neighbor a relative a friend a co-worker somebody has a really good phone and you can you can do these on your phone now they you don’t have to have a high-end camera most of the later model phones iphones androids whatever have good enough cameras where you can take a really good picture but if for some reason you’ve got a cracked lens or whatever and you just can’t good get good pictures find somebody to help now here’s a few tips on taking pictures and everybody does this wrong you want to go completely around the vehicle 180 degrees meaning you want to typically you want to start at an angle that’s the first picture i always do is from the driver’s side angled in you want to turn the steering wheel towards you a little bit because you want the wheel facing towards you just a teeny bit not all the way at a night you know not all the way cranked hard but you know crank the steering wheel one turn and have the wheel facing towards you and take a picture that direction Now start making your way around the car. And by the way, you can never have enough pictures in my opinion. So take as many, and here’s the other thing. When you’re taking the picture, you can either squat or hold your phone lower, but don’t take it from a skyscraper position, okay? In other words, and some of you guys are really tall, Don’t take this thing like the camera’s over your head. We want level pictures because the more level it is, the better the car looks in the image. If you notice all journalistic pictures that are taken, that are in magazines and so on, none of them are at a standing point, up high. They’re all taken down more of a ground level, or if you would, think about the center of the door. That’s where you want the level of the camera to be. And that’s pretty much a rule of thumb on any car. If it’s an SUV, okay, you can pretty much stand up and take a picture because it’s a higher profile vehicle. If it’s a lower sports car, you may have to really lower the camera down or even find a stool to sit on or something to actually take it or squat to take your pictures because you want that door level with your pictures. Now, you’re going to still take some pictures higher of the hood and the roof and so on, but we’re going to go around the vehicle. Corner, front, other corner, side, back corner, rear, other rear corner, side, and then back to the front. So what’s that a total of pictures? I got to think here, Luke. One, two, three, four, five, six, seven, about eight or nine shots going around the car. okay that’s about half your pictures by the way because now we move to the interior and if it’s got trunk space and you want to open the hood and by the way when you detail things out make sure the engine compartment gets nice and clean as well most people forget that one they leave it all nasty and dirty now you got to be careful cleaning the engine this is where you almost need a professional to help you with this because last thing you want to do is destroy sensors and things like that by getting too much water in them and then have a problem with it running and so on but bottom line we want pictures Interior pictures. Oh, I should have mentioned this earlier. Make sure your lighting’s good. And typically, here’s an example of that. Most people think cloudy days are bad for pictures. Actually, they’re the best day because the clouds block the sun, and the sun can be your enemy in taking pictures because it creates shadows and all sorts of things. So really, a cloudy day works very well, or early morning, late evening, when the sun’s not directly overhead. The last thing you want to do is take pictures of your cars with the sun directly overhead. Early morning, late evening, afternoon, or if we get a cloudy day, okay, game on. You can take pictures anytime you want to. And this is really true when it comes to interior pictures. Because here’s what you want to do with the interior. Open all doors. If it’s a two-door, if it’s a four-door, if it’s an SUV, open all doors, including the rear hatch. Let’s get as much sunlight into the inside of the car as we possibly can. And once again, just like I talked about going around the outside, start on the driver’s side. Take a picture. Now, the other thing I would do while you’re there, go ahead and jump in the car, turn on the car itself so the odometer comes up, take a picture of the odometer. That’s verifying the mileage at the time you’re taking pictures, okay? Then everybody knows we’re on the up and up, okay? I would avoid putting VIN numbers in unless you’re going to post your Carfax. I would not go that far. That’s kind of the safety sides of things. So unless you’re going to give somebody a Carfax, I wouldn’t post a VIN number. There’s exceptions to that. And if you send me an email or text message, I can give you what those exceptions are. I’m not going to talk about it on air because we’re tight on time right now. But start on the driver’s side. Take some pictures. You want to highlight the things that are going on in the car. Go around to the passenger side. Same thing. Backseat, same thing. Go to the trunk area, same thing. Back over to the other side. So all in all, we had 9, 10, 11, 12, 13, 14, 15. We’re going to have like 16 to 18 pictures when it’s all said and done. The rule of thumb is they say 20, but what I just gave you is pretty close on what you want to do photo-wise. So you want at least 18 to 20 good photos of the car. Now, here’s where other pictures come into play. Let’s say you do have a teeny bit of damage. Show it. We want to be honest. It’s got a little scrape someplace, or it’s got a little door ding. Show that. Because here’s the thing. If they know you’re showing it, they know you’re honest. meaning they’re already more comfortable with you as a seller than if you’re trying to hide something. And I’ll get into the low-balling end of things and what buyers will do, but those are some things, Luke, that I would, do you want to add anything to that?
SPEAKER 03 :
Yeah, I was going to say, regarding pictures, anything that your vehicle has that is special, if you have a good trim package, if yours has four-wheel drive, show evidence of those things. Good point. If you have the running boards, show the running boards. If you have four-wheel drive, show the four-wheel drive shifter. And then regarding showing damage, And what some people are apprehensive about is, well, if I show it, they’re not going to come over. It’s like, well, if damage is a deal breaker, do you want that to happen behind your screen? Or do you want that to happen when they are right in front of you and very angry that you didn’t show them before?
SPEAKER 02 :
No, I want that on the front side. And again, they’re going to respect you for showing that. And yeah, they may pass on your car. Okay, so what? They will. Big deal. You don’t want to come into the house or wherever you’re going to do this particular transaction anyway. So that’s the way. Now, one thing I should have talked about earlier when it came to the detail end of things is, you know, not only detail, folks, but make sure the car mechanically is good. Because in some cases, if they’re listening to drive radio, they’re going to get a pre-purchase inspection. So you need to make sure you’ve ran through that as well. Is everything up to speed? Is there any problems with the car that needed to be taken care of? Or are there things known that you know you’re going to get nicked on? And if that’s the case, fine, but let’s top off fluids. Let’s make sure we’ve done a good oil change on it. By the way, I would go ahead and get an emissions test done. Have that ready to go. Show somebody that it does pass emissions. By law, you’re supposed to do that anyways. So I would go ahead and get an emissions test done. They’re good for, I think, six months. Don’t quote me on that. I’ve got to look up the law. But I know it’s at least 90 days that emissions test is good for. And you’ll have the car sold way before then anyway. So go ahead and get those things done. Mechanically speaking, make sure that you’ve got, hey, this car is great. I went and even got an emissions test on it. It’s good to go. You can hear it run. Check the oil, whatever. Off we go. Now, if you’ve got problems with the car, they’re going to find it. you might as well go ahead and note, hey, you know, car needs front brakes. I was just at my mechanic, and he said it needs front brakes. By the way, if it were me, I’d do front brakes and get a higher price out of the car by doing the brakes, but it’s you. You do whatever you think you need to do in this particular case. One thing I should have checked on earlier, too, or should have said earlier is, you know, if it’s a car with a lean that gets a little bit dicier, I’ll talk a little bit about that today, but I’m not going to get into great detail, because when there’s a lean on the car, it sort of muddies the water on selling the car, and it It’s not that it can’t be sold privately, but it does muddy the water. You’re better off when you try to sell a car outright yourself to have the car paid off completely, title in hand. Much cleaner, much easier to do it that way. But bottom line, let’s make sure the car is all good. We’re going to take really great pictures. Keep in mind, we’ve already gone through and detailed the car out, so everything on the inside looks really great. Everything on the outside looks really great. We even got the tires all shined up. Everything is all dialed in, ready to go. And something Luke mentioned a moment ago is highlight some of the things you may have done to the vehicle, with one exception. If the car has had accessories on it that would devalue the car, so some of you guys that have plow trucks, for example, take the plow off. The plow truck end of things is actually going to devalue the truck, not add value. Now, the truck could be super clean. I have an example of this. So I’ve got a 2004 Dodge 5.9. It’s my plow truck, but I rarely plow snow. The truck is immaculate. You would never know from looking at it that it’s got 275,000 miles on it. The truck is absolutely perfect. I’ve gone through and done everything on it. But if I ever go to sell the truck, the plow mount comes off. Why? Because having a plow mount on a truck devalues it to a large, you know, unless somebody wants to buy the whole package, which sometimes happens. But typically speaking, you’d want to pull that off. Now, I’d have to go through and kind of think of other types of upgrades whereby it might devalue the car. And let me give you a couple of examples. You’ve got a foreign car you put a loud exhaust on. Make sure you save all the old stuff, by the way, because not all buyers want that. Now, you could go ahead and show it with the loud exhaust and let somebody know, hey, I’ve got all the stock stuff you could put back on, because you know what? There might be some people that don’t like that. So I like what Luke said a moment ago. With one exception, if it’s an accessory that devalues it, you’ve got to deal with that. And I mean that in all sincerity. You may have done something to the car that makes it so unique that now you’ve lowered the share of people that would look at the car down to almost nothing. So be really careful of that and make sure that you’ve got all those things on. Lights on, by the way. ABS, check engine, and so on. Please get those turned off. If you can’t get those turned off because there’s some sort of a major problem, it’s going to nick you on the price. So you really need to make sure those things are turned off. I’ll give you an example. I had a situation one time where I was selling a car for a family member. And I’m not joking you. Just being parked outside for about 10 days. No joke. Rabbit, something got in, chewed some wires. Lights were on. Something wasn’t working quite right. Once I get to doing a little bit of investigation work, I find out where the wires are chewed up. I finally had to get some fixes for them. But keep in mind, I’m doing all of this while I’ve got a buyer there looking at the car. And I’m like, this is not what you want. And unbeknownst to me, had this happened, because I hadn’t been in the car for a few days, hop in it, and things are on, flashing, et cetera, and come to find out some rabbit or squirrel or something had gotten in there and chewed some wires. And I was able to fix it and get it done. I still made the deal work, and the people were happy and all of that. that’s not always the case. You’re not always that lucky. And in some cases, they may just walk away from that particular deal. Now, one other thing, too, to have for the car, if you’ve had the car any length of time and you’ve got service records on the car, have a folder for those. Nothing shows a buyer that you’ve taken care of the car well than to have a folder full of receipts. And say, listen, here’s all the things I’ve done. I’ve got an entire copy of all the things that I’ve done. It’s up to you whether you want to give that to them if you make a deal on the car or not, but that’s completely up to you. Now, I want to go through a few things before I forget on you’ve made the deal. You’ve got the price all set. Somebody’s come. They’ve decided they’re going to buy the car, and it’s a sale, okay? And I want to jump into this really quick so I don’t run out of time here. In a sale, several things need to happen. I would do a bill of sale for several reasons. A, everything’s recorded. You’re putting the VIN number down. You can get a bill of sale, by the way, a generic one off of the DMV’s website, or you can create your own, however you want to do it. There’s plenty of templates out there, but do a bill of sale. So car, make, mileage, VIN, what you sold it for, who’s buying it, you sign it, they sign it, and take a copy of that or a picture of it if you want, and you’ve got copies of that. Make sure you fill out your title properly. I can’t tell you how many times mistakes are made on titles. And here’s the rule of thumb. It’s not a rule of thumb. Here’s what has to happen on a title. If the title is in you yourself name, you have to sign it and print it exactly the way the title says. So if it’s, you know, John whatever Rush, it has to, you know, if it’s got my middle initial or middle name, it has to be done exactly that way. If it’s a business, that’s a whole different thing. I can walk you through how to sign as a business. I’m not going to get into that right now. But point being is the printed seller name and signature has to be exact. as it is on the title, or it’s going to come back. It won’t fly. By the way, there’s no such thing as whiteouts or initials on titles. If you screw up, you screw up. You’ve got to get a duplicate title. So be really careful. Now, if it’s you and your spouse or your girlfriend or whatever, and you’re both listed there, please make sure that you’ve got all of those things handled correctly and both signatures are, are on the title, again, exactly as it’s stated on the title. I cannot stress that enough. I can’t tell you how many times things have to be redone because somebody messed up on the title on the signature and has to come back and get a duplicate title. And by the way, that’s going to be on you, not the buyer. Now, this is me. All of you can do things differently, and I’m probably going to get in trouble from some by saying this. I’d never fill in the buyer end of things. That’s up to them. If they screw up on that, that’s on them. I’m going to sign the title. I’m going to get a bill of sale. I’m going to make sure the odometer reading is in there, and that’s it. At that point, it’s their title, and they can do whatever they want to with it from that point forward. I am not putting their name in. Now, some insist on putting their name on. I really don’t care. And I know some of you are thinking, well, yeah, John, but they can just now then go jump title. Jump title means they buy the car, they do a few things to it, they sell to the next guy, and they never put their name in the title. You know, personally, I don’t care. That’s up to them. That’s between them and their conscience and the state and so on, and I really don’t care at the end of the day. I am not going to get into worrying about, did I put their right name in? Did I do it correctly? Is it spelled right? No, I’m not doing any of that. I am putting my info on there, making sure the title is handled correctly, and then they’re taking it from there. Now, make sure if you’ve got a toll pass in the vehicle, that comes out. Make sure that when you sell the vehicle, because sometimes you’re driving the vehicle until the day you sell it, license plates come off. Never, ever, ever let that car go with old license plates on it. Because guess what? You’re still going to be responsible for any kind of tolls, tickets, any things that might happen with that vehicle with your plates on it. So take the plates off. Take any toll information out, any other kind of passes you might have on for parking, things like that. By the way, that should have already been done when you decided to sell the car, but sometimes things get done in a hurry. Make sure all of that is taken away. Now, one other thing to do is reset all of your nav and info in the car itself. Do not leave your contacts. Unpair your phone. Take any other type of personal information that might be in that car. that nav you know screen settings your infotainment system if you would make sure you’re deleting all of that out and resetting it back to to where it needs to be you don’t want any of your personal information the trips you’ve taken where you’ve gone any of that kind of stuff at all you want to make sure that all of that is deleted out of the car by the way that’s something that a lot of people forget and don’t do now i’ve got time i’m going to go through what you should put in for the listing okay because you got it you got pictures but guess what now we need words And this is where I would have AI help write the description of your car for sale. And by the way, stay away from, don’t waste my time. I know what I have. I know what it’s worth. Here’s the thing. No one cares. We don’t care. In fact, I look at some of those things, and I’m not even going to contact that ad when people put that in there, because that just means you’re an egomaniac jerk. So I’m not contacting you. I know what I have. Well, then, okay, then sell it. Then why are you here? I don’t care if you know what you have. And I get it. They’re trying to get rid of the scammers and so on. I’ve got a few minutes to talk about that. Beware. By the way, now we’ve listed it. We’ve got AI to help us write a nice description of the car. And by the way, words matter. Put in there what the car is. You know, all the different accessories, to Luke’s point, that you might have on the vehicle. Things you might have done extra and so on. List all of those things out. You could also put in there when you’re available to talk. And what’s the best way to contact you? Which, by the way, is not with a phone call. I would start with a text message. I would never start with a phone call. Text me at blah, blah, blah, blah. And by the way, if you don’t want to give out your real phone number, there is a gazillion different burner apps and so on where you can get a fake phone number and have them text you there and makes it really easy and safe when it comes to doing things like this. And I would highly recommend you do it that way. I really don’t want my own number out there with people that can reach me. I want to use some sort of a burner number for this. So get a burner number for this right off the bat. And do it that way. Now, again, if you’ve got certain times of the day that you can actually be contacted, make sure you list that in the ad. But now our ad is written. Everything’s done. Now, here’s where you’ve got to be careful. Watch for the scams. Never, ever take a cashier’s check unless you’re at the bank watching it get hammered and handed to you. I’ll take a cashier’s check if I go to the bank and they’re giving me the cashier’s check at the bank. I don’t have a problem with that whatsoever. But I’m not having them deliver me a cashier’s check. I want cash. I’m not taking a check. And by the way, if they have to finance the car, you can go to their bank. You can handle all of that with them. I’ve done this before. So you can do the transaction, by the way, at the bank. The bank will get you the money because you’ll have to bring the title into the bank and all of that. And they’ll write you the check. They’ll give you the cashier’s check when it’s all said and done. And there’s no problem doing it that way. I’ve never had a problem going to the bank, closing a car deal, and having it done. So guys… There’s probably more I could cover on this. If you have any specific questions for me, just be careful of all the scammers that are out there when it comes to the things, when it comes to selling a car, by the way. And most of all, be safe. If you have any questions, please reach out. 307-200-8222. Another episode of Drive Radio, The Extra Mile, right here on KLZ 560.
SPEAKER 07 :
The views and opinions expressed on KLZ 560 are those of the speaker and do not necessarily reflect those of Crawford Broadcasting, the station, management, employees, associates, or advertisers. KLZ 560 is a Crawford Broadcasting God and country station.
