I’ve built serious wealth by treating every dollar like it matters. Dealerships are one of the biggest wealth leaks out there — shiny cars, slick talk, and hidden fees designed to separate you from your money. This simple checklist is what I wish I had laminated in my glovebox years ago. Print it, keep it handy, and never let them play you again.

• 1. Get Pre-Approved FIRST (Before You Step Foot on the Lot) Hit your credit union or bank and get pre-approved for the loan amount you actually want. This kills their financing games and gives you real leverage. Dealers make fat commissions on in-house financing — don’t hand them that power.
• 2. Negotiate ONLY the Out-the-Door (OTD) Price Forget monthly payments — that’s how they hide thousands in markups, extended terms, and garbage fees. Demand the full OTD number (vehicle price + taxes + title + doc fees + everything). Get it in writing before anything else moves.
• 3. Never Reveal Your Monthly Payment Target The second you say “I want payments around $500,” they stretch the loan to 84 months, jack up the price, and add extras. Stay silent on payments. Focus on total cost.
• 4. Sleep on It — No Exceptions Big purchases trigger emotion. If they pressure you with “this deal ends today,” walk. Real deals don’t vanish overnight. A good night’s sleep has saved me more money than any negotiation tactic.
• 5. Say No to Everything in the Finance Office Extended warranties, gap insurance, paint protection, VIN etching — 90% is overpriced fluff you don’t need. If you want something, buy it cheaper elsewhere later.
• 6. Walk Away Power The strongest close is your feet. Be ready to leave. Dealers hate losing a live buyer — they’ll often call you back with a better number.
• Bonus: Research Hard Before You Go Know invoice price, incentives, and market value (use tools like Edmunds, Kelley Blue Book). Come armed — ignorance costs you equity.