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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 you interactive tools and financial calculators that provide objective and original content, by enabling you to conduct research and compare data for free - so that you can make sound financial decisions. Bankrate has partnerships with issuers, including but not limited to American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Earn Money The offers that appear on this site are from companies who pay us. This compensation can affect the way and when products are listed on the site, such as, for example, the order in which they appear within the listing categories in the event that they are not permitted by law. This applies to our mortgage home equity, mortgage and other home lending products. However, this compensation will affect the information we publish, or the reviews you read on this site. We do not cover the entire universe of businesses or financial deals that may be open to you.



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10'000 hours/Getty Images
5 min read Published August 9, 2022
Written by Allison Martin Written by

Allison Martin's career began more than 10 years ago as a digital media strategist, and she's since been featured in a variety of top financial publications such as The Wall Street Journal, MSN Money, MoneyTalksNews , Investopedia, Experian and Credit.com.







The edit was done by Rhys Subitch Edited by Auto loans editor

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









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Are you considering a car lease to ride elegantly for only a fraction of the cost you'd pay for a new vehicle? Understanding the car lease process, including getting familiar with the industry terminology and the details of lease agreements, is essential to finding a bargain. The process of looking around and researching offers and discounts offered by multiple dealers is a good way to help negotiate a lease agreement with confidence, ensuring that you get the most suitable lease contract to meet your needs. If you visit a dealership to buy a new car, the car salesperson expects you to make an offer lower than the asking price. This isn't usually the case for lease agreements, however there is a step-by-step procedure to negotiate a lease. 1. Learn the jargon easy to become overwhelmed by the , especially if you don't work in the automotive industry. However you could gain an advantage by understanding the terms used by dealers prior to when you are sitting down for signing a lease contract. Here are some commonly used lease terms used by dealers. Fee for acquisition The acquisition cost, which is often also known as the assignment fee or the origination charge is a charge imposed by the dealer to sign the lease. This fee can range from $0 to $1000, as per Edmunds. If you don't have enough cash to pay the initial acquisition costs when you sign the lease contract you can roll it into the monthly lease payments. Buyout cost A lease buyout typically involves purchasing a leased vehicle at the conclusion of the lease or in some cases prior to the due date for its expiration. The price for buying out is the amount that the dealer will charge if you decide to make this purchase. Cap cost reduction Cap cost reduction- or capital cost reduction are all upfront payment that reduces the amount you finance. This can include trade-in credit or incentives, rebates, and even making a larger down payment. Disposition fees Disposition fees are the costs associated with cleaning and preparing the vehicle to keep it in tip-top shape for someone else to purchase following the return. Gross capitalized cost A vehicle's sales price, also known by the term "market value is the gross capitalized cost. "This can be described as a fancy term for the price of the vehicle , including any other fees, balances, and taxes," says David Undercoffler who is the editor-in-chief at Autolist. Residual value Residual value is an estimate of the value of the vehicle that it will be worth at expiration of the lease. The value is calculated by depreciation and industry data. "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 for Consumer Reports. "It's set at the beginning of the lease and used to calculate your monthly base payment." 2. Look for deals Google search for "special lease deals" isn't enough to get the most value. Go further by creating an outline of all the deals you come across and then consider expanding your search to regions outside of your area. When you've compiled an inventory of lease deals that you like on the top brands and models, contact each dealer to confirm the details. Also, you should inquire about any other offers that may not be advertised online. 3. Begin the negotiations once you have narrowed down your list, plan a visit to the dealership. Try out the vehicles you are considering and start the discussions. The items that the dealer might be willing to negotiate include: Buyout price Do you plan to close the lease? If yes, the dealer might be willing to offer you an offer on the purchase price. "This is a good cost to negotiate prior to the start of the lease if you think there's a good chance that you'll decide to purchase the car at the end term," says Undercoffler. Negotiating the price of the buyout upfront is crucial as it's typically not possible to negotiate the cost once the lease is over, according to Undercoffler. Disposition fee You may be able to receive a reduction on the disposition fee when you don't plan to turn the vehicle in or exchange it to a new lease after the lease expires. It is important to discuss it at the start, rather than trying to work around it after the expiration period. Gross capitalized cost Most dealerships will use low monthly payments as a selling point to attract buyers. However, you must try to negotiate the vehicle's selling price that is also the capitalized gross cost. By negotiating, you may be able to secure an affordable monthly payment without having to resort to prolonging the lease. "The capitalized gross amount will affect the monthly payment as well as the final purchase amount of the car. The price is completely negotiable," says Nathan McAlpine the owner of CarMate which is an auto broker company. However, in certain situations, such as when dealers are offering an exclusive monthly lease deal the cost could be more difficult to bargain. In such instances the lease conditions are generally predetermined, according to Undercoffler. Mileage allowance Most leases limit the amount of miles you may drive -- usually between 10,000 to 12,000 miles annually. If you exceed this annual limit, there will be a penalty to pay. Do not be enticed into accepting the lowest mileage allowance when you are a frequent driver. Instead, you should request a larger allowance at a discounted rate when you sign the lease so that you can save cash when you hand the vehicle in. "If you're certain you'll be driving more than the mileage allowance is a great idea to negotiate a higher cap on your mileage in exchange for an upfront feeor with no cost at all, rather than being hit with a fee per mile after the lease expires," says Undercoffler. "Just be aware that if you bargain for a higher cap on mileage will decrease the residual value of the vehicle as well as the buyout amount since the car will theoretically have more miles on it." When negotiating your mileage allowance, it's essential to know about how many miles per year you typically take. "If you pay for extra miles up front and you don't get the amount back if do not use them," says Quincy. The money factor acts as the interest rate you pay to lease the vehicle. If you have excellent credit -- typically 740 or higher -it shouldn't be difficulty securing the lowest interest rate the dealership offers. 4. Sign the contract You'll need to go through the lease agreement before you seal the deal. Lease agreements usually contain the following information The down payment that is required the amount of down payment, if any. The lease's cost is also known as the rent factor or money charge. Value of the vehicle at the time of the beginning and the expiration period of lease. The annual mileage limitation. A comprehensive fee schedule that includes the cost in wear and tear and excess damage and other charges that you could incur at the end of the lease. Costs to terminate the lease in advance. What isn't negotiated? While you can negotiate several fees, there are limits. Unfortunately, you won't get much success negotiating the following: Acquisition fees Dealerships usually will not waive this administrative charge however they will let you roll it into the lease payment should you need to. Residual value: This figure is not negotiable since it will account for depreciation and industry statistics. Also, lowering the residual value too much means the dealership could lose money if you decide to purchase the vehicle rather than selling it. The bottom line is that it's possible to negotiate a favorable deal on a car lease, but you'll want to be sure to do your research prior to going to the dealership. It's not just important to learn the jargon dealers use and the jargon they use, but also compare offers from multiple dealerships, learn what's negotiable and study the fine print on the lease agreement prior to signing the deal. Learn more


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Written by

Allison Martin's career started over 10 years ago as a digital media strategist, and she's since been published in numerous prestigious financial outlets, including The Wall Street Journal, MSN Money, MoneyTalksNews , Investopedia, Experian and Credit.com.



The edit was done by Rhys Subitch Edited by Auto loans editor

Rhys has been writing and editing for Bankrate since late 2021. They are dedicated to helping readers gain confidence to take control of their finances by providing precise, well-studied information that breaks down complicated subjects into bite-sized pieces.






Auto loans editor




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