Ask the dealer for the out-the-door price in writing, with taxes and fees, before you discuss a trade-in, financing or monthly payments. Get a lender preapproval to compare, ask the price of each add-on, and check the contract matches what you agreed to. No source we opened says Black Friday car offers are better.
Car ads get louder in November. This page does not tell you where to find a good offer, because we have no sources that can promise one. It gives you the questions to ask, in the order the Federal Trade Commission's consumer guidance suggests, so the offer you are shown can be compared with the contract you are handed. All of it is general information as of Nov 4, 2026.
1. Ask for the out-the-door price, in writing
The FTC says to get an out-the-door price in writing, including taxes and fees, before you visit and before you talk about financing. Its business blog adds a useful warning: the word "price" can mean sticker price, out-the-door price, total sales price, or something else, so ask the dealer which one it means. Say the question out loud in words: "What is the total I would pay to drive this exact car home, with every tax and fee included?"
Also ask whether the car in the ad is actually on the lot. The FTC notes some dealers advertise one vehicle and then steer buyers to a different, pricier one. If the dealer will not honor the price it sent you, the FTC says you can walk away and report it.
2. Fees, and the questions to ask about each line
None of the FTC pages we opened lists which dealer fees are normal, so we will not guess. What the FTC does give you is a method: ask for the all-in figure in writing, then ask what each line on it is for. For any charge you do not recognize, ask whether it is required, whether it is optional, and whether it is already inside the price you agreed to. The FTC's list of add-on questions, covered below, applies to fees too.
Source note: we could not confirm any federal rule that settles dealer fee disclosure, so check the FTC's current pages and your state attorney general before relying on any claim you hear that a rule requires a dealer to show certain charges.
3. Trade-in: price the new car first
The FTC suggests negotiating the new car first and bringing up a trade-in afterward, so a generous-sounding trade-in offer is not paid for by a higher sticker. Look up your car's value beforehand with NADA Guides, Edmunds or Kelley Blue Book, the sources the FTC names, and consider selling it yourself, which the FTC says may bring more than a dealer offers.
If you owe more than the car is worth, that is called negative equity. The FTC warns that some dealers roll it into the new loan, so you still pay it. If a dealer says it will pay off your old loan but actually adds the cost to your new one, the FTC says that is illegal and should be reported. Get every promise in the contract, not just spoken.
4. Financing: who is the lender, and what is the rate
The FTC explains that you apply through the dealer, which typically sells the loan contract to a bank, finance company or credit union. Dealers usually profit from arranging financing, and the rate they negotiate generally includes pay for handling it, so their offer may not be your best. The practical move is to get preapproved by a bank or credit union first, then ask the dealer to match or beat the rate. Ask these in writing:
- Who is the lender on this contract, and what is the annual percentage rate?
- What is the loan length, and what is the total I will pay over its life, not only the monthly payment?
- Is the amount financed higher than the car's price? If so, what was added?
The FTC cautions that very long loans lower payments but raise the overall cost and can leave you owing more than the car is worth.
5. How incentives are worded, and what to ask
The FTC's page on car ads says offers for low rates, rebates, discounts and cheap add-ons can hide key details in fine print, on other web pages, or only in the showroom or finance office. Here is how to decode common phrasing, using only what the FTC states.
| What the ad says | What the FTC says to ask |
|---|---|
| Low or zero rate financing | Is it limited to certain borrowers, is a down payment required, and what are the terms on a larger loan with a smaller down payment? The FTC says these rates may apply only to "highly" or "well" qualified buyers (those with high credit scores). |
| Rebate or special discount | What do I have to do to qualify, and can I combine it with the financing offer? Get the terms in writing and confirm you qualify. The FTC says do not assume a rebate is already in the price you are offered. |
| Low monthly payment | Is it a lease, not a purchase? Is a large down payment needed? Are add-ons or fees included? Can the payment rise later? Is it a very long loan that costs more overall? |
| Special price for a group | Is the price limited by who you are (for example military members or recent graduates), by model, or by undisclosed costs? The FTC lists all of these as ways a low price can mislead. |
6. Add-ons: optional until they are in the contract
The FTC defines add-ons as optional extras such as GAP coverage, extended warranties and service contracts, window etching, rustproofing and fabric protection. It says it is fine to say no, or "not right now," and that you can ask the price and what each one covers. Before you sign, check that the contract lists only the add-ons you agreed to, at the prices you were quoted. In an August 2024 consumer alert the FTC described its allegations against a dealer group that it says added unwanted add-ons to contracts; those are allegations, and we have not seen a final outcome.
7. The car itself: a checklist of five questions
The money questions above protect you from the process. These five protect you from the wrong car. We use only what the FTC and IIHS say, and we leave the rest as questions to ask.
| Question | What to ask or check | What a source says |
|---|---|---|
| Value and depreciation | How fast does this model lose value? Look it up before you buy. | FTC: cars generally lose value as they age, and negative equity happens when the loan is bigger than the car is worth. |
| Warranty | What does the manufacturer warranty cover, for how many months or miles? | FTC: a new car warranty is included in the price and lasts a set number of months or miles, whichever comes first. You need not service at the dealer to keep it. |
| Repair and upkeep | What maintenance is required, and where can I do it? | FTC: keep all service records; missing required maintenance can void coverage on a service contract. |
| Annual cost | Fuel or charging, insurance, upkeep, and loan payments for the whole year, not only the monthly payment. | FTC: judge the total cost, not the monthly payment alone. |
| Who it is for | Does it fit your commute, passengers, parking and safety needs? | IIHS: Top Safety Pick awards go to the best performers within each size category, so a small award winner may not protect as well as a larger vehicle without one. |
For choosing a body style first, see car body styles explained; for features, modern car features explained; for the full process, how to buy a car in 2026.
8. Before you sign
The FTC says not to rush the paperwork, especially on an electronic signing screen, and to compare the contract with what the dealer sent earlier. If anything differs, ask, and be ready to walk away. Leave with a signed copy, and if the dealer calls you back for new terms, you can decline and should get written confirmation of any cancellation.
Shopping for other things this season? Start with the Black Friday and Cyber Monday landscape, how to tell a real deal from a fake one, Black Friday scams, buy now pay later risks, dates by retailer, and a budget and wishlist plan.
Questions and answers
What is the out-the-door price on a car?
It is the total you pay to take the car home, including taxes and fees. The FTC advises getting it in writing before you talk about financing, and asking which kind of "price" the dealer is quoting.
Should I tell the dealer about my trade-in right away?
The FTC suggests settling the new car price first and discussing a trade-in afterward, so the trade-in value is not used to disguise a higher price.
What if I owe more on my car than it is worth?
That is negative equity. The FTC warns that dealers may roll it into your new loan, so you still pay it, and says it is illegal to claim the dealer will pay off your loan when the cost is passed to you.
Is dealer financing a bad idea?
Not necessarily, but the FTC says the dealer typically profits from arranging it, so its offer may not be your best. Get preapproved elsewhere first and compare rate, loan length and amount financed.
What does a zero or low rate offer really require?
The FTC says such rates may apply only to highly or well qualified buyers, and may limit the car, down payment or loan length. Ask for the rate and the total you will pay in writing.
Can I combine a rebate with special financing?
Do not assume so. The FTC says to get rebate and financing terms in writing and confirm you qualify, since its buyer study found some people learned late they could not combine offers.
Do I have to buy the add-ons the dealer offers?
No. The FTC describes add-ons as optional, says it is OK to say no, and says to check that the contract lists only those you agreed to, at the quoted prices.
Is an extended warranty the same as the factory warranty?
No. The FTC says a new car warranty comes with the car, while a service contract, often called an extended warranty, is optional and bought separately. Check it does not overlap the factory coverage.
Do I have to service the car at the dealer to keep the warranty?
The FTC says no: you need not use the dealer for repairs or maintenance to keep a warranty in effect, with limited exceptions. Keep your service records.
What should I ask about a low monthly payment ad?
The FTC says to ask whether it is a lease, whether a large down payment is needed, whether add-ons or fees are included, and whether it is a longer loan that costs more overall.
What if the contract differs from what the dealer promised?
The FTC says to compare the contract with the dealer's earlier price quote and ask questions or be ready to walk away if they differ. Spoken promises are hard to enforce, so get terms in writing.
Is a safety award the same for every size of car?
No. IIHS says Top Safety Pick awards go to top performers within each size category, and a small award winner may not protect as well as a larger vehicle without one. Check the model year and build date notes.
Should I wait for Black Friday to buy a car?
We found no source we could cite that says car offers are better on Black Friday or at year-end, so we make no claim. Use the questions here, and compare written out-the-door quotes from more than one dealer.
Sources. Sources opened Nov 4, 2026: FTC, Financing or Leasing a Car; FTC, Car Dealer Ads and Promotions; FTC, Auto Trade-Ins and Negative Equity; FTC, Auto Warranties and Auto Service Contracts; FTC consumer alert on auto buyer study reports (2020); FTC business blog on the 2020 auto reports; FTC consumer alert, Aug 2024; FTC, Understanding Car Add-ons; IIHS, Top Safety Picks. Some FTC pages date from 2020 to 2024, so check current FTC pages. This is general information, not legal or financial advice. Updated Nov 4, 2026; review after year-end.