The Smarter Way to Sell Your Car

The Fix-Up

A car with serious mechanical flaws is ripe for rejection, or worse, a lowball offer. But even minor problems can give buyers cold feet. Don't pass off "easy fixes" to the next owner?burned-out dashboard lights, chattering wiper blades, and blown-out speakers make you seem inattentive, while cupped tires and illuminated check engine lights signal a potential lemon. Besides, everyone defines (easy) differently: A BMW owner once assured me a leaking heater core was "a simple repair." Was he a rocket scientist who fixed cars in his sleep? I ran screaming from this potential nightmare before I could ask.

If you've modified your car at all, consider bringing it back to stock before selling. (With any luck, your mods are easy to reverse.) Many buyers, including fellow gearheads, see a customized car as a ticking time bomb that has probably seen a lifetime of abuse. Plus, the odds are slim that you'll find a buyer with your taste.

Finally, get a professional oil change and, in states with inspections, a fresh sticker. You may do routine oil changes yourself, and do a fine job every time, but this is about first impressions. A lube-shop windshield reminder inspires more buyer confidence than hand-scrawled masking tape, and clean oil and a new inspection mean fewer post-purchase hassles for the buyer.

The Deep Clean

Naturally, the first step is a fresh wash and wax. Don't forget to clean doorjambs and body seams?drive-through carwashes won't find this grime, but picky buyers will. Pick up a paint restoration kit (about $40) with buffing pads and compounds to polish out light swirls and scratches, and a factory-match touch-up paint pen (usually under $15) for rock chips. A nearly flawless paint job looks great in pictures and in person, and helps justify a top-market asking price.

Inside, vacuum everywhere, including the crevices where pocket change always ends up. That's just the start, and there's no cutting corners: A thorough scrubbing is the only way to erase years of mystery stains and drive-through smells. But avoid the super-shiny dashboard spray and overpowering air fresheners. Both reek of desperation. Follow our checklist for giving your ride a complete cleanup.

Unless your engine compartment is seriously dirty, don't go crazy cleaning up under the hood. A spotless engine makes some buyers suspect undisclosed repairs or hidden leaks, and a mirror shine on working parts can look suspiciously like spray paint. A little road dust won't arouse undue suspicion if everything is in working order.

The Advertising

A professional-looking ad on Craigslist or elsewhere is as important as a well-crafted cover letter. No childish slang, caps-lock, or mangled spelling allowed.

Right up front, state the year, make and model, driveline, and pertinent options, using bullet points to keep things concise. It's best if you can read the entire ad without scrolling. Make sure to disclose any notable issues, like body damage, fluid leaks, or nonfunctional electronic equipment. You don't need to catalog every single scuff or scratch, just anything that falls outside normal wear and tear, or that buyers might note on a test drive. It's the ethical thing to do, and up-front honesty makes buyers more willing to come look at your car. Just save the tearful tale of why you're selling it for your bartender.

Great pictures are the single most effective part of a for-sale ad. Seven shots are indispensable: front, left side, right side, rear, engine bay, interior (looking down from above and behind the front seats, dashboard in clear view), and an odometer close-up. This isn't art school, so skip creative angles and Instagram effects for plain, well-lit shots. And don't hide body defects. Buyers feel duped when the real-life car has dents they couldn't see online, and while some might respond with a lowball offer, most will walk.

The Test Drive

All these steps are a prelude to the main event: the face-to-face meeting.

Pick a public, easy-to-find place to meet, like a mall or gas station. This is more comfortable for the buyer than a strange neighborhood, and you'll keep your address private. (Of course, if you collect classics in a spotless garage, inviting a buyer to your house could work in your favor. I once went to test-drive an Alfa Romeo owned by a connoisseur with a barn full of vintage racers. Forget the car; I wanted to marry into the family.)

As the seller, you're in control of the test drive. Let the buyer ride shotgun first, to look and listen for details he or she might miss behind the wheel. Your driving sets the tone for the test, so don't do a screaming drag race launch out of the lot unless you're comfortable letting the buyer do the same. After a mile or two at the wheel, switch seats, and suggest that you head back to your meeting spot. Hopefully one of you paid attention to the route.

As for asking price, that's on you, pal. Get a feel for the market by searching completed eBay auctions of same-year examples with similar mileage, and be honest with yourself about your car's condition. Most buyers come in having done some research, so arm yourself with a rock-bottom number and the qualities that justify it before you talk money. When you're confident that your asking price is fair, it's easy to walk away from chiselers. And if you've followed our advice, you're likely to have plenty of interested parties to choose from.

Source: http://www.popularmechanics.com/cars/how-to/repair/the-smarter-way-to-sell-your-car-15443083?src=rss

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