Take a step back from talking to the dealer until you work out what your target price, less the equity, should actually be. Then persue that and have them cut you a check for the equity instead of rolling it in.
One should never talk to a dealer about pricing until you know what the answer should be.
It is practically impossible for us to tell you what a “good” monthly payment is for your specific lease as lease programs are highly dependent on region, personal qualifications, tax rates, etc.
We always recommend the following method before you ever contact a dealership. If you do all of the work up front, you’ll have a stress free dealer experience and set yourself for success.
Read Leasing 101 (EDITORIAL | LEASEHACKR) to understand how to calculate a lease payment and the variables. Monthly payment is an output, not an input!! While you’re at it, be sure to watch the LH video (How to Use Leasehackr - YouTube) to brush up on how to most efficiently use the resources here.
Pick a specific vehicle that you want to target
Gather the current MF, RV and incentives from the LH Calculator - Lease Program Query or Edmunds forums for your zip code
Research the LH marketplace and other deals that have been made recently on your vehicle - what was their pre-incentive discount? How did their lease terms differ?
Plug your numbers into the LH calculator (CALCULATOR | LEASEHACKR), and use a pre-incentive discount similar to what you have seen
Create a target deal, this is what you’re trying to negotiate to. You can try different terms, selling price discount, etc. and see how your monthly payment is affected. It is also possible that different trims of your vehicle may have different MF and RV (i.e. this is very common with GM), so make sure that you look into that. Come up with a set of inputs that give you the output that you want - your desired monthly payment.
With a target price determined, you now have a deal to pursue and compare dealer offers against. More importantly, you have a solid foundation to work from.
I would start by putting your CRV into a few online car buying websites and seeing what kind of value they are offering for the vehicle. This will allow you to understand if the dealer’s trade-in is fair. Then you can go into the other recommended steps.
A $1354 discount from MSRP looks pretty good for a Pilot, the deal could be OK we just don’t have enough information.
Treat the trade in, dealer discount, and any incentives from Honda as 3 separate transactions. Seems simple but from my own experience in the past it can get confusing, IF you allow it to.
The incentives from Honda are what they are. Don’t let the dealer act as if they are saving you any money with the incentives, those come directly from Honda.
Aim for an aggressive discount off MSRP separate from any incentives.
Lastly negotiate your trade in leveraging offers from Carvana and Carmax, etc.
DO NOT put any of your trade in $ down on a lease. Purchasing the vehicle is a different story. You do not own the lease, the bank does. Do not put any more of your personal money at risk than necessary. The equity in your old car is your money.
Aggressive is aggressive. It may mean something different in 2022 than it did in 2019, but it’s all relative. Pilots can be had for under MSRP. How aggressive the discount is up to the original poster and how much work they want to do.