I’m leasing a car for the first time. I’ve done as much research as possible and received some quotes from dealers. Below is a deal on a 2021 Subaru Forester that I received. For the life of me, I can’t seem to get the quoted monthly payment numbers to make sense. It seems like a good deal since no other dealers I’ve communicated with can or is willing to match it.
I only exchanged via email and didn’t visit the dealership yet so I don’t know exactly how much acquisition fee, doc fee, tire fee, etc are. I am in the NYC area as well as the dealership. I confirmed with the sales person that the sales tax and all other fees are included in the net cap and the only upfront due at signing is 1st month and registration fees. The only way I can get the quoted monthly payment in the leasehackr calculator is to either lower the selling price or play around with RV and MF. Since this is an authorized Subaru dealership and I’m assuming they have to use Subaru Motors Finance (Chase Bank) and not some local credit union or bank, the latter seems unlikely. If I lower the selling price it comes down to around $27,300 which is 8.5% off MSRP which I guess is possible? However, the sales person specifically said in the email “selling price $28,317.” Is this some kind of bait and switch to get me in the door? Did I miscalculate somewhere? Are they going to try to play games once I visit in person? I’m totally new to this and any input is appreciated. Sorry if this post is a bit wordy.
Just ask them for detailed lease worksheet, which shows exact breakdown of cap cost, fees etc. No reason to go in person unless you’re 100% sure you’re getting what you want. If they don’t play, move to next dealer, cast wider net.
What’s the best way to find the invoice price? I’ve used edmunds, KBB, Truecar. If the RV and MF I got from edmunds is correct than the selling price is actually under the invoice price. The only way to get to the $325 monthly on leasehackr calculator is to set the selling price to $27,200. That’s the part that’s throwing me off because salesman definitely quoted a higher selling price but still quoted $325 monthly. And its true Subaru does not offer lease incentives but this is the car that I’ve decided on so just trying to get the best price.
Not sure what you mean by barebones. This is for the 2nd level trim with a few factory options added not the base trim. Genuine question, can you explain why you think this isn’t a good deal?
I will check those out but from what I’ve seen so far this deal seems pretty comparable all things considered.
I’d recommend putting together a lease target price based on the current programs as they apply to your situation and a researched pre-incentive discount target before you talk to any more dealers. You really need to know where you’re trying to get to before you can ever effectively negotiate.
