Deal Check - 2022 Honda Pilot

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UPDATE

Just received this offer. What do y’all think? Residual is 61% and MF is 0.0012 (which matches what I got from edmunds).

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Located in Charlotte, NC.

I’m currently at the end of year 2 in my CRV EXL. I have about $5k in equity in the car, which I’d like to cash in on by selling the car to Carmax.

I’m trying to negotiate a deal on a Pilot EXL 2WD. I reached out to several local dealers, and the best offer I got was $438 DAS and $438 per month (I don’t have the selling price, MF or RV).

I know it’s not best practice to just negotiate based on the final price. But does this seem like a good deal? I was trying to get $400 per month, but they aren’t budging any further.

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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.

  1. Read Leasing 101 (Blog | LEASEHACKR) to understand how to calculate a lease payment and the variables. Monthly payment is an output, not an input!!
  2. Pick a specific vehicle that you want to target
  3. Gather the current MF, RV and incentives from Edmunds forums for your zip code
  4. 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?
  5. Plug your numbers into the LH calculator (CALCULATOR | LEASEHACKR), and use a pre-incentive discount similar to what you have seen
  6. 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.

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