How do I get a fair value for my trade-in?

Always negotiate the new car and the trade as two separate transactions. Dealers can "buy your trade light" — quote you a low trade number to fund a discount on the new car, or a high trade number to hide a thin discount. The two get blended on purpose.

Get the out-the-door price on the new car settled in writing first, then discuss the trade on its own. Know your wholesale and retail numbers going in. On a consult I help you separate the two so you can see what each one is really worth.