The Best Way to Sell Your RV Yourself
If you want to know how to go about selling your RV yourself so that you can cut your losses at the point of sale, this guide is for you.
If you follow the directions, you can get double what a dealer would offer you on trade. I know this because awhile back a dealer offered me $15,000 for my older diesel pusher. I nixed his offer and sold the unit myself three weeks later for $30,000.
In this article I am going to give you step by step instructions that will show you how to do what I did, so you may want to print a copy for reference.
Determine the Fair Value of Your Coach
Recreational vehicles depreciate in the same way as cars, but the amounts are larger.
Values depend on more than just year, make and model, so it’s important to consider all issues before deciding just how much your coach is worth.
How to Know What an RV Is Worth shows you how to do this.
Pay Attention to the Competition
As of this writing, there are thousands of RVs available for sale nationwide. To get yours sold, you'll have to match or beat their prices and make sure that your coach better legal, financial and physical condition than theirs.
- smells bad,
- is upside down financially,
- is damages in some way or
- is badly outdated
you are going to have a problem getting rid of it unless you drastically reduce the price.
In some situations, you may not be able to sell it at all!
How to Avoid Being Priced out of the Diesel Motor Home Market explains more about this topic.
Always remember that your definition of good condition and that of a buyer can be quite different. Since it is his thinking that counts, your RV is only worth what he is willing to pay for it.
- If the price is too high, the unit will languish for a long time and lose value.
- If the price is too low, it will sell faster but the seller will be cheating himself financially.
Once you figure out how much your motor home, travel trailer or camper is worth, you can then determine a fair price that will help you sell it within a reasonable amount of time.
Time Your Sale
You want to sell your unit as soon as you can because the longer it sits on the market, the less you will get for it.
Selling your coach at the right time will help you to move it faster. Here are some guidelines that can help you to do this:
- When gas prices are high, people are less likely to buy.
- When those prices drop, the opposite is true.
- If the economy is bad, selling a unit is more difficult unless people are buying one for full time living.
- If the economy is good, people will buy big luxurious motor homes and trailers like crazy.
- Never advertise during the holiday season because people will be to busy to go looking
- Always advertise after the first of the year when they start dreaming about buying an RV to use for their summer vacations!
Finally, if you live anywhere near a place where dealers hold large RV shows, advertise just before, during and immediately after the show. Their high prices will scare people away from the shows and right into your arms!
Prep Your Coach for Viewing
RVs sell better when they are "staged". Here is what you need to do to prep your unit in advance of advertising it.
- Detail both the interior and the exterior.
- Wash out and empty the basement storage areas.
- Make sure the awnings are in good condition and in working order.
- Pressure wash and degrease the engine and generator.
- Replace items that are stained or worn out.
- Keep the utilities connected.
- Completely empty the unit of all personal items.
- Make sure all systems, lights, windows, appliances and mechanical devices work.
- Keep all pertinent brochures, fact sheets and maintenance paperwork readily available for viewing.
- Make minor repairs as needed.
- Place a small bucket of colorful flowers beside the front steps.
- Hang some plush, brightly colored towels in the bathroom.
- Place a small plant in a brightly colored container in the bathroom.
- Raise the blinds. This will make the unit look larger and airier.
- Depending on the weather, put on the AC or start the furnace.
- Play some soft background music.
- Keep some fresh baked cookies and coffee on the kitchen counter.
- Leave a small bouquet of silk flowers or a silk plant on the kitchen table.
Doing these things lets buyers know you take good care of your coach and want them to feel comfortable in it.
Present Your Coach Well
People will not be impressed by an RV that is sitting in a junk yard, but will pay close attention when they see one sitting beside a lovely home with a well manicured lawn.
This does not mean you must own a big fancy, it only means you have to show it in a location that is attractive.
- Drive it to a local park where you can meet prospective buyers.
- Place it in a nice campground temporarily.
- Park it in the driveway of a willing friend who owns a nice home.
Use Cost Effective Advertising
Print advertising is costly. Given the possibility that it may take months to make the sale, you can save hundreds of dollars by using free but effective ads.
Craigslist is your best option for this because other venues are either too expensive, yield only minimal results and can open you to scams.
Another good choice is to post for sale signs in your coach's windows that provide basic information, pricing and your phone number. This works especially well if you keep your unit in a campground or storage facility.
Prepare Your AD
There are two parts of an ad: the photos and the description.
Use a good digital camera. Take many photos from every imaginable view, edit them, choose the best ones and then store them on your computer.
Look at ads other people have written about the same brand, year and model as your coach and copy what the items that apply to yours.
- Keep the ad simple.
- Use lists rather than wordy descriptions.
- Make sure the ad is accurate and grammatically correct.
Store it on a computer so that you can make edits and changes as desired. In the event of a conflict, it is important to be able to show this information to a buyer.
Sales Pix From Motor Homes I've Sold MyselfClick thumbnail to view full-size
Keep it Legal
If you have a clear title, you can use standard sales agreements plus DMV paperwork to make the sale, but if not you will need an attorney's help.
- Lenders will not release titles until liens are paid off, and sellers can't pay them off without the money from the sale.
- Buyers don't like driving off in an untitled unit, but the involvement of an attorney will give the buyer a sense of security.
This could well be the one thing that will make or break the sale, so even if turns out to be a little costly, hire a lawyer.
Also make sure to call your state's DMV to find out what they require for paperwork and what your state and county charge for selling fees.
(Buyers often ask if sellers will "fudge" the pricing on the sales paperwork in order to save money on sales tax. This is against the law and can cause big problems. Don't do it!)
Paperwork includes a binder, a contract, your Bill of Sale, a DMV bill of sale and dated receipts for money that has passed hands. Create duplicates of everything, and keep the original signed copies for yourself.
Place your ad, and start selling the right way by using these tips:
- Keep detailed information beside the phone.
- Be friendly and try to build a rapport when people call.
- Keep from sounding desperate.
- Never lie about your vehicle.
- Always deal in cash.
- Let people know you will be expecting a down payment of thousands of dollars in cash.
- Get complete buyer information prior to signing anything.
- Be prepared with proper sales paperwork, and understand how to use it.
- Don't be afraid to ask for the deal.
- Encourage people to come out and see the RV in person.
- Do not offer to help finance the deal. Doing this is too risky.
- Do not let the buyer test drive your unit unless you can take him to a big, open and safe area.
- When a potential buyer arrives, have the sales paperwork at hand. (In the event he wants to make an offer, you'll be prepared.)
Close the Deal
There comes a time in every negotiation when the seller has shown the unit and taken the buyer for a test drive, and everybody is just sitting there not knowing what to do next.
This is the most important moment of the sale. It is called "the close". This is where you may balk because you are embarrassed about asking for the deal. DO NOT BALK! Instead, ask these questions:
- "Do you have any other questions?"
- "Do you think this unit might suit your purposes?"
- "Would you like me to leave so you can talk about it a bit?"
- "What have you decided?"
- "Are you ready to make the deal?"
At this point a buyer may try to negotiate. You should already have your bottom price in mind. If his offer is close to that, you should take it. Otherwise, you can either make a counter offer or walk away.
Once you have a signed, dated, witnessed binder and money, you have a deal, but only if the buyer has paid you in cash. Insist on this because it is important. A serious buyer will understand and be happy to comply.
Request (in the contract as well as the binder) a nonrefundable down payment in the thousands of dollars. You are taking your unit off the market, which means you lose other potential buyers while you are waiting to close the current deal. Most people will not walk away from this much money, but keep a list of follow up callers and their numbers just in case.
Once you have signed papers and hard cash in hand, the worst is over.
Delivery Day Tips
The day you deliver the unit, you should accompany your buyer to the bank, the DMV and the lawyer's office, if one is involved, to make sure everything is done properly.
When the new owners drive away, you will have a bunch of money in your pocket, an end to making monthly payments, if any, and that good feeling you get when you know the next owner will be able to enjoy the same pleasures that you have had over the years.
Selling Your RV Is a Process
This process sounds complicated, but is actually simple. It is a matter of doing things in a calm, orderly fashion and making sure the legal paperwork is correct and serves your purposes.
The rest is just being honest and talking to people.
I have sold many recreational vehicles over the years. What I have advised in this article is the best way of doing it that I have found. If you want to save some money by selling your RV, give my method a try.
Sales Training Video: Tellers Vs Sellers
Have you ever sold an RV yourself?
© 2012 Sondra Rochelle