Bill's Guide: Buying and Selling Used Cars

What's this book about?

Simple: It's everything you need to know about buying and selling used cars.

In his fun and practical guidebook, car enthusiast Bill Rosen shares his insights from decades of car buying and selling experience.

Whether you'd like to make extra money with a car-flipping side hustle or you just want to feel more knowledgeable and confident the next time you need to buy or sell the family car, this easy-to-read and comprehensive guidebook checks all the boxes.

Written in a fast-paced, conversational style, Bill’s Guide walks you step by step through everything you need to know about buying and selling used cars.

Available in print, as an e-book, and audiobook on Spotify.

What will I learn from this book? And is it boring?

Boring? No way! This book reads fast and will definitely hold your attention. Just check out the reviews!

In his comprehensive and practical guide, Bill Rosen clearly lays out everything you need to know about buying and selling used cars, whether for yourself or to make extra money.

Here's just a sample of what's covered:

• Where to find the best deals on investment worthy cars.

• How to complete a thorough inspection in order to buy with confidence.

• Learn the most effective negotiation strategies and techniques to help you buy at the price you need.

• How to prepare a car for sale, including a deep dive into automotive detailing, along with which tools to own.

• How to market a car for sale, along with writing a powerful, visually attractive and effective ad that will generate the interest of your target buyer.

• How to negotiate the strongest possible sales price.

• Learn the essential business basics, such as gross and net profit, return on investment, and depreciation, and more.

• How to buy at auctions, both in-person and online, where incredible opportunities are possible. Bill's Guide provides two chapters on this subject, filled with practical tips to give you the edge while avoiding the hazards.

What's the Most Important Rule?

I've been asked many times, "What's the most important thing I need to know when it comes to buying and selling a used car?" I have a few "Ironclad Rules" but perhaps the most important principle is this: "You make your money when you buy, not when you sell." I explain what I mean in this short video.

Inspect Before You Buy: Part I

This is the first of a three-part series on inspecting a vehicle before you buy. Ironclad rule: Always physically inspect the vehicle before you buy. Otherwise, you don't know what you're getting. This video focuses on the exterior, including the undercarriage. Our inspection in this video is of a 1994 Ford F-150 (Ninth Generation, OBS) 4x4. See chapter 3 in Bill's Guide for much more. Also, download the free inspection worksheet from the Resources section.

Inspect Before You Buy, Part II

This is the second of a three-part series on inspecting a vehicle before you buy. Remember Bill's Ironclad Rule: Always physically inspect before you buy. Today we inspect the interior and the engine compartment. Our inspection in this video is of a 1994 Ford F-150 (Ninth Generation, OBS) 4x4.

Inspect Before You Buy, Part III:

The Test Drive

This is the third of a three-part series on inspecting a vehicle before you buy. Bill has a few "Ironclad Rules" when it comes to buying or selling a car, and here is one of them: Always physically inspect the vehicle before you buy. Part III provides an overview of the test drive. Our inspection in this video is of a 1994 Ford F150 (Ninth Generation, OBS) 4x4.

Removing Headlight Haze

This video teaches viewers how to remove oxidation from modern plastic headlight lens. That frosted, sometimes orange, haze is not only unattractive, but the loss of lens transparency creates danger for nighttime driving. See chapter 5 in Bill's Guide for much more on prepping a car for sale.
Presented by Bill Rosen.
Videography by Tim Schoen.

Recognizing Engine Blow-by

From the comment section, I received this request to asking me to make a video showing the inspection of a car that I would not buy, and why. So in this video I inspect the engine of a 2015 Lincoln MXC with a 2.0L Turbo-boost with the dreaded blow-by. Ironclad Rule: Always physically inspect the vehicle before you buy. Without a physical inspection this major engine problem could be missed, ending badly for the buyer.

Installing a Pontiac Hood-mounted Tachometer

One of the coolest options Pontiac Motor Division ever offered was a late 60s/early 70s hood-mounted tach. Muscle car lovers--GTO and Firebird alike--couldn't get enough. Now available in the aftermarket, we discuss the steps to install this hood tach, along with important measurements and placement. See the Resources section of the website for downloadable template.

Always Count the Money Together

In this short video Bill discusses another of his "Ironclad Rules" of buying or selling a used car: Always Count the Money Together. Here's why from a recent sale. For more essential tips on how to avoid problems during the actual transaction, see chapter 6 in Bill's Guide. Presented by Bill Rosen.

Inspecting a Car That's Been Sitting

Serious profit can be made when you buy a car cheap. And a nonrunning car is a perfect candidate for a great buy. In this video Bill goes over a few steps of inspecting a car that's been sitting undriven for an extending time. Presented by Bill Rosen.
Videography by Tim Schoen.

Your Ad Should Include a Cold Start Video

When you're ready to market a vehicle you're selling, always include a cold start video in your online ad. It will grab your buyer's attention and provide evidence that the vehicle (in this case a grand touring bike) is worth seeing in person. I sold this Honda Goldwing for a neighbor. This bike sold quickly for the right price.

Your Ad Should Include Video of the Engine at Idle

Buyers of classic cars are often willing to buy from thousands of miles away without a personal physical inspection. This means sellers need to provide as much detail as possible. In this short video we take a listen to a 1966 Oldsmobile Toronado idling for an online ad I ran. This Toro came with a 425 cubit inch engine with a factory Rochester quadrajet carburetor. I had just tuned up the engine, touched up the engine compartment, and replaced the rusted-out exhaust with NOS resonators. Sound is sensory, and the senses sell. The Toro's exhaust notes are magic to the ears.

Should I Sell It or Keep It?

From the comments section comes this viewer's question: "How do I decide whether I should keep my current vehicle or sell it and buy something else?" Great question! I answer that question and give viewers some critical things to consider as they make this decision.

The gallery provides examples of great shots, as well as several examples of what not to do. Can you see why some pictures really work, while others are don't?

For a more complete discussion of how to take great photographs of your car, see chapter 6, "Marketing the Car" in Bill's Guide.

Ask Bill questions by clicking on Contact Us to send an email.

Your ad's first picture will be a "Hero" shot of the front side at a 3/4 angle. This immediately grabs your buyer's attention.

Include a full side photo of both sides. Note that this photo has been cropped on top and bottom. This focuses the eyes on the truck, not its surroundings.

Include rear 3/4 angle shots.

Include interior photos of driver and passenger seating area from angle of open door.

If the car, such as this BMW 323 ci, is a convertible, be sure to include shots with the top down.

Note the rear plate is blurred. Lots of photo editing software includes this feature. Avoid the thumb or towel covering technique.

Do you see anything negative in the picture above?
Hint: note the shadow in the rear.

How about the one below?
Driveways are often not the best location for taking your pictures. See the bush in front, the SUV behind, and the interior of the garage?

All of these serve as distractions from the car itself.

Don't be afraid to consider different angles that will highlight your car, as with this classic Trans Am. Notice how T-tops pop, as well as this third- gen TA's lines stand out.

Nice hero shot of this Mazda 3. Note the cropping on all sides focuses attention on the car, not surroundings.

Speaking of cropping, this picture is from a real online ad I saw. How many things need to be fixed?

For an interested buyer, the highly detailed, but original interior of this classic Trans Am speaks for itself.

Another real ad: What is for sale, the vintage Lotus or the cat? Unclutter and crop your photos.

It's best to detail the engine compartment and then highlight it by including a picture within your ad.

Shots of special badging like the one below can be helpful.

Always remove all personal items and clutter. And be sure to fully detail the car before taking any pictures for an ad. And what about the angle of this shot? Work for you?

Again, always remove all personal items and clutter. Additionally, in what other ways does this shot distract from the interior of the car for sale?

Whenever possible, include a photo of all the relevant documents that accompany the sale. Receipts, owners manuals, shop manuals, original window stickers, as well as key fobs.

Your photos must include the entire car, unless you're focusing on a particular aspect, like badging or the wheels, etc. Stand back and get the whole car. You can then crop the picture as necessary.

Below, other than the rear of the car being cut off, what other problem do you see?

Here's a view of driver's side dash of Hyundai Elantra taken from the back seat. Note that the interior is fully detailed and uncluttered.

Below, include a picture of the nicely detailed rear seats.

Even a photo this older former police car can be made to grab a buyer's attention. I picked this Crown Vic up at a local car auction for a great price, cleaned it up, and it sold fast.

Plan for the location of your pictures. The background should highlight but not compete with the vehicle.

In what way does placing this classic Bronco in a beach parking lot send a implied message to a buyer? What is that message?

Just for fun I include this final photo from a real online ad for this vintage Plymouth Valiant. I definitely want to have a beer with this seller, but how might you improve on his picture?

Bill's Guide Free Resources

Click and download any of these free PDF resources.

"A true A-Z encyclopedia of knowledge and wisdom, this handbook should be considered reference material for anyone who wants to learn how to make real money. This book covers everything you need to know." - Toby S.

"Absolutely loved this book! I had the pleasure of working with Bill while helping a client sell a home with eight cars, and watching his expertise in action made me a believer. Thanks to Bill, the cars were sold in just a matter of days. This book is simple, practical, and incredibly effective. A must read - Laura L.

"The beautiful chapter on negotiation alone is worth the price of the book!

-Kevin M.

"Like many people, I get anxious and uncomfortable purchasing and selling vehicles. Through this book, Rosen draws on years of experience and knowledge to enable people like me to buy or sell a used vehicle from a position of strength. When getting involved in the used car market, I have often wished I had an expert friend there with me to guide me through that daunting process – this book has become that expert friend.

- Mark E.

"Bill Rosen has tamed a very complicated subject which can implicate legal, financial, and moral consequences. A scholar would write many texts, but a good educator tells a story that is interesting to his audience to stimulate the understanding of complex principles. Rosen is a master at this.

- Louis P.

"In my business I regularly buy and sell, only in a different field. Bill’s Guide clarified many of the things I’ve seen, but had not taken the time to hammer out systematically. Exercising the skills Rosen taught, I came away with the vehicle I actually wanted at 20% below book value. That is true ROI! - Karen A.

"I just finished reading Bill’s Guide and encourage other consumers to read it. Buying a car, or preparing to sell a car, is not something I have ever had confidence in. I will be so much more confident in my next car purchase, whether it be with a private party or a dealership. Mr. Rosen’s talent in delivering such detailed content in an organized way, and adding humorous stories, made for easy reading .

- Nancy M.

"Methodical and practical, this fantastic book takes you step by step through the car buying and selling process with enough detail to make it accessible to anyone. - Chris S.

"If you’re looking to make a slam dunk out of your next used car buying or selling experience you need Bill’s Guide. Rosen's book is a rich source of information for both buyers and sellers. The writing style is warm, friendly, and often anecdotal. Bill’s knowledgeable, professional advice comes from a lifetime of experience. And for whichever side of the deal you’re on, Bill shares his insights and strategies for how to close the deal.

- Steve A.

"Great book with lots of information. I’m not a “Car Guy” but the mom of a man who possesses the car gene the author jokingly speaks about. Despite my own genetic deficit, I really enjoyed reading this book. The author’s conversational and easy writing style makes me feel like I’m having a personal chat, not reading a book. I bought two copies as gifts for the car collectors in my family."

- Kay L.

"Ideal for anybody looking to make some extra money or is simply in the market for a used car. This book contains useful tips, and the author's experiences in car inspections, preparing a car for sale, negotiations and the legal side of making the deal." - Stacey H.

"I just finished Bill's Guide: Buying and Selling Used Cars, and I can't recommend it enough. Whether you're new to the world of used cars or have some experience under your belt, this book is packed with clear, no-nonsense advice that actually helps, with a great author who makes the read fun and informative. Bill doesn’t talk down to you or overcomplicate things—he walks you through the process with real-world tips, checklists, and strategies that make sense.
- Taylor S.

"If you’ve spent any time working on cars, you probably already know a thing or two about buying and selling—but this book still surprised me. Whether you’re flipping for profit or just ready to upgrade your ride, I couldn’t recommend it more. It’s straightforward, easy to read, and packed with solid advice, even for someone who’s been around the block a few times.

- David R.

"Most of us older generation have been buying cars for many years and, like me, thought that we knew all the ins and outs of making the deal! How wrong was I after reading Bill’s Guide: Buying and Selling Used Cars. Definitely invaluable information.

- Keith B.

About Bill Rosen

Bill's lifetime love of cars began early as he trailed behind his dad on Saturday morning adventures to local wrecking yards and auctions. Growing up in Southern California, Bill worked on his 1969 Pontiac Firebird 400 in his high school auto shop, then cruised and street raced on the weekends.

After completing a two-year automotive tech certificate program, Bill turned his attention to working with and teaching young people as a high school English teacher. Going on to earn a master’s degree, Rosen taught at the college level, served as a school principal, and later as director of human resources for a large school district.

Bill credits his practical used car buying and selling knowledge to three things. First, the need to sell the 30 cars he inherited from his dad. Second, to those lean years as a school teacher buying and selling cars on the side to make ends meet. And finally, to his years spent in collective bargaining contract negotiations.

These days you will find Bill in the process of fully restoring his classic '60s muscle car in his shop.

Bill Rosen makes his home in the beautiful Pacific Northwest with his beloved wife of 39 years.

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