5 Steps to Selling Your Classic Ride

If you’re selling your vehicle there are things to know before you list it.

I have worked directly with many classic car dealers and restoration shops for the past 30 years. A hot-rod shop in Southern California that happens to be a current client of mine consistently sells one to three classic cars a month. How do they do it?

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They do it by following some basic steps. True, they also have a very motivated salesperson and most of the vehicles they sell are extremely sought-after. However, the same steps apply to anyone selling a classic. Enjoy.

1. One of the most obvious things most buyers look at is condition at the time of sale. The drivability of the vehicle is extremely important. This is true with Vanagons because they are known as slightly troublesome, but critical with other classics as well. The last thing a person wants is another person’s problem/project. Don’t pass along issues that can be easily fixed before you list it. When it comes to mileage be sure to list the miles of the chassis and miles of the engine/transmission if these were ever swapped.

2. Does it need work? How does it drive? Is it smog legal? Is the title clean, or has it been washed? If you have the answers these are extremely important things to reveal to a buyer. Personally, I’ve seen several “Vanagon Syncros” selling for substantially less than they are actually worth. Turns out they were salvaged.

3. Having that information available for the potential buyer will go a long way in making a final deal. I would advise against hiding any potential problem because all it takes is a decent inspection to uncover the flaws and failures. It’s also not ethical. Pass that information on to the potential buyer. You’ll be happy and so will they. A list of what’s been done to it can be organized by the year the repairs, or upgrades were made.

4. It may seem obvious, but detailing your classic car so thoroughly that you could perform surgery in it is a must! Just kidding, but you get the idea.

5. Hiring a detailer for $200 is well worth the cost if you don't have time to do the work yourself. If the paint is chipped or peeling try to repair it, or have it spot painted. Follow up with a good wax and shine. Treat the engine compartment too.

6. Take lots of photos and videos. Either hire a professional photographer (like me!) or take photos of the vehicle yourself. Either way, to market your ride you’ll need dozens of high-resolution images of the vehicle. Only list your vehicle after you’ve spent a considerable amount of time and effort capturing the thrill of owning your Vanagon (or whatever).

7. I have years of high-quality images of my Vanagon in various National Parks and other camping areas. These are the best kind of images to list with your description of the vehicle. They show the vehicle in use and people (like me) who know these vehicles love to see them being enjoyed.

8. And not just photos, but shoot video of your ride.

9. And be prepared to offer a Dropbox or Google Drive link for potential buyers.

10. If you have access to a drone, use it. Any angle that can give a person living far away a better idea of the vehicle for sale will go a long way in selling it for top dollar. If you have a video consider posting your ride to social media, the pass-along rate is high and the chance of finding a buyer is relatively good. If you’ve got great images and a fantastic story Bring a Trailer is a really good place to feature your vehicle. But don’t expect to see it there with blurry images.

11. Homes are sold after a realtor does a check of the recent sales made in surrounding neighborhoods. These are called “comps” or comparisons. The same goes for selling classic vehicles like Vanagons. Check the prices on Bring a Trailer, The Samba, etc. before you stick to a number. It’s better to price it slightly above what you would really take for it than too low. But don’t price it so far out of the norm that no one’s going to take a serious look.

12. One of the best ways to promote a classic vehicle for sale is to write up a brief history of it. The write-up should be thorough enough that even the most detail-oriented person gets something out of it. Start your description with a few words about how you came about buying it.

13. Explain whether you are the first, second, third, or fourth owner, etc. For example: My Vanagon was first sold in Northern California and remained in California its entire life! I am the second owner of it. Also, the write-up should be in your own words, not a friend’s.

14. A CarFax report will tell you most of the story, so be sure to purchase a CarFax report for potential buyers who ask about the vehicle history. While CarFax reports are never 100 percent accurate, by law they tell you if it’s ever been in a major/reported accident, and they divulge the correct mileage. But not all accidents are reported to the police. Small fender benders are never listed in CarFax.

15. In your write up include the kind of traveling you’ve done and how reliable it is or isn’t. Note the reason why you are selling it. Keep your story about 500 words and try to stay on point. Treat it like a journal of your travels.

16. That’s really all you have to do, of course, after selecting where to place your ad. Use social media for FREE, but AutoTrader is a solid place to start.