Unless you are a cash buyer, you have probably negotiated a down payment (cash, trade-in, etc.). However, your negotiations for down payment and monthly payments likely contain “LEG.” (What does LEG mean?)
LEG is a portion of the payment that can be used to “sell” you other items without the raising the down payment or monthly payments. So your $1,500 down payment and $495 monthly payment will stay the same, but the dealer’s Finance and Insurance (F&I) department will know how much LEG to incorporate (say $75 per month), which helps the dealer include $4,000 to $5,000 of extras without raising your monthly payment. All dealers will claim they do not use this system of LEG. They all lie.