New research from carsales shows that while buyer intent remains strong, confidence around finance and insurance is softening. Fewer people are sure how they’ll pay for their next car or which provider they’ll choose, and many leave insurance decisions until after they’ve already enquired. For dealers, this represents a chance to step in early, guide with clarity, and build lasting trust.
carsales’ latest Finance and Insurance Study shows a market that’s steady in sales but shifting in mindset. Buyers remain motivated, but they’re taking longer to make financial decisions and are seeking reassurance before committing. For dealers, that presents a valuable moment to lead with clarity and support.
Finance confidence is one of the clearest areas of change. Seven in ten buyers say they know how they’ll pay for their next car, but that figure has dropped since last year1. Among those considering finance, more than four in five have not yet chosen a provider2. This is not a sign of lost interest, but a sign that buyers are being more deliberate. Bringing finance into the conversation early helps turn hesitation into confidence. Showing simple repayment examples or talking about affordability in everyday terms gives buyers something tangible to base decisions on and builds a sense of trust from the outset.
Insurance decisions are following a similar pattern. More than half of buyers are undecided while they browse3, and most do not seek a quote until after they have made an enquiry4. This delay creates an opportunity for dealers to add value, not pressure. Framing insurance as part of the overall ownership experience, alongside delivery, servicing and running costs, makes it feel like a natural step rather than an add-on. A quick check-in after handover can also reinforce that the relationship does not end with the sale.
Price clarity is another factor influencing confidence. Nearly one in three buyers now say insurance costs affect the car they choose5, and more than half rank premium price as their top deciding factor6. Buyers are clearly paying closer attention to value. Dealers who help customers see the full picture, including finance, insurance and servicing, make complex decisions simpler and more transparent. This is also where dealer media can work harder. Featuring finance offers or affordability messages across your digital listings or campaigns keeps your dealership visible at the moments buyers are researching and comparing options. It is not about adding more information, but about making your offers clearer, more consistent and easier to understand.
Convenience is also playing a bigger role. Almost half of all buyers, and six in ten Gen Z shoppers, say they find bundled offers appealing7. For these groups, it is the ease that matters most; having everything sorted in one place. Dealers who can package finance, insurance and add-ons into flexible, straightforward options are meeting the expectations of modern buyers who prioritise time and simplicity as much as price.
Source:
1 carsales Finance and Insurance Study, September 2025, Q. Have you decided how you will pay for your car yet? n=638.
2 carsales Finance and Insurance Study, September 2025, Q. Have you decided on a finance provider? (finance intenders) n=108.
3 carsales Finance and Insurance Study, September 2025, Q. Have you organised or decided on your car insurance yet? n=571.
4 carsales Finance and Insurance Study, September 2025, Q. Thinking about the last car you purchased, at what point in the purchase process did you get the first insurance quote? n=501.
5 carsales Finance and Insurance Study, September 2025, Q. To what extent does the cost of car insurance influence the choice of car you are considering? n=524.
6 carsales Finance and Insurance Study, September 2025, Q. When choosing an insurer, which of the following is most important to you? n=571.
7 carsales Finance and Insurance Study, September 2025, Q. If a single provider offered a bundle that included car finance, car insurance and roadside assistance together, how appealing would this be to you when purchasing your next car? n=571.
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