I always end every conversation by saying, “Let me answer a few questions you didn’t ask.” I keep it short and focus on the inside “scoop” my customers usually care about — what’s really happening with their car and what I’d do if it were mine.

Then I ask one key question that reveals their real intent: “How do you want this car to fit into your life over the next few years — is it something you want to invest in, or would you rather put that money toward a more reliable ride?”

Their answer tells me how they think about lifestyle, risk, and investing in repairs versus financing something newer, so I can recommend a plan that actually fits them.