Over the years, I've answered a lot of automotive questions. Thousands, at least.
Between owning dealerships for decades, hosting my radio show every weekend, writing this newsletter, and talking with listeners from all over America, I've probably answered hundreds of thousands of questions about buying, leasing, maintaining, and selling vehicles.
Some questions come up every week.
"Should I lease or buy?"
"Is this a good deal?"
"Should I buy the extended warranty?"
"Which SUV is the most reliable?"
Those are all good questions, and I'm always happy to answer them. But after all these years, I've noticed something interesting. Some of the most important questions are the ones almost nobody asks. Ironically, those are often the questions that determine whether someone absolutely loves their next vehicle or spends the next five years wishing they'd bought something else.
The first question I wish every buyer would ask is, "How long am I honestly going to keep this vehicle?" Notice I didn't say how long you'd like to keep it or how long you told your spouse you were going to keep it. I mean honestly. If history tells you that you trade every three or four years, don't build your buying strategy around owning this one for ten. That one answer affects whether leasing or buying makes more sense, how much depreciation should concern you, whether a vehicle service contract is worth considering, and even how much you should spend on optional equipment. It's one of the most important questions in the entire buying process, yet very few people ever stop to think about it before they start shopping.
Here's another one I rarely hear: "Does this vehicle really fit the life I live?" That's a very different question than whether you like it. Of course you like it, or you wouldn't be considering it. What I'm asking is whether it fits your everyday life. Will it fit comfortably in your garage? Can your spouse get in and out of it without climbing or ducking? Will your golf clubs fit without folding down the back seat? Is there enough room for the dog, the stroller, or the grandkids? Are you going to enjoy parking a full-size pickup every day if you work in a downtown parking garage? I've watched people buy vehicles they admired only to discover six months later they should have bought the one that better matched the way they actually lived.
One question I wish people would ask themselves before they ever look at a monthly payment is, "Can I comfortably afford this vehicle if life throws me a curveball?" Nobody likes to think about losing a job, facing unexpected medical bills, or dealing with a family emergency. Unfortunately, life doesn't always ask our permission before changing our plans. A vehicle should make your life easier, not become the biggest source of stress in your monthly budget. If the payment only works when everything goes perfectly, it's probably too much vehicle.
Another question that deserves more attention is, "What is this vehicle going to cost me after I buy it?" Most shoppers focus almost exclusively on the purchase price or the monthly payment, but that's only part of the story. Insurance premiums, maintenance, replacement tires, fuel, registration fees, repairs after the warranty expires, and depreciation all become part of the ownership experience. I've seen people save a few thousand dollars buying one vehicle, only to spend far more than that over the next several years because they never considered the total cost of ownership.
Then there's a question that usually gets a smile when I ask it: "Am I buying for the life I have, or the life I hope to have?" I've seen people buy heavy-duty diesel pickups because they might buy a camper someday. I've seen families purchase three-row SUVs because they may take the whole family on vacation once a year. I've watched buyers spend thousands extra on serious off-road packages even though the roughest terrain they'll ever see is a gravel driveway. There's nothing wrong with dreaming, but you're usually better off buying the vehicle you'll use 95 percent of the time instead of the one you'll use 5 percent of the time.
Here's another question that almost never comes up: "What will this vehicle be worth when I'm ready to sell it?" Everybody wants to negotiate the best purchase price, but very few people think about the day they're going to trade it or sell it. Some vehicles hold their value remarkably well. Others don't. That difference can amount to thousands of dollars, and it's every bit as important as negotiating another few hundred dollars off the sticker price.
One of my favorite questions is also one of the simplest: "Am I buying this vehicle because I need it, or because I want it?" Now don't misunderstand me. There is absolutely nothing wrong with buying a vehicle simply because you want it. Life is short, and if you've worked hard, can comfortably afford it, and it brings you happiness, enjoy it. Just don't convince yourself it's a financial necessity when it's really an emotional decision. The problem isn't buying something you want. The problem is pretending it's something it isn't.
Finally, there's one question I wish every buyer would answer before signing the paperwork, and it has nothing to do with price, horsepower, fuel economy, or rebates.
"Would I still buy this vehicle if nobody else ever saw me driving it?"
Take away the badge. Take away the prestige. Take away what the neighbors might think. Strip away the image completely. Would you still choose that vehicle because it's comfortable, dependable, safe, practical, and enjoyable to drive? If the answer is yes, you've probably found the right one. If the answer is no, you may be buying an image instead of transportation.
After spending a lifetime in the automobile business, I've learned that most bad buying decisions aren't caused by choosing the wrong manufacturer. More often than not, they're caused by asking the wrong questions—or by never asking the right ones at all.
So, the next time you're shopping for a vehicle, don't just ask about rebates, horsepower, fuel economy, or monthly payments. Those things certainly matter, but they aren't the whole story. Spend a few minutes asking yourself the questions that almost nobody asks.
The answers may not change the vehicle you buy.
Then again, they just might.
And if they help you avoid making an expensive mistake or lead you to a vehicle you'll still love five years from now, they'll be the most important questions you asked all day.