One driveway can hold more than one opportunity.

A customer buys somewhere else, and the conversation often stops there. Or you deliver a car and assume they won’t need you for years. Meanwhile, their partner’s lease ends, a teenager starts driving, or another vehicle becomes expensive to keep.

Jasen Rice shares how his household had four vehicle transactions in twelve months. His point: one purchase rarely tells you everything about a family’s transportation needs. During your next customer conversation, ask, “Are there any other vehicles in the household you’re making decisions about?”

Listen for a way to help, even if it doesn’t produce a sale today. Useful advice can give someone a reason to return—or recommend you.

Related reading on Driven Frontline →

Based on Matt Jones’s Driven Frontline interview with Jasen Rice. The suggested exercise is a Driven Frontline application of that conversation.