"We look at the person, not just the score," the loan officer at the credit union told him. Because Leo was a long-time member and had a solid 20% down payment ready, they pre-approved him for a modest loan at a fair rate.

His first stop was a high-end dealership where the salesman's smile vanished the moment he ran Leo’s social security number. "Zero score," the man sighed, tapping a pen. "I can get you in this, but you’re looking at a 24% interest rate and a down payment that’ll cost you both kidneys."

Armed with a pre-approval letter—his golden ticket—Leo went to a different dealership. This time, when the negotiator tried to play the "no credit" card to jack up the price, Leo simply slid the letter across the desk.

"I’m already financed," Leo said calmly. "I just need to know if you want to sell the car."