Strengthen Your Financial Foundation with 1&Fund | Ingaged Podcast

Bring financing up early and often — waiting until the end means you're using it to 'save the sale,' which fails far more often than it works.

Market your financing: advertising 'no payments until 2026' or 'payments as low as X' both generates leads and plants a seed you can reference in the first two minutes at the kitchen table.

Know your financing rate — industry best practice is 50% minimum, ideally 70-80%; assuming 'my customers only pay cash' is 'head trash,' since even cash-rich buyers finance for convenience.

The only right answer to 'what percentage of customers are OFFERED financing' is 100% — it's fair lending, and failing to offer it can bring hefty fines.

Layer a simple process onto any sales methodology: a quick upfront 'which payment bucket will you fall into' question, price conditioning throughout, and always presenting three payment options at the close.

Focus on payments, not rates — quoting a firm interest rate you can't guarantee creates FUD (fear, uncertainty, doubt); give a payment range instead, since the average loan is paid off in about 4.5 years anyway.

Treat financing as a cost of doing business and build it into everyday rates (roughly a 5% across-the-board increase) so reps aren't penalized for selling the option that closes more deals.