Part 1 – OWN THE GAME: Lock Down the Fundamentals of Financing

Offer financing to every customer, not just some. If you offer it to one, you must offer it to all — selective offering leaves both deals and fairness on the table.

The 'cash customer' is often a myth. Plenty of supposed cash customers turn out not to be, so assuming who can pay quietly costs you jobs.

Bring financing up early. Big-ticket jobs simply don't sell if payment options aren't introduced early in the appointment; a late offer is a missed opportunity.

Word choice moves the average ticket. How you present options — framing around 'flexibility,' for example — measurably nudges what customers are willing to spend.

Homeowners research before they buy. A 2021 study on projects around $10K+ shows buyers do significant homework first, so meet them with the right information and compliant offers.

A consistent, unified process matters. If every rep would describe your financing process differently, you don't have a process — standardize it across the whole company.

Financing drives real, profitable growth. One company grew to over $150M and lifted its financing rate roughly 20 points, adding substantial profitability.