The Modern Contractor Podcast – Episode 5

Process turns a financing nightmare into a system. The reps who win treat financing as a repeatable process, not an afterthought bolted onto the appointment.

Dealer fees are unavoidable, so build them into your margins. Stop treating the fee as a separate line item — price it into the job and move on.

Not every customer has cash lying around. Assuming your market pays cash leaves money on the table; financing exists because most homeowners need a payment path.

Present financing early and often. Introducing payment options early in the appointment, rather than at the very end, dramatically changes the outcome.

How you present financing matters as much as whether you offer it. The exact words, timing, and delivery — the 'triggers' — determine whether a customer says yes.

Approvals vary by brand and by presentation. The same customer can get very different financing outcomes depending on the brand and how the offer is framed.

Drive adoption at every level, bottom-up. To make financing stick you have to attack it at each level of the organization, starting with the reps on the front line.