When you walk into a home with a prospective client you have many tasks on your plate. First you have to find the perfect roofing system. Then you have to get the pricing right. Then we have to figure out how the client is going to pay for it. With the increasing popularity of financing there comes a whole new set of possible objections and pitfalls for sales professionals.

• What if they want to pay cash and aren’t interested?

• What plans do I offer?

• How do I present the financing accurately?

• What if they get… Declined?

The last one is most sales professionals’ biggest fear with financing. Understandably so! No one wants to be the bearer of bad news. The biggest punch to the gut in this scenario, is having a signed contract go up in smoke in the matter of seconds from your financing partner.

Most companies that we meet with have a back up plan for most things in their business - Crews, Shingle Brands, Distribution Partners, Sales, Leads, etc. You get the idea… everything that you deal with seems to have a back up except the most important… How someone is going to pay you!

Everyone’s first choice would obviously be cold hard cash, followed by certified funds. In my experience as a roofing contractor I realized customers much like myself don’t like letting go of their cash whether it be $100 bills or checks. They like myself think less when it is on a credit card and even less when their is financing available. In fact many studies have proven these as fact. Instilling a great financing program is vital to the future of roofing.

Much like the automobile industry we found it best to have more than one avenue for financing. We had multiple options to ensure we could effectively place as many borrowers as possible with great financing options.

• Prime Lender - This is going to be your lender looking for customers with great credit and income while offering the best terms for the borrower. - IE Greensky

• Sub Prime Lender (2nd Chance Lender - This is going to be your lender looking for customers that have challenged credit and still offer good terms but these will be not quite as attractive as your prime lender. IE Fortiva Financial

At HIRevPro we have partnered with great lending institutions to allow our clients the ability to offer financing for virtually every home owner. Financing approvals can be obtained for borrowers down to a 500 credit score! This puts you as the sales person at a huge advantage in the home. Perhaps someone has some credit challenges… You have the ability to turn all of the previous “No’s” into a “Yes” for your client!

Visit our partner page HERE to set up a relationship with our trusted lending sources and start winning more jobs and providing the best experience for your homeowner!

Sales, Simplified.

Brad Corbin