Adding financing to your sales process is easy — and in this script you’ll learn how. This script follows a simple, 5-step process: have the money conversation, set expectations, introduce Hearth, your customer pre-qualifies, and then you can get started!
We built this script in collaboration with Steve Weyl, who grew his roofing company from $0 to $105 million and is now a nationally renowned sales coach.
1. Bring up the money conversation
“Before we talk about the specifics of this project, let’s discuss how you want to pay. I’m asking because some of my customers finance projects through monthly payments, and others use cash. If you’re interested in paying for the project over time, Hearth can help you see payment options without affecting your credit score.”
If they say they will pay in cash…
“Great! If you do want to see monthly payments at any time, let me know. Remember that seeing options doesn’t affect your credit score and monthly payments can help you upgrade part of your project.”
If they say they want to finance…
“Great! On Hearth, you can see potential payment options. Payment options through Hearth are personal, unsecured loans with fixed monthly payments and no home equity required. The loan form takes only a few minutes to fill out, and it doesn’t affect your credit score to see options.”
2. Set expectations
Before your client looks for payment options on Hearth, they should consider what they want to pay.
“Think about what range of monthly payments you’d be comfortable with.”
If they don’t know, they can use Hearth’s payment plan calculator.
“With Hearth, you can see potential monthly payments for this project. Remember these are just estimates, but they should give you a rough idea of what you might be paying monthly.”
3. Introduce Hearth
“As I mentioned, you can request payment options on Hearth without affecting your credit score. About 70% of people see options through Hearth. Remember that checking rates doesn’t affect your credit score, so no worries if this doesn’t work out for you.”
4. Your customer completes the Hearth qualification form
At this point, you can either send them your link to fill out the loan form on their own device, or you can hand them your device to use the Hearth mobile app.
5. Get started
If your client prequalifies and is happy, you can respond with:
“Great! We can get started as soon as you have the funds! I’ll reach out as soon as you are ready.”
If your client prequalifies and has questions, you can respond with:
“Hearth would be happy to answer any questions you have! You can call them at 512-686-4141.”
Often, the client will understand the benefit of monthly payments and be ready to finish the loan application process and get started on their project.
Give this script a try and let us know how it works for you!
