005 - It Pays to Talk Financing with Gregory Bjornson
Gregory Bjornson is the Financing Program Manager at GAF. He explains why you should consider offering financing as part of your sale.
Gregory Bjornson is the Financing Program Manager at GAF. He explains why you should consider offering financing as part of your sale.
We're back with Episode 005 of GAF's Contractor's Corner podcast, the show where we interview contractors and roofing professionals about the factors that are driving their bussiness. Don Kilcoyne is our host, and he's joined by a new guest each week. Join the conversation by posting in the comments section on the GAF ProBlog or on social media, subscribe to the show wherever it is you get your podcasts, and email your questions and feedback to our team at ContractorsCorner@gaf.com.
Our guest this week is Gregory Bjornson, Financing Program Manager here at GAF. Greg advocates including a financing discussion in every single in-home sales meeting, even if you're already happy with your close rate. (But really, who's completely satisfied with their close rate...?)
Greg joined us to explain why so few roofing jobs - somewhere between just three to seven percent of them - involve a financing plan. He recommends a number of ways the roofing contractor can help their customer get the roof of their dreams through the usage of financing. Offering financing gives your customers more options, and gives you more opportunities.
Topics discussed:
(0:00) Intro (0:47) Financing in roofing vs. other industries (2:24) Why offer financing if you're already successful? (6:22) Frequent hang-ups (8:15) How to begin offering financing (9:35) Margin vs. markup (11:07) Talking to your customers (14:07) Where to learn more (15:36) One piece of advice for contractors
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Email Contractor's Corner at ContractorsCorner@gaf.com.
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