The Home Service Expert Podcast Unlocking Sales Potential Through Financing with Justin Hatcher
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Jan 12, 2026 In this conversation, Justin Hatcher, President of One& Fund and a 20-year veteran in home improvement and finance, shares insights into integrating financing into sales strategies. He highlights the importance of cultivating a positive business culture and effective marketing for contractors. Discussing consumer financing, Justin explains how using multiple lenders can significantly boost sales rates. He also provides valuable advice for young entrepreneurs, emphasizing the necessity of embracing failure as part of the journey.
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Financing Embedded In Sales Drives Volume
- Top-performing home improvement teams finance 65–70% of jobs by weaving financing into marketing and sales conversations.
- Early marketing that mentions payment options primes reps and increases financing uptake at point of sale.
Price To Absorb Payment Costs
- Price for frictionless payments by absorbing lender and card costs into a small price increase across all customers.
- Add a modest price premium (e.g., ~5%) so all payment methods yield similar net profit.
Run Daily KPIs And Scale Up Mindset
- Monitor KPIs daily, think bigger than your current size, and scale processes toward the future business you want.
- Run disciplined leadership check-ins to spot problems early and 'don't be long for wrong.'
