How Financing Increases Close Rates, Profitability & Growth in Home Improvement Sales

What separates the fastest-growing home improvement companies from everyone else?

The answer may be simpler than you think: Financing.

In this episode of the Profits for Sanity Podcast, Grosso University Founder & CEO Dominic Caminata sits down with Metz Bissell, Senior Manager of Partnerships at GreenSky, to discuss how financing has evolved from a simple payment option into one of the most powerful growth tools available to contractors today.

Discover how top-performing sales organizations leverage financing to increase close rates, boost average ticket sizes, reduce buyer's remorse, improve customer satisfaction, and create scalable systems that drive long-term profitability.

Whether you're a contractor, sales manager, business owner, or in-home sales professional, this episode provides practical insights on using financing strategically to help homeowners say "yes" while growing your business.

You'll learn why financing should never be treated as a last-minute objection handler and instead become a foundational component of your sales process.

Topics Covered: Why financing dramatically increases closing percentages How financing helps contractors sell larger projects Strategies for increasing average ticket size The psychology of selling monthly investments instead of price How GreenSky's technology simplifies the financing process Using financing to reduce sticker shock and buyer's remorse Waterfall lending systems and approval optimization Building financing into your sales process from the beginning How financing supports contractor profitability and scalability Why leading contractors train their teams to sell with financing

Key Takeaways Financing is no longer optional for home improvement contractors Monthly investment conversations create more buying flexibility Financing helps increase close rates and average sale amounts The best salespeople actively sell financing throughout the appointment GreenSky's technology makes approvals fast and seamless Financing can improve customer trust and reduce perceived risk Strong financing programs support long-term business growth Training is critical to maximizing financing adoption and results

Video Chapters

00:00 Introduction to Metz Bissell & GreenSky 01:57 Metz's Journey Into Home Improvement Financing 05:57 Why Financing Is Essential for Contractors 07:20 How Financing Increases Close Rates & Revenue 09:08 Selling WITH Financing vs Offering Financing 12:03 Using Financing as a Sales Strategy 13:30 The $4.2 Million Sales Producer Story 14:58 How Top Companies Maximize Financing 18:30 Overcoming Price Objections with Financing 20:14 Selling Larger Projects Through Financing 22:29 Understanding GreenSky's Waterfall System 24:54 GreenSky Technology & Contractor Training 27:11 How Sales Professionals Should Discuss Financing 30:28 Stage Funding & Contractor Cash Flow 32:02 What Makes GreenSky Different 34:26 Financing as a Profitability Strategy 37:04 GreenSky Sales Training Process 39:58 Building Trust with Homeowners 43:18 The Future of GreenSky 46:19 How to Become a GreenSky Merchant 47:39 Final Takeaways & Closing Thoughts

Ready to Improve Your Close Rates and Grow Your Sales?