What if the biggest reason homeowners aren’t buying… is you’re not making it easy enough? In this episode, Sam Wakefield sits down with Chris Scoville of Improvifi to uncover the financing gap killing sales—and how to fix it fast.
What You’ll Learn in This Episode
- Why not offering financing is sabotaging your close rate
- How buyer psychology shifts when you remove price friction
- The truth about “sticker shock” and the psychology of payment plans
- How Improvifi is revolutionizing homeowner financing with lower barriers of entry
- Practical steps to integrate financing into every sales presentation
- Why this is the easiest marketing ROI boost you’ll ever get
Resources & Links
👉 Learn more or partner with Improvifi: https://improvifi.com
📧 Contact Chris: chris@improvifi.com
📞 Schedule a demo: https://improvifi.com/schedule
Let’s Connect
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
Final Thought
If you’re not offering financing, you’re not in the game. It’s not just about closing more—it’s about serving better. Give homeowners a way to say yes without hesitation.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome to Close it now, thepodcast that's revolutionizing the
H VAC and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation,
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H VAC and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships, and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now.
Your host, Sam Wakefield.
Well, hey, welcome back toClose It Now.
Sam Wakefield.
Here it is, another awesomeday, and it's another cool day to
(01:06):
talk about.
Probably the number onequestion that I get is, hey, Sam,
do you know any betterfinancing options?
Because we all know, otherthan what, wooden nickels.
Yeah.
It's like, how can we.
Can you pay in chickens?
(01:27):
Yeah.
Back to the barter system.
So that.
And the other one, of course,is where do you find great people?
And so, of course, that answeris build your culture first, and
then you won't have a problemwith that.
But when it comes to financingoptions, we all know, especially
since the pandemic, it hasbeen a wild ride for finance rates,
(01:48):
for all of the interest rates.
Dealer fees especially is ahot topic.
I've seen it all the way upto, Geez, when I was in.
Over in solar, we were seeing32% dealer fees.
It was nuts.
So I'm excited to have myguest on today.
This is you.
You.
If you've spent any time onsocial media, you've probably seen
(02:09):
this guy.
This is Chris Schofield.
He is the CEO and founder of Improvify.
He's got some really cool stuff.
Him and I actually connectedin 2020.
Yeah, five years.
And yeah, we've been.
We've been threatening to dothis for a long time.
It's finally happening.
So welcome to the show today, man.
Thanks for having me, Sam.
Looking forward to it.
(02:29):
It's.
It's amazing how you meetpeople on social media and you just
stay in touch and you commenton each other's stuff.
We read our things, and thenfive years later, we're like, wow,
we're still doing this.
No kidding.
Like, we're.
We're still here talking aboutthis cool stuff.
That means that we're doing something.
Means that we're we.
We didn't go and do somethingdifferent in the.
Right.
(02:50):
Yeah, man.
The longevity is.
That's important.
You know, if I told you.
If I told you the reallongevity here, you'd probably be
shocked.
Well, actually, let's startout like that.
All the interview podcasts wealways start.
Give everybody your highlightreel, man.
How did you earn the right tobe sitting in the seat you are right
now on this podcast?
Oh, I love it.
I love.
(03:10):
That's good.
The second part of thisquestion, you can answer them in
whatever order that you want.
We always like to know what isa driving philosophy or like a mission
statement that.
That really pulls you and yourcompany forward as well.
Cool.
All right, we'll touch on that.
We'll touch on the culture and mission.
And I might have to haveTiffany run in here and give me the
whole.
There's a whole list of themthat we have.
But I.
I have my own philosophy onwhat I do, and it's pretty simple.
(03:33):
So let's rewind.
How the heck did I get intothe seat?
That's a good question.
Grit and grind.
I mean, I hate to say thegrind, the hustle and the grip, but
really building something fromnothing that didn't exist.
That is a platform that iscomplete blue ocean and kind of an
(03:55):
anomaly.
Spend a lot of grit, grind,hustle and crying a lot of tears.
There's a lot of kickingmoments, dude.
I mean, if it's not something,it's something else, right?
So.
So back in the day, back inhigh school, I was hitting some hammers
with my dad on a.
On right at Roscoe Construction.
(04:16):
He had a.
He had a construction company.
He was also an attorney.
So we were building somecustom homes in high school, and
then I went to college, andthen I got out, and I was like, what
am I going to do?
So what every person does inwestern New York, they.
They pack up their truck andthey move down to Florida.
Because we go where we gowhere we had spring.
Spring break.
(04:36):
Like, I'm gonna go back to Florida.
Because that sure was fun.
Well, no kidding it was fun.
It was spring break.
Yeah, right.
So I moved down to Florida andI get a roofing job doing tie Beams
in St.
Lucie West.
So my roofing career startedin 91.
After a few years of doingodds and ends of stuff, I was like,
man, I think I'd like to getinto the financing space.
(04:59):
So then 1993, I got intowholesale construction of permanent
lending with a bank.
So I actually started workingwith contractors officially in financing
in about 1993.
Okay, so it is 2025.
So if your mathematics work.
I'm an O.G.
No doubt, no doubt.
(05:20):
Now I've worked for seven oreight different national banks.
I was in wholesaleconstruction to permanent business
up until 2009, got out of it,and then I came back into the home
improvement space.
Everything from residentialcommercial property assessed clean
energy to unsecured lending.
And I've worked at, you know,service finance.
I've worked at a bunch ofdifferent lenders.
(05:40):
I helped build Sunlight's program.
And then of course, when Iretired from service finance came
the idea to build a softwarecompany, exit the software company
and then build and pruvify.
So I've kind of been.
It's been a long rollercoaster of a lot of different lending,
like commercial residential,mortgage, banking compliance.
(06:02):
I was on Wall street for along time doing corporate compliance
for investment advisors,broker dealers, banks, insurance
company.
So I've been around thisfinancing game for a really, really
long time.
But I think when you and Istarted shooting it back five years
ago is when I started kind ofbranding myself in really, kind of
in as the guy to go to, to help.
Just help, help, help people.
(06:23):
Right?
And then of course we builtImprovify and We have over 680 clients
nationally and 5,500 users onour platform right now across the
United States.
Funding, unsecured, securedcommercial, residential, anything
for properties.
You know, we.
We work with our contractorsin that.
In the home, home improvementspace and now commercial because
(06:44):
I own a company called PurpleApple Loans.
We can talk about that too.
But yeah, man, it's been a.
It's been a good haul.
Nice.
Been a good haul.
So, you know, here we are.
Fast forward 2025.
We've moved the.
We moved the corporation fromFlorida out to Utah.
So I'm out here in beautifulMidway, small farm town in Utah,
(07:04):
just outside of Park City andDeer Valley, about an hour from Salt
Lake.
And man, I just look out myoffice window and it is just mountains.
Just 360just.
It's just gorgeous out here.
So yeah, I'm the C.
CEO head janitor in charge.
Tiffany is the CFO and DonnaWorth is the chief operating officer.
(07:25):
We just moved her into thatrole that she earned because she
was our number three when westarted this thing.
We moved her over this week,so really excited about that.
Big girl.
I saw your announcement aboutthat just the other day on the socials.
That was a cool one.
And I love the area.
I was actually door to DoorCon 7 last year.
(07:49):
I Spoke at that conference.
I was there a day ahead, andwe took a trip over to Park City.
Happened to be duringSundance, and that was gorgeous and
such a cool experience.
I love where you're at.
Really great here.
Yeah.
We went from zero.
We went from one employee to17 in a year.
Oh, nice.
That's good growth.
(08:10):
Yeah, it keeps you up at night.
That's a lot of responsibility.
It's the entrepreneurial life, man.
That's what we do.
Yeah, it's great.
It's great.
Look at me.
I'm 50.
I'm almost 55.
I feel like I'm 70, but I look 23.
There you go.
It's great.
No, I love it.
As far as.
You know, to answer yoursecond part of your question.
(08:31):
So that's my history.
That's how I got into the seat.
That's.
I'm just here to help people.
So culture is like.
It's so interesting.
You know, Tiff and I sat downfor, like, four months, and we're
like, what's our mission statement?
What's our culture?
You know?
And we came up with all thefancy words.
Here's the bottom line, man.
We just love this industry.
We want to hire and bring onthe best teammates here at this company,
(08:56):
and we want everybody to rowthe boat in the same darn direction
with us.
We want to care about who ourclients are and care about who their
customers are.
And at the end of the day, andI say this from stage all the time,
whomever cares the most aboutthe customer at the point of sale
will win the sale, whetherthey get the job or not.
(09:17):
Meaning that these contractorsthat show up and throw up and don't
really care about what they'reselling and whom they're taking care
of, what they're selling to, what.
The real reason is whysomebody needs a roof, window, door,
air conditioning, generator,whatever it might be, the contractor
that cares the most about thathuman being wins.
You might not win the job.
(09:38):
You might not close the job.
Somebody else may.
But if you win therelationship and that consumer goes,
that guy has integrity.
He tried to help me.
He did the best he could.
He represented his company well.
He.
He was just an authentic, real person.
You may win a referral partnerfor life, no doubt.
(09:59):
And that's just so Sam.
I get these guys that call meall the, hey, Chris, I got a customer
that needs financing.
I.
Chris, Sam, I lose my mind.
What do you mean, you have one customer?
Yeah, well, I've got a guythat needs.
I said, no, no, no.
You are Literally looking at aforest and concentrating on the one
tree.
Yep.
(10:19):
In the forest, there's a wholebunch of trees.
Right.
And they're like, yeah.
I'm like, so why are youstaring at one tree?
We'll get you enrolled with financing.
We'll train you, we'll launch this.
We'll get your mobile app techset up, we'll train you, we'll support
you, we'll build a consumercredit center for you.
But please, Mr.
Contractor, don't come to meon the 11th hour and say, I need
(10:41):
financing because I have one customer.
I need to get this deal done.
Because if my financing thatwe have, which is great, doesn't
work and they get declinedbecause they've got a 400 credit
score, you're going to judgeour entire relationship on the one
deal that you had, not on theoverall partnership and relationship
of us integrating financing,training and support and tech solutions
(11:03):
into your business?
You're going to judge me onthe one deal we couldn't fund for
you?
Just like a marketing company.
If a marketing company can'tproduce leads from whatever they're
spending money on, you're onlygoing to be judged on that, not on
the overall partnership andhow you're trying to build a relationship
with somebody.
So we are huge on culture andwhom we're attracting.
(11:24):
I think that Tiff and Donnaand Alex and Tam, they all go through
an interview process withpeople like four or five, and then
a panel, and then I don't even interview.
I might meet somebody at theend and go, oh, this cool person.
We had a conversation.
Let them decide if they'regoing to hire the person.
I don't even hire here.
They do love it.
Oh, I'm not good at hiring.
I'm not good at hiring.
(11:45):
I'm too emotional to hire.
I am.
I like people too much.
I am a horrible, horribleperson that I.
I'm not good at hiring.
I just, like, I just want tohire everybody.
Weaknesses are, I want to hire everybody.
They're like, they've gotfiltering processes and red flags
and stuff.
I'm like, yeah, come on board.
(12:05):
You seem cool.
You know, I love this.
I'm going to go back just alittle bit to what you were saying
about the relationship.
And, you know, the client, thecontractor is actually caring.
You know that.
I think that's why you and Ihave always resonated so much.
That's the heartbeat ofcloseit now is.
I mean, you can see it righthere on the screen.
(12:25):
Be someone worth buying from.
You know, if you work Harderon yourself than you do on your business,
and your level of personincreases and you just become somebody
people want to work with.
It's way easier to close thedeal because they just want to do
business with you because youtruly care and you show up in integrity
and service.
And that's why having arelationship with a lender that has
(12:49):
the same philosophy, that'snot just about the bottom line, man.
It makes so much a difference.
Do you know who's not good at closing?
Who's that?
Me.
I'm horrible at it.
I'm really not good at it.
I'm good at getting on theconversations like this.
I'm good at doing a demo ofour company.
(13:12):
And I go so deep.
I don't use crayons.
I use an architectural pen.
Sure.
And then when it gets to theend, when I'm like, so would you
like to, you know, become apartner with us and give me your
money?
I'm horrible at that.
But do you know who's good at it?
My consultants that we hired.
(13:33):
Yeah, no doubt.
They express value.
They use big fat crayons onwhat we do.
And at the end, they say, giveus money so we can build you an unbelievable
financing consumer credit center.
Get your technology set up,build this, train you, support you,
care about you, give you thebest financing solutions in the United
States of America.
(13:54):
I'm just the guy that gets onand just goes so deep and.
And so passionate about thesales process and so passionate about
the products and programs thatwe built.
I am not a closer.
People, like, you're a great salesperson.
You're probably really good.
Like, now I'm probably notgood because when it comes, I'm like,
hey, dude, pay me.
I should probably be a better.
(14:14):
A better class.
Should probably take your class.
Well, we could totally talkabout that for sure.
Let's talk about financing ingeneral, though.
This is one of the things.
So I want to back up and let'sstart super elementary here, because
I know there's a lot of peoplewho listen to this community that
are in this community thateither are a lot smaller guys.
(14:36):
A lot of the questions thatcome up that I get are, hey, I'm
thinking about offering financing.
Yes.
So let's start there.
You know, I'm sure, you know,off the top of your head, a lot of
the different metrics aroundpercentages of the way people buy
and the, you know, likelihoodof closing a deal if you offer financing
versus not and give us a crashcourse in why.
(14:58):
Why the heck should we offerfinancing to start with.
Yeah.
So you know, I just did.
We'll just break it downelementary style.
I walked out side.
I'm a kindergartner.
Yeah.
So there's three houses herein the neighborhood.
And this guy across the streetover here, he needs a $27,000 roof.
And that guy has about an 850credit score, but he owns his house
(15:22):
free and clear.
All right, cool.
So he needs a roof.
He's got a need.
Great.
The guy across the street fromhim has a 700 credit score, still
pretty good.
But when he buys things, hedoesn't like to pay interest.
Okay.
There's a, there's two psychologies.
And then the guy down thestreet unfortunately has really challenged
credit.
He's got a 575.
He went through some things afew years ago, but he's working his
(15:43):
way back.
So if you're in homeimprovement sales and you're knocking,
whether you're selling theroof, the, the hardy board siding
and the air conditioner, thesethree homes need in my community,
and you knock and they'relike, come on in, we need your service.
Yeah, we're ready to buy.
And you get to the point ofsale and you say, Mr.
(16:05):
Smith, it's $27,000.
Pay me.
And Mr.
Smith looks at you and goes,well, I don't have $27,000.
This isn't an insurance project.
We're not doing restorationinsurance stories here today.
By the way, we're talkingabout sales.
Well, Mr.
Smith is $27,000.
Pay me, Johnny.
(16:25):
I don't have $27,000.
All right, man, have a good day.
And you get in your truck anddriveway right now.
Let's frame it up.
This way, Mr.
Smith.
Thanks for having me.
Johnny Boy from Johnny Boys Roofing.
Hey, look, I don't know howyou're looking to pay if you'd like
to use your money or use ours,but Johnny Boy Roofing Consumer Credit
center, we've got experts hereto help you.
(16:47):
A lot of our customers like an18 month savings cash.
Some of them like a long termloan payment option with no prepay.
And you know what, in fiveminutes we can get a soft credit
pull to see how we can makethis 27,000 roof really affordable
for you.
Are you interested in scanningthis and seeing what we get you approved
for or would you like to useyour money today?
So just by pre framing thequestion, how do you want to pay?
(17:09):
Would you like to use ourmoney or yours?
Reduces the ridiculousness ofa $27,000 ticket down to this 18
months, same as cash or lowmonthly payment option up to 20 years
with no prepayment penalty.
Now that's just one psychology.
That's your guy with the 27,000.
Let's go across the street.
I had mentioned that thatguy's got a good credit score and
(17:31):
he doesn't like pay intereston nothing.
Same conversation, Mr.
Smith.
How y' all looking to pay?
Want to use your money or use ours?
What do you mean?
Well, we got a consumer credit center.
A lot of our customers reallylike the 18 month same as cash.
You know those loans thatdon't have any interest if you pay
them off within 18 months.
Oh yeah, I like that one.
Great.
Scan the QR code.
We'll get you Pre approved infive minutes with soft credit pool.
(17:51):
There's number two.
Let's go to number three.
Hey, Mr.
Smith, how do you want to pay?
Well, shoot, I wish I hadmoney, but I got bad Credit.
It's okay, Mr.
Smith.
We've got a consumer credit center.
And we can help folks withchallenge credit too.
It'll take us five minutes.
Scan this QR code, let's seewhat we get you approved for.
So the same conversation withthree different types of psychologies
(18:12):
will take place.
Now picture your guy thatdoesn't offer financing.
How does he sell a $27,000 roof?
The guy doesn't have creditcard room, maybe doesn't have equity.
Or even worse.
Or even worse.
You know what's worse than that?
The guy owns his house.
No, he owns his house free and clear.
And here's what he says.
(18:34):
You know what, Johnny Boy, Ilike you a lot.
I'm going to go down to mylocal bank.
I'll call you back.
And Johnny Boy so excitedbecause Johnny thinks he's got a
sale.
But here's what happened.
That consumer went down toZion bank, they applied for home
equity.
It took them 90 days to get itand now they're flushed with cash.
They forgot how much they loveJohnny Boy.
(18:54):
And now they're hiring Chuckyand the truckee from the white van.
So at Improvify we buildconsumer credit centers to set them
up with promo long term andsecured loans at the point of sale
with a soft credit pool.
No dealer fee up to 400,000.
So Johnny boy could justsimply do this.
Oh, you want to use the equityin your house?
(19:15):
Cool.
Scan this QR code.
We could do the HELOC righthere, right now.
You have the funds in five toseven days with no appraisal.
So we don't want sales Prosnot being pros.
Exactly.
If you're in the homeimprovement industry and you are
knocking and walking andwalking and knocking and grinding
(19:35):
and following up, doing allthe freaking hard things that there
are to do, you owe it toyourself to have a toolbox full of
tools which are financingtools to close the job.
Because an electrician doesn'tshow up to fix the Jacuzzi with one
screwdriver.
He's got a truck full of tools.
He's got a tool bag and he'sgot a tool belt and he brings them
(19:57):
all to the Jacuzzi.
He doesn't keep walking backand forth between the van inefficiently.
So you as a sales pro shouldbe showing up with your laminate.
You should be showing up withyour pitch and your presentation.
You should be showing up withyour mobile app to take the app because
you're a sales pro and you'vegot tools to take with you to close.
So I know.
Long answer to your shortquestion, but that is exactly what
(20:22):
a contractor not offeringfinancing is facing.
And they lie and they say thisall the time.
All my customers pay cash.
Cool.
What about the customers thatdon't have cash?
What do you mean all the dealsthat you lost because you're not
offering a financing solution.
Exactly.
How many of your customers payby credit card?
(20:42):
60%.
Did you know that?
Credit card is financing.
You're just financing at ahigher interest rate on 30 days.
So it's a real easyconversation to have.
Oh, I love this so much.
This is cool.
And you, you opened up ahandful of things that I didn't,
we didn't even know that youoffered, which is really cool.
Let's, let's circle back tothe, the eloc, the heloc, right there.
(21:05):
Like having the opportunity onthe spot.
Because I've been in plenty of situations.
I've been in thousands andthousands of homes over the years
because I, I'm not just.
Oh, you would have loved this in.
So you would have loved thisin solar.
Oh, absolutely.
I'm thinking, I'm looking backand thinking, you know, in two years
I put up 100 deals across the country.
And I'm thinking it would havebeen probably closer to 130 or 40
(21:27):
had I had that as an oper, asan option.
More.
Yeah, no doubt.
Because we're meet, this is important.
Listen, we're meeting thebuyers where they'd like to be met.
If we meet our buyers wherethey'd like to be met and we let
them purchase how they'd liketo purchase and we kill obstacles
and objections and buyersremorse, then all they have to do
(21:50):
is say yes to the dress.
Yes.
Because if you leave one thinghanging, one question mark in that
consumer's head and you leaveand you think you got the sale, you
probably.
They have a question mark inyour head that you didn't uncover.
But what if that guy reallydoes think that his local bank has
a better rate than the 9, 9,10 year that you just slammed him
(22:11):
into?
What if he thinks he can get6.90 from Zion up to 15 years with
a 3 year repo, which he can.
He could have got it from youthough, at the point of sale if you
asked the question 100.
So I want to kill.
I want to kill it all.
I want him to know that we atJohnny Rockets Roofing.
Johnny Rockets Roofing, that's funny.
(22:31):
We have a consumer credit center.
Yeah, Sam, this is super important.
This is different than a lotof the way that especially you know,
roofing or any of the tradesthat go to bat, they're like, okay,
well here's our third party lender.
No, they say though, here'sWells Fargo, here's Synchrony, here's
Service Finance, here'sGreensky, here's Good Leap.
They're literally telling thecustomers who their lender is.
(22:54):
Bad mistake.
Why?
Because if they get approvedwith you and they know who your lender
is and they hate you, they canhire competitors and say, I already
have approval or just don'tnever say who your lender is.
You know, had that happen.
That's so funny that youmentioned that because I can't tell
you the number of projectsthat I've done where the homeowners
were, they, somebody forcedthem into a pre approval, et cetera,
(23:15):
with this, you know, Good Leapor whoever.
And then I come in and youknow, blow their doors down and they
love it, they love ourcompany, they love me and say, okay,
no problem.
Tell you what, we use them too.
We could just make a quickphone call, we'll just swap it over
to us.
And I've taken so manyprojects just like that.
It goes so much deeper.
(23:37):
I don't allow.
Well, I don't allow.
I advise.
Don't do this.
I advise such a company, youcan't make them.
But.
Johnny Rockets RoofingConsumer Credit center sounds a hell
of a lot better than Johnny Rockets.
Worse with well, Fargo.
Like, what if the person hatesWells Fargo and had a horrible relationship
(24:00):
with them before, which theyprobably did.
Yeah, no doubt.
Well, you've just shot yourself.
You've just killed your dealbecause you tied yourself some bank
that they had a bad experience with.
But what sounds better frombranding and third party validation
and marketing and all the coolstuff that we build websites like
we do really cool things orhelp these guys build their own consumer
(24:20):
credit center.
But you sound so much bettersaying, Johnny Rockets roofing consumer
credit center.
We don't just work with onelender, we have a multi lending,
we have prime lending, we havesubprime lending, we have secured
lending, we have commerciallending, we have, we have personal
loans.
Johnny Rockets roofing isn'tjust a one trick pony.
(24:41):
You just don't have one bank,we have multiple.
So Mr.
Smith, if I can't get youapproved here, I'm going to go here.
And if I can't get youapproved, I'm going to go here and
if I can't get you approvedthere, well, I'm going to call the
improve if ideal desk andmaybe they can build a deal for you.
So by the time that JohnnyRockets roofing is done with Mr.
Smith, Mr.
Smith is like that guy foughttooth and nails to go get me money.
(25:05):
Yeah, it's just third party validation.
It's just credibility of howyou brand yourself, how you stand
out as a differentiator in themarketplace is super important.
In 2025, man, there's a lot ofnoise out there.
So if you're showing up justlike the other guy with a beautifully
wrapped truck from Kick Chargewith a beautiful mascot on it, you
(25:26):
might start all looking the same.
So you might want to startshowing up differently and adding,
well, we got a consumer credit center.
Maybe your competitors aren'twith Improvify, you might be lucky.
Oh, I love that.
You know, it's really cool toobecause the companies that, well,
I mean especially since, well,this goes way back.
I didn't even know it untilyears later that some of the things
(25:46):
I was doing in my early careerwas a decade ahead of what was the
general consensus and what wasbeing trained forever.
So we'll start a little bitback and then come forward.
You know, so many times I goin and win a project and I'm walking
out the door and thehomeowners say, oh, hey, what brand
are we getting?
(26:07):
Well, it doesn't matterbecause you were here to take care
of you.
Yes, here's what you're getting.
But also that's not theimportant part.
And so especially whathappened, we really, really saw this
come to the forefront duringthe pandemic during COVID when all
of the supply shortageshappened for at the first, the companies
that branded themselves aswe're the train dealer, we're the
(26:28):
GAF dealer.
And then they had to startselling rude and American.
Yeah, yeah.
And so then they were like, itwas awful because they didn't have
availability.
And the companies that soldthe brand, we are close it now.
We are improvify.
We are, you know, those arethe ones that won because they would
sell the job then they wouldleave and start calling the supply
(26:50):
houses and go, hey, you got atwo stage in stock.
Hey, you got a two stage in stock.
Hey, you got a two.
Okay, here's what they'regetting today.
But it doesn't matter.
And I love the.
This follows the exact processhere because we all know right now,
especially those we can diveinto the PE conversation especially
right now in our, in all ofhome services.
(27:10):
We've got all of this.
This PE money is coming in andsnatching things up.
How do we compete?
Boy, are they making mistakeson their.
They're making mistakes ontheir bottom line and don't even
know it.
Let's talk about one quick thing.
Since you said pe 100% dive in.
Private equity are scooping upall these places and they're doing
what they're doing and I'mwatching it happen and I'm watching
(27:32):
them use different lenders.
This lender has a 5% dealer fee.
This one has a 12 one.
This one has a one, this onehas a 15.
So all the 60, 70% of theirbusiness is financed.
They're using multiple lendersacross the board with all sorts of
dealer fees.
So they're losing money leftand right when they could come to
me and have like 8 no dealerfee programs across the board and
(27:56):
they could actually havecontrol of their margins and profitability
and margin integrity for allof the PE groups that they're grouping
them in.
And then they can maintaincontrol of the lending facilities
from the head office down withthe relationship, it's like literally
I sit here and watch it go,oh, there's another one.
I'm not going to name them.
I watched a large roofing onelast week go from one big company
(28:20):
to the other big company.
And those two big companiesjust compete against each other,
but they're both the same.
And I called the guy, he's the CEO.
I said what are you doing?
I heard that you over to X andthey're not with me.
I do all their commercialstuff because I don't want to impede
on their contracts that theyhave with these Two knuckleheads.
They're both good companies.
I jokingly say knuckleheads.
They know who they are.
(28:41):
I said, what are you doing?
You just went from one to theother and they're both the same because
all they do is copy each otherand everything's the same.
Well, we weren't getting thelevel of approvals.
I said, you're gonna get thesame approvals over there.
Yeah.
I said, you're still not goingto have a sales rep training your
people properly since you'vedone nothing but move sideways, not
forward, but keep on doingwhat you're doing.
(29:01):
Hey, got any commercial dealswith me to fund for you?
Like, it's like I, these,these private equity groups are smart
guys.
You'd think that they look atthe numbers and go, we should probably
get our financing partners inplace and make sure that we're using
a good portfolio to maintainprofitability and margins.
Yeah.
Stop throwing money out theback door.
(29:23):
No joke.
You know, it's the other sideof the same coin which I, which I
really love to talk about too,because this is where, you know,
most of my community are moreindependent guys.
I have plenty of people and noshame, you know, no shade to the.
All of you that listen thatare, you know, peo'd or anything
like that.
Absolutely love you guys.
But at the same time, youknow, this is also that conversation
(29:46):
of how do we compete with that?
And it, it's the companiesthat are so aligned and have clarity
on their own branding and theyhave, you know, their private labeling
stuff and everything matchesthe flow start to finish and the
customer journey.
And it lands, it lands right here.
You know, don't walk out the door.
(30:07):
Never let technology, neverlet the ability to not be able to
get somebody financed stop the sale.
How many times do you sell aproject and oh, they couldn't get
financed.
So I guess I'm stuck.
Well, Sam, do you find somemore options?
Sam, do you work with.
What asset class do you mostlywork with?
Is it H vac, plumbing,electric or.
That's the biggest vertical.
(30:28):
But at this point, you know,the last several years, you know,
we're with a meeting with agarage door company.
We've got.
Oh yeah, you name it, man.
We've got all over the map,everything from irrigation to California
closet.
Somebody joined recently.
You know, it's.
It doesn't matter.
That's something that I can't repo.
A closet.
Exactly.
We, we about a month ago released.
(30:51):
We're actually a lender now.
We are of our own multilending platform.
We have banks like US Bancorp,Citigroup and about 111 national
credit unions that providefunds through my LOS.
So it's a bear to get enrolled with.
By the way, if you'relistening to this and you want to
get part of our family, justknuckle up and deal with it.
Getting you 111 bank keysain't easy.
(31:13):
But just once you have it,you're going to love it because it's
just enroll once and you'llhave it forever.
But it's a multi lendingplatform where you make a soft credit
pull application and it goesto the 111 credit unions and US Bancorp,
Citigroup and it just goes.
And it algorithmically findsthe best offer or an offer for the
customer.
(31:33):
Maybe it's multiple offers.
Maybe it's an installment loanfor 20 years, a699, no dealer fee
five year and my, my dealerfees on the installment max is 2.75
by the way.
And then I have a five year nodealer fee that starts at 699 for
Prime.
So you could have aninstallment, a revolver in a rental
option for the customer.
Yeah, we do rental and leasefor items that I can go tangible
(31:54):
items I can go and remove fromthe house like garage doors and air
conditioners and generators.
So we have a rental leaseprogram too.
So if the customers has zerocredit, which some of them do, like
Broward county down inBroward, we've got some H Vac companies
using it because they've gotchallenge credit like 375.
They can use our dollar downlease and rental program for H Vac
and close the job.
So I love this.
(32:15):
You know, that's like, that'sthe tool in the toolbox approach.
If I keep saying it over andover, it makes sense.
Like if you didn't have themulti lending platform in your mobile
app to offer to that personthat doesn't have credit, then how
do we help them?
Man, this is the coolest thingI've seen in a bit.
But you just flew through abunch of stuff real fast.
(32:36):
Let's slow down a little bitand unpack this because there's a
couple.
I get this question a lot.
Let's start with give us thereal truth behind what a soft pool
actually is.
And the information is bogusout there and it's very conflicting.
Does it actually hit a credit score?
All of these things.
(32:56):
So unpack a soft pool realquick and then let's go through.
It's hard to speak to all ofthe lenders I know from the lending
facilities that we have in our portfolio.
And you know soft pull simplymeans this.
At the point of sale you canrun a soft credit check pull real
(33:17):
pre approval, a true approval.
Not like yeah we can give you20,000 and then you install it and
then they're like, they pullthe hard credit pull.
Like sorry, just kidding.
Like everything that we do atimprove is a soft credit pull up
from everything.
Even my secured loans, even mycommercial, we don't do any hard
credit pulls up front at all.
So it's a real approval upfront.
(33:38):
Now it could show up, it couldpossibly show up as an inquiry but
not a negative inquiry, just asoft credit pull.
Visible but it's not going.
To affect the number where itis signed.
And they've chosen their 8.49%20 year installment loan.
Sure.
(33:58):
And they've signed their docsis when it rolls over to a hard credit
pull.
Now some lenders are differentbecause one of my lenders and I'll
just pick on one, they coulddo a max approval.
So if you come in and sell a$27,000 home improvement, you could
get approved to $50,000.
Now all of a sudden your sales.
Rep goes whoa, what else doyou want to do?
(34:21):
Your gutters look like crapand your hardy board is falling off.
How about we do a fortythousand dollar home improvement
and really increase the valueof your home.
You're approved to $50,000.
Now the consumers as theultimate decision if they want to
just do the roof for 27 or doa whole home improvement project,
it's their choice.
But we've got them approved to 50.
A real approval on a softcredit check.
(34:42):
When it rolls over to whatthey finalized on the home it could
be 40, 45, 50, could be 50 iswhen it pulls over to the hard credit
ball.
Now because they signed theirdocs and the tnl the truth in lending
now it's a real loan and it'sbooked because it's an installment
loan or it's a revolving loanor it's a this or it's a that's a
secured loan.
Whatever it is.
Now it's on their creditreport because we've got it solidified
(35:05):
at 50, the number is settledand that's why we can't do a hard
credit pull up front becauseif we do a modification or a change
order in the home improvementproject the number is going to keep
changing.
So we can't book the loan andbook the loan and book the loan.
The loan can only be Booked atthe end when it's finalized.
Got it.
Okay.
Beautiful.
Perfect.
Hard credit pull, you know,Transunion, Experian, Equifax, it's
(35:26):
all the same.
It's a real hard.
Now I know lenders out therethat still do hard credit pulls,
the top guys.
And I'm like, how are theystill doing it?
And they do billions ofdollars so they know they must have
some rhyme or reason.
But I will not work with alender in my portfolio and develop
a relationship with somebodythat does a hard credit pull up front.
I just won't do it becauseit's my philosophy.
(35:47):
I wouldn't want it done to meat the point of sale.
So I would never have a lenderin my portfolio that does a hard
credit pull up front.
Love this.
Not at all.
Let's take a step further andbecause I know there's a, especially
the last handful of years,talk to us about this.
We say I go out, I sell asystem or you know, a project and
(36:08):
we do our pre approval andthey say hey, you're approved for
up to, you know, we've got allof our sheets printed here.
It could be this, this financerate at this number.
We do the soft credit pool andthen they come back with a different
offer and say oh, we are not approved.
I know two companies that dothat and I'm not going to talk about
(36:29):
them but I'm going to, I'mgoing to frame this up differently
so I'm not talking about themin home improvement.
So you go to the mailbox andyou open up the mailbox and there's
a bunch of junk mail in there.
And one of the pieces of junkmail sells says congratulations,
you're approved to $37,500 fora personal loan to do whatever you
want with home improvements,debt consolidation.
(36:50):
They did a schematic softcredit poll algorithm on you through
the systems of the systems ofthe algorithms of the system.
And they've kind of figuredout that because you maybe make this
much and your credit scoremight be here and that you haven't
missed your mortgage paymenthopefully that you probably wouldn't
may qualify for that becauseof your debt to income and your income
(37:13):
ratios wherever you live.
That is a very loosey goosey thing.
Sure.
Because I actually worked at acompany that did this and they used
it as a marketing ploy.
We can put all these addressesin and you're going to get all these
people pre approved off a stretch.
And then when they went outthere was like a 43 hit exactly.
Now the people are.
People are pissed.
(37:34):
Contractor thought he had thejob sold at 25.
Company that said it was goingto be one thing and then now nobody
gets approved for what wethought it was going to be.
No, it's just a marketing ploy.
And the companies that do thatare mostly tied into personal loan
worlds and algorithmic worldswhere they have this out of data
files and you can kind ofguess that guy across the street
(37:57):
there and that one down thereand that one down there.
They can kind of guess whatthey might qualify for.
But my God, no.
Take the app at the point ofsale, find out what the real pre
approval is, where the realapproval is, and sell the job accordingly
to that.
Nice.
Because I mean it's alreadyhard enough to sell.
Customers don't trustcontractors and everything else that
they're up against.
Now you got, you've lied tothem that you say hey, you're Pre
(38:20):
approved to 25.
What about the guys that goand install it for 25 and then they
run it and they're like, like no.
Yeah, yeah, it was 17.
But also not just 17.
Sounds good though.
It's a good marketing point.
Instead of 6.9, you're gonnabe paying 17 point.
Yeah.
Dump.
Dump a thousand leads in thissystem and we'll show you who's pre
approved and then you go outand you sell to them.
(38:41):
That's like the old fashionedknow before you go.
Yeah, they did that back inproperty assessed clean energy days
and compliance people got inbig trouble for that.
Yeah.
Because what was happening was this.
There's also a bunch ofcompliance things that this shouldn't
be allowed.
Here's a reason why.
If you tell a salesperson thatthat customer's Pre approved for
75,000 and you go to thathome, you're probably as a salesperson
(39:05):
and you might wants to takeadvantage of that consumer to sell
them something worth 75,000.
So the know before you go canreally bite people in the butt as
far as compliance goes.
I don't really, I'm not a hugefan of it.
And elderly people wereunfortunately being taken advantage
of in California, Florida witha property assessed clean energy
program.
Because that's exactly what it did.
(39:26):
It was telling contractorswhat they could go out and sell to
a homer based on the reverseequity in their house for the property
assessed clean energy.
Our PACE loans.
Yep.
And they got the hammer camedown and PACE is probably like a
swear word now because it's atax lien on a house.
Yeah.
And they were, people werelosing their homes because they couldn't
afford the tax assessment whenit finally caught up in two years.
(39:47):
Dude, bad stuff, you know, andthere's some, there's some really
gross stuff happening in thehome improvement industry right now
with a lot of the platformsand the, the it is being looked at.
The FTC is looking into homeimprovement right now for these exact
type things.
So what, what, what my missionis, and I know yours is too, is to
raise the standard of theindustry to do things the right way
(40:09):
so that doesn't happen.
So we can really raise theintegrity, bring trust back to the
trades and, and do it theright way and serve it.
That's why we also love our clients.
I, I call our contractorsclients because they're not commodities.
We love our clients to meetthe customers where they'd like to
be met.
Yeah.
(40:29):
And with all these days ofrilla and spotty, like all the different
tools out there that arerecording in the home, don't think
for a second that yourcustomer's recording might be on
too.
100%.
I mean, there are ring camerasright now.
We've got the ability torecord at a moment's notice with
anything.
Yeah.
I mean, so saying and doingthe right thing will only help a
contractor.
(40:49):
But could you imagine givingsomebody full autonomy of, I don't
know.
How would you like to pay?
You want to use your money oruse ours?
Okay, cool.
I've asked them a cool question.
I've asked.
I didn't force them to take my financing.
I asked them, how do you wantto pay?
Want to use your money or use ours?
Okay, cool.
They agree to use ours.
Yeah.
Now see what you apply.
We got a promo.
This is how a promo works.
(41:09):
And we've got a long termmonthly payment option with no Prepay
up to 20 years.
You'll be pre approved with asoft credit pole.
Okay, cool.
Or if you'd like to use theequity in your home, we could do
that too.
I've done a full compliance.
I've asked them how they wantto pay.
They've said this, I've said that.
I've done nothing.
Now they apply and they get approved.
(41:31):
It's their prerogative andchoice if they'd like to take the
offer or not.
It ain't mine.
I just asked how you want to pay.
Yeah, that's the right way topresent in 2025 when everyone's got
a camera, a ring, a thing,you're doing the right thing.
Guy asked me today, he goes,hey, I got a situation.
I said, let's hear it becausehe called the deal desk and I said,
(41:55):
what's the situation?
We've got a deal desk.
By the way, this helpsconsumers and contractors if they're
stuck in the mud at the pointof sale and they need help with a
deal.
Nice.
Imagine that somebody picks upthe phone and actually talks anyway.
What a novel idea, actually.
Can you actually believe thata finance company would pick up their
phone to talk to somebody?
(42:15):
Wow, that's amazing.
So he goes, I got a situation.
The sun is out of the country,he's overseas, and the grandmother
wants to go look at his loandocks to see if he's doing the right
thing or not.
I was like, what?
No.
I said no.
He goes, what do you mean no?
He goes, their family.
I go, I don't care.
(42:35):
Lender doesn't care.
Either wait for the son to getback from being overseas or have
him.
It's.
Have him hop online.
Nobody's getting a password.
To go into someone's accountto see.
No one's doing that.
No.
Geez.
I'm like, is this call being recorded?
Because this is.
But it's fine.
At least he called me and Itold him, I said, oh, yeah, absolutely.
(42:59):
Don't be a part of that.
Talk about some privacy issues.
Say no.
Say no.
No, I'm like protecting the contractor.
Like, no, don't get involvedin that malarkey.
Let the mom and the son figureit out themselves.
It's their loan.
Don't be telling peopleanything about it.
You go handle it yourself, kid.
So this is.
(43:19):
I get involved on thecompliance side too, to help protect
these damn contractors frombeing dragged into something they
probably shouldn't be dragged into.
Oh my.
One one lawsuit like thatwould shut the whole company down.
I don't care what size youare, they rip your license out in
a heartbeat.
Let's turn the corner here alittle bit because there's something
that I'd love to hear yourperspective on.
(43:40):
And let's take a mindset shiftbecause there's a lot of contractors
and a lot of.
A lot of people I train, theyhave this resistance to offer financing
if it has very high.
So it's kind of a two part question.
They have a resistance tooffer financing if there's a very
high interest rate or somebodyjust qualifies for that and.
(44:01):
Or they are really resistantto some of the no credit check options
and the lease options becauseof some of the, you know, interest
that the homeowner gets hit with.
Yeah.
My perspective has always beenit's not Your fault.
They screwed their credit up.
You're there to help themsolve their problem.
This is the vehicle thathappens to solve the problem for
(44:22):
them.
But I want to hear your takeon all of this.
Yes, exactly that.
And I apologize because thepeople are below me now.
Can you hear them with thevacuum cleaner?
No, no, no.
Okay, good.
So everybody listen.
We're both battling something.
There's somebody weeding, right?
You've got the weed whacker,you've got the weed whacker.
And I've got the cleaning crewdownstairs right now full on vacuuming
(44:44):
in my ear.
So it's all good.
No, we can't hear it on this end.
Here's, here's the sitch.
Here's the situation.
I.
At Johnny Rockets Roofing, myconsumer credit center.
I'm here to help you, Mr.
Mr.
Smith.
Now look, I don't know whatyour credit score is on a scale 1
to 10, but I'm willing to goand help you.
(45:05):
Our goal, because we have a,we have a mobile app with a prime
lender, a near prime lender, asubprime lender, and we can use the
equity loan, is to start theprime lender first.
Now, the neat thing about aprime lender is they may give you
the best offer that you chooseand get approved for.
However, if we can't get youapproved, there's.
We're just going to keepworking and fighting for you to see
(45:27):
what type of approval we canget you.
Because remember, Sam, in thebeginning we asked the customer how
they wanted to pay.
They very could have.
They very easily could havesaid, here's my cash, check, credit
card, insurance endorsement,mom's money, Bitcoin, horse and carriage,
but they didn't.
They said they neededfinancing solutions because they
didn't have any money or theywanted to leverage money, opm other
(45:47):
people's money.
So we start prime, we go tonear prime.
Decline, decline, subprime.
Mr.
Smith, we have to have a conversation.
Now, I don't know if any ofyour people are going to like this,
but I'm gonna just tell youhow it is.
I probably take the same angleyou do, Mr.
Contractor.
It ain't your fault if thecustomer's sitting on a 575 because
(46:10):
they've ruined their.
Their credit.
I just did a video on this yesterday.
It is the customer's prerogative.
They've.
If they've gone throughsomething in life and unfortunately
challenged their credit, andnow it's not prime.
But because you have aconsumer credit center, your job
is still to try to help them.
The conversation is toughthough man, because if we're selling
a $10,500 unit because webuilt a 5% margin for dealer fee,
(46:33):
in my next conversation withthat customer on a buy deeper that's
sitting on a 15 dealer feemight be this.
Mr.
Smith, we did everything we could.
We took you to our primelender, we tried to do an equity
loan, we took you to our nearprime lender.
Unfortunately, we got to go tobuy here pay here.
Hahaha.
Right.
I'm joking, but I'm not.
But let me tell you what buyhere, pay here is or, or challenge
(46:56):
credit or subprime.
They may charge you more moneyfor this loan, man, but we're going
to wrap it into the closingcost of this air conditioning or
this home improvement becausewe're a contractor and we don't pay
for dealer fees.
Mr.
Smith, let's see if we can getyou approved and see if we can get
you to prove and let's go from there.
Do you agree?
Yeah, I agree.
Cool.
Good.
Take it, scan it, swipe it.
(47:16):
Congratulations, Mr.
Smith.
Your interest rate is 20% on a10 year term.
I've got to change the pricefrom 105 to 11 5.
Why?
Well, you are a challengecredit customer and they charge money
for this money.
And I can't put dealer fee onthis 10,500 contract.
It's in the garbage.
And I rewrite the contract andthe contract price is 11 5.
(47:39):
When you bought your home.
Educate, educate, educate.
The closing costs were rolledinto your, into your home, correct?
Yes, they were.
Cool.
All right.
Now we're buying an airconditioning unit.
We're buying it through a buyDeeper credit place that makes money
on the money they got to buildit to get this risky loan done.
So your new price is 11 5, butyou still don't have to come to the
(47:59):
table with a penny.
It's 100 financing.
Now, Sam, there's a lot ofcontractors that can't or unwilling
to have this conversation.
But how many contractors canafford to give away 10 or 15% on
every single sale out therebecause they're unwilling to have
uncomfortable conversationswith homeowners?
Absolutely.
It isn't the roofers, the airconditioners, the siding, home improvement
(48:22):
company's fault if acustomer's challenge their credit
down to a 550, 575.
Nor is it the contractor'sresponsibility to build Dylan a 20%
dealer fee to cover the costof financing for other customers.
Nope.
The contractor should betaking their portfolio, doing a Zero
cost average across the boardand being pretty fair.
And cash always equals credit.
The price is the price.
(48:43):
A cash customer pays 10, 5.
A prime customer case pays 10 5.
The guy that uses equity pays10 5.
The guy that swipes a creditcard is 10 5.
It's 10 5.
But I'll tell you what, if wehave to cross the line and go to
a lender that charges 15, 20%because it's by deeper, that 10,500
contract is null and void andit's in the garbage.
(49:04):
And our new price is 11, 5 orwhatever the number is.
Because now I'm not in thebusiness to go out of business.
I'm in the air conditioning,siding, roofing business.
I'm here to build the home improvement.
Your job is to pay me.
I'm giving you a lender that'sgiving you the money.
You're saying yes to itbecause it's your prerogative.
But that 105 is gone becausewe're a contractor and we don't pay
(49:27):
dealer fees.
You pay for the cost offinancing within the cost of the
project just like you did yourmortgage and they rolled in the closing
costs.
Do you understand, Mr.
Smith?
Yes.
Cool.
Sign here.
It's a very uncomfortabletomorrow, but I'll be damned if I
hear one more freaking callfrom a contractor saying that they're
finding bankruptcy.
Why?
Well, we didn't build inproper margins or equity like.
(49:48):
It is never from financing, bythe way away.
It's just, it's just, it's bad business.
But it's never from financingthat people go out of business.
It's from making poordecisions in your business with your
profit margins and your, andyour profitability and how you're
selling 100.
It's a dude.
It is a tough conversation.
And I don't know how you traina greenhorn to say what I just did.
(50:09):
Because I've been doing thisfor 31 years.
I would confidently have aconversation with the consumer so
they'd be completely educatedand fully disclosed on how everything
works.
And I probably wouldn't bethrown out of the house.
They probably say yes to the dress.
They do say yes almost every time.
Because you're being honest.
Because I've sat in that sameseat, you know, hundreds of times.
(50:29):
You have integrity.
You're being honest.
You're educating them on howlending works.
If they say no, then leave.
Because the next guy ain'tgonna be able to sell it at 105 either.
No, nobody can offer this atthose same programs.
So let's talk about the.
Talk about your lease programfor a little bit because I'm super.
I know we're probably gettingbumping up on time here pretty quick.
(50:50):
Y are.
I'm probably bumped up againstsomething right now.
It's 2, 2 12, 30.
2 30.
Yeah.
Okay, gotcha.
Can you take a minute, justone super quick minute and talk about
your lease program?
Yeah, we have it.
Okay, cool.
There we go.
Yeah, we've got a, we have a,we have a rental and a lease program
built into the multi lending platform.
(51:10):
And if the customers,obviously if the customer's credit
is challenged that much, thosetwo offers will pop up for them to,
to offer it.
I don't get into theintricacies piece of it.
I have somebody that managesthe los to answer specific questions
on the rental program becausethere's like, I think there's like
one of them has like a 4%dealer fee and one of them is only
a dollar down and the otherone is like a minimum payment.
(51:31):
So there's a lot of differentmatrixes and nuances that my team
deals with.
I just know that we have twogreat programs for H vac and kind
of the people that are, youknow, in that space that get into
a rental and we call it atangible item.
Tangible would be generator,air conditioning, garage door.
I know I was like, garagedoor, like the motor.
(51:52):
He's like the item, the actual item.
I'm like, I don't know if Iwant to do rental release on garage
doors, but I guess.
Okay.
Yeah.
You know, the crazy thing iswhat we find is I've run a lot of
people through that over theyears and they don't miss payments,
they don't want it taken away.
They find a way.
So, you know, it's a nonissue, but it's another way to help
(52:13):
them.
And that's, that's really the goals.
We're here to help.
We're here to serve.
Yeah, man.
Well, man, I know you gottago, I gotta run.
I.
I've got, I'm so sorry if.
I, if I, I feel like I get onthese things and I just go and I
talk and I'm so sorry.
Beautiful.
So before you do give everybody.
How do they get in touch with you?
And, and for everybodylistening, I'll make sure to get
this in the liner notes.
(52:33):
It's super quick.
If you're on YouTube, makesure to like and subscribe.
Okay.
Yeah.
How does everybody get intouch with you?
Because I know you're gonnahave a lot of people reaching out,
wanting to know about theseprograms because for everybody listening,
I don't bring people on with it.
That's a vendor like thisunless I truly believe in it and,
and stand behind it.
That's why you've notreferred, you know, all of the other
lenders on this show.
(52:54):
Because I really don't thinkthey're doing things very, very well
or very.
There's good, there's somegood ones out there.
Like good ones.
If we're.
I'll tell you if we, if one ofmy consultants gets on the phone
and we've just determined thatwe're not the right party for them,
which is perfectly finebecause we're not right for everybody.
We're different, man.
We, we have this full platform.
We have training, we havelending, we have support.
(53:16):
We've got a mobile app, we've got.
We do three live trainings aweek for people.
We're just so different.
We're not right for everybody, though.
Some people are just like, Ijust want my rate sheet and I'm not.
My rep that'll bring me donutsonce a year.
Some people are perfectly finewith a commodity relationship vetting
us, meaning improve if I isn'tfor everybody.
We're just not.
(53:36):
And it's okay.
I'll tell them where to go.
In a good way?
No, in a nice way.
I'll say, great.
If we're not the right partyfor you, this lender might be a good
party.
And it's a competitor of mineand I don't care because there's
750,000 contractors out therethat really need our help.
And we don't treat anybody differently.
We work with guys that are small.
(53:58):
Five man shops, one man shops,owner, operator, shops to companies
that have 17 locationsthroughout the United States of 350
reps.
We treat everybody the same.
Everybody has the same pricingon their matrixes.
Nobody gets better pricingthan someone else.
It's all the same.
Nice.
So how does somebody get ahold of us?
Just go to improvify.com, fillout the little form and it comes
(54:21):
into our team and we've got,you know, 17 people here to, to help.
It's easiest.
Improvify.com.
Love it.
Well, man, thanks for being onthe show.
Any, any parting words?
Any last nuggets you want todrop or no?
To have you on our tube cast.
Yeah.
100.
So we don't have a podcast.
We have a tube cast.
(54:42):
Cool.
Let's do it.
I'll get the invite out to you.
I'll have Katie send it out.
I'd love to interview you soyou can do all the talking and I
can just shut up.
Sounds good, man.
I like it.
Awesome, brother.
Thank you very much, Sam.
I really appreciate it.
Yeah, thank you.
This awesome.
I cannot wait to do some morestuff with you.
For everybody else, you knowhow we do go be somebody worth buying
(55:05):
from and absolutely reach outto Chris.
This is.
This is definitely somethingthat I think will move the needle
in your organization immediately.
So go be somebody worth buying from.
You've been listening to theClose it now podcast.
Our passion is to dive headfirst into the transformative movements
that's reshaping the veryfoundation of H VAC and home improvement.
(55:28):
And at the same time, coveringfitness, nutrition, relationships
and personal growth, provingthat we can indeed have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
(55:49):
find us on Instagram,Instagram at the real Close it now
and on Facebook at Close It Now.
See you next time.
Welcome to Close it now, thepodcast that's revolutionizing the
H VAC and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation,
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H VAC and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships, and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now.
Your host, Sam Wakefield.
Well, hey, welcome back toClose It Now.
Sam Wakefield.
Here it is, another awesomeday, and it's another cool day to
(01:06):
talk about.
Probably the number onequestion that I get is, hey, Sam,
do you know any betterfinancing options?
Because we all know, otherthan what, wooden nickels.
Yeah.
It's like, how can we.
Can you pay in chickens?
(01:27):
Yeah.
Back to the barter system.
So that.
And the other one, of course,is where do you find great people?
And so, of course, that answeris build your culture first, and
then you won't have a problemwith that.
But when it comes to financingoptions, we all know, especially
since the pandemic, it hasbeen a wild ride for finance rates,
(01:48):
for all of the interest rates.
Dealer fees especially is ahot topic.
I've seen it all the way upto, Geez, when I was in.
Over in solar, we were seeing32% dealer fees.
It was nuts.
So I'm excited to have myguest on today.
This is you.
You.
If you've spent any time onsocial media, you've probably seen
(02:09):
this guy.
This is Chris Schofield.
He is the CEO and founder of Improvify.
He's got some really cool stuff.
Him and I actually connectedin 2020.
Yeah, five years.
And yeah, we've been.
We've been threatening to dothis for a long time.
It's finally happening.
So welcome to the show today, man.
Thanks for having me, Sam.
Looking forward to it.
(02:29):
It's.
It's amazing how you meetpeople on social media and you just
stay in touch and you commenton each other's stuff.
We read our things, and thenfive years later, we're like, wow,
we're still doing this.
No kidding.
Like, we're.
We're still here talking aboutthis cool stuff.
That means that we're doing something.
Means that we're we.
We didn't go and do somethingdifferent in the.
Right.
(02:50):
Yeah, man.
The longevity is.
That's important.
You know, if I told you.
If I told you the reallongevity here, you'd probably be
shocked.
Well, actually, let's startout like that.
All the interview podcasts wealways start.
Give everybody your highlightreel, man.
How did you earn the right tobe sitting in the seat you are right
now on this podcast?
Oh, I love it.
I love.
(03:10):
That's good.
The second part of thisquestion, you can answer them in
whatever order that you want.
We always like to know what isa driving philosophy or like a mission
statement that.
That really pulls you and yourcompany forward as well.
Cool.
All right, we'll touch on that.
We'll touch on the culture and mission.
And I might have to haveTiffany run in here and give me the
whole.
There's a whole list of themthat we have.
But I.
I have my own philosophy onwhat I do, and it's pretty simple.
(03:33):
So let's rewind.
How the heck did I get intothe seat?
That's a good question.
Grit and grind.
I mean, I hate to say thegrind, the hustle and the grip, but
really building something fromnothing that didn't exist.
That is a platform that iscomplete blue ocean and kind of an
(03:55):
anomaly.
Spend a lot of grit, grind,hustle and crying a lot of tears.
There's a lot of kickingmoments, dude.
I mean, if it's not something,it's something else, right?
So.
So back in the day, back inhigh school, I was hitting some hammers
with my dad on a.
On right at Roscoe Construction.
(04:16):
He had a.
He had a construction company.
He was also an attorney.
So we were building somecustom homes in high school, and
then I went to college, andthen I got out, and I was like, what
am I going to do?
So what every person does inwestern New York, they.
They pack up their truck andthey move down to Florida.
Because we go where we gowhere we had spring.
Spring break.
(04:36):
Like, I'm gonna go back to Florida.
Because that sure was fun.
Well, no kidding it was fun.
It was spring break.
Yeah, right.
So I moved down to Florida andI get a roofing job doing tie Beams
in St.
Lucie West.
So my roofing career startedin 91.
After a few years of doingodds and ends of stuff, I was like,
man, I think I'd like to getinto the financing space.
(04:59):
So then 1993, I got intowholesale construction of permanent
lending with a bank.
So I actually started workingwith contractors officially in financing
in about 1993.
Okay, so it is 2025.
So if your mathematics work.
I'm an O.G.
No doubt, no doubt.
(05:20):
Now I've worked for seven oreight different national banks.
I was in wholesaleconstruction to permanent business
up until 2009, got out of it,and then I came back into the home
improvement space.
Everything from residentialcommercial property assessed clean
energy to unsecured lending.
And I've worked at, you know,service finance.
I've worked at a bunch ofdifferent lenders.
(05:40):
I helped build Sunlight's program.
And then of course, when Iretired from service finance came
the idea to build a softwarecompany, exit the software company
and then build and pruvify.
So I've kind of been.
It's been a long rollercoaster of a lot of different lending,
like commercial residential,mortgage, banking compliance.
(06:02):
I was on Wall street for along time doing corporate compliance
for investment advisors,broker dealers, banks, insurance
company.
So I've been around thisfinancing game for a really, really
long time.
But I think when you and Istarted shooting it back five years
ago is when I started kind ofbranding myself in really, kind of
in as the guy to go to, to help.
Just help, help, help people.
(06:23):
Right?
And then of course we builtImprovify and We have over 680 clients
nationally and 5,500 users onour platform right now across the
United States.
Funding, unsecured, securedcommercial, residential, anything
for properties.
You know, we.
We work with our contractorsin that.
In the home, home improvementspace and now commercial because
(06:44):
I own a company called PurpleApple Loans.
We can talk about that too.
But yeah, man, it's been a.
It's been a good haul.
Nice.
Been a good haul.
So, you know, here we are.
Fast forward 2025.
We've moved the.
We moved the corporation fromFlorida out to Utah.
So I'm out here in beautifulMidway, small farm town in Utah,
(07:04):
just outside of Park City andDeer Valley, about an hour from Salt
Lake.
And man, I just look out myoffice window and it is just mountains.
Just 360just.
It's just gorgeous out here.
So yeah, I'm the C.
CEO head janitor in charge.
Tiffany is the CFO and DonnaWorth is the chief operating officer.
(07:25):
We just moved her into thatrole that she earned because she
was our number three when westarted this thing.
We moved her over this week,so really excited about that.
Big girl.
I saw your announcement aboutthat just the other day on the socials.
That was a cool one.
And I love the area.
I was actually door to DoorCon 7 last year.
(07:49):
I Spoke at that conference.
I was there a day ahead, andwe took a trip over to Park City.
Happened to be duringSundance, and that was gorgeous and
such a cool experience.
I love where you're at.
Really great here.
Yeah.
We went from zero.
We went from one employee to17 in a year.
Oh, nice.
That's good growth.
(08:10):
Yeah, it keeps you up at night.
That's a lot of responsibility.
It's the entrepreneurial life, man.
That's what we do.
Yeah, it's great.
It's great.
Look at me.
I'm 50.
I'm almost 55.
I feel like I'm 70, but I look 23.
There you go.
It's great.
No, I love it.
As far as.
You know, to answer yoursecond part of your question.
(08:31):
So that's my history.
That's how I got into the seat.
That's.
I'm just here to help people.
So culture is like.
It's so interesting.
You know, Tiff and I sat downfor, like, four months, and we're
like, what's our mission statement?
What's our culture?
You know?
And we came up with all thefancy words.
Here's the bottom line, man.
We just love this industry.
We want to hire and bring onthe best teammates here at this company,
(08:56):
and we want everybody to rowthe boat in the same darn direction
with us.
We want to care about who ourclients are and care about who their
customers are.
And at the end of the day, andI say this from stage all the time,
whomever cares the most aboutthe customer at the point of sale
will win the sale, whetherthey get the job or not.
(09:17):
Meaning that these contractorsthat show up and throw up and don't
really care about what they'reselling and whom they're taking care
of, what they're selling to, what.
The real reason is whysomebody needs a roof, window, door,
air conditioning, generator,whatever it might be, the contractor
that cares the most about thathuman being wins.
You might not win the job.
(09:38):
You might not close the job.
Somebody else may.
But if you win therelationship and that consumer goes,
that guy has integrity.
He tried to help me.
He did the best he could.
He represented his company well.
He.
He was just an authentic, real person.
You may win a referral partnerfor life, no doubt.
(09:59):
And that's just so Sam.
I get these guys that call meall the, hey, Chris, I got a customer
that needs financing.
I.
Chris, Sam, I lose my mind.
What do you mean, you have one customer?
Yeah, well, I've got a guythat needs.
I said, no, no, no.
You are Literally looking at aforest and concentrating on the one
tree.
Yep.
(10:19):
In the forest, there's a wholebunch of trees.
Right.
And they're like, yeah.
I'm like, so why are youstaring at one tree?
We'll get you enrolled with financing.
We'll train you, we'll launch this.
We'll get your mobile app techset up, we'll train you, we'll support
you, we'll build a consumercredit center for you.
But please, Mr.
Contractor, don't come to meon the 11th hour and say, I need
(10:41):
financing because I have one customer.
I need to get this deal done.
Because if my financing thatwe have, which is great, doesn't
work and they get declinedbecause they've got a 400 credit
score, you're going to judgeour entire relationship on the one
deal that you had, not on theoverall partnership and relationship
of us integrating financing,training and support and tech solutions
(11:03):
into your business?
You're going to judge me onthe one deal we couldn't fund for
you?
Just like a marketing company.
If a marketing company can'tproduce leads from whatever they're
spending money on, you're onlygoing to be judged on that, not on
the overall partnership andhow you're trying to build a relationship
with somebody.
So we are huge on culture andwhom we're attracting.
(11:24):
I think that Tiff and Donnaand Alex and Tam, they all go through
an interview process withpeople like four or five, and then
a panel, and then I don't even interview.
I might meet somebody at theend and go, oh, this cool person.
We had a conversation.
Let them decide if they'regoing to hire the person.
I don't even hire here.
They do love it.
Oh, I'm not good at hiring.
I'm not good at hiring.
(11:45):
I'm too emotional to hire.
I am.
I like people too much.
I am a horrible, horribleperson that I.
I'm not good at hiring.
I just, like, I just want tohire everybody.
Weaknesses are, I want to hire everybody.
They're like, they've gotfiltering processes and red flags
and stuff.
I'm like, yeah, come on board.
(12:05):
You seem cool.
You know, I love this.
I'm going to go back just alittle bit to what you were saying
about the relationship.
And, you know, the client, thecontractor is actually caring.
You know that.
I think that's why you and Ihave always resonated so much.
That's the heartbeat ofcloseit now is.
I mean, you can see it righthere on the screen.
(12:25):
Be someone worth buying from.
You know, if you work Harderon yourself than you do on your business,
and your level of personincreases and you just become somebody
people want to work with.
It's way easier to close thedeal because they just want to do
business with you because youtruly care and you show up in integrity
and service.
And that's why having arelationship with a lender that has
(12:49):
the same philosophy, that'snot just about the bottom line, man.
It makes so much a difference.
Do you know who's not good at closing?
Who's that?
Me.
I'm horrible at it.
I'm really not good at it.
I'm good at getting on theconversations like this.
I'm good at doing a demo ofour company.
(13:12):
And I go so deep.
I don't use crayons.
I use an architectural pen.
Sure.
And then when it gets to theend, when I'm like, so would you
like to, you know, become apartner with us and give me your
money?
I'm horrible at that.
But do you know who's good at it?
My consultants that we hired.
(13:33):
Yeah, no doubt.
They express value.
They use big fat crayons onwhat we do.
And at the end, they say, giveus money so we can build you an unbelievable
financing consumer credit center.
Get your technology set up,build this, train you, support you,
care about you, give you thebest financing solutions in the United
States of America.
(13:54):
I'm just the guy that gets onand just goes so deep and.
And so passionate about thesales process and so passionate about
the products and programs thatwe built.
I am not a closer.
People, like, you're a great salesperson.
You're probably really good.
Like, now I'm probably notgood because when it comes, I'm like,
hey, dude, pay me.
I should probably be a better.
(14:14):
A better class.
Should probably take your class.
Well, we could totally talkabout that for sure.
Let's talk about financing ingeneral, though.
This is one of the things.
So I want to back up and let'sstart super elementary here, because
I know there's a lot of peoplewho listen to this community that
are in this community thateither are a lot smaller guys.
(14:36):
A lot of the questions thatcome up that I get are, hey, I'm
thinking about offering financing.
Yes.
So let's start there.
You know, I'm sure, you know,off the top of your head, a lot of
the different metrics aroundpercentages of the way people buy
and the, you know, likelihoodof closing a deal if you offer financing
versus not and give us a crashcourse in why.
(14:58):
Why the heck should we offerfinancing to start with.
Yeah.
So you know, I just did.
We'll just break it downelementary style.
I walked out side.
I'm a kindergartner.
Yeah.
So there's three houses herein the neighborhood.
And this guy across the streetover here, he needs a $27,000 roof.
And that guy has about an 850credit score, but he owns his house
(15:22):
free and clear.
All right, cool.
So he needs a roof.
He's got a need.
Great.
The guy across the street fromhim has a 700 credit score, still
pretty good.
But when he buys things, hedoesn't like to pay interest.
Okay.
There's a, there's two psychologies.
And then the guy down thestreet unfortunately has really challenged
credit.
He's got a 575.
He went through some things afew years ago, but he's working his
(15:43):
way back.
So if you're in homeimprovement sales and you're knocking,
whether you're selling theroof, the, the hardy board siding
and the air conditioner, thesethree homes need in my community,
and you knock and they'relike, come on in, we need your service.
Yeah, we're ready to buy.
And you get to the point ofsale and you say, Mr.
(16:05):
Smith, it's $27,000.
Pay me.
And Mr.
Smith looks at you and goes,well, I don't have $27,000.
This isn't an insurance project.
We're not doing restorationinsurance stories here today.
By the way, we're talkingabout sales.
Well, Mr.
Smith is $27,000.
Pay me, Johnny.
(16:25):
I don't have $27,000.
All right, man, have a good day.
And you get in your truck anddriveway right now.
Let's frame it up.
This way, Mr.
Smith.
Thanks for having me.
Johnny Boy from Johnny Boys Roofing.
Hey, look, I don't know howyou're looking to pay if you'd like
to use your money or use ours,but Johnny Boy Roofing Consumer Credit
center, we've got experts hereto help you.
(16:47):
A lot of our customers like an18 month savings cash.
Some of them like a long termloan payment option with no prepay.
And you know what, in fiveminutes we can get a soft credit
pull to see how we can makethis 27,000 roof really affordable
for you.
Are you interested in scanningthis and seeing what we get you approved
for or would you like to useyour money today?
So just by pre framing thequestion, how do you want to pay?
(17:09):
Would you like to use ourmoney or yours?
Reduces the ridiculousness ofa $27,000 ticket down to this 18
months, same as cash or lowmonthly payment option up to 20 years
with no prepayment penalty.
Now that's just one psychology.
That's your guy with the 27,000.
Let's go across the street.
I had mentioned that thatguy's got a good credit score and
(17:31):
he doesn't like pay intereston nothing.
Same conversation, Mr.
Smith.
How y' all looking to pay?
Want to use your money or use ours?
What do you mean?
Well, we got a consumer credit center.
A lot of our customers reallylike the 18 month same as cash.
You know those loans thatdon't have any interest if you pay
them off within 18 months.
Oh yeah, I like that one.
Great.
Scan the QR code.
We'll get you Pre approved infive minutes with soft credit pool.
(17:51):
There's number two.
Let's go to number three.
Hey, Mr.
Smith, how do you want to pay?
Well, shoot, I wish I hadmoney, but I got bad Credit.
It's okay, Mr.
Smith.
We've got a consumer credit center.
And we can help folks withchallenge credit too.
It'll take us five minutes.
Scan this QR code, let's seewhat we get you approved for.
So the same conversation withthree different types of psychologies
(18:12):
will take place.
Now picture your guy thatdoesn't offer financing.
How does he sell a $27,000 roof?
The guy doesn't have creditcard room, maybe doesn't have equity.
Or even worse.
Or even worse.
You know what's worse than that?
The guy owns his house.
No, he owns his house free and clear.
And here's what he says.
(18:34):
You know what, Johnny Boy, Ilike you a lot.
I'm going to go down to mylocal bank.
I'll call you back.
And Johnny Boy so excitedbecause Johnny thinks he's got a
sale.
But here's what happened.
That consumer went down toZion bank, they applied for home
equity.
It took them 90 days to get itand now they're flushed with cash.
They forgot how much they loveJohnny Boy.
(18:54):
And now they're hiring Chuckyand the truckee from the white van.
So at Improvify we buildconsumer credit centers to set them
up with promo long term andsecured loans at the point of sale
with a soft credit pool.
No dealer fee up to 400,000.
So Johnny boy could justsimply do this.
Oh, you want to use the equityin your house?
(19:15):
Cool.
Scan this QR code.
We could do the HELOC righthere, right now.
You have the funds in five toseven days with no appraisal.
So we don't want sales Prosnot being pros.
Exactly.
If you're in the homeimprovement industry and you are
knocking and walking andwalking and knocking and grinding
(19:35):
and following up, doing allthe freaking hard things that there
are to do, you owe it toyourself to have a toolbox full of
tools which are financingtools to close the job.
Because an electrician doesn'tshow up to fix the Jacuzzi with one
screwdriver.
He's got a truck full of tools.
He's got a tool bag and he'sgot a tool belt and he brings them
(19:57):
all to the Jacuzzi.
He doesn't keep walking backand forth between the van inefficiently.
So you as a sales pro shouldbe showing up with your laminate.
You should be showing up withyour pitch and your presentation.
You should be showing up withyour mobile app to take the app because
you're a sales pro and you'vegot tools to take with you to close.
So I know.
Long answer to your shortquestion, but that is exactly what
(20:22):
a contractor not offeringfinancing is facing.
And they lie and they say thisall the time.
All my customers pay cash.
Cool.
What about the customers thatdon't have cash?
What do you mean all the dealsthat you lost because you're not
offering a financing solution.
Exactly.
How many of your customers payby credit card?
(20:42):
60%.
Did you know that?
Credit card is financing.
You're just financing at ahigher interest rate on 30 days.
So it's a real easyconversation to have.
Oh, I love this so much.
This is cool.
And you, you opened up ahandful of things that I didn't,
we didn't even know that youoffered, which is really cool.
Let's, let's circle back tothe, the eloc, the heloc, right there.
(21:05):
Like having the opportunity onthe spot.
Because I've been in plenty of situations.
I've been in thousands andthousands of homes over the years
because I, I'm not just.
Oh, you would have loved this in.
So you would have loved thisin solar.
Oh, absolutely.
I'm thinking, I'm looking backand thinking, you know, in two years
I put up 100 deals across the country.
And I'm thinking it would havebeen probably closer to 130 or 40
(21:27):
had I had that as an oper, asan option.
More.
Yeah, no doubt.
Because we're meet, this is important.
Listen, we're meeting thebuyers where they'd like to be met.
If we meet our buyers wherethey'd like to be met and we let
them purchase how they'd liketo purchase and we kill obstacles
and objections and buyersremorse, then all they have to do
(21:50):
is say yes to the dress.
Yes.
Because if you leave one thinghanging, one question mark in that
consumer's head and you leaveand you think you got the sale, you
probably.
They have a question mark inyour head that you didn't uncover.
But what if that guy reallydoes think that his local bank has
a better rate than the 9, 9,10 year that you just slammed him
(22:11):
into?
What if he thinks he can get6.90 from Zion up to 15 years with
a 3 year repo, which he can.
He could have got it from youthough, at the point of sale if you
asked the question 100.
So I want to kill.
I want to kill it all.
I want him to know that we atJohnny Rockets Roofing.
Johnny Rockets Roofing, that's funny.
(22:31):
We have a consumer credit center.
Yeah, Sam, this is super important.
This is different than a lotof the way that especially you know,
roofing or any of the tradesthat go to bat, they're like, okay,
well here's our third party lender.
No, they say though, here'sWells Fargo, here's Synchrony, here's
Service Finance, here'sGreensky, here's Good Leap.
They're literally telling thecustomers who their lender is.
(22:54):
Bad mistake.
Why?
Because if they get approvedwith you and they know who your lender
is and they hate you, they canhire competitors and say, I already
have approval or just don'tnever say who your lender is.
You know, had that happen.
That's so funny that youmentioned that because I can't tell
you the number of projectsthat I've done where the homeowners
were, they, somebody forcedthem into a pre approval, et cetera,
(23:15):
with this, you know, Good Leapor whoever.
And then I come in and youknow, blow their doors down and they
love it, they love ourcompany, they love me and say, okay,
no problem.
Tell you what, we use them too.
We could just make a quickphone call, we'll just swap it over
to us.
And I've taken so manyprojects just like that.
It goes so much deeper.
(23:37):
I don't allow.
Well, I don't allow.
I advise.
Don't do this.
I advise such a company, youcan't make them.
But.
Johnny Rockets RoofingConsumer Credit center sounds a hell
of a lot better than Johnny Rockets.
Worse with well, Fargo.
Like, what if the person hatesWells Fargo and had a horrible relationship
(24:00):
with them before, which theyprobably did.
Yeah, no doubt.
Well, you've just shot yourself.
You've just killed your dealbecause you tied yourself some bank
that they had a bad experience with.
But what sounds better frombranding and third party validation
and marketing and all the coolstuff that we build websites like
we do really cool things orhelp these guys build their own consumer
(24:20):
credit center.
But you sound so much bettersaying, Johnny Rockets roofing consumer
credit center.
We don't just work with onelender, we have a multi lending,
we have prime lending, we havesubprime lending, we have secured
lending, we have commerciallending, we have, we have personal
loans.
Johnny Rockets roofing isn'tjust a one trick pony.
(24:41):
You just don't have one bank,we have multiple.
So Mr.
Smith, if I can't get youapproved here, I'm going to go here.
And if I can't get youapproved, I'm going to go here and
if I can't get you approvedthere, well, I'm going to call the
improve if ideal desk andmaybe they can build a deal for you.
So by the time that JohnnyRockets roofing is done with Mr.
Smith, Mr.
Smith is like that guy foughttooth and nails to go get me money.
(25:05):
Yeah, it's just third party validation.
It's just credibility of howyou brand yourself, how you stand
out as a differentiator in themarketplace is super important.
In 2025, man, there's a lot ofnoise out there.
So if you're showing up justlike the other guy with a beautifully
wrapped truck from Kick Chargewith a beautiful mascot on it, you
(25:26):
might start all looking the same.
So you might want to startshowing up differently and adding,
well, we got a consumer credit center.
Maybe your competitors aren'twith Improvify, you might be lucky.
Oh, I love that.
You know, it's really cool toobecause the companies that, well,
I mean especially since, well,this goes way back.
I didn't even know it untilyears later that some of the things
(25:46):
I was doing in my early careerwas a decade ahead of what was the
general consensus and what wasbeing trained forever.
So we'll start a little bitback and then come forward.
You know, so many times I goin and win a project and I'm walking
out the door and thehomeowners say, oh, hey, what brand
are we getting?
(26:07):
Well, it doesn't matterbecause you were here to take care
of you.
Yes, here's what you're getting.
But also that's not theimportant part.
And so especially whathappened, we really, really saw this
come to the forefront duringthe pandemic during COVID when all
of the supply shortageshappened for at the first, the companies
that branded themselves aswe're the train dealer, we're the
(26:28):
GAF dealer.
And then they had to startselling rude and American.
Yeah, yeah.
And so then they were like, itwas awful because they didn't have
availability.
And the companies that soldthe brand, we are close it now.
We are improvify.
We are, you know, those arethe ones that won because they would
sell the job then they wouldleave and start calling the supply
(26:50):
houses and go, hey, you got atwo stage in stock.
Hey, you got a two stage in stock.
Hey, you got a two.
Okay, here's what they'regetting today.
But it doesn't matter.
And I love the.
This follows the exact processhere because we all know right now,
especially those we can diveinto the PE conversation especially
right now in our, in all ofhome services.
(27:10):
We've got all of this.
This PE money is coming in andsnatching things up.
How do we compete?
Boy, are they making mistakeson their.
They're making mistakes ontheir bottom line and don't even
know it.
Let's talk about one quick thing.
Since you said pe 100% dive in.
Private equity are scooping upall these places and they're doing
what they're doing and I'mwatching it happen and I'm watching
(27:32):
them use different lenders.
This lender has a 5% dealer fee.
This one has a 12 one.
This one has a one, this onehas a 15.
So all the 60, 70% of theirbusiness is financed.
They're using multiple lendersacross the board with all sorts of
dealer fees.
So they're losing money leftand right when they could come to
me and have like 8 no dealerfee programs across the board and
(27:56):
they could actually havecontrol of their margins and profitability
and margin integrity for allof the PE groups that they're grouping
them in.
And then they can maintaincontrol of the lending facilities
from the head office down withthe relationship, it's like literally
I sit here and watch it go,oh, there's another one.
I'm not going to name them.
I watched a large roofing onelast week go from one big company
(28:20):
to the other big company.
And those two big companiesjust compete against each other,
but they're both the same.
And I called the guy, he's the CEO.
I said what are you doing?
I heard that you over to X andthey're not with me.
I do all their commercialstuff because I don't want to impede
on their contracts that theyhave with these Two knuckleheads.
They're both good companies.
I jokingly say knuckleheads.
They know who they are.
(28:41):
I said, what are you doing?
You just went from one to theother and they're both the same because
all they do is copy each otherand everything's the same.
Well, we weren't getting thelevel of approvals.
I said, you're gonna get thesame approvals over there.
Yeah.
I said, you're still not goingto have a sales rep training your
people properly since you'vedone nothing but move sideways, not
forward, but keep on doingwhat you're doing.
(29:01):
Hey, got any commercial dealswith me to fund for you?
Like, it's like I, these,these private equity groups are smart
guys.
You'd think that they look atthe numbers and go, we should probably
get our financing partners inplace and make sure that we're using
a good portfolio to maintainprofitability and margins.
Yeah.
Stop throwing money out theback door.
(29:23):
No joke.
You know, it's the other sideof the same coin which I, which I
really love to talk about too,because this is where, you know,
most of my community are moreindependent guys.
I have plenty of people and noshame, you know, no shade to the.
All of you that listen thatare, you know, peo'd or anything
like that.
Absolutely love you guys.
But at the same time, youknow, this is also that conversation
(29:46):
of how do we compete with that?
And it, it's the companiesthat are so aligned and have clarity
on their own branding and theyhave, you know, their private labeling
stuff and everything matchesthe flow start to finish and the
customer journey.
And it lands, it lands right here.
You know, don't walk out the door.
(30:07):
Never let technology, neverlet the ability to not be able to
get somebody financed stop the sale.
How many times do you sell aproject and oh, they couldn't get
financed.
So I guess I'm stuck.
Well, Sam, do you find somemore options?
Sam, do you work with.
What asset class do you mostlywork with?
Is it H vac, plumbing,electric or.
That's the biggest vertical.
(30:28):
But at this point, you know,the last several years, you know,
we're with a meeting with agarage door company.
We've got.
Oh yeah, you name it, man.
We've got all over the map,everything from irrigation to California
closet.
Somebody joined recently.
You know, it's.
It doesn't matter.
That's something that I can't repo.
A closet.
Exactly.
We, we about a month ago released.
(30:51):
We're actually a lender now.
We are of our own multilending platform.
We have banks like US Bancorp,Citigroup and about 111 national
credit unions that providefunds through my LOS.
So it's a bear to get enrolled with.
By the way, if you'relistening to this and you want to
get part of our family, justknuckle up and deal with it.
Getting you 111 bank keysain't easy.
(31:13):
But just once you have it,you're going to love it because it's
just enroll once and you'llhave it forever.
But it's a multi lendingplatform where you make a soft credit
pull application and it goesto the 111 credit unions and US Bancorp,
Citigroup and it just goes.
And it algorithmically findsthe best offer or an offer for the
customer.
(31:33):
Maybe it's multiple offers.
Maybe it's an installment loanfor 20 years, a699, no dealer fee
five year and my, my dealerfees on the installment max is 2.75
by the way.
And then I have a five year nodealer fee that starts at 699 for
Prime.
So you could have aninstallment, a revolver in a rental
option for the customer.
Yeah, we do rental and leasefor items that I can go tangible
(31:54):
items I can go and remove fromthe house like garage doors and air
conditioners and generators.
So we have a rental leaseprogram too.
So if the customers has zerocredit, which some of them do, like
Broward county down inBroward, we've got some H Vac companies
using it because they've gotchallenge credit like 375.
They can use our dollar downlease and rental program for H Vac
and close the job.
So I love this.
(32:15):
You know, that's like, that'sthe tool in the toolbox approach.
If I keep saying it over andover, it makes sense.
Like if you didn't have themulti lending platform in your mobile
app to offer to that personthat doesn't have credit, then how
do we help them?
Man, this is the coolest thingI've seen in a bit.
But you just flew through abunch of stuff real fast.
(32:36):
Let's slow down a little bitand unpack this because there's a
couple.
I get this question a lot.
Let's start with give us thereal truth behind what a soft pool
actually is.
And the information is bogusout there and it's very conflicting.
Does it actually hit a credit score?
All of these things.
(32:56):
So unpack a soft pool realquick and then let's go through.
It's hard to speak to all ofthe lenders I know from the lending
facilities that we have in our portfolio.
And you know soft pull simplymeans this.
At the point of sale you canrun a soft credit check pull real
(33:17):
pre approval, a true approval.
Not like yeah we can give you20,000 and then you install it and
then they're like, they pullthe hard credit pull.
Like sorry, just kidding.
Like everything that we do atimprove is a soft credit pull up
from everything.
Even my secured loans, even mycommercial, we don't do any hard
credit pulls up front at all.
So it's a real approval upfront.
(33:38):
Now it could show up, it couldpossibly show up as an inquiry but
not a negative inquiry, just asoft credit pull.
Visible but it's not going.
To affect the number where itis signed.
And they've chosen their 8.49%20 year installment loan.
Sure.
(33:58):
And they've signed their docsis when it rolls over to a hard credit
pull.
Now some lenders are differentbecause one of my lenders and I'll
just pick on one, they coulddo a max approval.
So if you come in and sell a$27,000 home improvement, you could
get approved to $50,000.
Now all of a sudden your sales.
Rep goes whoa, what else doyou want to do?
(34:21):
Your gutters look like crapand your hardy board is falling off.
How about we do a fortythousand dollar home improvement
and really increase the valueof your home.
You're approved to $50,000.
Now the consumers as theultimate decision if they want to
just do the roof for 27 or doa whole home improvement project,
it's their choice.
But we've got them approved to 50.
A real approval on a softcredit check.
(34:42):
When it rolls over to whatthey finalized on the home it could
be 40, 45, 50, could be 50 iswhen it pulls over to the hard credit
ball.
Now because they signed theirdocs and the tnl the truth in lending
now it's a real loan and it'sbooked because it's an installment
loan or it's a revolving loanor it's a this or it's a that's a
secured loan.
Whatever it is.
Now it's on their creditreport because we've got it solidified
(35:05):
at 50, the number is settledand that's why we can't do a hard
credit pull up front becauseif we do a modification or a change
order in the home improvementproject the number is going to keep
changing.
So we can't book the loan andbook the loan and book the loan.
The loan can only be Booked atthe end when it's finalized.
Got it.
Okay.
Beautiful.
Perfect.
Hard credit pull, you know,Transunion, Experian, Equifax, it's
(35:26):
all the same.
It's a real hard.
Now I know lenders out therethat still do hard credit pulls,
the top guys.
And I'm like, how are theystill doing it?
And they do billions ofdollars so they know they must have
some rhyme or reason.
But I will not work with alender in my portfolio and develop
a relationship with somebodythat does a hard credit pull up front.
I just won't do it becauseit's my philosophy.
(35:47):
I wouldn't want it done to meat the point of sale.
So I would never have a lenderin my portfolio that does a hard
credit pull up front.
Love this.
Not at all.
Let's take a step further andbecause I know there's a, especially
the last handful of years,talk to us about this.
We say I go out, I sell asystem or you know, a project and
(36:08):
we do our pre approval andthey say hey, you're approved for
up to, you know, we've got allof our sheets printed here.
It could be this, this financerate at this number.
We do the soft credit pool andthen they come back with a different
offer and say oh, we are not approved.
I know two companies that dothat and I'm not going to talk about
(36:29):
them but I'm going to, I'mgoing to frame this up differently
so I'm not talking about themin home improvement.
So you go to the mailbox andyou open up the mailbox and there's
a bunch of junk mail in there.
And one of the pieces of junkmail sells says congratulations,
you're approved to $37,500 fora personal loan to do whatever you
want with home improvements,debt consolidation.
(36:50):
They did a schematic softcredit poll algorithm on you through
the systems of the systems ofthe algorithms of the system.
And they've kind of figuredout that because you maybe make this
much and your credit scoremight be here and that you haven't
missed your mortgage paymenthopefully that you probably wouldn't
may qualify for that becauseof your debt to income and your income
(37:13):
ratios wherever you live.
That is a very loosey goosey thing.
Sure.
Because I actually worked at acompany that did this and they used
it as a marketing ploy.
We can put all these addressesin and you're going to get all these
people pre approved off a stretch.
And then when they went outthere was like a 43 hit exactly.
Now the people are.
People are pissed.
(37:34):
Contractor thought he had thejob sold at 25.
Company that said it was goingto be one thing and then now nobody
gets approved for what wethought it was going to be.
No, it's just a marketing ploy.
And the companies that do thatare mostly tied into personal loan
worlds and algorithmic worldswhere they have this out of data
files and you can kind ofguess that guy across the street
(37:57):
there and that one down thereand that one down there.
They can kind of guess whatthey might qualify for.
But my God, no.
Take the app at the point ofsale, find out what the real pre
approval is, where the realapproval is, and sell the job accordingly
to that.
Nice.
Because I mean it's alreadyhard enough to sell.
Customers don't trustcontractors and everything else that
they're up against.
Now you got, you've lied tothem that you say hey, you're Pre
(38:20):
approved to 25.
What about the guys that goand install it for 25 and then they
run it and they're like, like no.
Yeah, yeah, it was 17.
But also not just 17.
Sounds good though.
It's a good marketing point.
Instead of 6.9, you're gonnabe paying 17 point.
Yeah.
Dump.
Dump a thousand leads in thissystem and we'll show you who's pre
approved and then you go outand you sell to them.
(38:41):
That's like the old fashionedknow before you go.
Yeah, they did that back inproperty assessed clean energy days
and compliance people got inbig trouble for that.
Yeah.
Because what was happening was this.
There's also a bunch ofcompliance things that this shouldn't
be allowed.
Here's a reason why.
If you tell a salesperson thatthat customer's Pre approved for
75,000 and you go to thathome, you're probably as a salesperson
(39:05):
and you might wants to takeadvantage of that consumer to sell
them something worth 75,000.
So the know before you go canreally bite people in the butt as
far as compliance goes.
I don't really, I'm not a hugefan of it.
And elderly people wereunfortunately being taken advantage
of in California, Florida witha property assessed clean energy
program.
Because that's exactly what it did.
(39:26):
It was telling contractorswhat they could go out and sell to
a homer based on the reverseequity in their house for the property
assessed clean energy.
Our PACE loans.
Yep.
And they got the hammer camedown and PACE is probably like a
swear word now because it's atax lien on a house.
Yeah.
And they were, people werelosing their homes because they couldn't
afford the tax assessment whenit finally caught up in two years.
(39:47):
Dude, bad stuff, you know, andthere's some, there's some really
gross stuff happening in thehome improvement industry right now
with a lot of the platformsand the, the it is being looked at.
The FTC is looking into homeimprovement right now for these exact
type things.
So what, what, what my missionis, and I know yours is too, is to
raise the standard of theindustry to do things the right way
(40:09):
so that doesn't happen.
So we can really raise theintegrity, bring trust back to the
trades and, and do it theright way and serve it.
That's why we also love our clients.
I, I call our contractorsclients because they're not commodities.
We love our clients to meetthe customers where they'd like to
be met.
Yeah.
(40:29):
And with all these days ofrilla and spotty, like all the different
tools out there that arerecording in the home, don't think
for a second that yourcustomer's recording might be on
too.
100%.
I mean, there are ring camerasright now.
We've got the ability torecord at a moment's notice with
anything.
Yeah.
I mean, so saying and doingthe right thing will only help a
contractor.
(40:49):
But could you imagine givingsomebody full autonomy of, I don't
know.
How would you like to pay?
You want to use your money oruse ours?
Okay, cool.
I've asked them a cool question.
I've asked.
I didn't force them to take my financing.
I asked them, how do you wantto pay?
Want to use your money or use ours?
Okay, cool.
They agree to use ours.
Yeah.
Now see what you apply.
We got a promo.
This is how a promo works.
(41:09):
And we've got a long termmonthly payment option with no Prepay
up to 20 years.
You'll be pre approved with asoft credit pole.
Okay, cool.
Or if you'd like to use theequity in your home, we could do
that too.
I've done a full compliance.
I've asked them how they wantto pay.
They've said this, I've said that.
I've done nothing.
Now they apply and they get approved.
(41:31):
It's their prerogative andchoice if they'd like to take the
offer or not.
It ain't mine.
I just asked how you want to pay.
Yeah, that's the right way topresent in 2025 when everyone's got
a camera, a ring, a thing,you're doing the right thing.
Guy asked me today, he goes,hey, I got a situation.
I said, let's hear it becausehe called the deal desk and I said,
(41:55):
what's the situation?
We've got a deal desk.
By the way, this helpsconsumers and contractors if they're
stuck in the mud at the pointof sale and they need help with a
deal.
Nice.
Imagine that somebody picks upthe phone and actually talks anyway.
What a novel idea, actually.
Can you actually believe thata finance company would pick up their
phone to talk to somebody?
(42:15):
Wow, that's amazing.
So he goes, I got a situation.
The sun is out of the country,he's overseas, and the grandmother
wants to go look at his loandocks to see if he's doing the right
thing or not.
I was like, what?
No.
I said no.
He goes, what do you mean no?
He goes, their family.
I go, I don't care.
(42:35):
Lender doesn't care.
Either wait for the son to getback from being overseas or have
him.
It's.
Have him hop online.
Nobody's getting a password.
To go into someone's accountto see.
No one's doing that.
No.
Geez.
I'm like, is this call being recorded?
Because this is.
But it's fine.
At least he called me and Itold him, I said, oh, yeah, absolutely.
(42:59):
Don't be a part of that.
Talk about some privacy issues.
Say no.
Say no.
No, I'm like protecting the contractor.
Like, no, don't get involvedin that malarkey.
Let the mom and the son figureit out themselves.
It's their loan.
Don't be telling peopleanything about it.
You go handle it yourself, kid.
So this is.
(43:19):
I get involved on thecompliance side too, to help protect
these damn contractors frombeing dragged into something they
probably shouldn't be dragged into.
Oh my.
One one lawsuit like thatwould shut the whole company down.
I don't care what size youare, they rip your license out in
a heartbeat.
Let's turn the corner here alittle bit because there's something
that I'd love to hear yourperspective on.
(43:40):
And let's take a mindset shiftbecause there's a lot of contractors
and a lot of.
A lot of people I train, theyhave this resistance to offer financing
if it has very high.
So it's kind of a two part question.
They have a resistance tooffer financing if there's a very
high interest rate or somebodyjust qualifies for that and.
(44:01):
Or they are really resistantto some of the no credit check options
and the lease options becauseof some of the, you know, interest
that the homeowner gets hit with.
Yeah.
My perspective has always beenit's not Your fault.
They screwed their credit up.
You're there to help themsolve their problem.
This is the vehicle thathappens to solve the problem for
(44:22):
them.
But I want to hear your takeon all of this.
Yes, exactly that.
And I apologize because thepeople are below me now.
Can you hear them with thevacuum cleaner?
No, no, no.
Okay, good.
So everybody listen.
We're both battling something.
There's somebody weeding, right?
You've got the weed whacker,you've got the weed whacker.
And I've got the cleaning crewdownstairs right now full on vacuuming
(44:44):
in my ear.
So it's all good.
No, we can't hear it on this end.
Here's, here's the sitch.
Here's the situation.
I.
At Johnny Rockets Roofing, myconsumer credit center.
I'm here to help you, Mr.
Mr.
Smith.
Now look, I don't know whatyour credit score is on a scale 1
to 10, but I'm willing to goand help you.
(45:05):
Our goal, because we have a,we have a mobile app with a prime
lender, a near prime lender, asubprime lender, and we can use the
equity loan, is to start theprime lender first.
Now, the neat thing about aprime lender is they may give you
the best offer that you chooseand get approved for.
However, if we can't get youapproved, there's.
We're just going to keepworking and fighting for you to see
(45:27):
what type of approval we canget you.
Because remember, Sam, in thebeginning we asked the customer how
they wanted to pay.
They very could have.
They very easily could havesaid, here's my cash, check, credit
card, insurance endorsement,mom's money, Bitcoin, horse and carriage,
but they didn't.
They said they neededfinancing solutions because they
didn't have any money or theywanted to leverage money, opm other
(45:47):
people's money.
So we start prime, we go tonear prime.
Decline, decline, subprime.
Mr.
Smith, we have to have a conversation.
Now, I don't know if any ofyour people are going to like this,
but I'm gonna just tell youhow it is.
I probably take the same angleyou do, Mr.
Contractor.
It ain't your fault if thecustomer's sitting on a 575 because
(46:10):
they've ruined their.
Their credit.
I just did a video on this yesterday.
It is the customer's prerogative.
They've.
If they've gone throughsomething in life and unfortunately
challenged their credit, andnow it's not prime.
But because you have aconsumer credit center, your job
is still to try to help them.
The conversation is toughthough man, because if we're selling
a $10,500 unit because webuilt a 5% margin for dealer fee,
(46:33):
in my next conversation withthat customer on a buy deeper that's
sitting on a 15 dealer feemight be this.
Mr.
Smith, we did everything we could.
We took you to our primelender, we tried to do an equity
loan, we took you to our nearprime lender.
Unfortunately, we got to go tobuy here pay here.
Hahaha.
Right.
I'm joking, but I'm not.
But let me tell you what buyhere, pay here is or, or challenge
(46:56):
credit or subprime.
They may charge you more moneyfor this loan, man, but we're going
to wrap it into the closingcost of this air conditioning or
this home improvement becausewe're a contractor and we don't pay
for dealer fees.
Mr.
Smith, let's see if we can getyou approved and see if we can get
you to prove and let's go from there.
Do you agree?
Yeah, I agree.
Cool.
Good.
Take it, scan it, swipe it.
(47:16):
Congratulations, Mr.
Smith.
Your interest rate is 20% on a10 year term.
I've got to change the pricefrom 105 to 11 5.
Why?
Well, you are a challengecredit customer and they charge money
for this money.
And I can't put dealer fee onthis 10,500 contract.
It's in the garbage.
And I rewrite the contract andthe contract price is 11 5.
(47:39):
When you bought your home.
Educate, educate, educate.
The closing costs were rolledinto your, into your home, correct?
Yes, they were.
Cool.
All right.
Now we're buying an airconditioning unit.
We're buying it through a buyDeeper credit place that makes money
on the money they got to buildit to get this risky loan done.
So your new price is 11 5, butyou still don't have to come to the
(47:59):
table with a penny.
It's 100 financing.
Now, Sam, there's a lot ofcontractors that can't or unwilling
to have this conversation.
But how many contractors canafford to give away 10 or 15% on
every single sale out therebecause they're unwilling to have
uncomfortable conversationswith homeowners?
Absolutely.
It isn't the roofers, the airconditioners, the siding, home improvement
(48:22):
company's fault if acustomer's challenge their credit
down to a 550, 575.
Nor is it the contractor'sresponsibility to build Dylan a 20%
dealer fee to cover the costof financing for other customers.
Nope.
The contractor should betaking their portfolio, doing a Zero
cost average across the boardand being pretty fair.
And cash always equals credit.
The price is the price.
(48:43):
A cash customer pays 10, 5.
A prime customer case pays 10 5.
The guy that uses equity pays10 5.
The guy that swipes a creditcard is 10 5.
It's 10 5.
But I'll tell you what, if wehave to cross the line and go to
a lender that charges 15, 20%because it's by deeper, that 10,500
contract is null and void andit's in the garbage.
(49:04):
And our new price is 11, 5 orwhatever the number is.
Because now I'm not in thebusiness to go out of business.
I'm in the air conditioning,siding, roofing business.
I'm here to build the home improvement.
Your job is to pay me.
I'm giving you a lender that'sgiving you the money.
You're saying yes to itbecause it's your prerogative.
But that 105 is gone becausewe're a contractor and we don't pay
(49:27):
dealer fees.
You pay for the cost offinancing within the cost of the
project just like you did yourmortgage and they rolled in the closing
costs.
Do you understand, Mr.
Smith?
Yes.
Cool.
Sign here.
It's a very uncomfortabletomorrow, but I'll be damned if I
hear one more freaking callfrom a contractor saying that they're
finding bankruptcy.
Why?
Well, we didn't build inproper margins or equity like.
(49:48):
It is never from financing, bythe way away.
It's just, it's just, it's bad business.
But it's never from financingthat people go out of business.
It's from making poordecisions in your business with your
profit margins and your, andyour profitability and how you're
selling 100.
It's a dude.
It is a tough conversation.
And I don't know how you traina greenhorn to say what I just did.
(50:09):
Because I've been doing thisfor 31 years.
I would confidently have aconversation with the consumer so
they'd be completely educatedand fully disclosed on how everything
works.
And I probably wouldn't bethrown out of the house.
They probably say yes to the dress.
They do say yes almost every time.
Because you're being honest.
Because I've sat in that sameseat, you know, hundreds of times.
(50:29):
You have integrity.
You're being honest.
You're educating them on howlending works.
If they say no, then leave.
Because the next guy ain'tgonna be able to sell it at 105 either.
No, nobody can offer this atthose same programs.
So let's talk about the.
Talk about your lease programfor a little bit because I'm super.
I know we're probably gettingbumping up on time here pretty quick.
(50:50):
Y are.
I'm probably bumped up againstsomething right now.
It's 2, 2 12, 30.
2 30.
Yeah.
Okay, gotcha.
Can you take a minute, justone super quick minute and talk about
your lease program?
Yeah, we have it.
Okay, cool.
There we go.
Yeah, we've got a, we have a,we have a rental and a lease program
built into the multi lending platform.
(51:10):
And if the customers,obviously if the customer's credit
is challenged that much, thosetwo offers will pop up for them to,
to offer it.
I don't get into theintricacies piece of it.
I have somebody that managesthe los to answer specific questions
on the rental program becausethere's like, I think there's like
one of them has like a 4%dealer fee and one of them is only
a dollar down and the otherone is like a minimum payment.
(51:31):
So there's a lot of differentmatrixes and nuances that my team
deals with.
I just know that we have twogreat programs for H vac and kind
of the people that are, youknow, in that space that get into
a rental and we call it atangible item.
Tangible would be generator,air conditioning, garage door.
I know I was like, garagedoor, like the motor.
(51:52):
He's like the item, the actual item.
I'm like, I don't know if Iwant to do rental release on garage
doors, but I guess.
Okay.
Yeah.
You know, the crazy thing iswhat we find is I've run a lot of
people through that over theyears and they don't miss payments,
they don't want it taken away.
They find a way.
So, you know, it's a nonissue, but it's another way to help
(52:13):
them.
And that's, that's really the goals.
We're here to help.
We're here to serve.
Yeah, man.
Well, man, I know you gottago, I gotta run.
I.
I've got, I'm so sorry if.
I, if I, I feel like I get onthese things and I just go and I
talk and I'm so sorry.
Beautiful.
So before you do give everybody.
How do they get in touch with you?
And, and for everybodylistening, I'll make sure to get
this in the liner notes.
(52:33):
It's super quick.
If you're on YouTube, makesure to like and subscribe.
Okay.
Yeah.
How does everybody get intouch with you?
Because I know you're gonnahave a lot of people reaching out,
wanting to know about theseprograms because for everybody listening,
I don't bring people on with it.
That's a vendor like thisunless I truly believe in it and,
and stand behind it.
That's why you've notreferred, you know, all of the other
lenders on this show.
(52:54):
Because I really don't thinkthey're doing things very, very well
or very.
There's good, there's somegood ones out there.
Like good ones.
If we're.
I'll tell you if we, if one ofmy consultants gets on the phone
and we've just determined thatwe're not the right party for them,
which is perfectly finebecause we're not right for everybody.
We're different, man.
We, we have this full platform.
We have training, we havelending, we have support.
(53:16):
We've got a mobile app, we've got.
We do three live trainings aweek for people.
We're just so different.
We're not right for everybody, though.
Some people are just like, Ijust want my rate sheet and I'm not.
My rep that'll bring me donutsonce a year.
Some people are perfectly finewith a commodity relationship vetting
us, meaning improve if I isn'tfor everybody.
We're just not.
(53:36):
And it's okay.
I'll tell them where to go.
In a good way?
No, in a nice way.
I'll say, great.
If we're not the right partyfor you, this lender might be a good
party.
And it's a competitor of mineand I don't care because there's
750,000 contractors out therethat really need our help.
And we don't treat anybody differently.
We work with guys that are small.
(53:58):
Five man shops, one man shops,owner, operator, shops to companies
that have 17 locationsthroughout the United States of 350
reps.
We treat everybody the same.
Everybody has the same pricingon their matrixes.
Nobody gets better pricingthan someone else.
It's all the same.
Nice.
So how does somebody get ahold of us?
Just go to improvify.com, fillout the little form and it comes
(54:21):
into our team and we've got,you know, 17 people here to, to help.
It's easiest.
Improvify.com.
Love it.
Well, man, thanks for being onthe show.
Any, any parting words?
Any last nuggets you want todrop or no?
To have you on our tube cast.
Yeah.
100.
So we don't have a podcast.
We have a tube cast.
(54:42):
Cool.
Let's do it.
I'll get the invite out to you.
I'll have Katie send it out.
I'd love to interview you soyou can do all the talking and I
can just shut up.
Sounds good, man.
I like it.
Awesome, brother.
Thank you very much, Sam.
I really appreciate it.
Yeah, thank you.
This awesome.
I cannot wait to do some morestuff with you.
For everybody else, you knowhow we do go be somebody worth buying
(55:05):
from and absolutely reach outto Chris.
This is.
This is definitely somethingthat I think will move the needle
in your organization immediately.
So go be somebody worth buying from.
You've been listening to theClose it now podcast.
Our passion is to dive headfirst into the transformative movements
that's reshaping the veryfoundation of H VAC and home improvement.
(55:28):
And at the same time, coveringfitness, nutrition, relationships
and personal growth, provingthat we can indeed have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
(55:49):
find us on Instagram,Instagram at the real Close it now
and on Facebook at Close It Now.
See you next time.
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