Presentation Transcript

1. Increasing Home Improvement Contractor’s “Kitchen Table Close Ratio” by Offering Financing Revolving Program Overview, Loan Process & Sales Support Materials
2. EGIA Has A Network Of Partners Across The Nation Helping Drive Energy Efficiency & Renewable Energy Solutions Into The Marketplace
3. Jason Hanson, President, Sierra Pacific Home and Comfort Inc. Sierra Pacific Home and Comfort Inc. was founded in 1984 and has become the greater Sacramento, California area's largest full service home energy improvement provider. The company operates four divisions - Heating and Air Conditioning; Windows; Solar Electric, Pool, Domestic Hot Water; and Service. Sierra Pacific has built an impressive client list of over 24,000 that have benefited from improved energy efficiency for their homes. Learn more at www.sierrapacifichome.com. Guest Panelist Contractor
4. Zak Kriegel, General Manager, Ray O. Cook Heating and Air For over 60 years, generations of families within the Greater Sacramento and surrounding areas have relied on the Ray O. Cook name for all their heating and cooling needs. Ray O. Cook proudly holds certifications as a Trane Comfort Specialist, North American Technician Excellence (NATE), National Comfort Institute (N.C.I.), and the Better Business Bureau.  Learn more at www.rayocook.com. Guest Panelist Contractor
5. We Surveyed Best Practices Of Top Contractors In Our Network Offer a monthly investment (FinancingToday's Web Training Focus) Have an in home presentation system Build a sales culture from the receptionist to the installation team Have a diverse marketing plan
6. A Diverse Marketing Plan Is Key To Success! It can take up to 20 impressions before a home or business owner even recognize your name. Ask for Referrals Previous Customers Advisor Self Generated Outbound All Sources Web Site TV Newspaper/Print State Fair / Home Show Direct Mail HenryFord said, “A man who stops advertising to savemoney is like a man who stops a clock to save time.”
7. Your In Home Presentation Is Key For Building Consumer Confidence And Overcoming Objections In home questionnaire Company introduction / story Company certifications / awards Independent third party verification Manufacturer product information/ warranty Photos of products & previous jobs Description of installation process Pricing options worksheet Financing information and forms Paint the picture as to why you’re the company to do business with!
8. Build A Sales Organization Selling starts at marketing and doesn’t end with the sale! Weekly Sales Meeting Focus: Volume /closing ratio per sales person Sales / service wins / losses Marketing updates (like pitch book updates/additions, advertisements etc.) Sales training & overcoming objections ( role playing) Referrals & self generated leads
9. Why Should I Offer Financing? Sales people who consistently offer financing : Increase closing ratio 40%+ Have 20% larger projects Make greater margin per job Most Importantly, financing helps overcome cash separation anxiety!
10. The Average Homeowner Has Less Then $5000 In Their Savings Account Never pre-judge your customer! Perhaps they don’t have $8,000 dollars on hand. However they might have $100 per month discretionary income!
11. What Types Of Financing Are Available For Residential Retrofits Secured to Property Unsecured Installment Credit Cards Unsecured Revolving
12. UCC1, mortgage, 2nds (tied to the property) Secured Financing
13. Fixed term loan over a given period of time. Like a car loan. Unsecured Installment
14. Unsecured Revolving Open line of credit (credit card program)
15. Our Answer Was Financing Resources For Contractors Giving contractors the tools they need to grow their business Pay for start-up expenses Close more sales at kitchen table Make affordable for homeowners Improve your cash flow Finance business growth
16. Start-Up Financing for Diagnostic Equipment & Training No need to tie-up scarce operating capital before sales revenue starts to flow
17. Bridge or Gap Financing Help “bridge” the time between completed installation and when homeowner receives rebates, tax credit, home refinance, or other long term financing
18. Homeowner Financing Close More Deals By Providing Your Customers With a Nationally- Available, Non-Brand Specific Home Performance Financing Solution Loans Up To $25,000 for 100% of Installed Cost Your Ability To Buy-Down Fixed Interest Rate To 13.9%, 9.9%, 7.9% or 5.99% APR with Fixed Payment Your Ability to Select Terms of 5 - 10 Years To Align Monthly Customer Payments with Energy Savings Quick In-Home Approvals; Available Nationwide Interest Buy down Costs You in 4% - 12% Range (if utility/govt doesn’t pay for buy down) Direct ACH Funding Within 24 Hours Of Job Close (minus buy down fee)
19. Offer a Fixed Rate and a Deferred Interest Option
20. Financing Made Easy Approvals In Minutes & Funding Within 24 Hours of Completion Step 1 - Call Step 2 - Contract
21. Business Expansion Leases Provides you with access to capital to grow your business. Leasing is typically less expensive, quicker and easier to qualify for than business loans. Stay Ahead of Your CompetitionWith Rapid Financing For Your Business Growth
22. Sell A Net Monthly Investment Sell The Benefits of Energy Efficiency Tax Credits Utility Or State Rebates Manufacturer Rebates Payment Options Beginning With A Low Monthly Payment Take into account energy savings to showa Net Monthly Investment!
23. Enrollment Is Easy! Just Visit: www.egia.org Or Email: saveenergy@egia.org Or Call: 866-797-7343 Independent Third Party Validation For Authorized GEOSmart Contractors A Consumer 1-800 Number Sales Book Insert That Describes The Steps It Took For Your Company To Become An Approved Contractor
24. Thought To Leave You With Give a man a fish and he will eat for a day. Teach a man to fish and he will eat for a lifetime. Confucius
25. For More Information About EGIA Programs