After the latest Matt Chatts live episode, the team sat down with Brynn Cooksey, Sr. CEM, CMS, Founder & CEO, to dig into questions from the audience on the challenges contractors face when deciding how to explain financing for HVAC customers.

Hear the questions that contractors like you have and how to make financing work for you and your business. Our conversations illuminated some valuable take aways.

Stop deciding for the customer. Homeowners finance everything — cars, phones, TVs. HVAC isn’t different. Your job is to offer options, not judge their wallet.

Embed financing into your process. Top contractors don’t “bring it up at the end.” They show monthly payments on every option and role-play until it’s natural. Practice makes perfect.

High rates and low demand are myths. Rates today are still historically low, and comfort isn’t optional. When a system fails, budget-friendly payments matter more than interest percentages.

Financing grows the trades too. We need more people entering HVAC. This industry builds real careers and real wealth — we should be promoting that at every level.

The incentive? Profit. Zero-dealer-fee plans can replace credit cards and add tens of thousands in net profit. That’s not a cost — that’s a competitive edge.

Financing isn’t about debt — it’s about access, affordability, and winning more business. Offer it early, offer it every time, and let the customer choose.

Watch the full episode of Matt Chatts "Master the Art of Self-Scouting!" by clicking here. Or, register today for the next Matt Chatts episode here or sign up to have them delivered directly to your inbox.