After the latest Matt Chatts live episode, they answered some questions on finding opportunities to offer financing.

After the show, one contractor asked:

How do you get your team to buy in to financing?

To start, Bratsis explained that how a sales team pitches financing is a symptom of that team's culture. If they are properly trained and incentivized to offer financing, then they are more likely to do so than if they are not.

One of the more common narratives around financing emphasize its importance because of a large percentage of Americans have less than $5000 in their savings accounts. And so because the average American has a lack of cash flow, they will ask for a payment solution instead.

"You get what you ask for with your sales team," said Bratsis. "If you're not making it mandatory, if you're not leading with it and talking about it and actually rewarding them or making it beneficial to them, you're not going to get it."

Bratsis continued on to explain that some of the contractors he meets with on a regular basis have started to impose penalties on salespeople who accept cash or a check instead of financing. "Because they know when they take cash or a check it's a smaller sale," said Bratsis.

"It's got to start from the top," said Bratsis. "If you make it a priority, they're going to make it a priority."

'Matt Chatts' is a contractors' best resource for staying informed in the world of contractor financing. All contractors are invited to join Matthew Bratsis, Donna Decoster and their guests to interact and ask questions about the often confusing world of financing in the pursuit of better customer payment solutions.

Click the buttons below to watch the most recent episode of Matt Chatts, 'How to Have Hard Conversations Necessary for Growth,' or register to watch the next our next episode live!