Builders don’t just put pools in the ground, they turn backyard dreams into reality. The fastest way to help customers achieve that dream, and grow your own business, is simple: Introduce financing into the sales conversation from the very start.
Jessie Wood, senior business development manager, Lyon Financial
Financing builds trust and bigger projects
“Financing helps close more deals, increase project size, and build trust,” says Jessie Wood, senior business development manager for Lyon Financial. “When discussed early, it empowers homeowners to decide confidently, explore upgrades, and move forward faster. It positions builders as problem-solvers, not just salespeople.”
The budget barrier
Many customers start with a vision that exceeds their budget. Sticker shock often creates delays or causes them to scale back. Even buyers with large budgets can hesitate when faced with big price tags. Leading with financing keeps the focus on possibilities instead of limitations.
Turning dreams into reality
Want to add a patio with a pergola framed by lush landscaping, upgrade the pool with an integrated spa, waterfall, and fire feature, or even take it further with a full outdoor kitchen? With financing, these upgrades become attainable. Once homeowners see the monthly cost, projects feel more affordable, and they’re more likely to say yes to the features they truly want.
Even cash buyers often choose financing to preserve savings, start sooner, or enhance their project. “Showing both choices gives homeowners flexibility,” Wood explains.
How builders can introduce financing the right way
- Start early: Bring up financing before quoting costs to keep the conversation focused on solutions.
- Normalize it: Present it as standard practice, not a last-minute fix.
- Use tools: Offer calculators, case studies, and sample scripts to make the process simple and professional.
- Focus on benefits: Keep the conversation around affordability, options, and the value of upgrades.
“A clear, structured approach builds confidence and drives more sales,” Wood adds.
The bottom line
Builders who lead with financing report closing more deals, winning larger projects, and delivering the dream their customers really want, not the compromise they can afford with cash alone.
For more information, visit Lyonfinancial.net.
