In this episode of Accelerated HVAC Success, Matthew Bratsis, VP of Contractor Service with EGIA, breaks down why HVAC sales ultimately come down to affordability and how financing can transform the way contractors approach the customer experience. He describes how economic pressures like tariffs fuel consumer hesitation, and provides insights into banks’ current lending trends. Drawing from HARDI’s assessment that fewer than 30% of contractors offer financing, Matthew emphasizes the risks of overlooking the purchasing experience and how that impacts sales opportunities. Matthew underscores how offering financing can instantly reshape the sales conversation, helping contractors overcome budgetary objections while creating a more professional and confident buying process. He highlights the importance of training on the purchasing experience, noting that for businesses facing budgetary deficits, financing is often the only path to growth and surplus. To wrap up, he provides simple, actionable steps contractors can take to quickly start offering OPTIMUS financing and unlock new sales opportunities.

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