Introduction

Financing Scripts That Prevent Lost HVAC Deals gives owners, CSRs, techs, and comfort advisors simple, compliant talk tracks that make funding the easy choice. You’ll deploy a three‑option payment menu, handle objections without discounting, and follow up by SMS/email so quotes don’t go cold overnight.

Compliance: Present truthful terms and program names, use “on approved credit,” avoid steering or discrimination, and follow your lender’s and local regulations. This guide is educational—not legal advice.

1) Why “Financing Scripts That Prevent Lost HVAC Deals” Works

• Reframes price as access: Families decide on monthly comfort, not sticker shock.
• Removes friction: Soft‑pull pre‑qual and texted links reduce drop‑off.
• Protects margin: Options replace discounts; value stacks beat price war.

2) Ethics & Compliance Checklist

• Use your legal business name; keep offers consistent across channels.
• Disclose promo timelines, fees, and who qualifies; avoid guarantees.
• Offer the same payment menu to all qualified customers (ECOA alignment).
• Get consent for SMS; provide STOP language; keep data secure.
• Coordinate copy with lender; update when programs change.

3) The 3‑Option Payment Menu

Always show the full project value (equipment, permits, labor) beside the monthly.

4) Core Scripts by Situation (Phone • In‑Home • SMS)

“We can usually install within {X} days. Most families choose a monthly option.
Would you like a quick, no‑impact pre‑qual link while we hold your install window?”

“Here are three ways to make this comfortable: Low Monthly, Promo, or Standard.
Which fits your household better if we start {day}?”

{First}, here are your options:
• Low Monthly ≈ ${range}/mo (OAC)
• Promo: pay in full by {date} (OAC)
• Standard ≈ ${range}/mo (OAC)
Apply (soft pull): {short_link}  |  Questions? Call {phone}
Reply STOP to opt out

“Totally fine. I’ll hold {two time slots} for 24 hours and text the soft‑pull link.
If one of those works, we’re set. Sound good?”

“Many choose the lower monthly now and pay early when convenient.
There’s no prepayment penalty on this option. Want me to send that one?”

“Great—want me to keep these install times reserved while you check?
If timing slips, our backup option gets you installed on {day}.”

5) Objection Handling (Rate • Fees • “Think about it” • DIY)

6) Repair‑to‑Replace Bridge Scripts

“We can stabilize it today for ${repair_estimate}. If we move to replacement within {X} days, we’ll credit that toward the project so you’re not paying twice.”

“Two paths: repair today, or replace with ${monthly_range}/mo (OAC) and full warranty.
Want me to text both so you and {spouse} can choose tonight?”

7) Value Stacks & Bundles Without Killing Margin

• Thermostat + IAQ + surge protection as a comfort bundle; show added monthly, not a discount.
• Membership plan: first year included; renew at standard rate.
• Seasonal priority: guarantee service windows during peak weeks.

8) Ops: Lender Waterfall, Soft Pulls, and Handoffs

• Pre‑qual link sent from CRM; tag the opportunity with status (pre‑qual, approved, funded).
• Auto‑route declines to next lender (waterfall) with customer consent.
• CSR → Advisor → Coordinator handoff checklist to avoid data re‑entry.

9) Collateral: One‑Pager, Calculator Copy, and Text Snippets

One‑Pager Headline

“Choose comfort by the month (on approved credit)”

Calculator Microcopy

“Estimates only. Final terms set by lender. No obligation, soft credit pull available.”

SMS Shortcodes

PAY: Send pre‑qual link
SLOTS: Send next 2 install windows
HELP: Connect to finance specialist

10) KPIs & Dashboards

UTMs: utm_source=sales&utm_medium=sms&utm_campaign=hvac_financing_{city}

11) 30–60–90 Day Rollout Plan

Days 1–30 (Foundation)

1. Pick lender partners and confirm program copy.
2. Publish a one‑pager + CRM templates; add SMS consent language.
3. Train the 3‑option menu and soft‑pull script; start recording calls.

Days 31–60 (Momentum)

1. Launch lender waterfall; build objection macros.
2. Introduce repair‑to‑replace credits; track uptake.
3. Weekly call review with coaching and leaderboards.

Days 61–90 (Scale)

1. Optimize subsidy spend; test promo vs. low monthly lift.
2. Add IAQ bundle paths and membership first‑year inclusion.
3. Quarterly script refresh tied to KPI trends.

12) Troubleshooting & Optimization