Podcast Summary: Unlocking Sales Potential Through Financing with Justin Hatcher
The Home Service Expert Podcast with Tommy Mello
Date: January 12, 2026
Episode Overview
In this episode, Tommy Mello sits down with Justin Hatcher, President of One and Fund and a veteran sales and finance leader in the home improvement industry. They explore how integrating smart consumer financing into sales can dramatically drive revenue, increase average tickets, and transform company culture. The discussion ranges from Justin’s career journey and lessons scaling businesses, to actionable strategies for leveraging financing, the pitfalls and opportunities in private equity, and predictions for the industry’s future.
Key Discussion Points & Insights
1. Justin Hatcher’s Background & Journey (02:21–05:42)
- Justin shares his transition from hoping to be a radio DJ to home improvement sales, crediting early hands-on experience for developing his passion for the industry.
- Entry into the mortgage business happened organically, highlighting how home improvement and lending have always been intertwined.
- Justin’s leadership at Tundraland: ramped their sales from $25M to $125M by financing 65% of their projects.
Quote:
“We scaled it really fast ... We realized we couldn’t rely on one lender.”
– Justin Hatcher (05:00)
2. The Power of Financing in Sales Growth (05:42–10:56)
- High-performing home improvement teams finance 65–70% of jobs, far above average companies.
- Integrates financing early: from marketing (e.g., “payments as low as…”) into in-home sales scripts.
- Financing isn’t just for affordability—it’s an engagement and conversion tool.
Quote:
"If you're offering somebody a payment option, your average ticket goes up by like 25%. It's massive."
– Justin Hatcher (00:00; repeated at 23:53)
- Key statistics: Most people start considering financing for purchases above $4–5k.
Quote:
“…If you could keep it under $145, most people take a 10 year loan and pay it off in two and a half years… they just want to know they could afford it for a rainy day.”
– Tommy Mello (07:11)
Practical Pricing Tips
- Dealers should factor dealer/credit fees into overall pricing, so payment method doesn’t affect margins. Tunderland averaged cost and increased pricing by 5% for simplicity (08:50).
3. Process, Culture, and Organizational Growth (10:07–13:56)
- Scaling success comes from thinking beyond current company size, relentless KPI tracking, and daily leadership alignment.
Quote:
“If you're going to be wrong, don't be long for wrong.” – Brian Gottlieb, recounted by Justin Hatcher (10:07)
- Culture is a critical, underestimated asset—especially in private equity transitions; PE firms struggle when they overlook team motivation and internal NPS.
- The need for PE partners to align with founder values and to not over-leverage acquisitions is emphasized.
4. Modern Marketing Approaches (17:47–21:23)
- Multi-channel is key: TV performs best for broad reach, but hyperlocal/community event participation builds authentic brand engagement.
- Digital (SEO, multiple lead sources) is indispensable—one company had “150 digital marketing lead sources.”
- On relentless follow-up: “Call/email/text until they buy or tell you to stop.” No “one-size-fits-all” contact frequency; persistence wins (20:38).
5. Financing as a Core Sales Strategy (21:23–24:40)
- Financing should be an early, inclusive part of every sales presentation.
Quote:
“Financing isn’t just about affordability. It’s about access and confidence."
– Tommy Mello (21:23)
- Four key steps:
- Seed financing in marketing
- Script it into initial conversations
- Explore payment preferences during needs analysis
- Present financing to everyone (23:48)
- Not having a script or process for financing is a silent killer for conversion.
6. The One and Fund "One Look" Platform (24:18–29:30)
- Their innovation: A multi-lender, soft credit pull system matching customers to their best loan offer in one step.
- For subprime borrowers, the platform smartly routes applications to the likeliest approving lender, preserving customer and rep morale.
- Technical growth: Early platform failures were overcome by hiring a CTO and iteratively improving the UX.
Quote:
“The whole goal...make a 600 FICO score feel like an 850 buyer.”
– Justin Hatcher (24:40)
7. Overcoming Mindset Barriers (29:30–33:01)
- Technology won’t fix process or mindset issues—commitment to process change is essential.
- Contractors should custom-fit financing to their sales model; there’s no “one-size-fits-all.”
- Universal financing offer helps everyone—including wealthy customers who prefer other people’s money.
8. Training, Mindset, and Retention (34:20–36:00)
- Justin’s advice to new salespeople: “Stay out of your own head trash.” Don’t project your own financial beliefs onto clients.
Quote:
“Just because you wouldn't do this, doesn't mean your customers shouldn't have the option.”
– Justin Hatcher (34:33)
- Consistent process beats improvisation (“Just follow the process.”).
9. Mergers, Leadership, and Personal Philosophy (36:12–39:16)
- Justin recounts a recent merger with One Click Contractor: quick but not without hurdles; alignment and offsite leadership meetings were critical.
- Personal philosophy: Set high standards, be relentless, and step back for perspective when things go wrong.
10. Industry Outlook: Predictions & Opportunities (46:02–47:57)
- The trend toward online sales—fully digital, self-directed purchases—will accelerate as digital-native generations mature into homeowners, but mass adoption is a few years out.
- Expect further consolidation and shake-outs: success will favor businesses with tight systems and processes.
- Creative, “boots-on-the-ground” marketing tactics remain undervalued (e.g. porta-potty placements as festivals signal—see 48:15).
11. Talent, Recruiting, and Organizational Focus (48:41–51:05)
- Success comes from constant recruitment of high quality team members and prioritizing development of “winners.”
- “Great employees don’t just perform, they promote and recruit for you."
12. Recommended Books & Lifelong Learning (51:05–51:59)
- The Go-Giver and Art of War: Both heavily influence Justin’s leadership style and business philosophy.
- Art of War’s lesson: “In the midst of chaos, there’s always opportunity.” (51:48)
Memorable Quotes & Timestamps
- “If you're offering somebody a payment option, your average ticket goes up by like 25%. It's massive.”
– Justin Hatcher (00:00, 23:53) - “Financing isn’t just about affordability. It’s about access and confidence.”
– Tommy Mello (21:23) - “Our average cost...was 8%. ...We just took a 5% price increase. So no matter how you paid...it's a net positive.”
– Justin Hatcher (08:50) - “You have to interview [private equity] just like they're interviewing you.”
– Justin Hatcher (13:56) - “Stay out of your own head trash. ...Don't talk them out of [financing], because you wouldn't do it.”
– Justin Hatcher (34:33) - “Software is not going to fix your problems...If you're not willing to have the mindset of changing your process, software’s not going to fix it.”
– Justin Hatcher, quoting Brené Brown (29:30) - “In the midst of chaos, there’s always opportunity.”
– Sun Tzu, quoted by Justin Hatcher (51:48)
Timestamps for Major Segments
- Justin’s Career Story: 02:21–05:42
- How Top Companies Use Financing: 06:22–10:56
- Private Equity & Culture: 11:59–16:02
- What Works in Marketing: 17:47–19:49, 48:15–48:41
- Follow-up & Lead Management: 19:49–21:23
- Financing as Sales Strategy: 21:23–24:40
- One Look Platform Development: 24:18–29:30
- Overcoming Process Issues: 29:30–33:01
- Training Sales Teams/Mindset: 34:20–36:00
- Mergers & Alignment: 36:12–39:16
- Industry Predictions: 46:02–47:57
- Talent and Recruitment: 48:41–51:05
- Book Recommendations: 51:05–51:59
Closing Takeaways
- Financing, when properly integrated, is a major growth lever—not just an afterthought for affordability.
- Successful companies treat financing as part of their core customer experience and company culture, not a workaround for the poor.
- The future will favor contractors who systematize their process, embrace technology, and take recruitment and marketing as seriously as sales.
- Those willing to adapt, focus on persistent improvement, and not fear failure will “win big” as home improvement evolves.
Connect with Justin Hatcher:
- Website: oneclickcontractor.com
- LinkedIn & Facebook: Justin Hatcher
For episode notes, text “NOTES” to 888-526-1299.