How a home services rep sells $1M a year with Wisetack customer financing

Josten is the top sales rep at a nationwide home services company. What do I mean by top? He owns the top of the leaderboard every month and sells $1,000,000 a year.

His secret? He sells with financing through Wisetack. We sent our account manager, Kerrin, to Arizona for a ride along with Josten to find the recipe for his secret sauce.

The foundation: Josten’s golden rules

“What stood out immediately is how disciplined Josten is with his pitch and process,” Kerrin said. “Every appointment follows the exact same structure — no shortcuts, no improvising, no deviation. That consistency shows up in the results.”

When it comes to financing, Josten has three golden rules for every single job:

Rule 1: Build it into every pitch

Everyone gets the same financing conversation. He says the same thing every time, to every customer.

“Josten used financing as a sales tool, not a fallback,” Kerrin said. “He presented financing confidently as the best way to pay, not a backup option.”

Rule 2: Let Wisetack decide eligibility

Everyone has a good credit profile until proven otherwise. Assume eligibility and let the application confirm it.

With Wisetack, you don’t need to collect the customer’s sensitive info or give the final verdict. Let us take that one with our fast application on the customer’s own device.

Rule 3: Offer with confidence

Customers want a simple path. If you lead confidently, most people follow.

Kerrin described Josten’s financing conversation as “simple, collaborative, and seamless.”

The playbook: 5 steps to close with financing

Josten is a closer because he’s a champion for the customer. He knows how to keep the deal moving without hard sales tactics.

Step 1: Total price

Give a clear problem and solution. That earns you the right to state the total confidently. No apology tone. You’re giving them a solution, after all.

Step 2: Reframe

The moment the price lands, you “flip the emotion” from sticker shock to relief. You have another solution to offer the customer.

Step 3: Prequalify the customer right then

Share the prequalification link with the customer and wait for them to complete it. Answer any questions they might have on the spot.

In Josten’s view, this is the biggest difference from an average sales rep to a top sales rep. Average reps might just email the customer a link later that night and hope. Exceptional reps help the customer through the process so there is no delay in moving to the next step.

Step 4: Celebrate the approval

When the customer is approved, stop to celebrate. Then guide them on available options.

Step 5: Close

Keep the close action-based and binary. There are only two choices: financing or a card.

Refining the pitch: Say this, not that

1. Never ask the customer about their credit. It’s awkward and a little too personal.
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2. Don’t pitch a monthly payment first. In Josten’s view, it creates friction because you’re giving a number not based on their credit profile.
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3. Assume the customer wants to say yes, instead of creating an off-ramp.
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The fallback: When it doesn’t go exactly to plan

Even for Josten – the most disciplined sales rep we’ve seen in action – the playbook doesn’t always go as planned. He doesn’t get flustered. Instead, Josten keeps the momentum and makes the customer’s options still feel attractive.

For example, if a customer doesn’t qualify for a 0% APR* option, Josten assures the customer it’s all still under control.

“No worries. We can still make this easy. I don’t control your offer, but we can still get the work done and keep the payment comfortable.”

Josten highlights the lowest monthly payment possible and that Wisetack doesn’t have early payoff fees.

“Let’s select the longest term so your monthly is as low as possible. Then if you want to pay it down faster later — tax refund, bonus, whatever — you can. There’s no penalty for paying it off early.”

Then he re-anchors the urgency of solving the problem and how the customer is still in control.

“The important part is getting this handled before it gets worse. The payment plan is just the tool that makes it painless.”

After the close: Set your customer up for success

Josten has a reputation for delivering a great customer experience. We think it comes down to how he finishes with the customer.

He makes sure they understand exactly what happens next with their financing.

First, Josten makes sure the customer knows how to release payment.

“Once the job’s complete, make sure you hit the confirmation button on the application within 24 hours so nothing gets delayed. Let’s put a reminder in your calendar now to help you remember.”

Then he helps them understand what to look for to begin paying their monthly payments.

“When you see emails from Wisetack, that’s us — not spam. We offer financing through Wisetack. They’ll send you information about how to access your account and when your first payment is due.”

Why the Josten way works

Josten’s methods are not necessarily novel. They’re just consistent, clear, and pressure-free.

“The biggest takeaway for me is that none of this is situational or improvised,” Kerrin said. “It’s a disciplined system built on clear assumptions, confident language, and control of the flow. And when it’s executed consistently, it works.”

This is a good time to mention that 8 of the company’s top 10 reps were recruited and trained by Josten. This is a repeatable method that can be taught and followed by anyone willing to learn.

Thanks so much to Josten for hosting Wisetack for the day and sharing your approach.
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