When presenting a finance package to a client, what you don’t say is as important as what you do say. Here are a few pieces of advice:
Don’t claim to be a financial expert. Instead make clear that you’re only acting as a referral source. If there are any legal issues later on, you could be held to a higher standard than another contractor might.
Don’t make any guarantees about payments or loan structure.
Don’t quote an interest rate. Just say that rates are competitive.
Don’t lowball a monthly payment. If it turns out that the real payment should be higher than that quoted by the salesperson, the company has either to take a loss or risk alienating the customer. If the customer insists on a ballpark number, estimate on the high side.
