The biggest myth in the pool industry among builders is simple: “My customers pay cash.” But most homeowners who say “cash” do not behave like true cash buyers when real decisions begin.
For decades, many pool builders have operated under the assumption that most customers pay cash for their projects. Customers say it confidently, put down a deposit, and appear ready to move forward without any financing support.
But according to Carla Barrera, Director of Business Development, Marketing and Advertising at Lyon Financial, that assumption is quietly costing builders more revenue than they realize.
“Many customers are financing behind the scenes,” Barrera explains. “Just because a builder does not see the funding does not mean it is not happening.”
This article breaks down what builders may be missing, why the myth sticks, and how introducing financing early can help builders close more projects, sell larger jobs, and create more predictable schedules.
What Builders Don’t See When Customers Say “Cash”
Homeowners often say “cash” because it feels simple, but their funding plan is frequently more complicated than builders realize.
Most customers do not actually pay cash in the way builders assume, even when they believe they will. Their decisions rarely match the behavior of true cash buyers.
“Customers say ‘cash,’ but then they hesitate, scale back, or phase projects,” Barrera says. “Their behavior speaks louder than their words.”
Common “cash buyer” behavior that signals hesitation:
- Delaying final approvals
- Reducing scope to protect savings
- Removing high-margin upgrades early
- Phasing work “for later”
- Stalling once deposits and schedules become real
In many cases, homeowners pursue financing independently through lenders who are not experts in pool and outdoor living projects. They may not realize better options exist, or they encounter delays that impact the builder’s schedule.
When builders guide customers to a trusted, pool-specific financing partner, projects benefit from faster approvals, clearer expectations, and more predictable scheduling.
“Even true cash buyers benefit from seeing financing options,” Barrera adds, “because it preserves liquidity and gives them flexibility to build the project they actually want, not just the one they feel they can afford today.”
Why the “Cash Buyer” Myth Sticks in the Pool Industry
Builders often see a deposit and assume the rest will be handled, but customers frequently have a different plan or no plan at all.
There are a few reasons the cash myth persists:
- Customers avoid money conversations. “Cash” feels easier than discussing budgets or credit.
- Builders only see part of the funding picture. A deposit does not confirm full project funding.
- Many builders are unaware of specialized options. Pool-specific financing today is streamlined and designed for outdoor living projects.
- Financing is often introduced too late. Waiting until sticker shock appears gives hesitation time to grow.
Barrera sees a consistent shift when builders understand their options:
“Once builders understand the financing programs available, it often elevates their entire sales approach,” she says, “and opens significant opportunities by giving customers confidence to move forward with larger, more complete projects.”
How the Myth Cuts Into Builder Revenue and Scheduling
When customers believe savings are the only option, projects shrink, decisions slow down, and schedules become harder to predict.
When customers feel limited to savings, they often:
- Choose smaller projects
- Eliminate upgrades early (decks, spas, lighting, landscaping)
- Delay major approvals
- Push timelines into later seasons
If a homeowner seeks financing on their own, builders can end up dealing with unpredictable timelines and last-minute scheduling challenges.
“Builders underestimate how much they lose simply because the customer never realized financing was an option,” Barrera explains.
The Truth: Customers Don’t Behave Like Cash Buyers
Even customers who can pay cash often become cautious once real decisions begin. Financing reduces friction and increases confidence.
As soon as customers start making real choices, such as final design, upgrades, total price, and deposit schedule, many begin to hesitate. That hesitation leads to downsizing, delays, or phased projects.
Financing removes those barriers by giving customers flexibility and a clear path forward.
“When builders lead with financing, customers feel more comfortable exploring what they really want,” Barrera says. “It completely changes the conversation.”
If you want a helpful comparison to share with customers, this resource can help:
Pool Financing vs. Paying Cash.
How Builders Can Break the Myth and Close More Jobs
Financing should be part of every sales conversation, not an afterthought introduced only after sticker shock appears.
Builders who introduce financing early give customers clarity, reduce hesitation, and keep projects moving forward.
Tips for success:
- Make financing part of every sales conversation.
- Show both cash and monthly payment options.
- Position financing as a way to protect savings.
- Work with a partner that specializes in pools and outdoor living projects.
- Address financing early to support smoother decisions and more predictable schedules.
Many builders use a simple line to open the conversation naturally:
“We work with Lyon Financial. If you’d like, we can share monthly payment options that don’t require home equity.”
To help customers explore options quickly, the Lyon Financial Loan Calculator is an easy starting point.
Final Takeaway: A Simple Shift That Creates Big Results
Offering financing up front helps builders close more jobs, sell larger projects, and create a smoother experience for both the builder and the customer.
The idea that “my customers pay cash” has shaped builder assumptions for years, but today’s buyer behavior tells a different story. Builders who introduce financing early create a more confident customer experience and position themselves for stronger long-term success.
“Offering financing up front helps builders close more jobs and sell bigger ones,” Barrera says. “It makes the entire process easier for both the builder and the customer.”
Ready to make financing a standard part of your sales process?
✔ Pool Financing for Builders
✔ Financing Script Card: Easy, Natural Talking Points
✔ Contractor Resources
