01/20/2026
One thing I learned selling over $4M in pools in 2025
Stop discounting.
I know, I know.
Your marketing guy is screaming "BUT THE LEADS!"
And sure, slapping "15% OFF SPRING SPECIAL" on an ad will get your phone ringing.
But here's what happens next:
That homeowner walks into your sales meeting with one thing on their mind.
Price.
Not your craftsmanship.
Not your 3D designs.
Not the fact you'll actually be in business to honor their warranty.
Just price.
Because YOU told them that's what matters.
You trained them.
Now you're stuck in a race to the bottom against the guy who cuts every corner and disappears in 18 months.
Fun game, right?
Here's the truth nobody wants to say out loud:
Pool builders need margins to survive.
This isn't a charity.
If your customer wants their warranty honored, their builder needs to stay in business.
If they want their builder to stay in business, they pay fair market rate.
Simple math.
So next time your marketing team pitches another discount campaign...
Push back.
Trade cheap leads for qualified buyers who actually value what you do.
Your margins account will thank you.
