Mike AndesFounder, Augusta Lawn Care and Homeworks · Founder of Homeworks and Augusta Lawn Care

Want a Higher Close Ratio? Here’s What 100 Locations Taught Me!

22 Apr 2025 · 1 min

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Mike Andes reports results from a study of over 100 locations about estimate close ratios. He defines close ratio as accepted estimates divided by total estimates sent. Without follow-up the close ratio was 36%; by following up at least three times the close ratio rose to 68%. Recommended follow-up actions include calling customers at least three times, answering questions about the quote, confirming receipt, and obtaining a definitive yes or no. The speaker cites an example: "Last year at Augusta Lawn Care."

Questions this video answers

Over 100 locations.

36% of estimates were accepted without follow-up.

68% of estimates were accepted after at least three follow-ups.

At least three follow-up contacts (called the customer at least three times).

Augusta Lawn Care (referenced as 'Last year at Augusta Lawn Care').

Chapters

I studied over 100 locations and what their close ratio was. Now 36% of estimates that were sent to customers were accepted if there was no follow up. Close ratio is the number of accepted estimates divided by the total number of estimates that were sent. But that close ratio jumped from 36% to 68% by changing just one thing, and that is that at least three times the quote was followed up on. They called the customer at least three times, they tried to answer questions about the quote, they confirmed that the customer received the quote, and they made sure they actually got a yes or no from the customer. Last year at Augusta Lawn Care.