If I wanted to double your revenue in 2026, here is what I would do

If I wanted to double Your revenue in 2026, this is exactly how I do it. And I know this because I helped multiple home service businesses double their revenue in 2025 alone. In this video, I'm going to break down the exact math, the exact levers and strategies that drove 20 to 30% growth with single changes alone. So you stop guessing and start scaling. The first thing I would do is set the math and then buy the growth with confidence. What I mean by setting the math is using a goal tracker of some sort to keep track of the numbers. And the numbers that you want are leads, jobs estimates, sold, total sales, and new customers. This is a goal tracker template. I'll put it down in the description, but basically you want to go in your CRM and pull out all these numbers. That way you have the data, because the data is going to drive the decisions that you're going to make. This is a legal calculator that we use with our clients. And again, I'll put it in the description. But essentially you want to put in your current numbers here so you can see 1.5 million average transaction value. You can take your total revenue divided by your closed estimates. So if you were to go here and you would say, how many estimates that I actually closed divided by your total sales, that's going to give you your average ticket. So you want to put your average ticket in here, then your average quote close ratio. So this number is going to be the number of estimates that you did divided by the sold amount. That's going to give you the number, your close rate, and then your leads to quote. This is going to tell you how many leads that you got. So how many leads did I get? And then how many jobs did I actually run? So in this case, 160 divided by 120, that's going to be your actual booking rate once you get a foundation for the numbers. Now, I would know you need this much of these numbers in order to grow your business. So what you can do with this tool is you can go up here and say, okay, if I want to go from 1.5 to 3 million, what has to be true? My average ticket, let's say that it's $1,200. It needs to. You can just keep it the same. My average quote to close could go from 50% to 58%. My average lead to quote percentage needs to go from 50% to 62%. So that means I need 579 leads per month versus 417, which means I need 163 more leads per month in order to hit 3 million. This is also going to illuminate the actual numbers here. So the whole premise of this is that you have to know the numbers, so that way you know what to fix or what to attack in your business, which we're going to talk about more of these strategies. And next last part on this is that once you figure out your lead deficit, you can figure out which marketing channel is going to drive growth, which we're going to be coming back to in this exercise. All right, so you get the math. Then you buy the growth with confidence. And you want to track this number month over month by using a goal tracker of some sort like this. Okay, next up, we got that dialed in. Now we need to actually focus on what to fix first. I would focus on fixing your conversion bucket first. Especially if you're over a million dollars. Usually there's gold here. So the first thing I would do is fix your booking rate. When I was at my home service business, we didn't track booking rate at all. Leads just came in the door. We got calls, we got emails coming in. And we didn't know that we got this many leads and we ran this many jobs, which is effectively your booking rate, because we weren't keeping track of how many leads that we got coming in the door, which is why we have to track leads. So a couple ways to do this. One, you can put it in your CRM as a lead or request, and then you can pull at your actual jobs. This is going to give you your booking rate. What I would recommend is doing these four things. First, set up a call script. So that way when any. Anytime you get a call that comes in, your CSRs have a script to go through. It doesn't have to be word for word, but just an outline that says, hey, first, ask them this question. Second, go to this question. Third, go to this question. Fourth, here's the outcome, yes or no, and then move on to the next step. The quickest way to figure out if your call script is good or bad is to listen to calls at least weekly. So what we would do at my home service business was we have four CSRs. We actually bought another headset that would plug into their phone and we would sit on the calls with them because we couldn't record them, we'd sit on the call with them and listen to the calls, and then we would coach them through the call. And after the call, we'd go and we'd say, hey, let's do A quick role play and overcome that objection and then let's do it again. This would be driving your growth. Next, we use the X versus slash, which is a simple strategy. So basically any call that you get, you put a slash and then if you book the call, you put another slash and you make an X. And then at the end of the day you have 10 calls and you have five X's. So you book five jobs, you got 10 calls and we roll it up, send it over to me. I, I was director of business development so I'm trying to grow the business. So I get this roll up from the csrs and I know the stats. Finally, we put in place a lead nurture sequence. Once we realized that our booking rate was not very good, say 20, 30%. And we're going to talk about that in a second. The actual numbers, once we figured that out, then we said okay, well we're keep getting crushed on this one. Hang up. Everyone's just calling for price shopping us. So what do we do? We need to get the email address so we can send them a proposal and then we need to put them into a lead nurture sequence. If you don't know what a good number is, Service titan put out a report and they said that their average booking rate is 42%. The good people are at 62%. So you should be shooting for 62%. This is one growth driver in a business. So this actually grew a gutter cleaning company 20% from a $1.5 million gutter cleaning company. We helped them go from 25% booking rate to a 32% booking rate. So a 7% increase in booking rate. They were getting 450 leads per month. You don't even need any more leads to grow your business like this. They got 7% more jobs booked. Why? Because they were actually tracking it. They set up a lead nurture sequence and they set up a call script in their business. So they got 7% more jobs, which turned out to 32 more jobs. Average ticket, 1100 dollars revenue growth, $35,000 per month for $420,000 a year, all by fixing their booking rate. So if I was going to double someone's revenue, I would first go to the booking rate because they have leads coming in. A lot of times they're not optimized in their booking process and they need to fix that number. So that's the first thing. Fix your booking rate. Second, fix your estimate. Conversion rate estimates are going out. You need to make sure that your estimates are flowing through and actually converting into into sales because that's going to drive your growth. One very simple strategy is track your estimate count. If your estimate count is going up, there's no way that you can't grow your business. If you actually have a good close percentage. Specifically like 1 to 3 million dollar businesses, the owner is going to be the number one salesperson or driving sales. So all you gotta do is just increase the estimate count and you're going to grow your business. Let's look at this. A good estimate conversion rate is 40 to 60%. If it's over 60%, you need to look at raising your prices. If it's under 40%. Usually it's either you're too expensive or you don't have a good process. And as you want to scale past 1 to 3 million, you need to build out a sales process. So similar have a sales script. If you don't have a sales script, record yourself out in the field. Turn that into a sales script. Now you can have a predictable sales script for new salespeople. Have a weekly one to one with your salespeople. If you're not meeting with them weekly, it's going to be very hard to set goals, to do role plays, to analyze their scripts. And you're going to miss a ton of opportunities because from a sales perspective, so listen to the calls, review losses. Why did you lose this one? Was it this? Was there an objection that you missed? And figure out why they're losing and then finally put an estimate nurture sequence in place. Basically when you send out an estimate, a lot of times you leave it on the salesperson to try to follow up and rehash the sale. This is fine. But when you get busy like what you would want them to get, then your follow up falls to the wayside. So we had an H vac contractor that we helped them. They're $2 million H vac business. They went from 45% close rate to 52% close rate and grew 22% revenue. So they were averaging 98 estimates per month. They increased 7% more closes, which is 7 estimates. Their average ticket was $3,400. They grew $24,000 per month for $291,000 in 2025, all by closing more estimates. So as you can see, you fix your call booking, you fix your estimate and that's your sales process. Now this is why this thing says fixed conversion. Before more leads, now you funnel in more leads on top of the business. This is the secret sauce of how I would double someone's revenue, I would fix their bucket. Because then we just pour more into the bucket and it just rolls, baby. It just keeps on growing. And that's when it gets really, really exciting. All right, so how would I do? I'm not going to get to the visibility part first. I'm going to say that for the end. But this is something that I would do if I was over a million dollars. I would squeeze your list for every, every single quarter. And I broke it out into every quarter. What I would do to generate revenue. Coming back into the business, we had another H VAC contractor. They were around $3 million. We set up a monthly newsletter to go out every single month. And they generated $257,000 just by doing an email newsletter. You can see we did 20% growth for your booking rate, 20 or 30% growth for your estimate conversion rate. 20 or 30% growth from reaching out to your past prospects and customers. We're already up to 75, 80% right here. So here's what I would do. On a quarterly basis, January to March, I would do these emails. Who did you not work with in 2025? And reach out to them. So go into your database and look at all your customers who did not work with you in 2025. This is in 2026. Reach out to them and say, hey, it's been a year since we worked with you. It's about time to do X, Y and Z. Whatever that service is that you do every single year. X, Y and Z service, let's say, okay, I don't really do services every single year. I talk to these people a lot. Schedule 2026 memberships that need work this year. This is the assumptive sale. Okay? The assumptive sale is probably one of my favorite ones to do in shoulder season. That is calling all of your customers that you worked with in 2025 and telling them, hey, it's time to get X, Y and Z Schedule. As a repeat client of ours, we're doing proactive scheduling. So we're getting you set up for the year. Here's what we have. This works great for gutter cleaning companies, air duct cleaning companies, even H Vac, Plumbing, electrical. Let's say it's H Vac. It's your tune ups. Like get them scheduled for the year. Let's say it's plumbing, they need to do a water heater inspection. Let's say it's electrical, it's your annual inspection of their unit or their generator or whatever it is that you offer. Just Be proactive about reaching out to them specifically in shoulder season because that's usually when you're the slowest. The third thing I would do in January to March is I would have a 2026 promo. I would say hey, the first 26 people in 2026 get $26 off or 26% off or 20% off and then 26% off or whatever. That sounds like some type of a big promo that creates demand from my database. And the last thing is, if I have memberships or I have monthly services like lawn care, I would do prepay annual plan offers. So instead of paying monthly or quarterly or however you do it, I would say if you pay in full, you'll get a 10% discount or one month free or whatever that sounds like. So I can get a big cash influx if you in the beginning of the year. So that way I can really pile it on. And we're going to talk about that in the future of like taking that cash and then deploying it for more visibility and new customers coming in the funnel Quarter two I would go in. This is going to. Usually you're going to get busier, you know, March, April, May, you're getting into it. So I would bundle and upsell offers. So this would help me increase my average ticket. Basically instead of just going and doing a certain an H VAC tune up, I would offer indoor air quality stuff. I would offer some other types of tune ups. If you do plumbing and electrical, I would, I would offer a duckless incentive but some type of a bundle that would increase my average ticket. Because right now people are going to be reaching out to me and it's going to be a great opportunity for me to increase my average ticket by bundling my services because the demand is there. The other thing I would do is I would leverage neighborhood routing promo. So I would go into my database and I would say hey, we're going to be in your area next week and since we don't have to pay for gas or since we're going to be in your area, we're giving you a 10% promo or 10% off of your job because we're going to be in your area. Basically I would try to double up on my jobs. If I book someone in this city or this street, I would go to my CRM and find other people in that street and tell them that we're going to be next door to them next week and I want to get them on the calendar. Basically a two for one on every single opportunity inside of my database Next going into summer, summer, you're going to be busy. This is where you want to hit limited quantity offers. You want to say, I only have 10 slots left to do this. If you want in, reach out to me. Basically, you're taking your database and you're telling them that I'm so busy. But if you want this thing, reach out to me. You're not creating a fake urgency. You're actually using the urgency and the scarcity that you have during the summer months to get more customers coming in because they're like, wow, this is in demand. I should be doing this again. Re engaging all of your past prospects and customers. And then the final quarter, September to December, I would reactivate declined ghost quotes. Gold mine, gold mine, gold mine. Take all of your estimates that you didn't close for the year and you want to reach out to them and say, hey, 2027, prices are going up. If you want to lock in our vendors prices, then you can schedule now for quarter one and we'll get you on the schedule. By the way, if you're watching this in quarter one, 2026 or 2025, you can do this right now. But in 2026, this is exactly what I would do. Going into quarter four, I would reactivate all of my estimates that didn't close with some type of a promo offer. I would also cross sell past customers and run a simple referral push for holidays. Everyone's going into Thanksgiving, going into Christmas, so I would give my audience the promo. I would say, hey, when you're at Christmas dinner, give the gift of clean, give the gift of warmth. This holiday season, give them a gift card. Give them something to call us and say, hey, you should reach out to this company. They do X, Y and Z. If you mention my name, then you get X, Y and Z. Something that creates some type of referral opportunity over the holidays. All right, so now we talked about pulling in all your data, fixing your conversion funnel, retargeting your past customers and prospects to bring them back into your funnel. That's about 70,000, 70% of growth right there from what I outlined for you. But let's talk about actually new customers, new visibility coming in the door, and the two big areas of opportunity for businesses, specifically in 2026. First, set up return on ad spend reporting. So I have a role up every single month. This is the data you want. How many leads that I get from this channel? What was my ad spend Leads converted, quoted revenue, closed revenue, cost per lead, revenue invoice, and Then Roas, and I'm going to show you an example of this. But in my home service business, I went to work there. It was around $3 million. This was the number one unlock for us. Okay, number one unlock was I spent $2,000 and I made $20,000. Let's do more of that from all my channels. Okay, so you want it to look like this. This is an example of a client of ours that I pulled. So, Jan, we started working with them in January 2025. You can see they spent $500, got three leads, they quoted $15,000. They didn't close anything for a zero return on ad spend. And you can see the cost per lead information right here. But look, as we get into the busy season, March, April, May, it starts crushing, right? 20x 18x 15x 35x, let's do more of that and let's close more deals. And you can see that the cost per lead was driving down, driving down. Because we have this framework where we just take the data and put it back into the funnel and let's keep the ball rolling. It's not just about I spent this much money ad spend and I made this much money in invoice work. There's also this quoted revenue. So for this example, in October, they did $262,000 in quoted work and they only invoiced a 58. So $150,000 is sitting out there. This is why you need that estimate nurture sequence and the booking lead to sale conversion sequence. Because if you're not taking advantage of all these opportunities, you're not going to actually get a good return on ad spend. Which is why I said, fix your conversion funnel first, then track all this data. And if you know that you have a good conversion funnel, it's just about what can I get the best cost per lead of and how can I get that coming back into my business? I'm going to take it all the way back here to this lead goal calculator. Because once you figure out, hey, here's my leads, I need my leads to increase this. It's literally just a numbers game. I need Google LSAs, is this Google search ads, is this Yelp, YouTube meta, Angie Thumbtack? Referral partners, mailers, whatever it is, I need 163 more leads and I'm going to spend $8,000 on meta ads to get that number or I'm going to spend $8,000 on referral partners to get that number. Because you already know that your conversion funnel works. This is the beauty of fixing your conversion funnel first, then retargeting your past, processing customers because it's free, then fixing your return on ad spend reporting. So that way it's just a numbers game of getting more leads coming in the door. And then one final thing here that we want to fix to double Your revenue in 2026 is building a B2B partnership game plan. If you don't take anything else from this video, this is the number one way to get customers coming into your business that is agnostic of whatever platform that you choose. Because it's all about the relationship here. You're not at the mercy of a new Google update. You're not at the mercy of a new ad platform or a new social media channel. You're literally building out relationships with other people in your local area so they send you customers. Okay? So here's what you want to do. It's four steps. One, create an offer. You might say, if you send me a customer, I'm going to give you $50. Every single person would probably take that, especially if it's a complimentary service. So think about if you do roofing and there's gutter cleaning companies out there that will send you customers because they're already talking to your customers every single day and they get paid $50 for sending you a customer who would not take that deal. Every single person would probably want that. Let's say you went into sweeten the pot and said $100 per customer. Do that. Okay? Figure out your offer, then build a complimentary service list. Let's say that you do roofing and there's gutter cleaning companies and landscaping companies and pressure washing companies. All those people are talking to your audience every single day. And they would send you leads if they had an opportunity to send you leads. Okay? They just don't know that you have this great program where if they send you a customer, they give you that you give them $50. So you need to build a list of all these people. Then you want to reach out to them. You want to send them a cold email, stop by their office and go to networking meetings, wherever these people are at. And you want to make them aware of your offer. So you want to reach out to them via email and say, subject line partnership. And you want to say, came across your website looking for a good roofing company to work with. Want to see if you had a couple minutes to chat. Boom, send that email out, okay, Go stop by their office and say, hey, I have this program where I work with roofing contractors and all their technicians and employees want to make more money. They're already talking with their target customers and people are already asking for the service. You just don't do it. So let's work together and make it happen for your customers and then we both win. And we could even give you, you know, a cut. We could give you 50 bucks, 100 bucks, whatever. Also go to networking meetings, BNI chambers. And this is your offer, right? Build this ecosystem of people sending you customers. And then the last thing, this is the cherry on top. A lot of times I'm sure you. And this is what happened to me. I would go to a job site and I meet a restoration contractor and give them my business card. They gave me theirs, and they say, yeah, cool, I'll definitely refer you. And it would be crickets. I never hear from them again. So what we did was we built a B2B email newsletter. This was a newsletter. Instead of targeting our past processing customers like what I talked about before, we would put them into a B2B newsletter that sounded like, hey, are your clients doing this? Here's some things for your clients. Make sure to recommend this. And then we would send them to a referral landing page that people would fill out a form to refer us business. This is a great way to grow your business. And it doesn't matter about the ad platform. It's very, very sticky for your business. And guess what? It's probably the cheapest way to get leads coming in that are warm leads. They're not cold meta leads. You could pay $50 for a lead. And in this example of going from 1.5 to 3 million, if you fix the couple little things inside of this average quotes, your close ratio, your average transaction value, then you set up a referral partnership program inside of your business. You're going to get customers and leads coming in the door for sure. All right, if you're over a million dollars and you're trying to go to $10 million in revenue, that's exactly what my business is built for. We've done it time and time again. I was at a $3 million business and helped them go to 5 million and sell to private equity. We've helped many, many companies double, triple their revenue, all by implementing these strategies. If you're tired of digital marketing, companies that just say, spend more on ads, do more SEO, all the fluff stuff, and they don't use your CRM, they don't use automations, and they don't actually help you grow using numbers. That's exactly where my company exists. You can go to flashconsulting.com, set up a meeting. Hope you like content like this. Be sure to hit like and subscribe, and I'll see you in the next video.