Phil Risher walks through how to scale a home-service company from $1M to $3M to $5M. Audit your lead pipeline and close rates, plug the leaks in customer retention, then measure ROAS across every channel to find what actually works. Finally, retarget your existing customers to cross-sell.
If I had to rebuild my home service business from $1 million, I would do this. First, I would audit our entire lead nurture sequence. When a lead comes in, what happens to it? Do we have a call script? Are we tracking our booking rate? Then I would go to our sales process. What is our closing rate and what happens when we send out an estimate? I want to get our customer experience in our bucket so tight that when we put water into it, it never leaks out. After that, I'm going to pull return on ad spend data from every single channel, and I'm going to know what produces the best return on ad spend. Google Ads, Google LSA, Yelp, Meta, YouTube, home shows, HVAC referral partners, and I'm going to go do a bunch more of that. Now, when I drive more leads to my business and I know that this is profitable, good revenue coming through, the bucket is really tight. All those people are going to sit at the bottom of my funnel. They're going to come through my database and I'm going to retarget them because they already know, like, and trust me and cross-sell me things. I know that this process works because I did this at a $3 million business to go to $5 million, and this is how we've scaled companies $250,000 to $1 million every single year by doing this exact process.
