Phil Risher tells home service owners to stop buying leads until they fix their booking rate (aim for 60-70%) and close rate (40-60%). Adding more leads before you can handle what you have wastes money and creates chaos.
Yeah, but you don't need more leads until you can prove that you're actually handling the ones that you got. If you don't know your booking rate or your close rate, you need to know those numbers before you turn on more leads. Your booking rate should be around 60 to 70%. This is what ServiceTitan tells us to the top companies. Your close rate should be between 40 and 60%. If you don't have those two numbers dialed in and you're not firing on all cylinders, adding more leads to the equation is going to create more chaos and spend a lot of money and it's going to go into a leaky bucket and it's not going to grow your business. The way you fix it is you make sure those two numbers are dialed in and then you scale up with a great system.
