Brutally Honest Tips That Skyrocketed My Clients’ Revenue by 20%+

My company has helped home service businesses generate over $47 million in growth. On average, our clients see 20% year-over-year growth.

But here’s the thing: nearly every one of them had the same 10 problems slowing them down before we helped turn things around. These issues are incredibly common—and most importantly, fixable.

If you’re serious about scaling your home service company, read on. I’m going to walk you through the 10 biggest growth killers—and what to do instead.

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1. You Don’t Know Your Return on Ad Spend (ROAS)

If you’re spending money on Google Ads, Facebook, Yelp, or Angie and don’t know exactly how much revenue you’re getting in return, you’re flying blind.

We were spending $5,000/month on ads but had no clue what was actually working. The digital marketing agency couldn’t even answer basic questions about lead sources. That was a huge red flag.

The fix:
Use custom tracking numbers and forms on your landing pages. Push every lead into a spreadsheet. Audit this data monthly to calculate ROAS and make informed decisions.

2. You’re Relying on Hope, Not Follow-Up

One of our clients—a skilled electrical contractor—had a decent ROAS on paper. But dig deeper and you’d see he was closing less than 50% of his estimates. That’s a ton of missed revenue.

The fix:
We implemented a 21-day estimate follow-up sequence with calls, texts, and emails. His conversion rate improved dramatically. Don’t just track leads—nurture them.

3. You’re Sending Estimates Without Strategy

Estimates alone aren’t enough. Another HVAC client of ours was closing at 46%. Good, but not great.

We added a structured 21-day follow-up campaign featuring testimonials, FAQs, and reminder messages. Their close rate jumped to 58%, and their revenue doubled within a year.

4. You’re Only Running Service & Repair Calls

If you’re only running service calls, you’re missing high-ticket upsell opportunities.

Here’s what we did for one client:

• Created a technician incentive program to generate sales leads.
• Rewrote call scripts to encourage upsells.
• Used email newsletters to plant seeds for new services.
• Gave sales reps a list of interested leads to follow up on.

They went from 230 to 500 estimates in a year—a 52% increase—without spending more on ads.

5. You’re Ghosting Your Revenue

Most companies think they have a lead problem when they actually have a lead management problem. You’re getting calls, but there’s no process to convert them.

One client added a simple 14-day lead nurture campaign after sending estimates. They increased conversion by 21% and revenue by 51%, without generating any new leads.

6. You’re Ignoring the Gold Mine in Your CRM

Stop obsessing over new customers when you haven’t tapped your existing ones.

We worked with a custom closet company that had never emailed past customers. One email about custom office cabinets brought in a $10,000 project from a lead they thought they’d lost.

The lesson:
Start a monthly newsletter. Cross-sell and educate. Your CRM is full of people who already know and trust you.

7. You Don’t Know Your Customer Acquisition Cost (CAC)

If you don’t know how much it costs to get a new customer, how do you know where to invest?

Calculate CAC by dividing your total ad spend by the number of new customers generated. For example, if you spent $2,000 and got 10 customers, your CAC is $200.

Now you can make data-driven decisions, not guesses.

8. You’re Paying Google—But Not Referral Partners

Google ads can work, but they’re expensive and inconsistent. Referral partners are warmer leads and often cheaper.

One client scaled to $3 million in revenue by paying 20% commissions to B2B partners instead of ad platforms. It was simpler, more effective, and less risky.

9. You’re the Only Salesperson

If your business stops growing every time you get busy or take a vacation, it’s because you are the sales team.

You must build a sales team—even just one other person—to scale. Once you free yourself from being the bottleneck, you can:

• Focus on higher-level strategy.
• Get more leads.
• Create systems that run without you.

It’s the difference between being a business owner vs. a sales rep with overhead.

10. You Don’t Have a Lead Problem—You Have a Lead Management Problem

Even companies doing $200 million have this issue. Without a system for tracking, nurturing, and closing leads, you’re leaking revenue.

Here’s how to fix it:

• Create a workflow for what happens when a lead comes in. Who handles it? What’s the follow-up plan?
• Use tools like Google Sheets, Zapier, Mailchimp, or CRMs to automate nurture campaigns.
• Build a tight phone script for your team to close leads confidently.

If you do this right, scaling becomes simple—more leads in, more revenue out.