Episode Breakdown: The Checklist
1. Build a Referral Program
Most contractors know they should do this. Few actually do.
Create a structured referral system that rewards customers for sending new business your way. Examples include:
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10 to 20 percent off their current or next project
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Fixed-dollar credits like $20 per referral
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Printed referral cards to make it official
The key is making it systematic, not casual. When done consistently, referrals add up fast.
2. Follow Up on Quotes and Past Clients
Do not wait for the phone to ring.
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Call unclosed estimates
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Reconnect with past customers
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Fill last-minute schedule gaps
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Offer limited-time incentives to book now
A simple follow-up call can revive jobs people forgot about. You are allowed to call your past customers. Stay top of mind.
3. Use Bandit Lawn Signs
Cheap. Simple. Effective.
Strategically placing lawn signs:
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At active job sites (with permission)
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At busy intersections
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In high-visibility neighborhood corners
Even $4 signs can generate thousands in revenue. Want to track performance? Use a dedicated call tracking number for your signs.
4. Ask for Reviews on Every Job
Google reviews are the new word-of-mouth marketing.
The best time to ask:
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Immediately after completing the job
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While the customer is happy and satisfied
Pro tips:
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Text the review link on the spot
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Use a QR code printout
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Bonus techs when customers mention them by name
More reviews than your competitors equals more trust and more calls.
5. Invest in Professional Uniforms
First impressions matter.
Simple solutions:
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Buy affordable polos (Costco works)
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Have them embroidered locally
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Ensure your team looks clean and professional
Most competitors are not doing this. It is an easy way to stand out instantly.
6. Five Around / Ten Around Strategy
When you complete a job:
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Drop door hangers or flyers at the 5 to 10 closest homes
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Let neighbors know you’re already working nearby
This builds instant social proof and increases trust. People are far more likely to hire someone already working in their neighborhood.
7. Add a Price Range Page to Your Website
Customers are always searching for pricing.
Instead of hiding it:
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List price ranges for common services
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Add a clear disclaimer
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Explain how pricing works
Benefits:
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Builds trust with customers
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Improves SEO
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Helps visibility in Google and AI-driven search
You do not need exact prices. Just helpful ranges.
8. Accept Credit Cards
It is the cost of doing business.
Customers expect convenience. If you do not accept credit cards:
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You risk losing jobs
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You create friction in the buying process
If fees worry you, adjust pricing slightly to account for them.
9. Encourage Techs to Upsell
Your team is already in the home.
Options:
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Commission techs for additional services
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Provide a simple additional services sheet
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Let printed materials do the selling
Even if only a few techs embrace it, upselling can significantly increase revenue.
10. Invest in SEO and Pay-Per-Click
Showing up once on Google is good.
Showing up three or four times is better.
Combining:
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SEO
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Pay-per-click advertising
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Google Business Profile optimization
Allows you to dominate page one and capture more leads consistently.
