Reflection: We just signed two clients we've been chasing for three years. Both are eight-figure home service companies. Both will likely be six-figure accounts every single month. And it took us three years of following up, sending free value, and staying in the conversation to get them signed. Three years. Not three touchpoints. Not a clever sequence. Three years of showing up. Here's what it actually took, and what I'd want you to take from it: 1. These relationships take a long time to nurture — longer than you want them to. The clients that are actually worth having don't sign off a cold pitch. They watch you. They wait to see if you're still there in six months. Most people quit way before the window even opens. 2. Part of it is your methodology — but a lot more of it is your skill. This is the piece people miss. The types of clients you need to land are people you have to level up to work with. Three years ago, we honestly weren't ready for these accounts. The follow-up wasn't just nurturing them — it was time we spent getting better. 3. You have to build the proof before you deserve the yes. We had to stack an enormous amount of proof through our current big buyers and smaller buyers in their industries — real case studies, real numbers — before these two would move. The persistence only works if you're compounding proof while you wait. The takeaway: when something isn't working yet, look at yourself before you blame the process. Part of what you're doing is a skill — and skills get better by iterating and staying in the reps. But only if you stick with it long enough for the compounding to show up. Three years of reach-outs. Two signatures. Six figures a month. That's the math of persistence. You need to pick a lane that has worked for other people — then put in the volume and iterate. Understand that part of it is the learning, part effort, and part skill. I say this as someone who switched to the "shiny object" and lost hundreds of thousands if not millions off of it. Don't be like me haha

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His pricing is higher, his team shows up late, and his customers complain more than yours ever do. But he's getting 40 calls a month while you're paying Angi's for shared leads and crossing your fingers. WHAT is happening? WHY? There are TWO MAIN WAYS to get appointments. (of course, broken down into various different strategies) ONE is to pay for them -- buying leads, running ads and similar. The SECOND is generate them using organic (free) strategies. Both work. We can help with either. The trick is to use paid ones while you're building your organic, and eventually moving over to free/organic. Hell, keep reading, and I'll even show you how to get my step-by step workflow if you want to do it on your own. And I'll STILL help by answering questions... at no charge. Because in the long run, I WANT to help! So why is my knucklehead competitor cleaning up? Organis first... The difference is he shows up first on Google, is in the top 3-pak AND showing up in the AI search... he's in all 3... and you aint'. When someone searches "gutter cleaning near me" or "emergency plumber Dallas", they see him at the top of the Map Pack with 500+ reviews and professional photos. They then see him again in the AI search results, and in the SEO column. Doh. He looks like the obvious choice… While you may be on page 3. Invisible. So that customer calls him, books the job, pays him, and never knew you existed. This happens every single day to anyone not on page one, right down your street, multiple times per day. Every search you DON'T show up for is revenue going directly into your competitor's pocket. Month 1, he has 30 more reviews than you. Month 6, he has 120 more reviews. Month 12, he's completely cemented as the market leader while you're still grinding on Angi's leads competing with other contractors on price. The good news is this gap closes faster than you think. Once you start ranking, Google rewards momentum. Your first 50 reviews unlock the next 100. Your first Map Pack ranking drives more traffic, which drives more reviews, which drives better rankings.

And it costs NOTHING to get in the 3-pak! Tommy Mello does the marketing at A1 Garage Door. A1 does more than $350M a year and spends roughly $3.5M a month on marketing. Tommy still says their Google Business Profiles bring in more leads than any other marketing they do. Noah Igler interviews him in the attached video. Noah is one of the SEO's I pay attention to. He's good. VERY good, and I've learned a lot from him. GOOGLE BUSINESS PROFILE... the FREE listings in the 3-pak get more jobs than the 35 MILLION they spend a year on ads. (we can help with this btw, reach out to me) Noah borrowed a lot of the same core pieces for a plumbing and HVAC company that produced $6.81M in revenue over the last 12 months. He breaks the full system down in this video: The video walks through the parts I would steal if I ran an established home service company: - The four numbers Tommy runs marketing around: cost per lead, booking rate, close rate, and average ticket. - Why A1 has roughly 15 Google Business Profiles in Phoenix: one location can only cover so much of a major metro. - The review system behind the rankings: the ask happens inside the job process instead of relying on random follow-up. - How paid and organic search work together: paid search keeps jobs coming while the profiles, website, reviews, and local authority keep building. - What A1 is doing around AI search: giving Google and language models more real proof about the business instead of publishing generic filler. If your company is already doing a few million a year, pay the most attention to the multi-location section. One strong profile can become a great lead source. It still cannot rank across an entire competitive metro from one address. A1 solved that by putting legitimate locations around the market and building each one properly. That is a much bigger idea than another little GBP optimization trick. If you want me to help you with this or do it for you, say "yo Deacon!"...

I work around the people and operations side of service businesses, so I joined to learn more about how contractors are using AI and automation to improve the way they handle lead generation, follow-up, and day-to-day workflows. I’m especially interested in what actually works in the field versus what just looks good on paper. Looking forward to learning from everyone, exchanging ideas, and contributing where I can. 🙂