If you’re in home services and not obsessing over your lead funnel, you’re leaving millions on the table.

If I could only fix one thing in a home services business, it wouldn’t be sales.

It would be the lead funnel.

Because the best home services businesses aren’t just good at closing, they’re built like lead conversion machines. Full-funnel, operationally disciplined, and margin-obsessed.

We mapped the full customer funnel, from prospect to install, and broke down every drop-off point:

• Leads that never book
• Appointments that no-show
• Demos that don’t convert
• Deals that never install

Most teams chase more leads.
Focus on getting more from the leads you already have.

Here’s why that matters:

Let’s say you’re generating 10,000 prospects/month:
• 10% book = 1,000 appointments
• 80% show up = 800 demos
• 40% close = 320 deals
• 95% install = 304 installs

Now let’s improve each stage by just 10% — nothing heroic:
• 11% book
• 88% show
• 44% close
• 97% install

Result? 412 installs.
That’s a 35% lift in installs with no additional media spend, and depending on AOV and margin, that’s $500K–$1M in added EBITDA.

We’ve built a slide that breaks this down by stage......causes of drop-off, tactical fixes, and best-in-class benchmarks we’ve seen from operators who run their business like a machine.

So before you spend another dollar on media, ask yourself:

Are you generating enough leads, or just wasting the ones you already have?

What’s the biggest choke point in your funnel right now?