Count last quarter's no-sales.

Pull every appointment your reps sat in the last 90 days that didn't end in a signature. That list is your rehash pile — for most in-home companies it's 70% of everything you ran.

Put a dollar figure on the pile.

No-sales × your average ticket. Forty no-sales at a $12K ticket is $480K that walked. Write the number down — it's the one that changes behavior.

Know your cost per sat appointment.

Lead fees plus ad spend, divided by appointments actually sat. Every no-sale left the house with that much of your marketing money in its pocket.

Separate the no from the not-yet.

Read the dispo notes. "Price is too high," "need to think about it," "talking to my spouse" — those aren't a no. They're a not-yet, and the job goes to whoever follows up.

Send a same-night recap.

Thank them, recap the scope in two sentences, attach the one photo that matters. It lands while the kitchen-table conversation is still happening without you.

Make the next-day touch useful, not needy.

Send something they'd want anyway — the payment breakdown, the warranty comparison, the photo of a job two streets over. "Just checking in" teaches them to ignore you.

Answer the objection they actually gave.

If they said the price was too high, send the monthly-payment math — not a discount. If they wanted more quotes, send the comparison sheet. The follow-up should sound like you listened.

Arm the second decision-maker.

The spouse who wasn't at the table decides half these deals. Send a two-minute summary they can read on their phone — scope, price, payment, photos.

Map 20+ touches across 90 days.

Text, email, and real phone calls, front-loaded in week one and spaced out from there. If your plan is "call them twice next week," you don't have a plan — you have a hope.

Give every touch a new reason to exist.

A financing option they qualified for. A weather event in their zip. A finished job nearby. Never "following up again" — same words, same ignore.

Reach out when reps won't.

The deals get decided at 8pm when both decision-makers are home — exactly when your reps are at dinner. Somebody has to be working then.

Don't stop at touch five.

Past touch five is where almost every company goes silent and where the not-yets quietly buy from the contractor who didn't. Persistence is the entire edge.

Put a path back to the table in every message.

A booked second visit is a win. Every touch should make it one tap to say "come back out" — not a phone-tag negotiation.

Talk in payments, not price.

"$248 a month" re-opens a deal that "$28,400" killed. If financing was on the table at the appointment, it should lead every follow-up.

Use their words back to them.

They said "the ceiling stain in the guest room." Say that — not "your interior moisture issue." Their own words prove somebody was listening.

One next step per message.

A single link or a single question. A menu of options reads like homework, and homework gets left on the counter.

Make signing possible from the couch.

If saying yes means scheduling another visit to sign paperwork, you added a week of cooling-off. Send a link they can review and sign on their phone.

Capture written consent that covers follow-up.

Timestamp, the exact opt-in language, and scope that covers texts and calls after the appointment — not just before it.

Check the DNC list before every dial.

Every outbound call, every time. Not once at intake.

Honor opt-outs instantly — and loosely.

"Stop," "leave me alone," "take me off your list" — all of it counts, not just the literal STOP keyword. Same-minute, not same-week.

Respect the clock where they live.

No contact before 8am or after 9pm in the homeowner's local time. Their timezone, not your office's.

Log every touch and attribute every recovered deal.

Who was contacted, when, on which channel, and which touched deals signed. You can't defend — or improve — what you didn't write down.