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Owned and Operated Growth

#177 – HVAC and Plumbing Lead Generation Outbound Campaigns That Fill The Board

📅 March 13, 2025 ⏱️ 41:07 🎤 Jack, John

Chapters

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  • 0:00
    Owner's Lead Responsibility
    The hosts discuss the critical role of business owners in ensuring their team's schedule is full and driving demand.
  • 1:06
    Outbound & Lead Collection
    The hosts share their strategy of heavy outbound campaigns and continuous collection of phone numbers from various lead sources.
  • 1:40
    Philosophy: Owner's Problem
    They explain their core philosophy that an empty service board is the owner's fault and requires proactive solutions.
  • 2:10
    Marketing Beyond Easy Options
    The discussion shifts to avoiding overcrowded marketing channels like generic Facebook ads and exploring unique, less-saturated methods like door hangers and outlandish branding stunts.
  • 3:10
    Leveraging Lead Aggregators
    The hosts highlight the importance of using lead aggregators, like Modernize, and optimizing existing tools like LSA despite recent challenges.
  • 4:17
    Partnerships & Untapped Levers
    They briefly touch on the potential of strategic partnerships and the existence of many untapped marketing levers for lead generation.
  • 4:46
    The 3-Day Call Board Strategy
    A detailed explanation of managing the service board three days in advance to proactively address lead shortages and avoid daily crises.
  • 5:07
    Tactical Lead Generation List
    Specific, high-impact actions are outlined for immediate (code red) lead generation, including LSA budget increases, outbound calls, door knocking, and rehash campaigns.
  • 5:41
    Building an Outbound Culture
    The importance of fostering a company culture where outbound calling is a normalized and expected part of lead generation, despite potential rejection.
  • 6:10
    Avoid 'Shop Work' & New Construction
    The hosts strongly advise against using 'shop work' during slow times and diverting resources to new construction, emphasizing focus on core service business.

Speakers

J
Jack
Host
J
John
Host

Key Takeaways

✦

Assume full ownership of an empty service board; it's your problem, not the market's.

✦

Implement aggressive outbound campaigns and continuously collect contact information to fill gaps, targeting members, warm leads, and cold leads.

✦

Develop a '3-Day Call Board' management system to proactively fill schedules, aiming for 75% full for tomorrow, 50% for two days out, and 25% for three days out.

✦

Create a tactical checklist of lead generation activities, categorized by urgency (e.g., immediate, 24-48 hours), to execute when leads are low, prioritizing high-touch efforts like door knocking and rehash calls.

✦

Diversify beyond saturated online ads; explore less common but effective channels like door hangers or outlandish local branding events.

✦

Avoid 'shop work' and chasing new construction during slow periods; instead, focus that energy on core service lead generation and improving sales processes.

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