How to Win the Contractor Lead Gen Game in 2025 | Eric Peschke

Focus on your call center: Invest in well-trained, well-paid call center agents, canvassers, and event staff, structuring compensation around successful demos rather than just set appointments.

Prioritize 'make' marketing: Actively generate your own leads through methods like canvassing, home shows, and retail partnerships, rather than solely relying on third-party 'take' leads.

Strategically manage marketing budgets: Avoid fixed monthly budgets; adjust spending based on peak and slow seasons, allocating more funds to high-performing lead sources during opportune times.

Test new lead sources in peak season: Commit to 60-90 day test periods for new lead sources during peak seasons. If a source doesn't perform well then, it's unlikely to succeed during slower periods.

Analyze marketing reports right-to-left: Start by identifying the lead sources generating the most net revenue, then assess their cost of marketing, and scale up successful channels to find their 'ceiling'.

Share disposition reports with lead vendors: Provide lead generation partners with detailed conversion data from your CRM to help them optimize and improve the quality of leads they provide.

Ensure your selling system is strong: A robust sales process that consistently closes at benchmarked rates is crucial for profitably converting leads; without it, even great marketing efforts will fall short.