How One of Our Members Grew to $5 Million with a Smarter Process

I wanted to share something really powerful that one of our members is doing — it’s helped him grow his business to over $5 million a year. And the best part? It’s not complicated. It’s just about having the right process in place to bring in serious customers and stop wasting time on the wrong ones.

Step 1: A Strong First Impression

When a new lead calls, he doesn’t pick up the phone himself. Instead, his Customer Success Manager answers. She’s trained to ask the right questions and figure out which path the client should go down.

That one change sets the tone right away: professional, organized, and confident.

Step 2: Two Clear Routes for Customers

Here’s where it gets really smart — instead of treating every lead the same, he gives them two clear options.

Route 1: The Enhancement Route

If it’s a smaller project or remodel, the Customer Success Manager explains that there’s a $500 charge for an estimate.

Now I know what you might be thinking — won’t that scare people off? Actually, it does the opposite. It weeds out the people who were never going to spend money anyway, and it shows serious homeowners (the ones planning to spend $5,000 to $75,000) that their time and project are valued.

Route 2: The Design & Build Route

For bigger, custom projects, she guides them into a paid design package. They start at $2,000 and go up to $5,500 for the premium option.

And here’s the key — when you price your designs higher, people respect them more. If you’re charging $500, it feels like an afterthought. But when someone sees a $5,500 package, they think,

“This is serious. These guys know what they’re doing.”

Step 3: The Results

By charging for estimates and pricing designs at a premium, this member has:

• Attracted better, more committed clients.

• Stopped wasting time chasing freebie seekers.

• Grown to over $5 million a year — and is aiming even higher next year.

My Takeaway for You

If you’re still giving away free estimates or undercharging for designs, I’d really encourage you to rethink it. Your time, your knowledge, your creativity — they’re worth something. And when you start treating them that way, your clients will too.

This process has worked for one of our members, and I’ve seen it work over and over again for contractors who are ready to level up.

It’s simple:

1. Charge for estimates.

2. Put real value on your designs.

That’s how you stop chasing and start growing.