Sales Process: Professionalism, Communication, and Software

Chase Gallagher wasn't playing video games at 12. He was knocking on doors to build his lawn care hustle. A year later, he sold his dirt bike for a trailer. That relentless drive paid off: his side hustle has exploded into CMG Landscaping, a $1.5 million-a-year operation, with total ventures approaching $2 million annually.

In this interview, Chase details the playbook he used to scale his home service business. He breaks down his crucial pivot: shifting from low-margin lawn mowing to high-ticket, project-based landscaping, like drainage work and hardscaping. Chase reveals his customer acquisition strategies, dominating Google Business Profile and local Facebook groups to generate a steady stream of leads.

Chase also shares the sales process and communication tactics he uses to close $15,000 average-ticket jobs, highlighting the consultative approach and using design work to sell six-figure projects. He explains why entrepreneurs must invest in marketing before buying equipment and discusses his plans for a coaching platform and private equity. This is the blueprint for scaling a home service company.

Takeaways:

- The most critical pivot for high-level growth was shifting from low-margin, high-volume lawn mowing to high-ticket, project-based landscaping services.

- Drainage work is the most profitable service, followed by large planting projects, as they are high-margin and leverage equipment efficiently.

- A massive competitive advantage in home services is simply being professional: answer the phone consistently, show up on time, and provide clear communication.

- To win high-ticket sales, use a consultative approach. Arrive as the expert and tell the client what they need (e.g., "You have a drainage problem here"), rather than asking them what they want.

- For six-figure projects, the key is to first sell a professional design service. Clients need to see a visual representation before they will commit to a large budget.

- The primary marketing focus is dominating the Google Business Profile. Having the most five-star reviews (270+) in his local area is a key driver of leads.

- Local Facebook groups are a powerful and low-cost tool for customer acquisition.1 He suggests joining all local groups and having a network ready to recommend your business on posts.

- New entrepreneurs should invest in marketing (like a website and Google profile) before buying expensive equipment. Secure the customers and deposits first, then acquire the tools.

- Making the strategic decision to switch to online high school at 16 was a key moment, allowing him to work full-time on the business and rapidly scale revenue.

- He relies heavily on high-level, in-person mentors, including entrepreneurs running $35M and $400M companies, to guide his business strategy.

Tags: Home Services, Retail Goods, Lawn Care, Startup, Google Business, Side hustle, High Ticket Sales

Resources:

Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast

Connect with Chase: https://www.instagram.com/chase_gallagher_/