The 3 Systems To Actually Grow a Home Service Business: Phil Risher

How Phil Got Started (and the Tiny School Bus That Changed Everything)

Phil kicked off his journey by running local service branches for Enterprise Rent-A-Car during college. That day-to-day hustle—managing teams, selling various services, learning the ropes of local business—taught him the importance of understanding both people and processes. From there:

1. He pivoted to fleet management, working with huge HVAC companies on vehicle fleets.

2. He started a personal finance blog, learned SEO, built backlinks, and landed features on major platforms like Forbes.

3. He quit his job, bought a tiny school bus, and turned it into a mobile tiny home—traveling around and creating content.

During those travels, Phil’s blog took off. By the time he settled down, his digital marketing skills were sharpened. A former client he’d had at Enterprise recognized his talents, hired him, and Phil quickly took that air duct cleaning company from $3 million to $4 million in a year—strictly from strategic digital marketing and process overhauls.

From $3M to $4M: The Secret Sauce

Phil’s “big win” started with a company that had been around for 25 years yet only had 38 Google reviews. For a business that booked 30 jobs a day, this was a massive untapped goldmine. According to Phil, here’s the review-getting framework that skyrocketed the duct cleaning company’s results:

1. Set up a simple review request process

   • Technicians presented a QR-coded card after each service.

   • If they mentioned the technician’s name, that tech received a bonus.

2. Gamify reviews to build culture

   • A scoreboard where each tech’s name moved up for every new review.

   • Fun incentives like stickers, gift cards, and “10-star technician” plaques.

3. Swap revenue shares for direct customers

   • Instead of relying heavily on referrals that took a commission, they pivoted to nurturing direct, local, high-margin customers.

In just one year, that business climbed from $3M to $4M in annual revenue—and the company now sits at thousands of Google reviews, dominating its local market.

Flash Consulting’s Three Pillars of Growth

At Flash Consulting, Phil doesn’t just stop at generating leads. His team focuses on three core pillars to help local businesses thrive:

1. Visibility

   • Boost organic reach via local SEO (on-site, off-site, Google Business Profile).

   • Run targeted ads like Google Search Ads, Local Service Ads (LSAs), and social ads.

   • Forge powerful B2B partnerships for consistent referral streams.

2. Conversions

   • Implement lead-management processes so no inquiry falls through the cracks.

   • Nurture and follow up on estimates with an automated sequence—because more follow-ups = more closed deals.

3. Retargeting

   • Stay top-of-mind with email and text marketing campaigns.

   • Segment and cross-sell existing customers (e.g., an HVAC company cross-selling electrical, generator, or plumbing services).

   • Roll out monthly newsletters, holiday offers, and personal check-ins.

By knocking out these three pillars, Flash helps clients transform from “busy but stagnant” into “organized, scalable, and unstoppable.”

Email & Text Campaigns: The Most Underused Powerhouses

A huge part of Phil’s strategy involves nurturing leads and existing customers through highly effective email sequences and occasional text blasts. Phil gave an example of a client who generated $263,000 in revenue from just 12 monthly emails to a list of under 7,000 contacts. Here’s how he structures them:

1. Catchy Subject + Immediate CTA

   • Clearly outline the offer or topic.

   • Use a “Call Now” or “Book Your Estimate” button prominently up top.

2. Educational Content

   • Provide a relevant tip, story, or seasonal message in each email.

3. FAQ and Testimonials

   • Address common questions about the service.

   • Feature a positive review or quote from a recent customer.

4. Double Down on CTAs

   • Insert a secondary call-to-action after the testimonial, reminding them to book or call.

He also recommends a 21-day nurture sequence for new leads, making sure that even if they don’t buy right away, they’re followed up with gently until the final yes or no.

Leveraging AI: The Next Big Wave

Phil predicts AI will play a huge role for local service companies in the coming year. Here are a few ways he’s preparing:

• AI Answering Services: Tools that answer calls instantly, handle routine questions, and schedule appointments in CRMs like ServiceTitan or Jobber.

• Automated Text Scheduling: Chatbots that can text back and forth, collecting photos of a job site or clarifying service details.

• Turning Recorded Calls into Content: Taking call transcripts from platforms like CallRail, plugging them into AI to produce fresh blog content and FAQ pages.

It might sound futuristic, but AI is already here, and Phil’s integrating it into his clients’ workflows for hyper-fast response times and greater operational efficiency.

My Takeaway: Focus on the Whole Funnel

What really stood out to me is how Phil tackles every stage of the customer journey: from being discovered (visibility) to getting that first lead (conversions) to retargeting down the road. With so many marketing agencies narrowly focusing on new leads, it’s refreshing to see a consultant who:

• Increases leads while also plugging conversion leaks.

• Understands how crucial technician buy-in is for review collection and upselling.

• Adds unstoppable momentum with follow-up sequences and retargeting campaigns.

Wrapping Up

My talk with Phil was genuinely inspiring—not just for local business owners but for anyone who wants to refine their marketing approach. Whether you’re bringing in a few hundred thousand or several million in revenue, these strategies work. Reviews and automated conversions might sound old-school, but combine them with savvy retargeting and a dash of AI, and you have a recipe for explosive growth.

If you’re a home service business owner and want to learn more, you can find Phil at Flash Consulting (that’s spelled P-H-L-A-S-HConsulting.com) or connect with him on LinkedIn and YouTube. He’s super open to sharing and offers free marketing audits to get you pointed in the right direction.

And if you want more local marketing tips, be sure to subscribe to Local Marketing Secrets—we’re all about helping ambitious service businesses find new levels of growth.

P.S. Check out the full episode here: