The Service Business Strategy to Hit $137M in Sales with No Branding or Fluff with Justin Riley

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Welcome to the Service Business Mastery Podcast!

Visit our website for more episodes and insights! https://www.servicebusinessmastery.com

In this episode of Service Business Mastery, hosts Tersh Blissett and Josh Crouch sit down with Justin Riley, President of UpFrog. They explore how UpFrog helps HVAC businesses grow through online pricing tools and smart ad strategies. Justin explains how tracking customer buying habits, improving follow-up, and simplifying installs can lead to better results. He also shares the value of using data for marketing decisions and why consistency is key to fast, reliable business growth.

This talk covers key points like using online pricing, smart ad strategies, and consistent follow-up to grow HVAC businesses. Justin explains how tracking lead times, simplifying installs, and using real data helps boost sales. He shares why understanding customer behavior and focusing on proven methods leads to better results and steady business growth.

In this episode, here's what you can expect to learn: 

1. How UpFrog Helps HVAC Businesses Grow: Justin shares how UpFrog uses online pricing and smart ads to drive more sales and better leads.

2. Why Timing and Simplicity Matter: Learn how knowing when customers are ready to buy and offering simple installs can improve results.

3. Using Data to Make Smart Moves: Justin explains how tracking lead behavior and follow-up rates helps businesses grow smarter.

4. Boosting Customer Experience: Hear how avoiding complex installs and focusing on clear communication keeps customers happy.

5. Growing Through Consistency: See why staying consistent with lead handling and smart hiring leads to fast, reliable business growth.

Timestamps ⏰
00:00 - Episode Recap
02:33 - Meet Justin Riley and What UpFrog Does
04:41 - Market Trends: Soft Demand and Smart Advertising
07:06 - Why Timing and Lead Cycle Matter for Marketing
09:41 - Simple Installs vs. Complex Systems: What Sells Best
12:48 - Building a Better Booking System and Lead Follow-Up
16:08 - The Semper Fi Story: Scaling from $5K to $80M
19:48 - Lower Job Costs and Better Financing Options
23:40 - Challenges of Communicating Systems and Callbacks
28:35 - Selling the Service, Not Just the Equipment
30:40 - Focusing on Strengths to Grow Your Business
34:21 - When and Why to Invest in Branding
37:20 - Data-Driven Marketing: Tracking Every Dollar
40:36 - The Role of Grassroots and Social Media Content
49:10 - Justin on Balancing Business and Family Life
53:46 - New Tools Coming Soon for Small Contractors

If you enjoy the episode, please don’t hesitate to leave us a review (5 stars preferably 😉)

Links & References:

LinkedIn: 

• Justin Riley