Why In-Home Sales Are More Important Than Ever for Restoration Contractors

The restoration sales playbook has changed, but my proven in-home strategies will help you win more jobs in today's market.

I recently had a conversation with a client that got me thinking about a major shift happening in our industry right now: the growing importance of in-home sales for restoration contractors.

Before we go further, if you’re new here, I help restoration business owners get more profitable, reduce the chaos, and build something they can sell for a lot of money someday when they decide to move on.

Traditionally, restoration sales have been relatively straightforward. Homeowners often had manageable deductibles of $500 or $1,000, so they quickly authorized work knowing insurance would cover most costs. But those days are changing rapidly.

Insurance premiums are rising at unprecedented rates, and homeowners are choosing higher deductibles or hesitating to file claims altogether due to fears of premium hikes or policy non-renewals. As a result, restoration services like water and fire damage, once easy sells, now require a much stronger sales effort.

Here's the bottom line: Restoration contractors now need exceptional in-home sales skills to survive and thrive. This starts from the very first moment of contact—the initial phone call from your prospective client. That first call sets the tone for the entire experience. Did we sound friendly, empathetic, and eager to help? Did we create a sense of urgency and clearly set the expectation that we're showing up ready to get to work—not just providing an estimate? Are you regularly reviewing call recordings and using them as critical feedback and training tools?

Here's what I recommend focusing on immediately:

1. Hire or train team members who excel in relational skills and sales.
2. Clearly communicate your value proposition and what sets your company apart.
3. Whenever possible, provide the estimate on the spot—right at the home—and sell the job immediately. If you need additional help from the office, ensure it's done within 24 hours, preferably sooner.
4. Implement disciplined follow-up practices—always start with a personal phone call, then follow up by email.

Taking these steps isn't optional anymore; it's crucial. The restoration landscape is shifting, and proactive salesmanship is the key to staying ahead.

Action step: Assess your current in-home sales processes and team skills today, starting with your initial phone interactions. Implement immediate improvements to strengthen your competitive advantage.