$32K in ads. $1.5M in booked revenue.

Good work. No pipeline.

When Andres came to us, Blue Stone was doing $300-500K a year. One crew, maybe two. Average project around $20-30K. He was getting work, but it was inconsistent and almost entirely from referrals.

He'd tried marketing before. He was boosting Instagram posts, which got him a handful of leads but nothing that closed. He'd also invested close to $12,000 into Yelp. That got him one project. About $20K. So he spent $12K to make $20K, minus the cost of the job. Basically broke even on a year's worth of marketing spend.

The problem wasn't his work. His projects were clean, his clients were happy, and he had the skills to take on bigger jobs. The problem was nobody knew he existed, and the people who did find him weren't the right fit.

Not enough leads. And the ones he got weren't qualified.

Andres had two problems. First, volume. He wasn't meeting with enough people to consistently close projects. Some months were fine. Others were dead.

Second, quality. The leads he did get from Yelp and Instagram were price shoppers. People looking for the cheapest patio bid. Andres was spending his afternoons driving to estimates for homeowners who had $8K budgets for $30K projects. He'd show up, measure everything, put together a proposal, and never hear back.

He didn't have a way to filter who got on his calendar. Everyone who called or messaged got an appointment. That meant his closing time was being eaten alive by people who were never going to buy.

Targeted ads. A qualification form. A booking system that did the filtering for him.

First, we analyzed who Andres was actually trying to reach. Not just "homeowners who want a patio." Specific neighborhoods, income levels, project types, and budget ranges. Then we built ads around that.

We tested everything. Photos of completed projects. Videos of Andres walking through a build and explaining the process. Static ads with project breakdowns. We ran variations until we found what resonated with his ideal clients in his market.

Then we added the filter. Before a lead could book an appointment, they filled out a qualification form. It asked about the project they wanted, their budget range, their timeline, and how they planned to pick their contractor. That last question was key. If someone said they were going for the cheapest price, Andres knew before he drove out. He could skip that appointment entirely.

We also set up his booking flow so that every qualified lead booked a real appointment on his calendar and received confirmation messages automatically. And we built out his CRM so he could see every lead, every stage, and every follow-up in one place.

Slow start. Fast ramp. $100K closed by day 60.

Month one was slow. Not because the leads weren't coming in. They were. But Andres was used to smaller projects, and the bigger jobs he was now quoting took longer to close. A $50K outdoor kitchen doesn't get signed on the first visit.

By month two, we noticed the leads were strong but the close rate was lagging. So we worked with Andres on his sales process. How to position himself as a guide during the appointment, not just a guy taking measurements. How to add value before asking for the signature. That shift changed everything.

By month three, he was consistently closing projects. By month six, he'd closed $300-400K in new revenue. The average project size had climbed from $20-30K to close to $50K, because the qualification filter was attracting homeowners with real budgets.

By month 14: $1.5M in total new revenue from $32K in ad spend. 774 leads generated. 630+ estimates booked. That's a 70-80% booking rate. His calendar was full of people who had already confirmed they could afford him.

It wasn't the ads. It was the filter.

Any agency can run Facebook ads for a contractor. The difference was what happened between the ad click and the calendar booking.

The qualification form did three things. It filtered out low-budget leads before they wasted Andres's time. It gave him a full profile on every person he was about to meet, so he walked into appointments prepared. And it made the homeowner feel like they were applying to work with a premium contractor, not just requesting a free quote.

That last part mattered more than you'd think. When someone fills out a detailed form about their project, confirms their budget, and books a specific time slot, they show up differently. They're invested. They've already told you they can afford the work. The conversation starts at a completely different level.

Andres stopped chasing. He started choosing.