You Have $100,000 in Open Estimates. Here's How to Go Get It.
The fastest path to more revenue isn't more leads. It's going back to the estimates you already gave, to people who already raised their hand, and closing the ones that just got lost in the noise.
If you're running a home services business, right now, today, you have a pile of estimates sitting in your CRM that were never closed, never officially declined, and never followed up on. Most contractors assume those estimates are dead. They're not. And recovering even 15% of that pipeline could be worth six figures to your business this year.
The fastest path to more revenue isn't more leads. It's going back to the estimates you already gave, to people who already raised their hand, and closing the ones that just got lost in the noise. That's what estimate rehash is, and it's one of the highest-ROI activities a contractor can run.
Why Are You Sitting on Thousands in Unsold Estimates?
When we talk to home services business owners, the numbers are consistently shocking:
- Wingman Heating: $700,000 in open estimates followed up manually
- Zippity Split Plumbing: millions in open estimates with almost no follow-up
- Gray Electric & Plumbing: $200,000 in open estimates, all followed up by hand
- Premier Electrical Services: $1 million+ in open estimates year-to-date
- Russell Landscaping: $300,000-$400,000 with a 55% in-person close rate, but hemorrhaging follow-ups
These aren't bad businesses. These are contractors doing real volume, generating real proposals, and then watching potential revenue quietly expire because nobody circled back.
The 3 Real Reasons Estimates Go Cold (It's Not Your Price)
Reason 1: Timing, not interest
The customer was ready in the moment, but life interrupted before they could commit. Work emergency, family event, waiting on a paycheck. They didn't ghost you. They got pulled away and you weren't top of mind when they surfaced.
Reason 2: No follow-up means no urgency
Most customers won't chase you down to give you money. If you don't follow up, they assume the project isn't urgent. One timely message changes that entirely.
Reason 3: The competitor who followed up first
The contractor who follows up wins, even if their price is higher. Your open estimates aren't just potential revenue. They're a race you're currently losing by not showing up.
Mitchell Roofing: "I close 40-60% in person, but I'm losing 20-30% in follow-up." That gap is real. And it's recoverable.
Do the Math: Calculate Your Own Recovery Potential
Pull your open estimates from the last 90 days right now. Write down:
- Total open estimate dollar value
- Your average job ticket size
- How many you've followed up on more than once
Now apply a conservative 15% recovery rate:
Open Estimate Total × 15% = Recoverable Revenue
- $200,000 open estimates × 15% = $30,000 you can recover
- $400,000 × 15% = $60,000
- $700,000 × 15% = $105,000
That's the floor. Some trades see 25-35% recovery with well-timed SMS.
Recovery Rate Benchmarks by Trade
| Trade | Recovery Rate | Avg. Ticket | Revenue on $200K Open |
|---|---|---|---|
| HVAC | 20-30% | $5K-$15K | $40K-$60K |
| Plumbing | 18-28% | $800-$5K | $36K-$56K |
| Roofing | 15-25% | $8K-$25K | $30K-$50K |
| Electrical | 15-22% | $1.5K-$10K | $30K-$44K |
| Pest Control | 25-35% | $300-$1.2K | $50K-$70K |
Why SMS Beats Every Other Follow-Up Channel
- SMS open rate: 95-98%
- Email open rate: 20-25%
- Phone answer rate (unknown number): 20-30%
The average text is read within 3 minutes. The average email is read within 6 hours, if it's not in spam.
When Hometown Heating ran a single targeted SMS campaign to their open estimates, the result was $157,000 in sold revenue from 52 customers in April alone. One campaign. Existing pipeline. Zero new ad spend.
That's the contrast: new leads cost money. Open estimates cost nothing to follow up on. You already paid to acquire their attention. Going back to collect costs fractions of a cent per message.
The 3-Touch Rehash Sequence: How It Works
- Connect CHIIRP to ServiceTitan, Jobber, or HCP, open estimates pulled automatically.
- Set your trigger, any estimate sent but not accepted within 3-7 days.
- The sequence fires at Day 3, Day 7, and Day 30.
- Responses route to your team, no leads fall through.
- Track recovery rate by campaign in real time.
The 3 SMS Templates: Use These Today
Day 3: Soft Check-In
Hey [First Name], this is [Tech Name] from [Company]. Just wanted to check in, did you have a chance to look over the estimate we sent? Happy to answer any questions.
Day 7: Value Reminder
Hi [First Name], following up on your [service type] estimate. We want to make sure you get taken care of before our schedule fills up. Is there anything holding you back from moving forward? Reply here anytime.
Day 30: Last Touch
[First Name], we still have your [service type] estimate on file. A lot of customers come back 30-60 days later when they're ready, we want to be here when that's you. If it needs to be updated or you have questions, just reply.
Case Studies: What Real Contractors Are Recovering
Hometown Heating
$157,000 in sold revenue from one April campaign. No new leads. Existing pipeline.
Russell Landscaping
$300K-$400K in open estimates, 55% in-person close rate. 15% automated recovery = $45K-$60K per cycle.
Premier Electrical
$1M+ in open estimates year-to-date. Even a conservative recovery rate is a six-figure revenue event.
Frequently Asked Questions
What is estimate rehashing for contractors?
The process of systematically following up on unsold estimates with a timed SMS sequence to recover revenue from quotes that went cold, not because customers said no, but because nobody followed up.
How long should I wait before following up on an open estimate?
Day 3 is the sweet spot for the first touch, close enough to still be fresh, far enough to not feel pushy. Day 7 catches people who intended to respond. Day 30 captures genuine delays.
What's a good recovery rate for unsold estimates?
HVAC: 20-30%. Plumbing: 18-28%. Roofing: 15-25%. Electrical: 15-22%. Pest Control: 25-35%. Contractors with no prior systematic follow-up often see higher initial rates because the backlog is warm.
Can I automate this through ServiceTitan, Jobber, or HCP?
Those platforms have limited native follow-up automation. CHIIRP integrates directly with all three and layers a structured SMS rehash sequence on top of your existing workflow, no change to how you run jobs.
Why don't most contractors follow up on open estimates?
No system. Follow-up depends on someone remembering. When teams are busy, estimates get deprioritized. Automation solves this, every estimate gets touched on schedule regardless of how slammed the office is.
What's the difference between lead conversion and estimate rehash?
Lead conversion is turning new inquiries into appointments. Estimate rehash is recovering quotes already given but not closed. Different stage, different cost. Rehash is almost always higher ROI because you're not paying to acquire new attention.
What if the customer says it's too expensive?
That's the conversation you want. A price objection is an opportunity to offer financing, adjust scope, or understand why you lost, which makes the next quote better. Most contractors find objections are rare in rehash. The more common response is people who were simply waiting to be asked again.
How much does SMS follow-up cost vs. new lead acquisition?
New leads via Google LSA or Facebook: $50-$300+ per lead. SMS follow-up to existing estimates: fractions of a cent per message. The ROI isn't close.
Is texting customers for estimate follow-up compliant?
Yes, as long as customers have opted in, which is standard in most service intake flows. CHIIRP manages compliance, opt-outs, and messaging consent as part of the system.
Ready to Go Get Your Money?
Your estimates aren't dead. They're waiting for a follow-up.
CHIIRP, the SMS revenue platform for home services, connects to your ServiceTitan, Jobber, or HCP account, pulls your open estimates automatically, and runs the 3-touch rehash sequence without any manual work from your team.
The math from Hometown Heating, Russell Landscaping, and Premier Electrical all points to the same place: one recovered job pays for the platform. Everything after that is revenue you would have left on the table.
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