Running a successful home service business takes more than just showing up with tools. In today’s market, the real edge comes from combining high-ticket seasonal services with a dialed-in sales process and profitable advertising strategy.
In this episode of the OWNR OPS Podcast, I sit down with Andrew Rampulla, a young entrepreneur who dropped out of college to build thriving soft washing and Christmas light installation businesses. Andrew reveals the numbers, the systems, and the sales strategies behind his rapid growth—and how local service operators can replicate his success.
From College Dropout to Business Owner
Like many entrepreneurs, Andrew didn’t start with a polished plan. He first tried his hand at an online agency but quickly realized he lacked the skills to succeed there. Then, after spotting a TikTok video claiming pressure washers could make $100/hour, he gave it a shot.
- Background: Andrew’s dad was a pressure washer, so the tools and know-how were accessible.
- First Steps: He went door-to-door offering soft washing services, eventually dropping out of college to go all-in.
- Expansion: Because soft washing was seasonal in New York, he added Christmas lights during winters in Florida—and discovered his true passion.
“The lights are my baby. It’s such a fun business. High ticket, high retention, and customers absolutely love it.” – Andrew Rampulla
Why Christmas Lights Are a Goldmine
Christmas light installation may seem like a side hustle, but Andrew proves it’s a serious business with strong margins and growth potential.
- Average Ticket Value: $2,200 – $3,000
- Margins: 35–40% net (higher after year one since inventory is reusable)
- Retention: About 65% of year-one customers return, with lifetime value potentially stretching 4–6 years
- High Demand: Customers want the “white glove” experience—no hassle, just professional results
Andrew highlights one standout job: a $4,900 installation completed in just 3 hours with three workers, generating over $3,600 in gross profit after labor and materials.
The Sales Process That Wins
Many service businesses fail not because of bad ads but because of a weak sales process. Andrew emphasizes in-person, consultative sales for high-ticket services:
- Qualify leads over the phone – quickly assess budget and intent.
- Set in-person appointments – especially for projects above $750.
- Diagnose customer pain points – why do they want the service now?
- Present the solution as an experience – not just a transaction.
- Close at the kitchen table – rapport and trust boost conversion rates.
“If your Facebook ads aren’t working, it’s your fault. The ads may bring in leads, but without a solid sales process, you’re flushing money down the drain.” – Austin Gray
Facebook Ads: From $12 Leads to $2,800 Jobs
Andrew’s businesses thrive on paid ads, with Facebook being the biggest driver. Here’s his winning approach:
- Creatives: 80% video ads, featuring his face and real work in the field.
- Hooks: Strong openers that make people stop scrolling.
- Messaging: Speak directly to the ideal customer avatar (busy families who value white-glove service, not bargain hunters).
- Lead Forms vs. Messages: Depends on the market—New York performed better with messages, while Florida required lead forms for higher qualification.
- Automation: Using Go High Level and experimenting with AI SMS appointment setters to handle 70+ daily leads.
The result? $7,000 in ad spend generated $40–50K in revenue in a single season—despite leaving half the leads uncontacted due to bandwidth constraints.
The Power of Customer Avatar
One of the most powerful takeaways from this episode is the importance of defining your ideal customer.
Andrew builds out detailed profiles of who he wants to work with—down to their income, lifestyle, cars, and habits. This clarity drives every marketing decision, from ad copy to service offers.
- Luxury-focused families want a stress-free, professional experience.
- Budget-conscious homeowners respond to price-based ads but aren’t ideal long-term clients.
By speaking directly to the right avatar, Andrew avoids wasting time with unqualified leads.
Automation & the Future of Service Businesses
Both Andrew and Austin agree that AI and automation will reshape how service operators handle lead flow and appointments. While voice bots may feel too impersonal for now, AI-powered SMS responders are already proving to reduce bottlenecks.
Andrew is experimenting with route optimization, appointment scheduling, and lead nurturing automation—all designed to free up time while maximizing ad ROI.
Key Takeaways
- Seasonal services can be goldmines – Christmas lights deliver high-ticket, repeatable revenue with strong retention.
- Margins improve after year one – inventory and equipment pay for themselves quickly.
- Your sales process is more important than your ad – ads get attention, but conversion happens in person.
- Facebook ads still work – especially when paired with strong creative and clear messaging.
- Automation is the future – handling lead volume at scale requires systems, not just manpower.
Final Thoughts
The biggest lesson from Andrew Rampulla’s journey is that success in local services comes down to three things: marketing, sales, and systems. Ads generate leads, the sales process converts them, and automation makes scaling possible.
If you’re a home service business owner, this episode is packed with actionable insights you can apply today.
👉 Listen to the full episode of the OWNR OPS Podcast for the complete breakdown of Andrew’s strategies, numbers, and growth journey on Spotify, Apple Podcasts and YouTube.
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