Let’s talk about the most powerful word in your business.
YES.
Over the years, we’ve seen a number of our clients scale their businesses and increase their revenue and profits. A key ingredient in this is increased leads. But here’s the kicker: we believe many of these clients could be doing even better.
When you’re running a home building or remodeling business, YES is the real key to success.
The Missed Money in “Small Jobs”
I can already hear the pushback:
“But Jason, our ideal project starts between $50-100K. We don’t have time for the smaller $4K or $5K jobs.”
Of course, you have to weigh your capacity against these smaller opportunities. If your schedule is full, that’s one thing, but if you’re waiting for that next big job, it’s a no-brainer to have a plan to fill the gaps on your construction calendar.
Every business has to draw the line somewhere and I’m a huge advocate for getting to “the number” as quickly as possibly, but let’s reconsider how some numbers might add up.
The smaller jobs may not make the biggest mark on your year-end balance sheet but the “micro impacts” it can have long-term on your business can’t be remarkable.
What “no” really costs you:
- No lifetime customers
- No reviews
- No referrals
- No repeat work
- No customer trust built
Because every time you pass on a smaller job, you’re also passing on a chance to build a relationship that could lead to something much bigger. Maybe just 6 months, or a year down the road.
Most builders and remodelers will tell me their best clients are referrals. But think about it—if you passed on just 10 small projects last year because they were “too small,” that’s 60 potential ambassadors who could have written glowing reviews, told their friends about you, and called you back for that new home, dream kitchen, or addition down the road.
Do the math, 10 projects at $4-5K each…how would another $40-50K look in your pocket right now, today?
Let’s take that out a bit further, and assume half of those people refer someone for a $10-20K project at some point in the next few years. That could be $100K across 5 projects, just by taking on 10 jobs that took 2-3 days each – an investment of 240 manhours that turned into $50K right away, $208/hour, which then landed another $100K of residual work as a result.
We’re starting to look at numbers that would make your accountant do a doubletake.
Saying Yes Starts With Hello
Here’s something we’ve learned after working with dozens of contractors, builders, and remodelers: and listening to their phone calls.
Saying yes doesn’t start on the job site.
It starts on the phone.
The first five seconds of a call can make or break a relationship — and too many businesses don’t realize just how powerful those five seconds are. Someone once said you never get a second chance to make a first impression.
When a potential customer finally picks up the phone to call you, they’re already halfway sold. They’ve likely looked at your website. They’ve probably seen your work. They’ve maybe even compared you to some of your competitors and they decided to call you.
Bottom line, they’re calling to exchange their money for your help.
Now they’re just listening for one thing:
The solution.
And the fastest way to get that solution into motion?
The word “yes.”
“YES — We Can Help You With That”
It sounds simple, but it’s transformative.
When the phone rings and you say,
“YES — we can help you with that!”
…or
“YES — we’d love to come take a look!”
…or
“YES — we do that all the time!”
…you instantly set the tone for the entire relationship.
Your energy communicates trust before the quote ever does.
Your tone tells them they’ve called the right person.
Your yes turns their hesitation into reassurance.
Stop Answering With Indifference
We’ve all been there — juggling job sites, managing crews, dealing with vendors — and the phone rings.
You pick up with a tired, distracted voice:
“Yeah, what’s up?”
or
“Uh, we’re kind of booked out right now.”
Believe me, if you don’t create a connection, then they won’t care – and they’ll look elsewhere.
You might think you’re being honest, but what the customer hears is,
“No, we don’t want your business.”
And just like that, the opportunity is gone.
Indifference on your part creates indecision with your prospect. Remember, they called.
Saying yes is an attitude.
It doesn’t mean overpromising; it means staying open.
You can still follow up with honest timelines later.
But that first impression should always sound like possibility, not problems.
Energy Is Your Easy Button
If you answer with warmth, positivity, and confidence, you’ll attract clients who respond in kind–– remember, they called you to help them, not to put up more hurdles.
If you answer like you’re underwater, you’ll sink your own leads before they ever surface.
Think about it: When you call your favorite restaurant or your barber or even your vet, and they answer the phone with a smile in their voice — it instantly makes you feel taken care of.
That’s what your customers are craving.
They want to know you’re not just capable — you’re glad they called.
The YES Rule
At Farmboy, we tell our builder and remodeler clients to use this simple rule on every incoming call:
“Make sure the first word they hear from you is YES.”
No matter what the question is —
“Do you install tile?”
“Can you look at a small bathroom?”
“Do you work in this area?”
Your first word should be YES.
Then figure it out.
“Yes, we can help with that. Let me get a little more information.”
That’s how trust begins.
Say Yes First — Details Later
When you start with yes, you buy yourself time, opportunity, and a chance to show your value.
When you start with no, the conversation — and the customer — is over.
Remember, your next big $100,000 remodel might start with a $500 phone call.
You’ll never know if you don’t pick up —
and you’ll never earn it if you don’t say YES first.
Take a Lesson from Starbucks
Every time I pull up to the Starbucks drive-thru, I hear the same thing:
“What else can I get you?”
It’s not pushy. It’s professional. It’s a simple way of saying, we’re here to serve.
That same principle applies to your business. If you never step foot in a customer’s home because you turned down a small project, you’ll never see what else needs to be done. Maybe those new cabinets lead to a custom island. Maybe that bathroom update sparks an entire main-floor renovation. You’ll never know if you never say yes.
Say Yes, Then Figure It Out
If capacity is your issue, build it.
Hire a crew member who can take on the small stuff.
Think of those jobs as entry points — the way a customer first meets your brand, your quality, and your reliability. Once you earn their trust, you’re not just their “remodeler.” You’re their person.
The one they call for everything.
The one they refer to everyone.
The one they never have to shop around for again.
That starts with one word.
The Dating Analogy
If you were trying to date someone and they kept saying “no,” you’d stop asking, right?
But if they said, “Sure, let’s grab coffee,” the door opens to something more. Bigger. Better. Real.
Business works the same way. Saying yes to that first coffee leads to the second date, the bigger project, the repeat customer, and the long-term partnership.
In the End…
When you say no to opportunity, you say no to growth.
When you say yes, you create trust, momentum, and lifelong customers.If you want your business to grow — not just this year but every year — start practicing the art of saying YES.
