Home Service Revenue Recovery Statistics
Understand what published research says about estimate follow-up and repeat business—and how to measure recovery from your own old leads, unsold estimates, and inactive customers.
Use the numbers with context: who was surveyed, what was measured, and whether the result represents revenue, conversion, or customer behavior.
Schedule a Demo Estimate Your OpportunityWhat do home service revenue recovery statistics measure?
Home service revenue recovery statistics measure the outcomes of reconnecting with opportunities that did not initially become completed jobs. Useful measures include reopened opportunities, recovered jobs, customer reactivation rates, and collected revenue.
Published surveys provide context, but they do not establish one recovery rate that every contractor should expect. An old HVAC replacement estimate, a postponed remodeling project, and a lapsed cleaning customer represent different buying situations.
How to read this page: The figures below come from named third-party reports. The calculation example is hypothetical. Neither represents measured ProspectBoss customer results or a guaranteed outcome.
Published statistics relevant to revenue recovery
Estimate follow-up among larger contractors
In ServiceTitan’s 2025 study, 47% of contractors with annual revenue of at least $10 million reported that estimate follow-up accounted for 11–15% of their income.
This is a finding about a revenue-size subgroup, not a 47% estimate recovery rate.
Source 1: ServiceTitanPhone calls remain a major communication channel
ServiceTitan’s 2025 research reported that 64% of contractors relied primarily on phone calls for communication.
Channel usage does not establish a call answer rate, sales conversion rate, or revenue increase.
Source 1: ServiceTitanRepeat customers feature prominently in lead sources
Jobber’s 2026 report lists repeat customers as a top lead source for 59% of surveyed businesses. Referrals were separately reported at 59%.
These figures describe businesses identifying lead sources. They do not mean 59% of inactive customers return.
Source 2: JobberThe reports cover different populations and questions. Do not combine these percentages into a single recovery forecast.
What do these findings mean for your follow-up strategy?
A practical inference is that existing estimates and customer relationships deserve their own measured follow-up process. The published figures do not tell you how many opportunities in your database remain available or how many will convert.
Begin by separating the three main recovery pools. Give each a defined starting population, a relevant conversation, and an outcome your team can verify.
| Recovery pool | Question to answer | Outcome to measure |
|---|---|---|
| Old leads | Does the original service need still exist? | Completed jobs from eligible inactive prospects. |
| Unsold estimates | What prevented the homeowner from proceeding? | Previously unsold opportunities that become completed jobs. |
| Inactive customers | Is there a relevant new or recurring service need? | Previously inactive customers who complete a new paid service. |
Learn how to structure lead reactivation, prepare a reactivation database, or reconnect with inactive customers.
Which revenue recovery metrics should contractors track?
Use explicit definitions so a change in reporting does not look like a change in performance. The following are suggested operational definitions, not universal industry standards.
| Metric | Calculation | Interpretation |
|---|---|---|
| Unique contact rate | Unique opportunities with a meaningful customer conversation ÷ unique opportunities attempted × 100 | Shows how much of the worked list your team actually reached. This differs from answered calls divided by dials. |
| Recovered-job rate | Eligible opportunities resulting in completed jobs ÷ all eligible opportunities enrolled × 100 | Measures the outcome across the full campaign pool, including opportunities never reached. |
| Unsold-estimate recovery rate | Enrolled unsold-estimate opportunities resulting in completed jobs ÷ eligible unsold-estimate opportunities enrolled × 100 | Count the underlying project once, even if it has multiple proposal versions. |
| Customer reactivation rate | Enrolled inactive customers completing a new paid service ÷ eligible inactive customers enrolled × 100 | Define inactivity before the campaign and exclude already-scheduled repeat work. |
| Collected recovery revenue | Customer payments collected for campaign-attributed jobs, net of refunds | Report payments separately from proposal value, booked work, and outstanding invoices. |
| Contribution after campaign cost | Attributed job revenue − direct job costs − recovery campaign costs | Shows the contribution under your attribution rule; it is not net business profit. |
Keep the reporting window consistent. If a project closes after the initial review, update the original campaign cohort rather than treating it as a new lead.
Example: how to calculate a recovered-job rate
Hypothetical example—not an industry benchmark or ProspectBoss case study.
A contractor enrolls 200 unique, eligible unsold-estimate opportunities. The team attempts all 200, has meaningful conversations about 60, and records 10 completed jobs within the reporting window.
| Measure | Calculation | Result |
|---|---|---|
| Unique contact rate | 60 ÷ 200 × 100 | 30% |
| Recovered-job rate | 10 ÷ 200 × 100 | 5% |
| Conversation-to-completed-job rate | 10 ÷ 60 × 100 | 16.7% |
| Revenue if each job produces $1,500 | 10 × $1,500 | $15,000 |
The 5% and 16.7% figures describe the same campaign using different denominators. Calling both a “recovery rate” would make the performance difficult to interpret.
If the $15,000 is fully collected, it can also be reported as collected revenue for those jobs. It is not automatically $15,000 of incremental revenue: some customers might have returned without outreach.
Where practical, compare results with a similar randomly assigned group receiving business-as-usual follow-up. Use equal observation windows to estimate the additional effect of the recovery campaign.
How to compare recovery statistics fairly
Match the opportunity type
Compare maintenance customers with maintenance customers and unsold replacement estimates with similar estimates. Different service needs have different decision cycles.
Match age and timing
Separate recently inactive opportunities from much older records. Account for seasonality and allow enough time for jobs to move from conversation to completion.
Show counts and definitions
Publish the numerator, denominator, exclusions, reporting dates, and attribution method. A percentage without its sample size hides important context.
Check for double-counting: A homeowner can appear as an old lead, an unsold estimate, and a past customer. Assign each recovered job once in your combined revenue total, even if several activities contributed.
Frequently asked questions
What is a good home service revenue recovery rate?
There is no single rate established by the reports cited here for all home service recovery campaigns. Start with your own clearly defined baseline and compare similar services, opportunity ages, and reporting windows.
How much revenue can unsold estimate follow-up recover?
The answer depends on how many estimates remain viable, the customer's current needs, job value, and follow-up execution. A survey finding from one contractor segment should not be applied as a guaranteed revenue percentage to your business.
Is quote acceptance the same as revenue recovery?
No. Overall quote acceptance includes ordinary sales activity. Recovery measures a defined group of previously unresolved or inactive opportunities. An accepted quote is also different from a completed and paid job.
Do repeat-customer statistics measure reactivation?
Not necessarily. Repeat business can include active customers on an ongoing schedule. Reactivation specifically concerns customers who were inactive under a defined rule before the campaign began.
Are the industry figures on this page ProspectBoss results?
No. They are attributed to third-party research. The worked example is hypothetical and is included to explain the calculations.
How often should a team review recovery results?
Review activity and unresolved follow-up regularly, then assess completed jobs after enough time has passed for your normal sales cycle. Keep the original cohort visible so late outcomes are recorded consistently.
Sources and research context
-
ServiceTitan: 2025 Residential Services Report release.
Published March 25, 2025. Thrive Analytics surveyed more than
1,000 U.S. residential contractors for ServiceTitan across
multiple trades and business sizes. The figures above are
survey findings, not controlled estimates of causal impact.
Read the original research release -
Jobber: 2026 Home Service Trends Report.
The survey included 1,050 U.S. home service business owners
and was conducted through Conjointly in December 2025.
The report also includes platform-derived information;
the lead-source figure cited here is a survey finding.
Read the report and methodology
Source review date: October 2, 2026. Figures retain their original report years. Interpretation and calculation examples on this page are separate from the publishers’ reported findings.
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