The $1.5 Million Christmas Light Secret

Many roofers struggle to keep their crews busy and profitable during the winter months. I used to dread the slow season. My crew would sit idle, and I’d watch my profits dwindle. Our recent masterclass with JC Chanowsky opened my eyes to a game-changing opportunity that transformed his business at the end of the year: Christmas Lights

Here’s the strategy JC laid out to turn these seasonal installs into a multi-million-dollar business.

1. Embrace the Christmas Light Opportunity

This isn’t just a side gig—it’s a lucrative business extension.

Christmas lights installation can be a major revenue source for roofers during the off-season.

Here are three examples that illustrate the potential:

• A roofer in Florida averages $6,000 per house for Christmas light installations.
• One contractor started in November and made $213,000 in their first season.
• JC’s company generates over $1.2 million annually from Christmas light installations alone.

Each of these examples shows the immense potential for different markets and experience levels.

If you’re up for the challenge, this is a service that becomes your ticket to revenue and a happy crew during the crucial 4th quarter.

2. Master the Pricing Strategy

Proper pricing can make or break your Christmas light business.

It’s recommended to start with a tiered pricing model based on the complexity of the installation.

Don’t make the mistake of underpricing your services or using a one-size-fits-all approach.

Here’s a simple pricing structure to get you started:

• Charge $8-$10 per foot for roofline installations, depending on complexity.
• Price mini light strands at $45 each (your cost: $9).

This approach ensures you’re compensated fairly for your time and materials while remaining competitive.

3. Define Your Service Offerings

Clarity in your services sets you apart from the competition.

Avoid the temptation to offer everything under the sun.

Answer these questions to shape your service offerings:

• What types of lights will you install? (C9, mini lights, icicle lights, etc.)
• Will you offer greenery like wreaths and garlands?
• Do you want to include ground lighting or just focus on rooflines?
• What about custom designs or animated displays?
• Will you offer removal and storage services?
• How will you handle maintenance and repairs during the season?

Taking time to define your services now will streamline your operations and marketing efforts later.

You’ll be able to train your crew more effectively and set clear expectations with customers.

4. Implement a Rental Model

This step can significantly boost your profitability year after year.

Instead of selling lights to customers, offer a rental package that includes installation, maintenance, removal, and storage.

Your previous decisions on pricing and services will guide your rental package structure.

For example, you might charge $2,000 for a standard package that includes roofline lights, a wreath, and removal/storage.

This model creates recurring revenue and allows you to reuse materials, increasing your profit margins over time.

5. Market Strategically

Your marketing efforts will pay off big time if you’ve followed the previous steps.

Focus on reaching your existing roofing customers first—they already trust you.

This transfer of trust is your best path to the first jobs and testimonials that you can quickly snowball into other marketing channels.

When you add physical and digital ads to the equation, you’ll be surprised how many qualified leads come in… Especially if you target the right neighborhood.

As the leads start pouring in, prioritize the follow ups at all costs – respond quickly, call multiple times, get the appointments booked.

This leadflow turns into cashflow by ruthlessly refining your sales process with homeowners. Leverage what already makes you a successful home service company and tailor it to the new offer.

You’re making $! Now what?

Celebrate your new service offering! You’ve just added a valuable revenue stream to your business.

This solution works because it builds on your existing skills, equipment, and customer base.

You’re simply extending your roofing expertise to a related service that’s in high demand during your slow season.

By implementing this strategy, you avoid layoffs, keep your crew busy, and maintain a steady cash flow year-round.

Start by sending an email to your customer list announcing your new Christmas light installation service.

You could be booking your first installation within days, setting yourself up for a profitable winter season.

For more in depth tactics, you’ll want to catch the full masterclass with JC HERE.

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To your Christmas success,

Chuck Thokey