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Every job came from Thumbtack and Angi. Pay for the lead, then quote against four or five other pros who were sent the same one, and win it on price or not at all. The customer belonged to the app, and nothing built up for the business.
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A site of their own, a Google profile that turns up in the towns they serve, and ads we run on Google and Facebook. The homeowner comes to them directly — and the site keeps growing with the work, most recently a page just for painting.