When we first started out I worked with a lot of residential property managers. I'd say 99% of our business was running to the middle of nowhere to swap a doorknob or on a good day doing 2-3 water heater swaps if it was a really good week we'd handle tenant turnovers. Slowly but surely people started asking us to quote full remodels. I started using terms like "value-add" and it escalated and escalated. Next thing I know we're doing soft commercial renovations too. At that point I was still getting those doorknobs 20 miles outside of town calls so I had to pull the plug on investment property service calls that aren't directly in town. Our business swapped organically from high frequency low value to slightly lower frequency but higher value.
It's much better to work with 20 clients paying $100 than 100 clients paying $20. Lower frequency service at a higher margin gives you a more efficient business since there's not as many moving pieces to keep track of!
