The Recurring Service Route Is the Business — The Install Is Just the Door
This plan is built around the guide's finding that recurring service revenue — salt delivery, annual service, RO filter changes — is only 14 percent of year-one revenue but grows to roughly $90,000 a year by year five at 400 service customers. It covers the softener sizing formula (hardness in GPG, plus 5 grains per ppm of iron, at 75 gallons per person per day), the three state licensing regimes for water treatment work, and the air-gap drain code that a Denver jury enforced with a near-million-dollar verdict after an installer cross-connected a softener to a sewer line.
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Built From Real Numbers
The plan works through installed pricing — softeners at $1,200 to $3,800 installed, under-sink reverse osmosis at $350 to $1,000 — and the honest sales approach the guide recommends: sending water to a certified lab instead of a drops-and-tablets demonstration, and volunteering the FTC's three-day cancellation notice out loud.
It also covers the softener sizing worksheet, the installation code compliance checklist for drain air gaps, and the year-one financial model — 60 installations plus a growing service route — that shows why the service base, not the sale, is what the business is actually worth.
What's Inside
- Softener sizing worksheet using hardness, iron adjustment and household water use
- Installation code compliance checklist covering air gap and drain distance requirements
- Recurring service route tracker for salt delivery, filter changes and annual service
- Worked year-one financial model: 60 installations plus a growing recurring service base
- Guidance on the three state licensing regimes for water treatment installers
- Honest-selling framework built around certified lab testing and the FTC cancellation notice
- A 90-day plan built around licensing, referral relationships, and stocked drain parts
