For contractors
How to qualify a home improvement lead before you drive out
Every trip out to an estimate costs you time. A few questions up front show you who is serious. Then a short call tells you if the drive is worth it.
- What to ask before you go
- Why to call first
- Whether to charge for estimates
What to ask before you drive out
Ask these on the phone or in a form, before you book the visit.
- Their budget, and if it fits the work you do
- When they want to start: next month or next year
- Where the job is, and if it's in your area
- What they want done: a full remodel or a small repair
- If they own the home
- Who else decides, and if they'll be at the visit
- How they plan to pay: cash or financing
- What made them start looking now
The first three matter most, so ask them every time. Add the rest as you need them.
Questions to ask for your trade
The list above works for any job. Each trade also needs a few questions of its own.
Questions for kitchen remodelers: the kind of remodel, and the smallest budget you'll take.
Questions for bathroom remodelers: which job, from a full remodel to a walk-in shower.
Questions for deck builders: wood or composite, the size, and when they want it built.
Questions for flooring contractors: which floor, how big, and supply and install or install only.
Siding, fence and pool questions are on one page: siding, fences and pools.
Why Jesse started calling homeowners first
Jesse Sawyer remodels kitchens in Eugene, Oregon, with his company DS Custom Built. At first, homeowners booked visits online on their own. Some who only wanted a price still got through.
So he started with a phone call. In his words: "I call them and do a phone consultation first." After the call, he decided if the trip was worth it.
Read what else changed for Jesse.
Call first. Then decide if the drive is worth it.
Set the smallest job you'll take
Pick the smallest job you will drive out for. It can be a budget, a size, or both.
Then stick to it. If a homeowner is under your minimum, tell them on the call. A polite no saves you both a trip.
Check it again when you get busy. A minimum that worked in a slow month may be too low now.
What if they just want a ballpark price?
Some homeowners only want a number. You can't drive out for all of them.
Jesse found the same thing. Once he got busy, he couldn't make a trip just to hand someone a price.
Give a rough range
On the phone, tell them where jobs like theirs usually land. Say it's a rough range, not a quote.
Ask if that works
Ask plainly if that range fits their budget. Then listen to the answer.
Book the visit if it fits
If they're fine with the range, set a time. Now you both know what to expect.
Let it go if it doesn't
If the range is too high for them, you saved a trip. Thank them and move on.
Should contractors charge for estimates?
There's no single right answer. A fee can keep some price shoppers away. It can also turn away good homeowners who are comparing a few contractors. Some charge a fee and take it off the price if they get the job. Others keep estimates free and qualify by phone first. Pick what fits your jobs.
Either way, tell them before you book. Nobody likes a surprise fee at the door.
Free estimates vs paid estimates
| Free estimate | Paid estimate | |
|---|---|---|
| Price shoppers | Easier for them to book | Fewer of them book |
| Homeowners comparing bids | Easy to say yes to | Some may pass on you |
| Your time | Protected by your questions and a call | Paid for, at least in part |
| Works best when | You qualify by phone first | The visit takes real work, like a full design or a long measure |
Price shoppers
Free estimate: Easier for them to book
Paid estimate: Fewer of them book
Homeowners comparing bids
Free estimate: Easy to say yes to
Paid estimate: Some may pass on you
Your time
Free estimate: Protected by your questions and a call
Paid estimate: Paid for, at least in part
Works best when
Free estimate: You qualify by phone first
Paid estimate: The visit takes real work, like a full design or a long measure
How AutoGen asks these questions for you
We run Facebook and Instagram ads for your company. Before homeowners can book, they answer budget, timeline and location. They also answer any question you add, like the ones on this page.
A few tire kickers still get through, so the call before the visit still matters. See every step.
Questions about qualifying home improvement leads
What should I ask a lead before an estimate?
Ask their budget, when they want to start and where the job is. Ask what they want done and who else decides. Then call before you drive out.
How do I filter out tire kickers?
Ask the budget first and call before the visit. A short call shows you who is serious. It won't catch every one, but you should make fewer wasted trips.
How do I keep price shoppers off my calendar?
Ask the budget before they can book, and set your smallest job. If they only want a number, give a rough range by phone.
Should I give a price over the phone?
A rough range, yes. It saves a trip when the range is too high for them. Give the real price after you see the job.
Does AutoGen's questionnaire stop every tire kicker?
No. It screens out most of them, but a few still book. Call each one before you go, so you don't waste a trip.
See if your area is still open
We only work with one contractor per area. Answer 3 quick questions, then pick a time for your free strategy call.