How to Qualify Leads Before Your Crew Shows Up (Save $500+ Per Bad Job)

Your crew rolls up to estimate a $2,500 job. Two hours later: the customer wants it "done for free" or ghosts you entirely. You've burned labor, gas, and morale for nothing.

This happens because most contractors answer every call the same way: "Sure, we'll come look at it." No questions asked.

The Real Cost of Bad Leads

A typical HVAC or plumbing crew costs you $40–80/hour to deploy. A 2-hour estimate visit = $80–160 in labor alone. Add gas, truck wear, lost opportunity cost, and that "free estimate" cost $250–500 in real money.

If you're sending crews to 3–4 unqualified leads per week, you're burning $3,000–8,000 monthly on jobs that will never close.

The Qualification Framework: 4 Quick Questions

Before you book a site visit, ask these four questions on the phone (takes 60 seconds):

1. "What's happening right now?"

If they say "it's broken," they're motivated. If they say "just getting quotes," they're comparison shopping and price-sensitive.

2. "When do you need this fixed?"

"ASAP" or "this week" = real emergency. "Sometime soon" = tire kickers.

3. "Have you gotten other quotes yet?"

If yes: "What were the prices?" If it's way below your standard, they're not your customer.

4. "What's your timeline to decide?"

"This week" = ready to buy. "Just collecting info" = waste of time.

The Avery Advantage

Avery can ask these questions, text you the answers in real-time, and only book qualified leads. One contractor cut unqualified visits by 65%, freeing 8 hours/week for billable work. That's $16,000–30,000/year from simply not wasting time on tire kickers.

Bottom Line

Qualifying leads on the phone is the highest-ROI activity. Spend 5 minutes qualifying, save $500 in wasted crew time per bad estimate. Your crew's time is your most valuable asset. Protect it.