7 Questions to Ask Every Lead Before Scheduling an Estimate

Not every lead deserves an in-person estimate. The most successful contractors qualify leads over the phone first, saving hours of windshield time on projects that were never going to close.

Here are the 7 questions that separate serious buyers from tire-kickers.

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Question 1: "What's prompting this project right now?"

Why It Matters

Understanding their motivation reveals urgency and timeline.

Response	What It Means
"We're hosting a graduation party in June"	High urgency - deadline-driven buyer
"Just getting prices for someday"	Low urgency - may not be ready
"Our current patio is crumbling"	Problem-driven - motivated to solve

Pro Tip: Deadline-driven buyers close at 2-3x the rate of "just looking" leads.

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Question 2: "Have you gotten any other quotes yet?"

Why It Matters

This tells you where they are in the buying process.

If they say "No, you're the first":

• Great! You can set expectations and anchor pricing
• Take your time building rapport

If they say "Yes, we have 2 other quotes":

• Ask what they liked/didn't like about those quotes
• Position yourself differently

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Question 3: "What's your budget range for this project?"

Why It Matters

This is the #1 question contractors are afraid to ask—but it saves the most time.

How to ask it comfortably:

"To make sure I'm presenting options that make sense, do you have a budget range in mind? I can work with anything from basic to premium."

Their Response	Your Action
Gives a number	Great! Now you know what to propose
"I don't know"	Educate them on typical ranges
Way too low	Politely explain realistic pricing

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Question 4: "Who else is involved in making this decision?"

Why It Matters

You need ALL decision-makers at the estimate, or you'll hear "I need to talk to my spouse."

The right follow-up:

"Great! I'd love to have [spouse/partner] there when I present options so you can make a decision together. What time works for both of you?"

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Question 5: "What's your timeline for getting this done?"

Why It Matters

Timeline reveals urgency and helps you schedule appropriately.

Timeline	Interpretation
"ASAP"	Hot lead - prioritize this estimate
"This spring"	Warm lead - schedule soon
"Sometime this year"	Cooler lead - may need nurturing
"Just planning ahead"	Cold lead - consider phone quote only

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Question 6: "Have you seen any designs or styles you like?"

Why It Matters

This question does two things:

1. Shows you're interested in their vision
2. Reveals their taste and potential budget

Follow-up:

"Would you mind texting me a few photos of what you have in mind? It helps me come prepared with relevant ideas."

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Question 7: "If everything looks good, are you ready to move forward?"

Why It Matters

This is a trial close that reveals their true intent.

Response	What It Means
"Yes, if the price is right"	Ready to buy - prioritize this lead
"We need to think about it"	May need more nurturing
"We're just getting information"	Tire-kicker alert

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The Qualification Scorecard

Rate each lead 1-10 based on their answers:

Factor	Score
Clear motivation/urgency	/10
Realistic budget	/10
All decision-makers available	/10
Ready to move forward	/10
Total	/40

Scoring Guide:

• 30-40: Hot lead - schedule immediately
• 20-29: Warm lead - schedule within a week
• 10-19: Cool lead - consider phone quote first
• Under 10: Cold lead - nurture or pass

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Key Takeaways

• Qualify leads BEFORE driving to estimates
• Save 5-10 hours per week on unqualified leads
• Focus your time on leads that will actually close
• Use a scorecard to prioritize your schedule

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The Bottom Line

Your time is your most valuable asset. Every hour spent on a tire-kicker is an hour you could spend closing a real deal or with your family.

Qualify ruthlessly. Close consistently.