Home Services Group

Lead Qualification Checklist

Maximize your conversion rate and stop wasting time on unqualified leads. Use this proven checklist to identify high-value prospects and prioritize your sales efforts.

HSG Success Rate:
Businesses using this checklist see 40% higher close rates and 60% better time management. Qualify every lead within the first 2 minutes of contact.

Initial Contact Assessment (First 60 Seconds)

Lead Source Verification: How did they find us? (Google, referral, ad, etc.)
Immediate Need Assessment: Is this urgent/emergency or planned project?
Property Ownership: Do they own the property or are they renting?
Service Area Confirmation: Are they in our primary service area?
Contact Information: Valid email address and location obtained?
Opening Script Template:
"Hi [Name], this is [Your Name] from [Company]. I see you're interested in [service] - I'd love to help! Before we dive in, can you tell me a bit about your situation? Is this something urgent you need taken care of, or are you planning ahead?"

Project Details & Timeline

Project Description: What exactly needs to be done? Get specific details.
Timeline/Urgency: When do they need this completed?
Previous Attempts: Have they tried to fix this before? Who else have they contacted?
Access/Availability: When can they be available for estimate/service?
Property Details: Age of home, relevant system age, previous maintenance history?

Budget & Decision Making

Budget Range: Do they have a budget in mind for this project?
Decision Maker: Are they the person who makes the final decision?
Other Decision Makers: Who else is involved in this decision? (spouse, property manager, etc.)
Comparison Shopping: Are they getting multiple estimates?
Insurance/Financing: Is this covered by insurance? Do they need financing options?
Budget Qualification Script:
"To make sure I give you the most accurate estimate, it helps to know if you have a budget range in mind. Projects like this typically range from $X to $Y depending on the specific requirements. Does that sound reasonable for what you're looking to accomplish?"
Red Flags - Proceed with Caution:

Competitive Analysis

Other Contractors: Who else are they considering? How many estimates are they getting?
Previous Experience: Have they used contractors for similar work before?
Decision Criteria: What's most important to them? (price, quality, speed, warranty)
Referral Source: Did someone recommend us specifically? Who?

Lead Scoring System

Assign Points for Each Factor:

Urgency/Timeline (0-25 points):

Budget Qualification (0-25 points):

Decision Making Authority (0-20 points):

Service Area & Logistics (0-15 points):

Lead Quality/Fit (0-15 points):

Lead Priority Classification:

Follow-Up Action Plan

For Hot Leads (80-100 points):

Immediate Response: Schedule estimate within 24 hours
Confirmation: Send text/email confirmation with your photo and credentials
Preparation: Research property, prepare materials list, check availability
Follow-up: Email/text day before estimate to confirm and set expectations

For Warm Leads (60-79 points):

Schedule: Offer estimate within 2-3 days
Educational Content: Send relevant guides or case studies
Social Proof: Share customer testimonials and reviews

For Cool Leads (40-59 points):

Nurture Campaign: Add to email sequence with helpful content
Quarterly Check-in: Follow up every 3 months
Seasonal Outreach: Contact during relevant seasons for their service
HSG Pro Tip:
Track your lead scores in a simple spreadsheet or CRM. Review monthly to identify patterns in your highest-converting lead sources and adjust your marketing accordingly.

Lead Qualification Contact Script

Complete Contact Script:

Opening:
"Hi [Name], this is [Your Name] from [Company]. I got your inquiry about [service] and wanted to personally reach out. Do you have a couple minutes to talk about your project?"

Project Discovery:
"Great! Can you walk me through what's going on? What exactly are you looking to have done?... When did you first notice this issue?... Have you had anyone else take a look at it?"

Timeline & Urgency:
"How soon are you looking to get this taken care of? Is this something urgent, or are you planning ahead?"

Budget Qualification:
"To make sure I give you accurate information, do you have a budget range in mind? Projects like this typically run [range] depending on the specifics."

Decision Making:
"Are you the person who makes the final decision on this, or is there someone else involved in the process?"

Scheduling:
"Based on what you've told me, I'd love to take a look and give you a detailed estimate. I have availability [times] - what works better for you?"

Confirmation:
"Perfect! I'll see you [day] at [time]. I'll send you a text confirmation with my photo so you know it's me. My direct number is [number] if anything comes up. Looking forward to helping you with this project!"

Want to Convert More Leads?

HSG helps home service businesses convert 40% more leads using proven qualification systems.

Our clients see immediate improvements in close rates and time management.

Email: sales@hsgnationwide.com

Free Lead Conversion Audit: Book at hsgnationwide.com/get-started