Quailfying Long Distance Leads - Contractor Talk - Professional Construction and Remodeling Forum

edjohnson · 01-27-2009, 07:53 AM

We travel and work a 5/6 hour radius from the house. Needless to say, can get costly and time consuming on the job estimating. When talking to the homeowner what are any of you guys doing to weed out the undecided/tire kickers?
These are $ 10000.00 +/- jobs so I hate to turn any down, I also hate driving 5 hours and hearing "thanks but no thanks".

SLSTech · 01-27-2009, 09:13 AM

Charge for the estimate - if there serious they will pay

Search for posts by Mike Finley - I think there was a good one on this subject back in Nov or Dec & how to overcome objections, along with a typical phone conversation

D.A.S.Anthony · 01-27-2009, 09:32 AM

If they do want your company, they will pay for an estimate. You can always knock it off the final bill. This way, you get paid if you do not get the job, and they get the free estimate if they give you the job.

It definately gives them a vested interest in using your company.

Brickie · 01-27-2009, 06:50 PM

Quote:

Originally Posted by edjohnson

When talking to the homeowner what are any of you guys doing to weed out the undecided/tire kickers?

For starters you would ask what are they looking to get done & when they are thinking of getting it done

Mike Finley · 01-27-2009, 07:02 PM

I can't even beging to fathom a successful business model that involves driving 10 hour round trips to give estimates. You must have HUGE profit margins to afford having such a front weighted estimating process.

orson · 01-27-2009, 08:22 PM

ed,

your website link is not set up correctly in your signature.

edjohnson · 01-27-2009, 11:13 PM

Sean,
Found that thread.....thanks.

Mike, What I have been doing is scheduling at least 3 to 5 or how ever many I can at one time. Usually they are within 30 to 50 miles apart (even though that may be 4/5 hours from home. Do them on a Saturday. That was working good until the gas/diesel

. And for some reason........not closing as many as before......
I'm losing my touch

Orson,
Thanks..I tried but couldn't get to work.....waiting on a new site, so I try again when it's up and running.

I would love to charge for the estimate....../trip/consultation/gas/food/ware and tear/aggravation/speeding tickets/engergy drinks/insults....feel free to ad to the list......

Mike Finley · 01-28-2009, 12:04 AM

Quote:

Originally Posted by edjohnson

Mike, What I have been doing is scheduling at least 3 to 5 or how ever many I can at one time. Usually they are within 30 to 50 miles apart (even though that may be 4/5 hours from home. Do them on a Saturday. That was working good until the gas/diesel

. And for some reason........not closing as many as before......
I'm losing my touch

.....

I doubt you are losing your touch, the world is coming to an end, haven't you been keeping up?

So do you have to travel that far because you live so far away from where most of the customers are from you, or are the customers so far out of the way for anyone?

I think your answer to that will determine how hard it would be to charge for your estimates.

If the customers are all out away from all the contractors then it's going to be easier for you to justify a trip charge. If you live far away from where the action is and are traveling to a location where all the other contractors already are, then it could be harder for you.

Anyways, you are asking about qualifying - I ask about budgets to get an idea, if they describe to me what I think is a typical 20-30K job and they are thinking they wanted to keep it around 15K I dump them as fast as possible. They simply either are cheap or are dreamers. Either one is a waste of time. Those types rarely wise up and cut back what they want to do or suddenly decide to double what they have to spend, instead they spend 6 months getting bid after bid in the hopes of finding somebody who will lie to them and then screw them over.

Other qualifiers - have you seen our website? I want customers who know something about us before I go see them, the more they have looked into you the more serious they are about you.

When did you want to start?

Have you used a professional remodeling company before?

Those are some basic good questions to ask customers. The more you know about them the better.

edjohnson · 01-28-2009, 10:47 PM

The competition is scattered around. I have had a couple of homeowners in the past tell me they called other contractors, but droppd them when they were told it would cost them. It's going to be a hard sell.
When you ask about the budget, do you flat out ask "what is you budget?" or try to feel em out. Seems like if you ask straight out, they are going to think you're out to sink' em. ??? I'm not going to want to tell a potential contractor how much money he may be able to get out of me.... Am I looking at this wrong?

tinner666 · 01-29-2009, 12:32 PM

Over 30 mile, my cost for an doubles from $25.00 to $50.00. Sometimes more. If they balk at that, I figure I saved myself a few hours of valuable time, gas, wear and tear, etc. Instead of doing 20+ estimates and maybe only getting one, I do 2-3 and get 1-2. Works for me.

handyhands · 01-29-2009, 05:40 PM

Hats' off to ya.

I have a sunroom rep, (keep in mind sunrooms are by far NOT CHEAP)-

If i send him over an hour away to give an estimate,....I have to supply him with a box of tissue and some tampons to boot.

I wish you the best~

Mike Finley · 01-29-2009, 06:15 PM

Quote:

Originally Posted by edjohnson

The competition is scattered around. I have had a couple of homeowners in the past tell me they called other contractors, but droppd them when they were told it would cost them. It's going to be a hard sell.
When you ask about the budget, do you flat out ask "what is you budget?" or try to feel em out. Seems like if you ask straight out, they are going to think you're out to sink' em. ??? I'm not going to want to tell a potential contractor how much money he may be able to get out of me.... Am I looking at this wrong?

Say something along the lines of -- You've probably been thinking about this for awhile, and may have gotten some quotes by some others, what's the budget you have established for this?

Just say it and listen.

You'll hear a few things
- No you are the first we have called...

Yes we have talked to 37 other contractors, they were all a-holes, they wouldn't come out, they were great....

we've only talked to a couple and the numbers are all over the place...

we have no idea we were hoping you could help us with that....

we were hoping to keep it around 20,000.00...

our friends did something similar it cost 2 fitty, we were thinking close to that...

You'll get something, and the more you know, the better off you are.

I still don't understand if the business you want is 5 hours away or all of the business is 5 hours away from all the contractors.

edjohnson · 01-29-2009, 07:27 PM

Mike,
That's a good line. I like it. Note to self...self, REMEMBER THAT LINE GET IT?......GOT IT!!

The jobs CAN be UP TO 4/5 hrs. Some close, most farther away.
Contractors, same thing, just depends..... The biggest problem is so many lowballers=cheap finished product. They do 1/2 of what I do (prep) so I really have alot of spleenin to do to the homeowner. Which I do by phone. But if they have already gotten even 1 free estimate, it is impossible (I think) for me to charge. These people have money so that is not the issue. They just have etched in their mind..FREE estimate. I just have to get better on my closing.
I have to work on this . And since I have a new line, I'll have to ponder my next move . I love my job!!!!

Bender · 01-29-2009, 07:49 PM

Good stuff Mike

mnjconstruction · 01-30-2009, 05:42 AM

Quote:

Originally Posted by edjohnson

We travel and work a 5/6 hour radius from the house. Needless to say, can get costly and time consuming on the job estimating. When talking to the homeowner what are any of you guys doing to weed out the undecided/tire kickers?
These are $ 10000.00 +/- jobs so I hate to turn any down, I also hate driving 5 hours and hearing "thanks but no thanks".

I have always given free estimates. But last month I got a call from a lady about 150 miles away. She had an apartment building and needed some renovation done. After talking with her for about ten minutes the job sounded sweet and I wanted it. She really wanted my company to do, we built a very large shop for her father few years back. I told her because of the distance and time I would have to charge her to come take a look. I didnt charge her alot, just enough for my time and to cover the gas. ($100) She agreed with no problems. I was upfront about everything with her, including addition money we would need to do the job because of the distance. After signing contract i did not charge her the additional 100 for estimate. But if we didnt sign i diffently would have. If someone calls, there most likely calling for a reason, if they want you they will pay!!!